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Marketing Dynamism & Sustainability: Things Change,Things Stay the Same...

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Developments in Marketing Science: Proceedings of the Academy of Marketing Science

May 15-20, 2012

Marketing Dynamism

New Orleans, LA, USA

Things Stay the Same...Proceedings of the 2012 Academy of Marketing

Science (AMS) Annual Conference

Leroy Robinson, Jr.

& Sustainability: Things C hange,

Editor

Editor

ISBN 978-3-319-10911-4 ISBN 978-3-319-10912-1 (eBook) DOI 10.1007/978-3-319-10912-1 Springer Cham Heidelberg New York Dordrecht London Library of Congress Control Number: 2014953946 © Academy of Marketing Science 2015This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. Exempted from this legal reservation are brief excerpts in connection with reviews or scholarly analysis or material supplied specifically for the purpose of being entered and executed on a computer system, for exclusive use by the purchaser of the work. Duplication of this publication or parts thereof is permitted only under the provisions of the Copyright Law of the Publisher’s location, in its current version, and permission for use must always be obtained from Springer. Permissions for use may be obtained through RightsLink at the Copyright Clearance Center. Violations are liable to prosecution under the respective Copyright Law. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. While the advice and information in this book are believed to be true and accurate at the date of publication, neither the authors nor the editors nor the publisher can accept any legal responsibility for any errors or omissions that may be made. The publisher makes no warranty, express or implied, with respect to the material contained herein. Printed on acid-free paper Springer is part of Springer Science+Business Media (www.springer.com)

Reprint from Original edition

Copyright © Academy of Marketing Science 2012

Leroy Robinson, Jr.University of Houston-Clear Lake

Marketing Dynamism & Sustainability: Things Change, Things Stay the Same... edited by Leroy Robinson, Jr.

Houston, TX, USA

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ACADEMY OF MARKETING SCIENCE

President Greg W. Marshall Rollins College

Executive Vice President/Director Harold W. Berkman University of Miami

President-Elect Victoria Crittenden Boston College

Immediate Past President John B. Ford Old Dominion University

Vice President for Programs Linda Ferrell University of New Mexico

Vice President for Publications O.C. Ferrell University of New Mexico

S. Tamer Cavusgil Georgia State University

Jean-Charles Chebat HEC-Montreal

Gerard Cliquet Universite de Rennes

Mike Ewing Monash University

Michel Laroche Concordia University

James R. Lumpkin Louisiana Tech University

Officers 2012

Vice President for Membership -North America Goran Svensson Oslo School of Management

Vice President for Membership - International Adilson Borges Reims Management School

Vice President for Development Daniel Flint University of Tennessee

Secretary/Treasurer Anne L. Balazs Eastern Michigan University

Director of International Programs Jay D. Linquist Western Michigan University

Board Of Governors Chairs: Barry Babin., Louisiana Tech University

Joseph F. Hair, Jr., Kennesaw State University

Naresh K. Malhotra Georgia Institute of Technology Nanyang Technological University

Peter McGoldrick Manchester Business School

Robert A. Peterson University of Texas

Leyland Pitt Simon Fraser University

Jagdish N. Sheth Emory University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

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ACADEMY OF MARKETING SCIENCE

Barry J. Babin Program Co-Chair Louisiana Tech University

Retail Services and Marketing Lauren Beitelspacher Portland State University

Emotion in Marketing Kate Pounders California State University- San Bernardino

Marketing Education Jill Attaway Illinois State University

Marketing Communication and Promotion Julie Guidry Moulard Louisiana Tech University

Sales and Sales Management JayMulki Northeastern University, Boston

Product and Brand Management Stephanie Slater Cardiff Business School

Pricing Richard Hanna Northeastern University

Marketing Ethics Mahmoud Darrat Auburn University Montgomery

International Marketing Tomas Hult Michigan State University

Erkan Ozkaya California State Polytechnic University

Technology and the Marketing Discipline Christina Chung Ramapo College ofNewJersey

Program and Track Chairs

Adilson Borges Program Co-Chair Reims Management School

Internet Marketing Nicholas Paparoidamis IESEG Lille, France

Ruben Chumpitaz IESEG Lille, France

Ethnic Marketing Sweta Thota University of San Francisco

Doctoral Colloquium John Ford Old Dominion University

Children and Adolescent Consumers Aysen Bakir Illinois State University

Consumer Behavior Laura Flurry Louisiana Tech University

Fashion Merchandising, Marketing, and Retailing Joy Kozar Kansas State University

Entrepreneurship and Small Business Management Fredric Kropp Monterey Institute of International Studies

Relationship Marketing: Emotions, Experiences, and Friendships Judith Anne Garretson Folse Louisiana State University

Latin America Marketing Issues Goran Svensson Oslo School of Management

Eli Jones Program Co-Chair Louisiana State University

Eliane P. Z. Brito Fundacao Getli.lio Vargas

Juan-Carlos S. Varela University qf Turabo

Marketing Research David J. Ortinau University of South Florida

Value Co-creation Bidisha Burman Appalachain State University

Dipayan Biswas University of South Florida

Marketing Strategy Raj Iyer Bradley University

Supply Chain Management Doug Lambert Ohio State University

Matias G. Enz Cranfield University

Management and HR Yasemin Ocal Atinc Auburn University Montgomery

Guclu Atinc Drake University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

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ACADEMY OF MARKETING SCIENCE

Preface

The Academy of Marketing Science was founded in 1971, held its first Annual Conference in 1977, and has grown and prospered ever since. The relevancy of the Academy's mission and activities to our chosen target market of the marketing professorate has been a key factor in attracting the discipline's best and brightest from all over the world.

The revised Articles of Association of the Academy, approved the Board of Governors in the spring of 1984, and by the general membership if the fall of that year, define the mission of the Academy as follows:

1. Provide leadership in exploring the normative boundaries of marketing, while simultaneously seeking new ways of bringing theory and practice into practicable conjunction.

2. Further the science of marketing throughout the world by promoting the conduct of research and the dissemination of research results.

3. Provide a forum for the study and improvement of marketing as an economic, ethical, social and political force and process.

4. Furnish, as appropriate and available, material and other resources for the solution of marketing problems, which confront particular firms and industries, on the one hand, and society at large on the other.

5. Provide publishing media and facilities for Fellows of the Academy and reviewer assistance on the Fellows' scholarly activities.

6. Sponsor one or more annual conferences to enable the Fellows of the Academy to present research results; to learn by listening to other presentations and through interaction with other Fellows and guests; to avail themselves of the placements process; to conduct discussion with book editors; and to exchange other relevant information.

7. Assist Fellows in the better utilization of their professional marketing talents through redirection, reassignment and relocation.

8. Provide educator Fellows with insights and suck resources as may be available to aid them in the development of improved teaching methods, materials, devices and directions.

9. Seek means for establishing student scholarships and professional university chairs in the field of marketing.

10. Offer Fellow ofthe Academy status to business and institutional executives and organizations.

11. Modify the Academy's purpose and direction as the influence of time and appropriate constructive forces may dictate.

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

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ACADEMY OF MARKETING SCIENCE

Acknowledgements

The Academy of Marketing Science would like to recognize those individuals and organizations who contributed their time, effort, and ideas toward the success of the Academy of Marketing Science Annual Conference in New Orleans, LA, United States. Genuine appreciation goes to the organizing committee, which performed well in administering a vast array of challenges and logistics required for an event of this scale.

Incredible commitment is required for the successful management and coordination of an event of this measure. Special acknowledgement goes to the conference co-chairs, Barry J. Babin, Adilson Borges, and Eli Jones. In addition, the track chairs were essential in the encouragement of the submission of abstracts, attentively managing the review process, and organizing the session details.

Heartfelt recognition goes to Florence Cazenave of the AMS Central Office at Louisiana Tech. Florence's diligence in dealing with countless administrative tasks related to this event was critical in staging such a successful conference.

Lastly, the Academy of Marketing Science extends sincere appreciation to all those who submitted their research and ideas, the reviewers, the session chairs, discussants, and others who volunteered to make the meeting a success. The 2012 Academy of Marketing Science Conference would hot have been possible without the support of these many individuals.

Leroy Robinson, Jr., Editor 2012 AMS Developments in Marketing Science

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ACADEMY OF MARKETING SCIENCE

Distinguished Fellows

Roy Adler O.C. Ferrell Robert Luke

Gerald Albaum Ken Grant James Lumpkin

Lyn Amine Kent Granzin Greg Marshall

Jill Attaway Paul Green John Mentzer

Julie Baker Dhruv Grewal Naresh Malhotra

Barry Babin Joe Hair Barry Mason

Peter Banting Doug Hawes A. Parasuraman

Sharon Beatty Roger L. Jenkins Robert Peterson

Leonard Berry Roger Kerin Coskun Samli

Harold W. Berkman Kathleen Krentler Bodo Schlegelmilch

Vicki Crittenden Vishnu Kirpalani Stanley Shapiro

Michael Czinkota Robert King Jagdish Sheth

Jean Charles Chebat David Kurtz Joe Sirgy

William Darden Charles Lamb Rosann Spiro

Adel El-Ansary Michel Laroche Rajan Varadarajan

John Ford Jay Lindquist

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

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ACADEMY OF MARKETING SCIENCE

David Ackerman California State University, Northridge

Frank Adams University of Alabama

Raj Agnihotri William Paterson University of New Jersey

M.Billur Akdeniz University of New Hampshire

Gerald Albaum University of New Mexico

Pia Albinsson Appalachian State University

Deborah Jae Alexander University of Phoenix Louisville

DougAmyx Louisiana Tech University

Esen Andie The Ohio State University

Craig Andrews Marquette University

Mick Andzulis University of Alabama

Michael Antioco EM Lyon Business School

Chris Archer-Brown Bath University

Aaron Arndt Old Dominion University

Maria A vello Universidad Complutense de Madrid

Barry Babin Louisiana Tech University

Reviewers

Laurie Babin University of Louisiana Monroe

Vishag Badrinarayanan Texas State University-San Marcos

Stacey Baker University of Wyoming

Thomas Baker Clemson University

Brian Baldus Michigan State University

Connie Rae Bateman University of North Dakota

Neil Bendle University of Western Ontario

Michael Bemon Cranfield University

Abhijit Biswas Wayne State University

Achilleas Boukis AUEB

Philip Boutin University of Tennessee

Lauren Brewer Louisiana Tech University

Bidisha Burman Appalachian State University

AlBums Louisiana State University

Raphaelle Butori ESSEC Business School

K yungah Byun Texas Tech University

Barbara Caemmerer ESSCA

Colin Campbell Monash University

Zixia Cao Texas A&M University

Brad Carlson Saint Louis University

Jay Carlson Union University

Francois Carrillat HEC Montreal

Larry Carter Utah Valley University

Carmina Cavasos-Olsen University of St. Thomas

Daniel Chaffin Michigan State University

En-Chi Chang Peifect Translation & Compunet Co., LTD

Woojung Chang University of Alabama

Simos Chari LUBS

Y oungtae Choi University of North Florida

Christina Chlillg Ramapo College ofNewJersey

John Cicala Texas A&M University­Kingsville

Mark Cleveland The University of Western Ontario

Angeline Close University of Texas

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Joe Cobbs Northern Kentucky University

