Pam Scholder Ellen

Georgia State University | GSU · Department of Marketing

Purpose – The purpose of this paper is to advance our understanding of how information privacy concerns are derived from the combination effects of individual traits, compound traits, situational traits and surface traits that ultimately influence the consumer’s attitude toward data collection programs. The study investigates a hierarchical model o...

Quasi-experimental designs are primary data collection methods that seek to infer causality in a setting that does not allow the researcher to randomly assign test units to experimental conditions. Quasi-experiments are useful when researchers are interested in a phenomenon that occurs in a complex environment that cannot be well-replicated in a la...

Factorial experimental designs have the advantage of testing the impact of two or more different independent variables at one time. These designs allow researchers to explore mediator and moderator effects and, as such, are often chosen by social scientists interested in theory development and testing.

Although there is a significant amount of research on organizational citizenship behavior and its importance to individual and organizational outcomes (Podsakoff et al. 2000), relatively little research has explored the process by which such behavior emerges and is established within an organization. Against this backdrop, we combine the perspectiv...

Purpose – This research aims to examine the effects of transparency in pricing (i.e. disclosure of a price increase and extent of explanation) on perceived price fairness when a firm increases price. Design/methodology/approach – US adult consumer panelists participated in two online experiments. Findings – Consumers perceive a firm's price incre...

Despite the limited empirical evidence about the effectiveness of olfactory cues in advertising, firms are increasingly using such cues in their advertisements. The authors examine the effects of olfactory cues that are used as a novelty, as opposed to a product sample, on consumer attitudes. The results show that the addition of a more congruent s...

The present research isolates the fairness assessment of the process used by the retailer to set a price, as well as the distributive fairness of the price compared to the price that others are offered, and examines the combined effect of procedural fairness and distributive fairness on overall price fairness. Two experimental studies examine proce...

Despite significant policy efforts to encourage Americans to save for retirement, the U.S. retirement savings rates have declined for more than two decades. Current policies and programs are largely driven by three implicit theories of why people do and do not save: trait theory life cycle, and education. The authors' purpose is not to identify a s...

Times of crisis bring about increased demands on businesses as shortages, or unexpected but significant, business costs are encountered. Passing on such costs to consumers is a challenge. When faced with a retail price increase, consumers may rely on cues as to the motive behind the increase. Such cues can raise suspicion of alternative motive (e.g...

Purpose: Relationship marketing literature has provided support of a multidimensional trust construct; however, there is little consensus on its structure. This article builds on existing theory to propose and empirically test a three-dimensional trust construct including ability, integrity, and benevolence dimensions. Furthermore, the article exam...

This research reveals three perceptual themes or “rules of engagement” used by consumers when personal information is requested in online exchanges. The themes—the criticality of the exchange, felt invasion, and fair play—underlie the choice of responses from compliance to blatant falsification of information to company requests. Identified from co...

A critical requirement of direct-to-consumer (DTC) drug promotion on the Internet is the concept of fair balance. This means that prescription drug Web sites should provide an accurate, balanced portrayal of the risks relative to the benefits of using prescription medications. However, one of the most pervasive findings in consumer research is that...

Stigma is a concept that marketers frequently and casually use, but it is underexplored as a theoretical construct. The authors propose a theory of stigma that identifies it as a formative construct associated with perceptions of deviance and undesirability along with inflated risk perceptions. This research also goes beyond the social stigma typic...

Corporate social responsibility (CSR) is often used as a key criterion in gauging corporate reputation. This research examined the influence of consumers’ attributions on corporate outcomes in response to CSR. Researchers and managers have considered consumers’ beliefs about CSR initiatives to be simplistic, serving either economic ends or reflecti...

As demands increase for accountability in business education, marketing educators may find that input from employers on desirable skill sets will provide the needed information to assess their current curriculum and guide course and curriculum development. This paper describes the results of such a survey and offers suggestions for how its results...

