Roy D. Howell

• Texas Tech University

In this paper we develop the concept of abstractness as an underlying theoretical structure of entrepreneurial action, specifically to connect individual perception of psychological distance to entrepreneurial action. We draw on construal level theory to model distance and abstractness, using construal as the mechanism where, in new venture creatio...

This paper presents results on how Maximum Likelihood (ML) and Generalized Least Squares (GLS) estimators in covariance structure models converge to a constant difference, and how they behave differently when the degree of misspecification increases. Model fit is assessed using the RMSEA fit index. The results indicate that the ML estimator is more...

Purpose – The purpose of this paper is to address the issue of objective knowledge operationalisation with specific focus on varying levels of scale items’ difficulty. The ultimate goal of the study was to develop a scale to measure objective wine knowledge, which would address the domain of wine knowledge and differentiate varying levels of consum...

The past five years have witnessed a plethora of articles on the topic of formative measurement, both in the IS area and in other disciplines. This work can best be described as divergent and often contradictory. In this paper we review the issues surrounding formative measurement and attempt to delineate areas of agreement and to clarify points of...

This research examined the relationship between salespersons' perceptions of role conflict and role ambiquity from various sources and the degree of agreement between salespeople and sales managers on salesperson performance. Three sources of role ambiguity were found to explain the most variance in performance congruence. Implications for manageme...

In an insightful and important article, Lee et al. (2013, this issue) clearly point out the problems with so-called formative measurement. In particular, they suggest that the MIMIC model formulation, as currently conceptualized, does not provide a solution. Their central thesis is that, in a MIMIC model, the supposedly formatively measured latent...

This article shows how interfactor correlation is affected by error correlations. Theoretical and practical justifications for error correlations are given, and a new equivalence class of models is presented to explain the relationship between interfactor correlation and error correlations. The class allows simple, parsimonious modeling of error co...

Purpose This paper aims to respond to John Rossiter's call for a “Marketing measurement revolution” in the current issue of EJM , as well as providing broader comment on Rossiter's C‐OAR‐SE framework, and measurement practice in marketing in general. Design/methodology/approach The paper is purely theoretical, based on interpretation of measuremen...

This study examines the quality of guest comment cards used by major U.S. lodging chains. To accomplish this objective, guidelines for comment card design were developed through a review of the relevant literature. The guidelines focus on eight issues: (1) return methods, (2) introductory statements, (3) contact information, (4) number of questions...

A growing body of literature addresses the issue of formative measurement. However, questions remain regarding the nature of formative measures, their properties, and their usefulness, especially in the context of theory testing and structural equations modeling. This paper poses an incomplete list of questions and suggests possible answers to them...

The relationship between observable responses and the latent constructs they are purported to measure has received considerable attention recently, with particular focus on what has become known as formative measurement. This alternative to reflective measurement in the area of theory-testing research is examined in the context of the potential for...

R. D. Howell, E. Breivik, and J. B. Wilcox (2007) examined the use of formative measurement models in theory testing in the social sciences. K. A. Bollen (2007) and R. P. Bagozzi (2007) have provided comments on this work. In this article, the authors reply to the commentators and suggest that the conclusions reached in the original article and the...

This simulation study demonstrates how the choice of estimation method affects indexes of fit and parameter bias for different sample sizes when nested models vary in terms of specification error and the data demonstrate different levels of kurtosis. Using a fully crossed design, data were generated for 11 conditions of peakedness, 3 conditions of...

Drawing from several diverse streams of research, the authors develop the rationale and empirical background for considering the role of sales manager communication practices. Using a multifaceted conceptualization of communication as its base, the study justifies, proposes, and evaluates a model describing the relations among sales managers’ commu...

Travel managers are interested in recruiting agents who have both the motivation to work hard and the ability to get along well with others. In this regard, the Type A Behavior Pattern (TABP) may have important implications. Specifically, its achievement motivation component should result in higher levels of selling performance, while its impatienc...

In research the goal is often to construct models that reflect the structures and parameters of some unobservable causal mechanism. The degree of isomorphism between such a theoretic model and a "true" model can be labeled "theoretic fit." In the absence of direct evidence that the researcher's theoretic model accurately reflects the true model, in...

Researchers have spent nearly three decades investigating factors related to consumer environmental behaviors. Consumer knowledge has been considered an integral part of the equation. Unfortunately, prior research has been hampered by (1) a lack of content validity for some measures of objective knowledge and (2) a lack of consideration for measure...

A latent variable structural equation model describing the relationship between managerial actions, group cohesiveness, and selected job-related outcomes was developed and tested using a sample of travel agents. The results of the analysis indicated that cohesiveness influences a variety of salient outcomes, including organizational commitment, job...

By examining only dysfunctional conflict and ignoring functional conflict, empirical research in marketing has presented only part of the story. This research offers the first systematic look at the antecedents and consequences of both functionaland dysfunctional conflict in intraorganiational relationships. The authors develop and empirically test...