Kelly Cohart GVSU

Kesha Coker Eastern Illinois University

Margy Conchar East Carolina University

Ronald Coulter Missouri State University

Kristof Coussement IESEG School of Management

Keely L. Croxton The Ohio State University

Sujan Dan University of Tennessee

Neel Das Appalachian State University

Patricia Daugherty University of Oklahoma

Fiona Davies Cardiff University

Dawn Deeter Kansas State University

Khantimirov Denis Old Dominion University

Michael Dorsch Clemson University

Thomas Dotzel McGill University

Jenna Drenten University of Georgia

Leslie Drinkwine

ACADEMY OF MARKETING SCIENCE

Reviewers

Turkan Dursun-Kilic West Texas A&M University

SujayDutta Wayne State University

Paul Dwyer Willamette University

Jackie Eastman Georgia Southern University

Ccren Ekebas Old Dominion University

Alex Ellinger University of Alabama

William J. Feuss Ramapo College ofNewJersey

ZachFinney University of South Alabama

Sarah Fischbach New Mexico State University

Ken Fitzhugh University of East Anglia

Gary Frankwick University of Texas at El Paso

Jennifer Fries University of Alabama at Birmingham

NobuFukawa Missouri University of Science and Technology

Kyoko Fukukawa Bradford University School of Management

Colin Gabler University of Alabama

Yuhui Gao Dublin City University Business School

Lawrence Garber Elon University

John Gardner Brockport

Carolyn Garrity Louisiana State University

Jule Gassenheimer Rollins College

Diana Gavilan Complutense University Of Madrid

Stephanie Gillison University of Alabama

Tom Gilpatrick Portland State University

Mark Gleim University of Toledo

Dan Goebel Illinois State University

Thomas Goldsby The Ohio State University

StacyGrau Texas Christian University

Aditi Grover Plymouth State University

Pranjal Gupta University of Tampa

Dena Hale Nova Southeastern University

John Hansen University of Alabama at Birmingham

Sujan Harish Tulane University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

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ACADEMY OF MARKETING SCIENCE

Eric Harris Pittsburg State University

Phillip Hartley Louisiana State University

Nathaniel Hartmann Purdue University

Sarah Heidebrecht

Daniel Heinrich University of Mannheim

Amanda Helm Xavier University of Louisiana

Conor Henderson University of Washington

Tatiana Henriques Groupe ESC Troyes

Jacob Hiler Louisiana State University

Donna Hill Bradley University

Kim Hiller Connell Kansas State University

Charles Hofacker Florida State University

Sandrine Hollet-Haudebert IAE Gustave Eiffel - University Paris Est

Earl Honeycutt Elon University

Yim Hong Kit Hong Kong Baptist University

Tarique Hossain California State Polytechnic University, Pomona

Jing Hu Cal Poly Pomona

Reviewers

Wei Hua Old Dominion University

Eva Hyatt Appalachian State University

Charles Ingene University of Mississippi

Kevin James Louisiana Tech University

Fernando Jaramillo University of Texas at Arlington

Joel Jarvinen Jyviiskylii University School of Business and Economics

Minna-Maarit Jaskari University of Vaasa

Frosen Johanna Aalto University School of Economics

MarkJohlke Bradley University

Maria Kalamas Kennesaw State University

Jikyeong Kang Manchester Business School

Maurits Kaptein Eindhoven University of Technology

Ali Kara Penn State University

Katherine Hartman University of North Carolina Wilmington

Kathleen Keeling Manchester Business School

JeremyKees Villanova University

Katie Kelting University ofArkansas

Ankit Kesharwani Fogelman College of Business and Economics

Ceyhan Kilic Marketing Consultant

YunaKim Indiana University

A. Michael Knemeyer The Ohio State University

Nadezda Kolesnik National Research University -Higher School of Economics

Christine Kowalczyk East Carolina University

Kathleen Krentler San Diego State University

Mike Kroff Montana State University

Nir Kshetri University of North Carolina, Greensboro

Anand Kumar University of South Florida

Jean Kuo University of South Florida

Lauren Labrecque Northern Illinois University

Dan Ladik Seton Hall University

Val Larsen James Madison University

Felicia Lassk Northeastern University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

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Laure Lavorata University Paris Est Creteil

Stephanie Lawson Suffolk University

Jaeil Lee Seattle Pacific University

Joseph Lema The Richard Stockton College

Rudi Leuschner Rutgers

YamLimbu Montclair State University

Linda Liu Lousiana State University

Xin Liu California State Polytechnic University, Pomona

Yan Liu Louisiana Tech University

David Locander Louisiana Tech

Susana Lores Universidad Complutense de Madrid

Renuad Lunardo Groupe Esc Troyes

Don Lund University of Alabama at Birmingham

Yoon Jin Ma Illinois State University

Emma Macdonald Cranfield University

Anne Magi University of South Florida

ACADEMY OF MARKETING SCIENCE

Reviewers

Vincent Magnini Virginia Tech

Devdeep Maity Oklahoma State University

Igor Makienko University of Nevada, Reno

L ynnea Mallalieu University of North Carolina Wilmington

Stephanie Mangus Lousiana State University

Javier Marcos Cuevas Cranfield University

William Martin University ofNorth Dakota

CorinaMarx R WTH Aachen University

Jaakkola Matti Aalto University School of Economics

Jane Mckay-Nesbitt Bryant University

Kristy McManus University of Wisconsin- La Crosse

Robert McMurrian University of Tampa

Jeanette Mena University of South Florida

Altaf Merchant University of Washington, Tacoma

Tracy Meyer University of North Carolina Wilmington

Richard Michon Ryerson University

Junhong Min Michigan Technological University

Ann Mirabito Baylor University

Matthew Mitchell Drake University

Jill Mosteller Portland State University

Sandra Mottner Western Washington University

Julie Moulard Louisiana Tech University

Linda Mullen Georgia Southern University

Mike Mullen University of Toledo

Jim Muncy Few Keys

Jun Myers Cal Poly Pomona

Iman Naderi University of North Texas

Scott Nadler University of Central Arkansas

Porn Nakhata University of South Florida

Khai Nguyen Louisiana Tech University

Paparoidamis Nicholas IESEG School of Management

Marzena Nieroda The University of Manchester

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ACADEMY OF MARKETING SCIENCE

Melissa Nieves Florida State University

Patricia Norberg Quinnipiac University

William Northington University of Alabama

Edward Nowlin Southern Illinois University

Obi Obilo Louisiana Tech University

Mathew O'Brien Bradley University

Talaibek Dolotovich Osmonbekov Northern Arizona University

KayPalan Western Michigan University

Nikolaos Panagopoulos Athens University of Economics & Business

Janna Parker Louisiana Tech University

Ian Parkman Loyola University Maryland

Audhesh Paswan University ofNorth Texas

Ekin Pehlivan Bentley University

Iryna Pentina University o.fToledo

Jeff Periatt Auburn University Montgomery

Cara Peters Winthrop University

Kirk Plangger Simon Fraser University

Reviewers

Elisabeth Platzer evolaris next level gmbh

Terry Pohlen University of North Texas

Sonja Poole University of San Francisco

Khanyapuss Punjaisri University of Hull

Radostina Purvanova Drake University

Mustika Sufiati Purwanegara Institut Teknologi Bandung

Randle Raggio University of Richmond

Praneet Randhawa Michigan State University

Dan Rice Louisiana State University

Spencer Ross University of Massachusetts Amherst

Catherine Roster University of New Mexico

Widyarso Roswinanto University of North Texas

Julie Ruth Rutgers University

Brian Rutherford Kennesaw State University

Soroosh Saghiri Cranfield University

Dora Schmit Louisiana State University

Nancy Panos Schmitt Westminster College

Yoo-Kyoung Seock The University of Georgia

Purvi Shah Texas Tech University

Melanie Shapiro Henley Business School, University of Reading, UK

Dongwoo Shin Sungkyunkwan University

Hyunju Shin The University of Alabama

Ream Shoreibah University of South Florida

David Shows Louisiana Tech University

Jennifer Siemens Clemson University

Rodger Singley Illinois State University

Siva Sivakumar Lehigh University

Lauren Skinner Beitelspacher Portland State University

George Spais Hellenic Open University

Deborah Spake University of South Alabama

Chitra Srivastava Cal Poly Pomona

Joydeep Srivastava University of Maryland

Claire Stammerjohan University of Louisiana at Monroe

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

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ACADEMY OF MARKETING SCIENCE

Ted Stank University of Tennessee, Knoxville

John Stanton University of Western Sydney

Rick Starr The University of Auckland.

