Mark Arnold

Mark Arnold
Saint Louis University | SLU · Department of Marketing

About

42
Publications
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8,013
Citations

Publications

Publications (42)
Article
Full-text available
Consumer‐brand relationships are highly valued as brand‐committed consumers are thought to deliver many positive outcomes for affiliated brands. However, in addition to connections between individuals and brands, consumer‐brand relationships also involve relationships between individuals and other brand users. Little attention has been given to the...
Article
Full-text available
Touch is a powerful means to explore one's environment and a critical sensory modality for information gathering. Previous research has shown the positive effects of product touch on key outcomes such as perceived product ownership and choice confidence, yet only in the context of consumers examining a solitary product or a small choice set. The cu...
Article
Full-text available
We often hear about a brand dropping a celebrity after the endorser has negative publicity. However, endorsers are not the only ones who are responsible for negative news; many brands also generate negative publicity as well. The growing frequency of brand crises and the demonstrated relationship between brand‐ and endorser‐reputation begs the ques...
Article
It is no secret that creativity is an important component of advertising. It can enhance attention, facilitate recall, and drive emotional responses. However, there is continued opportunity to explore the boundary conditions regarding creativity’s ability to break though clutter. This article looks at whether two types of interference—external inte...
Article
Purpose Guanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in channel relationships. The purpose of this study is to propose a novel theoretical framework of interpersonal and interorganizational guanxi relationships in a sales channel co...
Article
Purpose This paper aims to propose an original model of cultural intelligence (CQ), global identity and consumer willingness to buy foreign products. Previous research has discussed the relationships between CQ and global identity but only in the context of multi-cultural management teams. The research presented here proposes a model that is applic...
Article
Purpose This paper aims to look at the exchange context of peer-to-peer (P2P) collaborative consumption (e.g. Uber and Airbnb). Specifically, the paper examines the effect that the sharing of a personal possession, such as a car or apartment, may have on the consumer. Design/methodology/approach Two studies were conducted via online surveys. The s...
Article
Purpose This paper aims to propose the concept of consumer legitimacy, develops scales to measure this concept and shows its utility and relevance in the international marketing field. Design/methodology/approach A four-step deductive approach (construct definition, item generation, scale purification and scale validation) is used to develop scale...
Article
Full-text available
This study draws on the insights of institutional theory and the environmental contingency perspective to explore family firm leaders’ approaches toward R&D investment in China. Our sample consisted of 577 manufacturing firms listed on the small and medium enterprises (SMEs) board of the Shenzhen Stock Exchange over a period of three years (2013–20...
Article
Purpose In today’s highly globalized marketplace, it is increasingly important to understand why some consumers prefer luxury goods. This study aims to further explore the relationship between consumers’ global identity, their perceived functional, individual and social value of luxury and their intentions to purchase luxury. Design/methodology/a...
Article
Full-text available
Customer engagement marketing—defined as a firm’s deliberate effort to motivate, empower, and measure customer contributions to marketing functions—marks a shift in marketing research and business practice. After defining and differentiating engagement marketing, the authors present a typology of its two primary forms and offer tenets that link spe...
Article
Full-text available
Firms increasingly employ global and local consumer culture positioning strategies (GCCP/LCCP), but understanding of the drivers that underlie consumer responses to such strategies is limited, leaving firms with little guidance on when to choose one strategy over another. To shed light on consumer preference for GCCP versus LCCP, the authors examin...
Chapter
The existence of forgetting has never been proved: we only know that some things do not come to our minds when we want them to — Friedrich Nietzsche
Chapter
The need for affect regulation can be explained by the hedonic principle which states that people are motivated to approach pleasure and avoid pain. Mood maintenance theories (e.g., Isen and Means 1983) indicate that a positive mood is more likely to trigger immediate affect regulation compared to a negative mood. In contrast, mood repair theories...
Article
Full-text available
Exchange events are fundamental building blocks of business relationships and essential to relationship development. However, some events contribute to incremental relationship development, as predicted by life cycle theories, whereas others spark "turning points" with dramatic impacts on the relationship. Such transformational relationship events...
Article
Purpose – The purpose of this study is to explore consumers’ overall attitude toward relationship marketing and to determine the influence of consumers’ overall attitude on consumers’ intentions and behaviors. Many services companies practice relationship marketing and customer relationship management. Although the benefits and drawbacks of relatio...
Article
Previous research indicates that consumers differ in their evaluation of and response to similar retail experiences. Reporting results from three studies, the current research proposes consumers’ regulatory focus intensity as one possible source of this variation. Study 1 examines how consumers’ regulatory focus intensity influences their in-store...
Article
Full-text available
We reinvestigate what constitutes hedonic customer experiences in collectivistic versus individualistic cultures using four country samples (N=2,336) in Germany and the U.S. as well as Oman and India. Across country samples, intrinsically enjoyable customer experiences are associated with the same underlying hedonic shopping motivations as shown in...
Article
Only recently has research interest in relationship marketing and customer loyalty converged in the retail context. Although this research shows that relationship customers maintain their primary loyalty to the salesperson, which then “spills over” and affects loyalty to the store, other research suggests that salesperson loyalty has direct effects...
Article