As cause marketing promotions become more prevalent, retailers must develop an increasing understanding of how consumers evaluate such offers. Using attribution theory and the gift-giving literature, we derive four predictions about conditions that may lead cause-marketing efforts to be evaluated more positively. The conditions are donation situati...

Doctoral programs are under continuous pressure to justify their mission, their training and their graduates’ success. To better understand the challenges and prospects facing doctoral education in marketing, this paper first reviews the extant literature and then proposes a model of marketing doctoral program performance. This conceptual framework...

The popular and business press is enamored with the idea that the sense of smell can have strong effects on consumer responses to retail environments. The claims that odors have strong persuasive powers tantalize retailers looking for the competitive edge. Herein, we review the current paradigm of retailing-relevant olfaction research and find that...

The popular and business press is enamored with the idea that the sense of smell can have strong effects on consumer responses to retail environments. The claims that odors have strong persuasive powers tantalize retailers looking for the competitive edge. Herein, we review the current paradigm of retailing-relevant olfaction research and find that...

Despite the limited empirical evidence about the effectiveness of olfactory cues in advertising, firms are increasingly using such cues in their advertisements. The authors examine the effects of olfactory cues that are used as a novelty, as opposed to a product sample, on consumer attitudes. The results show that the addition of a more congruent s...

Marketers' claims about the environmental effects of products and their packaging are becoming more pervasive. Consumer organizations, government, and marketers have long realized that consumers receive such claims with some degree of skepticism. An investigation of how consumer skepticism affects the response to “green” marketing claims would be f...

Media reports, medical professionals, mental health counselors, and existing research suggest that some young people fail to follow the Food and Drug Administration's (FDA) required labeling of over-the-counter (OTC) medications. Indeed, anecdotal evidence suggests young people are misusing some OTC products by taking more than the recommended dosa...

Dans le secteur tertiaire, le recours aux nouvelles technologies d'information et de distribution permet aux entreprises de proposer � leurs clients des modes alternatifs d'obtention des prestations offertes : sites de proximit� avec personnel de contact (ex. agences bancaires), automates de proximit� (ex. guichets automatiques de banque), cellules...

The solution of societal problems such as coping with solid waste depends, in part, on identifying desirable behaviors and developing programs to encourage citizens to act accordingly. This research empirically examines the relationship between objective and subjective knowledge, pro-ecological behaviors and related attitudes. Results indicate not...

Consumer researchers seem to believe that the use of imagery increases recall, enhances attitude toward the brand, and positively affects behavioral intentions. Yet few empirical investigations of imagery effects have been conducted in a consumer-behavior context. In this article, we provide a theoretical rationale based on extant literature as to...

Research in social psychology has extensively referenced and used Fishbein and Ajzen's theory of reasoned action to predict and understand motivational influences on behavior Recently Ajzen has proposed an extension of the theory by including perceptions of behavioral control as an additional predictor of intentions and behavior. The present resear...

Technological innovation is seen as the key to survival and success for many firms. Whether intended for internal use or for customers, adoption decisions must consider the response of the final user to such technological alternatives. This paper argues for greater attention to the factors which cause individual resistance to technological innovati...

While perceived consumer effectiveness (PCE) has consistently been linked to socially conscious attitudes, the concept appears to have been confounded with other related constructs in the empirical studies measuring its effects on behavior. In addition, the few studies which have considered the effects of PCE on reported behavior have done so only...

Technological innovation is seen as the key to survival and success for many firms. Whether intended for internal use or for customers, adoption decisions must consider the response of the final user to such technological alternatives. This paper argues for greater attention to the factors which cause individual resistance to technological innovati...

The application of benefit segmentation to public policy formation is addressed by examining its use in understanding differences in voter behavior on a container law referendum. Using evaluations of the potential benefits, costs, and incentives of container laws—“bottle bills”—six clusters were identified which differed on both attitudinal and beh...

This research investigates the response consistency error which may be induced by certain common methodological practices in tests of predictive models such as the theory of reasoned action (Ajzen and Fishbein 1980). Specifically, the physical presence of a questionnaire was expected to provide respondents an inducement and basis for maintaining co...