This paper is offered as a constructive comment on a previously published article. Using two separate approaches, the authors reexamine data presented by Valencia (1989), and suggest an alternative interpretation of the cultural value orientations among Hispanic and White ethnic groups. Theoretical and methodological discussion is provided in an at...

This paper is offered as a constructive comment on a previously published article. Using two separate ap proaches, the authors reexamine data presented by Valencia (1989), and suggest an alternative interpretation of the cul tural value orientations among Hispanic and White ethnic groups. Theoretical and methodological discussion is pro vided in an...

The authors discuss a method for implementing marketing surveys in which the questionnaire is "adapted" to the individual respondent. This approach (referred to as "adaptive design") enables the researcher to pose to the respondent only those scale items (usually a subset of the entire scale) that provide useful "information" about his or her attit...

The authors discuss a method for implementing marketing surveys in which the questionnaire is “adapted” to the individual respondent. This approach (referred to as “adaptive design”) enables the researcher to pose to the respondent only those scale items (usually a subset of the entire scale) that provide useful “information” about his or her attit...

The use of more sophisticated research techniques, particularly multivariate statistical procedures, has increased dramatically over the past decade. Graduate education appears to be a significant change agent in this diffusion process. Marketing educators must prepare future managers to effectively use information developed with increasingly compl...

This research was performed to develop and empirically examine a set of prototype behavioral models designed to measure the effects of Army advertising on the decision to enlist in the Army. Data were taken from the Army Communications Objectives Measurement System (ACOMS) project. Psychometric properties of each of the model's components were asse...

The use of more sophisticated research techniques, particularly multivariate statistical procedures, has increased dramatically over the past decade. Graduate education appears to be a significant change agent in this diffusion process. Marketing educators must prepare future managers to effectively use information developed with increasingly compl...

Price quantity discount schedules are shown to present opportunities to buyers beyond those explicit in the discount schedule itself. The authors propose a taxonomy of price quantity discount schedules, and within that taxonomy examine the implications of price quantity discounts for the ordering behavior of buyers and the formation of alternative...

Price quantity discount schedules are shown to present opportunities to buyers beyond those explicit in the discount schedule itself. The authors propose a taxonomy of price quantity discount schedules, and within that taxonomy examine the implications of price quantity discounts for the ordering behavior of buyers and the formation of alternative...

The relationship of self-esteem, role stress, and job satisfaction among sales and advertising managers is examined. Role stress is shown to be inversely related to job satisfaction for both groups. High self-esteem was found to lessen the role stress felt by the manager, thereby indirectly affecting job satisfaction. Self-esteem, however, did not...

The author examines the measurement and modeling procedures employed by Gaski in a study of the relationships among a channel entity's power sources. A correct specification of the measurement model provides different parameter estimates and conclusions about the fit of the models. A respecification also overcomes Gaski's problems with model identi...

The author examines the measurement and modeling procedures employed by Gaski in a study of the relationships among a channel entity's power sources. A correct specification of the measurement model provides different parameter estimates and conclusions about the fit of the models. A respecification also overcomes Gaski's problems with model identi...

Much has been written about ethical issues in the advertising industry. The purpose of this study was to examine the effectiveness of recent American Advertising Federation principles that provide ethical guidelines to the industry. Two research questions were examined: (1) To what extent does advertising conform to the principles proposed by the A...

This article examines the process by which the use of price-quantity discounts facilitates the formation of gray markets—alternative channels of distribution outside the control of the manufacturer. Some of the tactics commonly used to combat gray markets are discussed, and a revision of current quantity—discount pricing practices is called for as...

Successfully assimilating salespeople into an organization is a critical responsibility of sales managers, but little published research has explored this topic. The authors test a model of salesforce assimilation (socialization). The findings indicate that realism and congruence are important antecedents to several desirable job-related outcomes.

The role of religiousness as a variable in models of consumer behavior is not well-established. Research findings in this area tend to be sparse and conflicting, and measurement issues have yet to be addressed. This article reports on an empirical investigation of religiosity in a causal modeling framework. The results suggest that religiosity is a...

This paper evaluates the impact of variations in business definition within an industry. The manner in which organizations are defined is linked to the existence of strategic groups. Data collected across strategic groups of wholesalers in the medical supply and equipment channel are used to illustrate that the nature of the firms' business definit...

This paper evaluates the impact of variations in business definition within an industry. The manner in which organizations are defined is linked to the existence of strategic groups. Data collected across strategic groups of wholesalers in the medical supply and equipment channel are used to illustrate that the nature of the firms’ business definit...

Data aggregation across industries has been shown to be inappropriate in describing correlates of business firm performance. This study examines firms performing a similar function within one industry and suggests a further qualification to this analysis; it may be necessary to account for dominant and varying marketing strategies when estimating p...

Are there households in trading areas that have unique mobility predispositions? Can mobility types be monitored? And does mobility type relate to the life style and consumption patterns of households? This study examines the mobility and life style characteristics of suburbanites in a medium-sized city in an effort to discover the answers to these...