Thomas Stenger Poitiers University

Barbara Stoettinger WUVienna

John Summey

Jie Sun Louisiana State University

Tracy Suter Oklahoma State University

Scott Swain Northeastern University

Krist Swimberghe University of Texas at Tyler

Courtney Sz5cs University of South Florida

Ilona Szocs WUVienna

Mehmet Berk Talay UMass Lowell

Leona Tam Old Dominion University

Retno Tanding Suryandari University of North Texas

Tarlok Teji Manchester Business School

Evelyn Thomchick The Pennsylvania State University

Reviewers

Gina Tran University of North Texas

TrangTran University of North Texas

Tracy Tuten East Carolina University

Diana Twede Michigan State University

Caroline Tynan University of Nottingham

Danny Upshaw Louisiana Tech University

Eric Van Steenburg University of North Texas

Brian Vander Schee Aurora University

Ann Veeck Western Michigan University

Ricardo Villareal University of San Francisco

Alison Wall Louisiana Tech University

Anna Walz Grand Valley State University

Walter Wang Pennsylvania State University

Danny Weathers Clemson University

Vicky Wells Durham University

Hugh Willmott Cardiff Business School

Marco Wolf University of Southern Mississippi

Andy Wood West Virginia University

Elle Wu Louisiana State University

YingluWu Louisiana State University

Walter Wymer University of Lethbridge

Attila Y aprak Wayne State University

Atefeh Yazdanparast University of North Texas

Changseob Yeo Michigan State University

Eyad Youssef University of Minnesota

Ui-Jeen Yu Illinois State University

Guangzhi Zhao University of Kansas

Steffen Zorn Curtin University Australia

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ACADEMY OF MARKETING SCIENCE

Chris Archer-Brown University of Bath

Yasemin Ocal Atinc Auburn University Montgomery

Guclu Atinc Drake University

Jill Attaway Illinois State University

Laurie Babin University of Louisiana -Monroe

Aysen Bakir Illinois State University

Dipayan Biswas University of South Florida

Adilson Borges Reims Management School

Brett Boyle St. Louis University

Alessandro Braglia Leeds University Business School

Bidisha Burman Appalachain State University

Kyung-Ah (Kay) Byun Texas Tech

Brad Carlson Saint Louis University

Carmina Cavazos-Olson University of St. Thomas -Minnesota

En-Chi Chang Peifect Translation & Compunet Co.

Nathalie Chinje University of the Witwatersrand, Johnnesburg

Session Chairs

Christina Chung Ramapo College ofNewJersey

Margy P. Conchar East Carolina University

Kelly Cowart Grand Valley State University

Vicky Crittendent Peterson

Catherine M. Curran-Kelly UMass Dartmouth

Mahmoud Darrat Auburn University Montgomery

Mahmoud Darrat Auburn University Montgomery

Mahmoud Darrat Auburn University Montgomery

Patricia Daugherty Michigan State University

Patricia Daugherty Michigan State University

Adel I. El-Ansary University of North Florida

Alexander E. Ellinger University of Alabama

Alexander E. Ellinger University of Alabama

Matias G. Enz Cranfield University

O.C. Ferrell University of New Mexico

O.C. Ferrell University of New Mexico

Raymond Fisk Texas State University

John Ford Old Dominion University

John Ford Old Dominion University

John Ford Old Dominion University

Carolyn Garrity Louisiana State University

Mitch Griffin Bradley University

Joseph F. Hair Kennesaw State University

Phillip Hartley Louisiana State University

Amanda Helm Xavier University of Louisiana

Sandrine Hollet-Haudebert University of Paris - East

G. Tomas Hult Michigan State University

Raj Iyer Bradley University

Kevin James Indiana State University

Kevin James Louisiana Tech University

Joel Jarvinen Jyviiskylii University School of Business and Economics

Eli Jones Louisiana State University

Ji HyeKang Kansas State University

Ali Kara Penn State University

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ACADEMY OF MARKETING SCIENCE

JoyM. Kozar Kansas State University

Frederic Kropp Monterey Institute of International Studies

Lauren Labrecque Northern Illinois University

Jay Lindquist Western Michigan University

Stephen Liozu Case Western Reserve

David Locander Louisana Tech University

Kristy McManus University of Wisconsin- La Crosse

Jeanette Mena University of South Florida -Tampa

Julie Guidry Moulard Louisiana Tech University

Patricia Norberg Quinnipiac University

Obi Obilo Louisiana Tech University

Yasemin Ocal Louisiana Tech University

David J. Ortinau University of South Florida

Irkan Ozkaya Cal State Polytech

Jung Kun Park University of Houston

Jungkun Park University of Houston

Session Chairs

Janna M. Parker Louisiana Tech University

Janna Parker Louisiana Tech University

Janna M. Parker Louisiana Tech University

Lou E. Pelton University of North Texas

Kate Pounders University of Nevada, Las Vegas

AdamRapp University of Alabama

Kristy Reynolds University of Alabama

Bruce Robertson San Francisco State University

Robert Robicheaux University of Alabama at Birmingham

Samiee Saeed University of Tulsa

Dora E. Schmit Louisiana State University

Jeremy Sierra Texas State University - San Marcos

K. Sivakumar Lehigh University

Stephanie Slater Cardiff University

Juan C. Sosa-Varela Universidad del Turabo

Swaminathan Srinivasan Drexel University

Harish Sujan Tulane University

Goran Svensson Oslo School of Management

Courtney Szocs University of South Florida

Tracy Tuten East Carolina University

Danny Upshaw Louisiana Tech University

Ricardo Villareal University ofSan Francisco

Danny Weathers Clemson University

Danny Weathers Clemson University

Michael R. Williams Oklahoma City University

Yinglu Wu Louisiana State University

Steffen Zorn Curtin University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States

 

AMS 2012 TABLE OF CONTENTS

INTERNATIONAL CONSUMER BEHAVIOR

A Consumer Culture Theory Approach to Analyzing Beauty Culture in Iran ...................................................... 1 Yazdanparast, Atefeh, University ofNorth Texas

Tracing the Impact of Consumer Animosity in In-groups towards Out-group Focused Endorsements in Multicultural Environments ....................................................................................................................................... 2 Khan, Mubbsher Munawar, University of the Punjab Schlegelmilch, Bodo. B., Vienna University of Economics and Business

Global Privacy: An International Perspective Examining Perceptions oflnformation Sensitivity and Consumers' Willingness to Provide Personal Information ...................................................................................... 3 Markos, Ereni, Quinnipiac University Milne, George, University of Massachusetts Keller, Lisa, University of Massachusetts

MANAGING PERFORMANCE IN A SUSTAINABLE ENVIRONMENT

Effective Sales Management: What Do Sales People Think? .................................................................................. 4 Goebel, Daniel, Illinois State University Deeter-Schmelz, Dawn, Kansas State University Kennedy, Karen, University of Alabama at Birmingham

Impact of Servant Leadership on Ethical Climate, Supervisor Conflict, and Organizational Outcomes ........... 5 Jaramillo, Fernando, University of Texas at Arlington Noboa, Fabrizio, Universidad San Francisco de Quito

Impact of Perfectionism and Self-Efficacy on Job Performance and Work Engagement: GenMes and Boomers ........................................................................................................................................................................ 6 Haudebert, Sandrine, H., IAE Gustave Eiffel - University Paris Est Mulki, Jay, P., Northeastern University- Boston

The Impact of Sales Performance Goals on Behaviors: Enhancing or Compromising Sustainable Performance? .......................................................................................................................................................... 7-10 Marcos-Cuevas, Javier, Cranfield University, United Kingdom Franco-Santos, Monica, Cranfield University, United Kingdom

The Skills and Competencies of Salespeople: A Survey .................................................................................... 11-14 Ryals, Lynette, Cranfield School of Management, United Kingdom Abdollahi, Shahpar, Cranfield School of Management, United Kingdom Marcos, Javier, Cranfield School of Management, United Kingdom

MUSIC, ATHLETES, SIMPLICITY AND ORGANIZATIONAL ENGAGEMENT- A MARKETING POTPOURRI

Music Authenticity is in the Eye (and Ear) of the Beholder: Cues of Perception and Intentions of Behavior .......................................................................................................................................... 15-18 Barretta, Paul, University of Texas- Pan American

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xix

Examining the Visual Map of Athlete Endorsement Effectiveness: A Case of 2010 FIFA World Cup ............. 19 Chang, Y onghwan, University of Florida Arai, Akiko, University of Florida

Whither Simplicity? An Exploratory Study of the Antecedents of Voluntary Simplicity .............................. 20-29 Ross, Spencer, University of Massachusetts

CREATING UNIQUE MARKETING APPROACHES

Laying the Foundation for an Ecosystem of Creativity in Marketing ............................................................. 30-39 Taillard, Marie, ESCP Europe Business School Kastanakis, Minas, ESCP Europe Business School

Don't Copy Off Your Neighbor: Examining the Role of Fit and Green Marketing Strategies .................... .40-43 Gleim, Mark, The University of Toledo Lawson, Stephanie, Suffolk University Robinson, Stacey, East Carolina University

Intended and Realized Marketing Strategies: Adaptive Marketing Organizations in Enacted Environments ......................................................................................................................................... 44-50 Chari, Simos, LUBS Balabanis, George, CASS Business School, CITY University

MOOD, RELIGION AND MARKET ORIENTATION

The Role of Religion on Anti-Consumption Tendencies: Religiousity as a Different Form of Consumer Resistance , .......................................................................................................................................... 51-53 Ulusoy, Emre, University of Texas-Pan American

EXPLORING THE ON-LINE CONSUMER

Consumers' Different Website Use Patterns and Value Perceptions in the Context of Local Newspapers ................................................................................................................................................ ,54-57 Tarkiainen, Anssi, LUT School of Business, Finland Arminen, Heli, LUT School of Business, Finland Kuivalainen, Olli, LUT School of Business, Finland

Influence of Brand-Related Antecedents and Extraversion on Consumers' Online Brand Referrals .......... 58-61 Becerra, Enrique, Texas State University-San Marcos Badrinarayanan, Vishag, Texas State University-San Marcos

The CAPTCHA Conflict - a Consumer's Choice Between Security and Convenience .................................. 62-65 Zorn, Steffen, Curtin University, Australia Hayati, Pedram, BAE System Stratsec, Australia

THE ONLINE LEARNING ENVIRONMENT: DELIVERING QUALITY?