Retail shopping studies often conclude that desirable shopper behaviors, such as spending more money, indicate underlying approach motivation, while undesirable behaviors, such as leaving the store, indicate underlying avoidance motivation. However, hedonic consumption would seem to provide an opportunity not only for approaching fun and excitement...
Article
The post-entry strategic positioning in a host market is important for MNEs' success, as firms must position properly in the marketplace to gain competitive advantage. However, little attention has been paid to firms' strategic positioning in market center as generalist firms or market peripheries as specialist firms in a host market. This study ad...
Article
This paper examines the relationship between extension difficulty, defined as the perceived difficulty of manufacturing the extension product, and attitudes toward brand extensions. Although extant literature has hitherto modeled this relationship as a simple monotonic relationship, a study by Bottomley and Holden (Journal of Marketing Research, 38...
Article
This study, using a sample of Korean multinational corporations, focuses on testing the relationships between the constructs of experiential knowledge, creativity, and performance in the context of international marketing projects. Relying on a multi-level conceptualization of experiential knowledge and creativity, our findings suggest that process...
Article
China is rapidly becoming an important market for consumer goods, but relatively little is known about variations in consumer shopping patterns in different regions of China. We employ a cultural materialism perspective in understanding decision-making styles of inland and coastal shoppers. Our findings reveal that consumers in the two regional mar...
Article
Full-text available
The past several decades have witnessed the rapid globalization of consumption markets and widespread diffusion of information and communication technologies. However, the use of technology by consumers is not a foregone conclusion. We investigate the role of global self-identity on the orientation toward technology readiness and usage. Relying on...
Article
Two studies investigate the relationship between promotion and prevention focus, mood regulation, and retail marketplace evaluations and behaviors. Study 1, a laboratory experiment, finds that individuals high in promotion focus regulate their moods more than individuals low in promotion focus. Study 2, a field study, investigates the relationships...
Article
Previous research on both hedonic and utilitarian shopping value has focused much effort on the antecedents of shopping value with very little emphasis on the outcomes of shopping value. This study investigates the complex interrelationships between satisfaction with the retailer, hedonic and utilitarian shopping value, and important retail outcome...
Article
The authors review relevant literature and present two new case studies - one of Taiwan's country image campaign and the other of Acer's entry into global markets - to gain a further understanding of two related constructs, country of origin (from the field of international marketing) and animosity (from the field of consumer behavior). The authors...
Article
The concept of delight is of great interest to practitioners who understand that to keep customers loyal, a firm must go beyond merely satisfying to truly delighting them [Bus. Mark. Dig. 17 (1992) 17; Mark. News 24 (1990) 10]. However, few studies specifically dedicated to customer delight have surfaced in the marketing literature [J. Retail. 73 (...
Article
Full-text available
Given the increasing importance of entertainment as a retailing strategy, this study identifies a comprehensive inventory of consumers’ hedonic shopping motivations. Based on exploratory qualitative and quantitative studies, a six-factor scale is developed that consists of adventure, gratification, role, value, social, and idea shopping motivations...
Article
Direct marketing is seeing growing acceptance among non-profit services as a means to reach audiences, raise revenues, and foster long-term relationships with customers. However, academic research has lagged in investigating the influences on the extent to which these organizations implement direct marketing, and subsequent effects on performance o...
Article
Prior research has affirmed the importance of direct marketing in various nonprofit industries, yet little guidance has been offered as to selection of those direct marketing methods that have significant effects on actual performance. This research investigates the effects of direct marketing on multiple measures of performance in the nonprofit ar...
Article
Full-text available
Creating and maintaining customer loyalty has become a strategic mandate in today's service markets. Recent research suggests that customers differ in their value to a firm, and therefore customer retention and loyalty-build- ing efforts should not necessarily be targeted to all customers of a firm. Given these sentiments, it is becoming increasing...
Article
Full-text available
Very little prior research has analyzed the behavior of dissatisfied consumers who complain to the Better Business Bureau (BBB). Therefore, interviews were conducted with dissatisfied consumers who filed complaints with the BBB against companies in three industries – auto dealers, dry cleaners, and home construction. The results reveal significant...
Article
This study provides a new understanding of today's marketing student intern by formalizing an empirical taxonomy of student expectations of marketing internship programs. The results provide strong support for the existence of three distinct student segments, and recommendations are offered as to the application of this new knowledge for academic i...
Article
The findings of this research indicate that students have adopted a significantly more pragmatic orientation to college internship programs in business. Students are increasingly seeing the internship less as a vehicle for augmenting their education, and more as a means of gaining a competitive edge in the marketplace for new jobs. Business schools...
Article
Full-text available
To assess the effect of "the Sixties" on the development of marketing thought, a framework is developed that embodies three broad paradigms that existed or were emerging during the late 1960s and early 1970s. Marketing scholars have labeled these the Apologist, the Social Marketer, and the Reconstructionist Paradigms. Through the in-depth presentat...
Article
The purpose of this paper is to assess the impact of the sixties on the development of marketing thought. We develop a framework that embodies three broad paradigms that existed or were developing during the late sixties. These paradigms were assumed respectively by groups of marketing scholars labeled as the Apologists, the Social Marketers, and t...

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