The Online Learning Environment: Delivering Quality? ................................................................................. 66-69 Conchar, Margy P., East Carolina University Meric, Havva J., East Carolina University Wright, Beverly, Clayton State University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xx

MANAGEMENT AND MARKETING COLLABORATION I

Conditions of Departmental Power: A Strategic Contingency Exploration of Marketing's Customer Connecting Role ......................................................................................................................................................... 70 Marx, Corina, RWTH Aachen University Brettel, Malte, RWTH Aachen University

Environmental Person-Organization Fit and the Importance of Promoting Organizational Environmental Policy Internally .................................................................................................................................................... 71-74 Hartley, Phillip, Louisiana State University Trout, Rachel, Louisiana State University

Understanding Employee Environmental Behaviour In Professional Service Firms: A Structured Abstract75-81 Thirlaway, Kate, University of Bath Piercy, Niall, University of Bath

MIXING OLD AND NEW MEDIA: INSIGHTS INTO MEDIA SELECTION

Efficiency of the Process and Maximization of Results from Communication Efforts: Proposition and Test of a Model to Evaluate the Mix of Conventional Media and Interactive Media •....•...••.•...••••••............... 82-85 Helena Puga Ribeiro, Aurea, Fundayao Dom Cabral Reis Monteiro, Plinio, Fumec Robbe, Raquel, Fundayao Dom Cabral Silveira, Timotheo, Funda9ao Dom Cabral Vila9a, Daniela, Funda9ao Dom Cabral

Learning Styles and Advertising Media: Relationships and Collaborating Effects on Brand Responses .... 86-89 Roswinanto, Widyarso, University of North Texas

Media Guiding Consumers Across Different Stages of the Purchase Process ..................................................... 90 Voorveld, Hilde, Amsterdam School of Communication Research ASCoR, University of Amsterdam Neijens, Peter, Amsterdam School of Communication Research ASCoR, University of Amsterdam Smit, Edith, Amsterdam School of Communication Research ASCoR, University of Amsterdam Bronner, Fred, Amsterdam School of Communication Research AS CoR, University of Amsterdam

ONLINE BEHAVIOR AND VALUE CREATION

Development of a Scale to Measure the Perceived interactivity ofWebsites ........................................................ 91 Liu, Xia Linda, Louisiana State University

Online Shopping as a Collectivist Movement: The Roles of Transformed Identities and Skill Contests ..... 92-95 Das, Prakash, University of Calgary

Trusted Advisor: A Key Variable on the Path to Co-Creating Value with Clients ............................................. 96 Mangus, Stephanie M., Louisiana State University

ETHNIC MERKETING: UNDERSTANDING: UNDERSTANDING VALVES, ATTITUDES AND RESEARCH ISSUES IN DIVERSE POPULATIONS

Value Priorities and Consumer Behavior of Turkish Immigrants in Germany ..•...........•..•......................... 97-108 Abedin, Annas, Aachen University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxi

A Latent Variable Modeling Approach To Understanding Attitudinal and Behavioral Ethnic Identity in Hispanic Consumer Behavior: A Structured Abstract ...........................................•................... 109-112 Villareal, Ricardo, University of San Francisco Shelley Blozis, UC Davis

The effect of a Muslim Endorsement on Non-Muslim's Attitudes and Purchase Intentions ............................ 113 Maher, Amro, Qatar University

POTPURRI DES SERVICES

The Influence ofE-Service Quality on Customer Value Perception and Satisfaction: The Case of Third Party Web Sites .....................................................................................•..•..•.......................................... 114-117 Zhuang, Weiling, Eastern Kentucky University Babin, Barry J., Louisiana Tech University

Teleological Approaches from Complexity Sciences in Services ......................................................................... 118 Svensson, Goran, Oslo School of Management Fabeiro, Carmen Padin, Universidad de Vigo

Extending the ACSI to Goodwill: Assessing Donor Satisfaction and Engagement .........•....................•..... 119-122 Michon, Richard, Ryerson University

MARKETING BUZZ AND ADVERTISING COPY: BLOGS, EWOM, AND SHORT MESSAGE SERVICE COPY

Understanding Bloggers: Opinion Leadership and Motivations to Use Blog among Bloggers and Blog Readers ...........................•.........•.•.••••••.........•••....•.......•.•...•.............•.•.•.........................•..•......•.•...................... 123 Segev, Sigal, Florida International University Fiske, Rosanna, Florida International University Villar, Maria Elena, Florida International University

The Evolution and Impact of Online Word-of-Mouth (eWOM) Research: A Structured Review and Integrated Model .............................................................................................................................................. l24-127 Racherla, Pradeep, West Texas A&M University King, Robert, University of Mississippi

Efficacy of Ads with Short Message Service (SMS) Copy .................................................................................... 128 Sierra, Jeremy, Texas State University- San Marcos Taute, Harry, Utah Valley University Hyman, Michael, New Mexico State University

STRATEGIC MARKETING MANAGEMENT

Marketing planning and sales autonomy as a combination remedy for marketing myopathy ......................... 129 Yamashita, Y uko, Hitotsubashi University Uehara, W ataru, Hitotsubashi University Sasaki, Masato, Musashino University Fukuchi, Hiroyuki, Toyogakuen University Fukutomi, Gen, Kyoto Sangyo University

The Use of Management Control to Guide Marketing Department Power in Establishing Market Orientation: A Resource Dependence Perspective •.•.•.•.•.....•.•.....••••••••......••.•.•....•.•.•.........••................................. 130 Marx, Corina, RWTH Aachen University Brettel, Malte, RWTH Aachen University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxii

Complementarity of Innovation Capability and Customer-linking Capability: A Configurational Approach ........................................................................................................................... 131-134 Jaakkola, Matti, Aalto University School of Economics Luoma, Jukk:a, Aalto University School of Economics Frosen, Johanna, Aalto University School of Economics Aspara, Jaakk:o, Aalto University School of Economics Tikk:anen,Henrikk:i, Aalto University School of Economics

Leadership Style & Strategic Management: An Analysis of Hierarchical Influence ........................................ 135 Slater, Stephanie, CardiffBusiness School, CardiffUniversity

USING PRIVATE LABELS AND STORE ATMOSPHERICS AS HEURISTICS

The Market Power of Private Labels-Retailer Brand and Industry Effect ........•............................................... 136 Verga Matos, Pedro, Technical University of Lisbon, ISEG Coelho Do Vale, Rita, Catholic University of Portugal

Is it Worth Copying the Leader? The Impact of Copycat Packaging Strategies on Priavte Label's Adoption ...................................................................................................................................................... 137 Coelho Do Vale, Rita, Catholic University of Portugal Verga Matos, Pedro, Technical University of Lisbon, ISEG

Why is it Important for Private Labels to Innovate? The Effects of Trust and W-0-M ................................. 138 Abril, Carmen, Complutense University Martinez, Joaquin, Complutense University Gavilan, Diana, Complutense University Manzano, Roberto, Complutense University Avello, Maria, Complutense University

Retail Assorment Size and Customer Choice Overload: The Influence of Shopping Enjoyment and Time Pressure .......................................................................................................................................................... 139 Kyoungmi, Kim, University of Alabama Allaway, Arthur, University of Alabama Ellinger, Alexander, University of Alabama

The Effect of Touch on Perceived Product Freshness .......................................................................................... 140 Maity, Devdeep, Oklahoma State University

SOCIAL MEDIA AND CONSUMER ATTITUDES

The Impact of Social Advertising Campaigns in Shaping Egyptian Youths Behavioral Intentions ......... 141-152 El-Gharbawy, Alaa, Alexandria University

Social Media Marketing on Face book: Investigating Determinants and Consequences of Users' Attitude toward the Face book Page ...................................................................................................................................... 153 Bauer, Hans H., University ofMannheim Toma, Boris, University ofMannheim Fischer, Dirk, University of the Federal Armed Forces Munich

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxiii

The Strategic Influence of Firm-Created WOM: Evidence from the Movie Industry ...................................... 154 Shin, Hyunju, The University of Alabama Chang, W oojung, The University of Alabama

CONCEPTUALIZATION OF VALUE CO-CREATION

Ok, We Have the Resources, But What Next? A Conceptual Model of the Effects of Project Team Activities on Customer Perceived Value ..•....•...................................•........................................•............................•........ 155-164 Prior, Daniel, University ofNew South Wales

A Framework to Measure the Co-Created Concept of Customer Value ............................................................ 165 Iyanna, Shilpa, Abu Dhabi University

Expanding the Scope of Value Co-Creation .......................•............................................................................•..... 166 Kull, Alexander J., Univeristy of South Florida

THE STUDY OF MARKETING INSTITUTIONS: RAMIFICATIONS OF ITS CURRENT ON THE FUTURE DIRECTION OF THE FIELD OF MARKETING

The Study of Marketing Institutions: Ramifications of Its Current Status on the Future Direction of the Field of Marketing ................................................................................................................................. 167-168 El-Ansary, Adel 1., University of North Florida Brown, James R., West Virginia University Dant, Rajiv P., University of Oklahoma Robicheaux, Robert A., University of Alabama at Birmingham Rosenbloom, Bert, Drexel University

MANAGING THE CUSTOMER SERVICE EXPERIENCE

Disservice: A Framework for Sources and Solutions .•...•...•...•.•.•.•.•.•.•.•.•...................................................... 169-172 Grove, Stephen, Clemson University Fisk, Raymond, Texas State University Harris, Lloyd, Warwick University Ogbanna, Emmanuel, CardiffUniversity John, Joby Carlson, Les Goolsby, Jerry, University ofLousiana at Lafayette University of Nebraska-Lincoln Loyola University New Orleans

Service Quality, Customer Satisfaction, Value and Loyalty: Investigating Problematic Encounters •............ 173 Paparoidamis, Nicholas, Catholic University ofLille, IESEG Chumpitaz, Ruben, Catholic University ofLille, IESEG Ford, John, Old Dominion University

Service Branding: The Sign of Apparel. ................................................................................................................ 17 4 Chang, Wei-Lun, Tarnkang University Chang, Hui-Chi, Tarnkang University

"I am so Embarrassed!"-How personal and empatheric embarrassment in personal product purchasing impacts sales clerk choice ....•..••••.•••....................•..................•...•....•.................................................... 175 Eke bas, Ceren, Old Dominion University Arndt, Aaron, Old Dominion University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxiv

VALUE CO-CREATION: CONSUMER INTERACTIONS AND TECHNOLOGY

Co-creating Value with Self-Service Technology: Helping Customers Help Themselves .......................... 176-178 Hughes, Tim, University of the West of England Little, Ed, University of the West of England Hilton, Toni, University of Westminster Marandi, Ebi, University of the West of England

Customers Helping Customers: Payoffs for Linking Customers in Service Settings ........................................ 179 Black, Hulda, Illinois State University Vincent, Leslie, University of Kentucky Skinner, Steven, University of Kentucky

Customer Experience Decomposition: A Conceptual Framework ...................................................................... 180 Sleep, Stefan, University of Georgia Lam, Son, University of Georgia

BRANDING AND SHOPPERS

Reciprocal Effect of Store Brand Extension: Evidences from Scanner Panel Data .................................... 181-189 Zhang, Yi, The University of Manchester Kang, Jikyeong, The University of Manchester

The Effects of Reward Type and its Likelihood in Customer Brand Co-Creation Activity on Self-Brand Connection ............................................................................................................................................ 190 Bogoviyeva, Elmira, KlMEP

Sport Celebrity Endorsement and the British consumer ..................................................................................... 191 Davies, Fiona, Cardiff University Slater, Stephanie, CardiffUniversity

BRANDS, GOVERNMENTS AND CORPORATIONS

Restoring Brand Trust With a Corporate Apology ....................................................................................... 192-195 Knight, John, University of Otago Mather, Damien, University of Otago Mathieson, Brianne, University of Otago

The Trademark Dilution Revision Act of 2006: A Rationale for Changes in the Trademark Dilution Act of 1995 ......................................................................................................................................................... 196-204 O'Connor, Thomas, University ofNew Orleans

The Effect of Prior Outcomes on Consumer Sellers' Evaluations of Planned On-line Resale .......................... 205 Lee, Crystal Tzuying, National Cheng-chi University Liao, Shuling, Yuan Ze University, College of Management

THE 3 T'S: RELATIONSHIP IMPORTANCE FOR THEATERS, TRIBES AND TOURISTS

Brand Tribalism: An Anthropological Perspective .............................................................................................. 206 Taute, Harry, Utah Valley University Sierra, Jeremy, Texas State University- San Marcos

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxv

How Customers Respond to Firms' Customer Relationship Norms .................................•.............................••.. 207 Voss, Zannie, Southern Methodist University/Euromed Voss, Glenn, Southern Methodist University Cova, Veronique, Aix Marseille Universite Cova, Bernard, Euromed/Bocconi

A Closer Look at Destination: Image, Personality, Relationship and Loyalty ............................................ 208-211 Ching-Fu, Chen, National Cheng Kung University Sambath, Phou, National Cheng Kung University Jyh-Fu, Jeng Don, National Cheng Kung University

CONSUMERS' ETHICAL EVALUATIONS AND BEHAVIORS

The Modern Renegotiations of Confucian Ethics and Implications on Ethical Consumption in China ..................................................................................................................................... 212-221 Yau, Amy, University of Bath Davies, lain, University of Bath

The Influence of Product Knowledge on Consumer's Company and Product Evaluations in Product-Harm Crisis Situations ...............................•.......................................•.........•........................................... 222 Haas-Kotzegger, Ursula, WU Vienna Assiouras, Ioannis, ESC Toulouse Business School Schlegelmilch, Bodo B., WU Vienna Skourtis, George, University of Piraeus

Understanding Ethical Consumers: A New Approach Towards Modeling Ethical Consumer Behaviors ...............•..................•.•................................................................................................... 223-225 Papaoikonomou, Eleni, Universitat Rovira i Virgili Paparoidamis, Nicholas G., Catholic University ofLille Chumpitaz, Ruben, Catholic University ofLille

HOW ADVANCES IN TECHNOLOGY AND SUSTAINABILITY ARE CHANGING THE RETAIL LANDSCAPE

Assessing the Role of Service Quality of Retail Self-Checkouts on Customer Satisfaction and Loyalty: Empirical Evidence from an Emerging Market. ................................................................................................... 226 Demirci-Orel, Fatma, Cukurova University Kara, Ali, Penn State University, York

Marketing Sustainability: Consumer Responses to the Social Quality of Private Labels .................•............... 227 Aouina-Mejri, Chiraz, Paris Est University/ IRG Bhatli, Dhruv, Paris Est University/ IRG

Does a Multi-Channel Return Policy Affect Online Purchase lntentions? ......................................................... 228 Nakhata, Chinintorn, University of South Florida Magi, Anne, University of South Florida

SUSTAINABILITY IN THE APPAREL SUPPLY CHAIN

Sustainability in the Apparel and Textiles Industry: A Conceptual Paper Addressing Previous Research Findings and Areas of Future Research .................................................•....................................... 229-237 Kozar, Joy M., Kansas State University Hiller Connell, Kim Y., Kansas State University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxvi

Swapping Stories: An Exploratory Study of Consumer Exchange Motivations and Behavior ................. 238-241 Matthews, Delisia, University of North Carolina at Greensboro Hodges, Nancy, University of North Carolina at Greensboro

Exploring the Impact of Consumers' Second-hand Clothing Motivations on Shopping Outcomes: An Investigation of Weekend Market Patronage in Thailand ...................................................................... 242-245 Kananukul, Chawanuan, University of North Carolina at Greensboro Watchravesringkan, Kittichai, University ofNorth Carolina at Greensboro Hodges, Nancy, University of North Carolina at Greensboro

Understanding the R in CSR: Are Retailers or Manufacturers Most Responsible for Promoting Healthier Eating? .................................................................................................................................................... 246

Nieroda, Marzena, The University of Manchester McGoldrick, Peter, The University of Manchester Weykamp, Christiane, The University of Manchester

MATERIALISM AND CONSPICUOUS CONSUMPTION

Materialism Through a Magnifying Glass: A Comprehensive Model of the Antecedents and Consequences of Three Facets ofMaterialism ...................................................................................................... 247 Segev, Sigal, Florida International University Shoham, Aviv, University of Haifa Gavish, Y ossi, Ono Academic College

Explaining Variation in Conspicuous Consumption: An Empirical Examination ............................................ 248 Kastanakis, Minas, ESCP Europe Balabanis, George, Cass Business School

Materialism: A General Hierarchical Model Perspective ..............................................................................•..... 249 Mohan, Mayoor, Oklahoma State University

VALUE CO-CREATION AND DIGITAL ENVIRONMENT

Empowering Digital Information Consumers: The Effects of Self-Efficacy, Optimum Stimulation Level, and Perceived Interactivity on Willingness to Pay .....................................................•.. 250-253 Kirk, Colleen, Mount Saint Mary College Swain, Scott, Northeastern University

Facilitating innovations and value co-creation in industrial B2B firms by combining digital marketing, social media and crowdsourcing ........................................... ; .......................................... 254-263 Simula, Henri, Aalto University Tollinen, Aarne, University of JyvaskyHi Kmjaluoto, Heikki, University of Jyvaskyla

The dark side of customer co-creation- What happens when technology-based co-created services fail? .................................................................................................................................... 264-267 Handrick, Matthias, EBS University for Business and Law Heidenreich, Sven, EBS University for Business and Law Thomas, Linn, EBS University for Business and Law

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxvii

GOING "GREEN" AND THE EFFECTS ON CONSUMER EVALUATIONS

Exploring Authenticity as a Policing Mechanism to Deter "Green Washing" in Sustainable Architecture ••• 268 Parkman, Ian, Loyola University Maryland

Consumers' Inferential Evaluations of Sustainability Attributes based on Incomplete Product Information ...................................................................................................... , .......................................... 269 Gruber, Verena, WU Vienna Schlegelmilch, Bodo B., WU Vienna Houston, Michael J., University of Minnesota

Save the Planet or Save Some Money? How the Framing of Environmentally Friendly Behavior Affects Consumer ................................................................................................................................................................. 270 Green, Todd, Simon Fraser University Peloza, John, Florida State University

BRANDS AND CONSUMERS

Brand Personality and Athlete Identification: Predicting Consumption Behaviors ...........•...•......................... 271 Carlson, Brad, Saint Louis University Donavan, D. Todd, Colorado State University Deitz, George, University of Memphis Cumiskey, Kevin, Eastern Kentucky University

The effect of brand awareness, Internet search patterns and product-line characteristics on revenue premium .......•...................................................................................................................................... 272-275 Gui, Raluca, Universidad Carlos III de Madrid

The Effect of the Foreign Brand on Consumer Perception ..........................................................•....................... 276 Tran, Trang, University ofNorth Texas Fabrize, Robert, University ofNorth Texas

LATIN AMERICAN MARKETING ISSUES II

The Value Concept Over time and in the Perception of Brazilian Management Students ............................... 277 Brambilla, Flavio, La Salle University Center

Marketing Elements for Designing of the Integral Tourist product-Colima ............................................... 278-282 Magana Carrillo, Irma, Universidad de Colima Padin Fabeiro, Carmen, Universidad de Vigo Jimenez Olivera, Vicente A., Universidad de Colima

Customers Service Experience in Hospitals: A DIP and SOS Construct of Negative Encounters ............ 283-289 Santos Corrada, Maria de los M., Universidad del Turabo Sosa-Varela, Juan Carlos, Universidad del Turabo Svensson, Goran, Oslo School of Management

VALUE CO-CREATION FOR FIRMS, SERVICES, AND MARKETS

Service Ecosystems Design in Ethnic Markets ...................................................................................................... 290 Abbam, Esi Elliot, University of Illinois at Chicago Cherian, Joseph, University of Illinois at Chicago Elaydi, Raed, Roosevelt University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxviii

Co-Creation of Award Winning Advertising .................................................................•••••••.•.•••••.••..••••••...........•• 291 Sasser, Sheila, Eastern Michigan University Kilgour, Mark, University ofWaikato Koslow, Scott, Macquarie University

Firm Capabilities, Customer/Supplier Participation, and Firm Performance ........................................... 292-293 Wang, Guangping, Penn State University Ma, Xiaoqin, Yancheng Institute to Technology Dou, Wenyu, City University ofHongkong Zhou, Nan, City University ofHongkong

Considering the Nature of Value Capturing Mechanisms in Industrial Buyer-Supplier Exchange- A Structured Abstract ................................................................................................................. 294-297 Prior, Daniel, University of South Wales

ISSUES IN NEW TECHNOLOGY USAGE

Social Analytics in Hedonic and Utilitarian Companies ................................................•......•...................•.......... 298 Fischbach, Sarah, New Mexico State University Peterson, Robin, New Mexico State University

MBA Students as Customers: The Kano Method and Collegiate Website Excitement Factors ....................... 299 Elbeck, Matt, Troy University Vander Schee, Brian, Aurora University

Internet Literacy and Attitudes toward Internet Advertising: A Cross-Cultural Study ........................... 300-302 Ulusoy, Emre, University of Texas-Pan America

Social Media Strategy and Online Brand Reputation .................................................................•....••.••........ 303-306 Cohen, Corine, International University of Monaco Chapman, Alexis, International University of Monaco

How to Push Consumers' Intention to Adopt Alternative Fuel Vehicles: An Integrative Adoption Model.. .. 307 Petschnig, Martin, EBS Business School Spieth, Patrick, EBS Business School

PEDAGOGICAL TECHNIQUES AND THE ROLE OF STUDENTS IN MARKETING EDUCATION

Bringing Cultural Diversity to Service Marketing Courses: A SERVQUAL Exercise ................................•.... 308 Rosenbaum, Mark, Northern Illinois University Labrecque, Lauren 1., Northern Illinois University Moraru, Iona, Northern Illinois University

Applying a Business Model to Student-Institution Relationships: An Examination of Four Metaphors.309-313 Griffin, Mitch, Bradley University Cleghorn, Lyndsey, Bradley University Kruger, Sarah, Bradley University Nosal, Megan, Bradley University Oleksiuk, Piotr, Bradley University Schulz, Devon, Bradley University Tolly, Drew, Bradley University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxix

Teaching Fuzzy Front End of Service Innovation: Real Life Application with Cross-Functional and International Teams ......................................................................................................................................... 314-322 Jaskari, Minna-Maarit, University ofVaasa, Finland

Empowered Students - Service-oriented Universities: How to Manage Higher Education Marketing in the 21st Century .................................................................................................................................................. 323 Kindlcin, Kathrin, Ludwig-Maximilians-Universitat Munich Schwaiger, Manfred, Ludwig-Maximilians-Universitat Munich

MARKETING'S ROLE IN SUPPLY CHAIN SUCCESS

Marketing's Role in Supply Chain Success-- We're in This Together, Aren't We?? ........................................ 324 Daugherty, Patricia, Michigan State University Ellinger, Alexander E., University of Alabama Hummel, Anna, A. Duie Pyle Piercy, Niall, University of Bath

ASSESSING STUDENT LEARNING & REQUIRED SKILLS

Academicians' and Practitioners' Views of Marketing Students' Required Knowledge and Skills .......... 325-326 Babin, Laurie, University of Louisiana, Monroe Bunthorne Lopez, Tara, Southeastern Louisiana University Lafleur, Elizabeth, University of Southern Mississippi

An Empirical Comparison of Measures of Multiple-Choice Question Item Difficulty .............................. 327-328 Dickinson, John, University of Windsor

A Taxonomy Assessment and Item Analysis of a Retailing Management Multiple-Choice Question Bank ................................................................................................................................................... 329-330 Dickinson, John, University of Windsor

CELEBRITY ENDORSEMENTS AND CELEBRITY BRANDS

Evaluating the Impact of Celebrity Status and Character Likeability on Brand Recognition -A Structured Abstract .............................................................................................................. 331-334 Kumar, Anvita, Cass Business School Balabanis, George, Cass Business School

Cyber-Positioning: Bestselling Authors' Online Communicated Brand Personalities ...................................... 335 Bal, A~ ali, Simon Fraser University Mills, Adam, Simon Fraser University Chakrabarti, Ronika, Lancaster Terblanche, Nic, The University of Stellenbosch Opoku, Robert, King Fahd University of Petroleum and Minerals

The Oprah Effect: Investigating the Celebrity-Candidate Endorsement Relationship .................................... 336 Van Steenburg, Eric, University ofNorth Texas

WHAT DOES BRAND IMAGE TELL US ABOUT BRAND STABILITY?

Do Methods and Lack of Content Explain Low Brand Stability Associations? No .................................... 337-339 Koll, Oliver, University oflnnsbruck Kreuzer, Maria, University oflnnsbruck

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxx

The Antecedents ofEco-Friendly Brand Image: A Pilot Study .........................................•...............•..•.............. 340 Siew, Shir Way, The University of Texas- Pan American Gressel, Justin, The University of Texas- Pan American

Brand Personality in Industrial Markets: Conceptualization and Measurement .............................................. 341 Tollner, Alke, Tu Dortmund University Blut, Markus, Tu Dortmund University Paluch, Stefanie, Tu Dortmund University

RESEARCH FRAMEWORKS, INFLUENCES, AND SUSTAINABILITY TRENDS

The Influence of Shareholder Complaints on Companies' Product-Advertising Investments .................. 342-345 Weis, Simone, Maastricht University, Netherlands Hoffman, Arvid, Maastricht University, Netherlands Aspara, Jaakko, Maastricht University, Netherlands Penning, Jeost, Aalto University-School of Economics, Finland

A Quality Framework for Case Study Research: "CONVINCINGNESS" ................................................ 346-349 Farquhar, lillian, University ofBedfordshire, United Kingdom

"THE PRICE MADE ME DO IT!" CONSUMER REACTIOS TO PRICING SIGNALS

Comparing Consumer Reactions to Percentage and Absolute Values: An Analogue Magnitude Encoding Perspective ....................................................................................................................................... 350-353 Weathers, Danny, Clemson University Swain, Scott, Northeastern University Carlson, Jay, Union University

Is there a better Price for this Good? Internet and Prevalence of Relative Thinking ....................................... 354 Thota, Sweta, University of San Francisco

What's That Plane Ticket Worth? Responding to Dynamic Pricing Strategies ................................................ 355 Hanna, Richard C., Northeastern University Smith, Gerald, Boston College Lemon, Katherine, Boston College

CONSUMER DECISION-MAKING AND LEARNING

Explaining NFL Fans' Purchase Intentions for Revered and Reviled Teams: A Dual-Process Perspective ... 356 Sierra, Jeremy, Texas State University - San Marcos Taute, Harry, Utah Valley University Heiser, Robert, University of Southern Maine

The Contagious Influence of Experiential Presentation in Online Negative Word-of-Mouth: A Sender's MAO Perspective ..................................................................................................................................................... 357 Liao, Shuling,

Consumer Information Search Behavior for Experiential and Material Purchases ......................................... 358 Aydin, Asli Elif, Istanbul Bilgi University Selcuk, Elif Akben, Bogazici University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxi

PRODUCT AND BRANDING ISSUES

A Two-Step Recommendation to Improve Stability in Free Choice Brand-Attribute Associations ................ 359 Maity, Devdeep, Oklahoma State University

The Transfer of Personality from Associated Spokespersons to Brand ..•......................................................•... 360 Obilo, Obinna, Louisiana Tech University

Achieving Consumer Loyalty in Athlete Branding: Examining the Relationship between Athlete Brand Image and Consumer Loyalty .............•.................•..........................•..................................... 361-364 Arai, Akiko, University of Florida Chang, Y onghwan, University of Florida

ACHIEVING A SUSTAINABLE SUPPLY CHAIN

Environmentally Sustainable Supply Chain Management: an Evolutionary Framework ........................ 365-374 Coyle, John J., Pennsylvania State University Thomchick, Evelyn A., Pennsylvania State University Ruamsook, Kusumal, Pennsylvania State University

Sustainable Logistics in Brazil and the United States: An Exploratory Study .......•.•.........•....•.•................ 375-377 Leuschner, Rudolf, Rutgers University Rogers, Dale, Rutgers University

Marriage of Inconvenience: Value Co-destruction in an Interdependent Supply Chain Relationship .... 378-381 Marcos-Cuevas, Javier, Cranfield University Enz, Matias G., Cranfield University Bastl, Marko, Cranfield University Johnson, Mark, Cranfield University

CONSUMER WELFARE AND MARKETING PROMOTIONS

An Exploratory Study of Extreme Couponing ..............................................................•.•......•.•..........•.•.•............. 382 Zboja, James J., University of Tulsa Gatzlaff, Kevin M., Ball State University

Effects of Anti-Tobacco Brands Ad Parodies on Cigarette Brands Attitude .............................................. 383-393 Parguel, Beatrice, DRM, Universite Paris-Dauphine Lunardo, Renaud, Groupe ESC Troyes Chebat, Jean-Charles, HEC Montreal

Customer Retention in Hedonic and Utilitarian Services .........................•.•................................................. 394-397 Stathopoulou, Anastasia, Birkbeck, University of London Balabanis, George, Cass Business School, City University

THE CHALLENGE OF SETTING PRICES AND THE IMPACT TO THE FIRM

Sequential Learning of Optimal Sales Prices •..•.•.•...•.•...•.•.....•..•.••.•.•.......•..................................................... 398-401 Kaptein, Maurits, Eindhoven University of Technology Parvinen, Petri, Aalto School of Economics

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxii

Firm Pricing Orientation and Pricing Decisions in Industrial Markets ...................................................... 402-411 Liozu, Stephan, Case Western Reserve University Hinterhuber, Andreas, Hinterhuber & Partners

Mindful Pricing: Transforming Organizations through Value Based Pricing ........................................... .412-421 Liozu, Stephan, Case Western Reserve University Hinterhuber, Andreas, Hinterhuber & Partners

SOCIAL MARKETING RESEARCH: MEASURES, ANALYSES, AND IMPLICATION ISSUES

Revisiting Netnography: Implications for Social Marketing Research Concerning Controversial and/or Sensitive Issues ............................................................................................................. 422-425 Ulusoy, Emre, University of Texas- Pan American

Social Media Analysis as a New Tool- An Exploratory Studdy to Determine the Reliability and Validity of Analyses on the Social Web ...........................................................................................•.•.•••.•..•.......... 426 Bauer, Han H., University ofMannhein, Germany Toma, Boris, University ofMannhein, Germany Heinrich, Daniel, University of Mannheim, Germany Campbell, Colin, Monash University, Australia Rauschnabel, Phillipp, University of Bamberg, Germany

A Comparative Evaluation of the Different Single-Item Selection Procedures for Construct Measures ....... .427 Sarstedt, Marko, Ludwig-Maximilians-University Munich!IMM, Germany Wilczynski, Petra, Ludwig-Maximilians-University Munich!IMM, Germany Diamantopoulos, Adamantios, University of Vienna, Austria

NEW FRONTIERS IN MARKETING COMMUNICATION

The Language of Advertising- Examining the Benefit of Construal-Matching ............................................... .428 Easwar, Karthik, The Ohio State University Yang, Lifeng, University of Mississippi

Making the Rainbow Connection: Factors Influencing Gay Consumers' Evaluations of Gay-Friendly Corporate Activities ................................................................................................................................................ 429 Oakenfull, Gillian, Miami University

Disparities in Professional Services Advertising- Communicated and Conceived Identity ........................•.•.. 430 Goldring, Deborah, Florida Atlantic University

CAN CLIMATE CHANGE SALESPEOPLE? IMPACT OF ETHICAL AND ORGANIZATIONAL CLIMATE

How Can Salespeople's Performance Be Improved? The Role of Ethical Climate and Ethical Behavior ............................................................................................................................................... 431-439 Lavorata, Laure, University of Paris- East

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxiii

Evaluating the Effectiveness of Doctors as Salespeople: The Motivating Effect of Patient-Physician Interactions .....................................................................................••••••••••••••••...•..•.......................................... .440-444 Sujan, Harish, Tulane University Harlan, Timothy, Tulane University Sujan, Mita, Tulane University Buhrau, Denise, American University Ager, Rick, Tulane University

Dynamically Adapting Sales Influence Tactics in E-Commerce ••••••.•..•...............................................•...... .445-454 Kaptein, Maurits, Eindhoven University of Technology, Netherlands Parvinen, Petri, Aalto School of Economics, Finland

THE POWER OF EMOTIONS AND NORMS ON EXCHANGE BEHAVIOR

The Impact of Unwarranted Tip Requests on Self-Conscious Emotions, Attitudes, & Repatronage Intentions ...................................................................•...••.•..................................•............................. 455 Hiler, Jacob L., Louisiana State University Rice, Dan, Louisiana State University Schmit, Dora, Louisiana State Univeristy

Forming Product Return Intentions to Reduce Cognitive Dissonance after Purchase ..................................... 456 Maity, Devdeep, Oklahoma State University

ENTREPRENEURS, NETWORKS AND SUCCESS

Entrepreneurial Identity Brand Management: A Brand Management Model for SMEs ..........•.............. .457-460 de Gomez, Maria Isabel Rodriguez, Universidad Francisco Marroquin Kang, Jikyeong, University of Manchester

A Statistical Process to Incorporate the Use of Demographics to Help Select the "Best" Number of Market Segments ...................................................•.........•....•.•.•.....•.....•.•.............................................................................. 461 Kara, Ali, Penn State University - York Campus Carmone, Frank, Wayne State University

INTERNATIONAL BRANDING

Binational study of the impact of brand image, brand personality and brand love on word of mouth: The case of fashion brands in UK and Switzerland .....................................•.•................................•.............. 462-471 Arageh, Ahmed, Universiti Utara Malaysia Melewar, Tc, Brunei University

How do market characteristics influence brand country of origin effects? ..............................................•........ .472 Yang, Shuang, University of Texas at El Paso Jimenez, Fernando, University of Texas at El Paso Hadjimarcou, John, University of Texas at El Paso Frankwick, Gary, University of Texas at El Paso

The Interplay Between Perceived Brand Globalness, Domestic Brand Origin, and Brand Attitude •..•••.•...•. .473 Tasoluk:, Burcu, Sabanci University Calantone, Roger J., Michigan State University Deligonul, Seyda, St. John Fisher College Cavusgil, S. Tamer, Georgia State University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxiv

Challenges and Chances for International Portfolio Acquisition Brands (IPA Brands) in Developing Countries ..................................•........................................•.•...........•........................................................................ 474 Heinberg, Martin, University ofDuisburg-Essen, MSM, In-East Taube, Markus, University ofDuisburg-Essen, MSM, In-East

THE TEACHING OF SOCIAL MEDIA MARKETING

The Teaching of Social Media Marketing ............................................................................................................. 475 Tuten, Tracy, East Carolina University Solomon, Michael, St. Joseph's University and University ofManchester, UK Ladik, Daniel, Seton Hall University

SOCIAL MEDIA

Exploring Social Media Marketing Strategies in SMEs .................•. ; ...•.....••.•...•................................•................. 476 Pentina, Iryna, University of Toledo Koh, Anthony, University of Toledo

Web Analytics and Social Media Monitoring in Industrial Marketing: Tools for Improving Marketing Communication Measurement .........................................................•................•............................................ .477-486 Jarvinen, Joel, Jyvaskyla University School of Business and Economics, Finland Ti:illinen, Aarne, Jyvaskyla University School of Business and Economics, Finland Karjaluoto, Heikki, Jyvaskylii University School of Business and Economics, Finland Platzer, Elisabeth, Evolaris, Austria

Fostering Social Media Relationships: The Role of Parasocial Interaction ................................................ 487-488 Labrecque, Lauren, Northern Illinois University

PERSPECTIVES ON SOURCE EFFECTS: NEGATIVE PUBLICITY, COMPANY TRANSGRESSIONS, AND MISATTRIBUTION

Negative Spokesperson Publicity: Comparing the Reactions of Investors and Firms .•.•.......................•........... 489 Raithel, Sascha, Ludwig Maximilians University Hock, Stefan, Virginia Tech

Consider the Source: Comparing Customer Reactions to Hearing about a Company Transgression by Word-of-Mouth vs. through the Media ............................................................................................................................. 490 Landers, V. Myles, University of Alabama Harrison, Mary P., Birmingham-Southern College Northington, William Magnus, University of Alabama

Source Misattribution for the Sake of Attitude Change: A Conceptualization of the Role of Social Identity in Inducing Dissociative Processing .........................................................................•.•.•........................... 491 Foos, Adrienne, University of Manchester Keeling, Kathy, University of Manchester Keeling, Debbie, University of Manchester

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxv

CORPORATE SOCIAL RESPONSIBILITY

The Role of Corporate Social Responsibility in Consumer Evaluation of Nutrition Information Provision by Restaurants ........................................................................................................................................ 492 Y e, Christine, Florida State University Peloza, John, Florida State University Cronin, Joseph, Florida State University

The "Bigger" Company Responsibility- When One Bad Product Harms a Country's Image ...•.••...•..... .493-496 Huber, Frank, Johannes Gutenberg - University Mainz Meyer, Frederik, Johannes Gutenberg -University Mainz Weihrauch, Andrea, Johannes Gutenberg- University Mainz

Is CSR Important For All Types of Fans? : The Value of Corporate Social Responsibility in Sport .....• .497 -500 Giroux, Marilyn, Concordia University Pons, Frank, Laval University Mourali, Medhi, University of Calgary

BUYERS AND SELLERS

The Flea Markets and Marketing at the Bottom of the Pyramid ......................................•................•......•.•.•.•.•. 501 Petrescu, Maria, Florida Atlantic University Bhatli, Dhruv, IRG, Universite Paris Est

INTELLIGENCE AND SALESPERSON'S EFFECTIVENESS: WHAT INTELLIGENCE?

Cultural Intelligence and Emotional Intelligence in External and Internal Sales Relationships ..................... 502 Lassk, Felicia, Northeastern University Lee, Yang, Northeastern University

Marketing Intelligence Fosters Ownership Among Salespersons to Improve Their Service Quality: A Role of Marketing ................................................................................................................................................................. 503 Fukutomi, Gen, Kyoto Sangyo University

Empowering Salespeople: Does It Work? ............................................................................................................. 504 Yim, Frederick, Hong Kong Baptist University Swaminathan, Srinivasan, Drexel University Anderson, Rolph, Drexel University

UNDERSTANDING CUSTOMER LOYALTY AND CUSTOMER VALUE PERCEPTIONS

Customer Relationship Management: The Evolving Role of Customer Data ..........•..........•..•.•.•..........•..... 505-515 Saarijarvi, Hannu, University ofTampere Katjaluoto, Heikki, University of Jyvaskyla Kuusela, Hannu, University of Tampere

Toward an Understanding of Customer Negotiation Behavior ...•.....................................•.••........•....•.•.••.•.• 516-518 Holmes, Yvette, Florida State University Bonney, Leff, Florida State University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxvi

What Consumers Value: Relationships and Quality ............................................................................................ 519 Mangus, Stephanie, Louisiana State University Hiler, Jacob L., Louisiana State University Black, William C., Louisiana State University Folse, Judith Anne Garretson, Louisiana State University Waltz, Anna M., Grand Valley State University

WHEN CONSUMERS GET EMOTIONAL

Affect and Self-Expression as Determinants of a Lasting Purchase: The Case of the Tattoo Patron .....•..•..•.• 520 Sierra, Jeremy, Texas State University- San Marcos Jillapalli, Ravi, Texas State University - San Marcos Badrinarayanan, Vishag, Texas State University

Mortality Salience, Mood Regulation and Materialism ....................................................................................... 521 Lehnert, Kevin, Grand Valley State University Cowart, Kelly, Grand Valley State University

How do Fine-grained Emotion Affect Helpfulness Vote of a Product Review? Evidence from User Generated Content Using Latent Semantic Analysis .............................................................................................................. 522 Ahmad, Shimi, Concordia University Laroche, Michel, Concordia University

CORPORATE SOCIAL RESPONSIBILITY: SOCIAL AND SUSTAINABLE MARKETING

How to Adopt Social Behavior to Achieve Efficient Social Marketing ........................................................ 523-532 Chang, Kuei-Feng, Da-yeh University Yang, Hao-Wei, Chaoyang University of Technology

Customer-Driven Benchmarking: A Strategic Approach Leading to Sustainable Marketing Performance .. 533 Shamma, Hamed, The American University in Cairo Hassan, Salah, The George Washington University

Social Mobility and the Demand for Luxury in Russia: A Typology of Russian Consumers of Luxury Goods534 Kivenzor, Gregory J., Rivier College Toffoli, Ray, University of Quebec

MANAGING SUPPLY CHAIN RELATIONSHIPS

Supply Chain Alertness: A Relational View •.••••...........•.•...........•............................................................•............. 535 Ly, Xun, Nicholls State University Goldsby, Thomas J., Ohio State University Holsapple, Clyde W., University of Kentucky Goldsby, Michael G., BaJJ State University

A Framework for Relational Behaviors in Supply Chains: A Social Exchange and Strategic Alignment 'Fit' Perspective .................................................................................................................................... 536 Iyer, Karthik, University of Northern Iowa Firouzi, Azam, University ofNorthem Iowa

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxvii

Authenticity in the Channel ......................................•............•.•...•.......................................................................... 537 Beckman, Terry, Athabasca University

EXPLORING THE ON-LINE OFFERING

The Price of Customer Engagement: How Substitution in Online Services Leads to Decreasing Revenues ........................................................................................................................................ 538-547 Lindholm, Jerry, Aalto School of Economics, Finland Parvinen, Petri, Aalto School of Economics, Finland Kaptein, Maurits, Eindhoven University of Technology, Netherlands

Managing Information Overload: The Case of Online Product Review Categorization .................................. 548 Coussement, Kristof, IESEG School of Management, France Antioco, Michael, EM Lyon Business School, France

Towards the Measurement of Online Influence ............................................................................................. 549-556 Archer-Brown, Chris, University of Bath, UK Piercy, Niall, University of Bath, UK Joinson, Adam, University of Bath, UK

Factors Affecting Consumers' Willingness to Adopt E-Health Information ............................................... 557-559 Park, Jung Kun, University of Houston Amendah, Eklou, Southern New Hampshire University Chung, Christina, Ramapo College ofNew Jersey

ECOMMERCE II

Is More Information Content Always Good? Investigating the Impact of Website Interface Features onE-Retailer's Sales Performance .................................................................................................. 560-563 Ashraf, Abdul, Brock University Thongpapanl, Narongsak, Brock University

Use and Adaptation of International Internet Marketing Communications: A Conceptual Model ................ 564 Boutin, Philip, University of Tennessee

THE INFLUENCE OF PERCIEVED CONTROL ON CONSUMER ATTITUDES AND BEHAVIORS

A Modified Social Cognitive Model Predicting Patient Health Behaviors: The Mediating Role of Hope .......................................................................................................... : ........................................... 565-568 Makarem, Suzanne, Virgina Commonwealth University

Consumer Locus of Control: Assessment Instrument Construction and Validation ........................................ 569 Tobacyk, Jerome C., Louisiana Tech University Babin, Barry J., Louisiana Tech University

MARKETING THEORY AND STRATEGY

Marketing as Science: Does it Matter? .....•..................................................................................................... 570-577 Upshaw, Danny, Louisiana Tech University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxviii

Blueprint of a General Theory -- Marketing Literature Review ......................................................................... 578 Wei, Hua, Old Dominion University

Marketing Dynamic Capabilities: A Review of Conceptualizationa nd Development, Theoretical Foundations and Future Research Agenda ....................................................................................... 579 Khantimirov, Denis, Old Dominion University

Revisiting Marketing Strategy: Towards Detecting the Main Factors in Developing a Marketing Strategy ........................................................................................................................................... 580-583 Ulusoy, Emre, University of Texas- Pan American

MANAGING COMPLEXITY AND RISK IN SUPPLY CHAINS

Towards a Modular Unit of Analysis in Supply Chain Management .......................................................... 584-593 Miller, Jason, Ohio State University Schwieterman,Matthew, Ohio State University

Evaluating Supply Chain Risk Mitigation Strategy ...................................................................................... 594-595 Chang, W oojung, University of Alabama Ellinger, Alexander E., University of Alabama

The Sources of Purchase Risks of a New Packaging Technology from a Supply Network Perspective: A Structured Abstract ...................................................................................................................................... 596-599 Hakola, Jenni, University of Jyvaskyla Munnukka, Juha, University of Jyvaskyla

YOUNG CONSUMERS

Young Children as Parents' Extended Selves ................................................................................................ 600-607 Hughes, Mine Ucok, Woodbury University Kaigler-Walker, Karen, Woodbury University Bendoni, Wendy, Woodbury University

Addressing Childhood & Adolescent Obesity: Misperceptions of Weight Status ....................................... 608-61 0 Desrochers, Debbie, University of Westminster Dahl, Stephan, University of Hull

CONSUMER IDENTITY AND SENSE OF SELF

Who Am I to You? An Existential-Phenomenological Study of Romance, Sense of Self and Cosmetics Use ........................................................................................................................................................... 611 Liu, Chihling, University of Manchester, Manchester Business School Keeling, Debbie, University of Manchester, Manchester Business School Hogg, Margaret, University of Lancaster, Lancaster Business School

The Postmodern Consumer: An Identity Constructor? ............................................................................... 612-620 Hamouda, Manel, Faculty of Economics Sciences and Management

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xxxix

Any user can be any self that they want so long as it is what they 'ought' to be: Exploring self-presentation in the presence of multiple audiences on social network sites ......................................... 621-626 Marder, Ben, University of Bath Joinson, Adam, University of Bath Shankar, A vi, University of Bath, UK Archer Brown, Chris, University of Bath

My values or our identity? The moderating role of identities on values-behavior congruence and green consumption decisions ............................................................................................................................................. 627 Costa Pinto, Diego, Reims Management School, V &P Behavioral Lab Nique, Walter, UFRGS Borges, Adilson, Reims Management School, V &P Behavioral Lab Herter, Marcia Maurer, Reims Management School

CONSUMER RESPONSE TO PRODUCT TEXTURE, PACKAGING AND PROCESS

How Smooth does it feel? The Effects of Food Texture on Consumer Nutritional Perceptions ...................... 628 Szocs, Courtney, University of South Florida Biswas, Dipayan, University of South Florida Lehmann, Donald, Columbia University

Biased Evaluation of Products caused by Targeting Effect of Multilingual Product Packaging ..................... 629 Gopinath, Mahesh, Old Dominion University Glassman, Myron, Old Dominion University Nyer, Prashanth, Chapman University

How to Make Non-Natural Products Appear More Natural? Changes in Process Work Better Than Changes in Content ..........................................•..................................................................................... 630-640 Gomez, Pierrick, Reims Management School

ECOMMERCEI

Satisfaction and Loyalty in E-Commerce: The Moderating Roleof Nationality ................................................ 641 Thijis, Van Den Haak, Woger Trading International Srinivasan, Swaminathan, Drexel University

Effects of Product Type and Gender on Online Purchase Attitudes and Intentions .................................. 642-643 Nesbitt, Jane Mckay, Bryant University Ryan, Chad, Bryant University

Clicking or Buying? Determinants of E-Impulse Buying ......................................................•....................... 644-646 Jeon, Sua, University ofNorth Texas Kim, Haejung, University ofNorth Texas

RETAILING IN THE DIGITAL AGE AND GLOBAL MARKETPLACE

An Investigation of Motivational Factors and the Moderating Effect of Familiarity on Intention to Use Self-Service Technology to Purchase Apparel ........................................................................................ 647-653 Cho, Sooeun, University of North Carolina at Greensboro Hodges, Nancy, University of North Carolina at Greensboro Watchravesringkan, Kittichia, University ofNorth Carolina at Greensboro

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xl

Attitudinal Segmentation and Loyalty of Retailer Online Community Users .................................................... 654 McGoldrick, Peter, Manchester Business School Hampson, Daniel, Manchester Business School Nanakida, Kaori, Manchester Business School

Positive Consumption Emotion to Purchase Intention: Cross-Cultural Evidence from China and lndia ..................•.......••.•.................•....................•.................••........•••.••••.................................................... 655-658 Kang, Ji Hye, Kansas State University Jin, Byoungho, University ofNorth Carolina at Greensboro

Profiling Thailand's Retail Industry: An Analysis of Market Change and Opportunities for Future Growth ............................................................................................................................................ 659-662 Kananukul, Chawanuan, University of North Carolina at Greensboro Hodges, Nancy, University of North Carolina at Greensboro Watchravesringkan, Kittichai, University ofNorth Carolina at Greensboro

CONSUMER EMOTION AND EMPOWERMENT

The Effect of Social Influence on Consumer Regret .........................................•...............•.................................•. 663 Kuo, Hsiao-Ching,

La Vie Boheme? The Role of an Operatic Flash Mob on Consumer Behavior .................................................. 664 Grant, Philip, The Royal Institute of Technology Bal, Anjali, Simon Fraser University Pitt, Leyland, Simon Fraser University Mills, Adam, Simon Fraser University Chan, Anthony, The Lulea University of Technology

Female consumers: Empowerment through DIY consumption .......................................................................... 665 Wolf, Marco, University of Southern Mississippi Foster, Jamye, University of Southern Mississippi Albinsson, Pia, Appalachian State University

MANAGEMENT AND MARKETING COLLABORATION II

The Role of Individual-Level Factors in Explaining Marketing Power .............................................................. 666 Marx, Corina, RWTH Aachen University

How Do Ambidextrous Minds Create New Products? Analogical Thinking as a Key to Achievement of Ambidexterity in New Product Creation .............................................................. ~ ................................................ 667 Viola, Loredana, WU Vienna Karhu, Piiivi, WU Vienna

Consumer= Prospective Employee? The Influence of Organizational Products/Services on the Perception of the Employer Brand .................................................................................................................. 668-679 Hochegger, Simone, Alpen-Adria-University ofKlagenfurt Terlutter, Ralf, Alpen-Adria-University ofKlagenfurt

The Role of Need of Cognition on Responses to Catalogs ..•...•.......•.•.••••.•....•.••.•.....•.•.....•.•............................•..... 680 Jones, Joseph, North Dakota State University

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xli

INTERNATIONALIZATION AND METHODOLOGY

An Assessment of Hierarchical Linear Modeling in International Business ............................................... 681-690 Ozkaya, Erkan, California State Polytechnic University Pomona Hult, Tomas, Michigan State University Srivastava, Chitra, California State Polytechnic University Pomona Kolev, Kalin, Michigan State University Dahlquist, Steven I Manjeshware, Sonia, Michigan State University I Michigan State University

Understanding Factors that Impact Firms' Intent to Export in the Future ................................................ 691-692 Oyedele, Adesegun, St. Cloud State University

Internationalization Patterns of Fast Fashion Retailers: Does it Follow Uppsala Model? ........................ 693-696 Childs, Michelle, University of North Carolina Greensboro Jin, Byoungho, University ofNorth Carolina Greensboro

ORGANIZATIONAL TECHNOLOGY USAGE

Social Media Marketing in B2B-Companies: An Empirical Investigation ofthe Actual Usage, Challenges and Future Expectations of B2B Social Network Activities ............................................................. 697 Paluch, Stefanie, TU Dortmund University Holzmiiller, Hertmut, TU Dortmund University

Risk perception in remote service encounters ....................................................................................................... 698 Paluch, Stefanie, Tu Dortmund University Wuenderlich, Nancy, University ofPaderborn

Market Turbulence and Electronic Approaches to Marketing in Wine Sector SMEs ............................... 699-702 Madill, Judith, University of Ottawa Neilson, Leighann, Carleton University

A Framework for Examining B2B Digital Communication ......................................................................... 703-705 Murphy, Micah, Florida Atlantic University

CONSUMER CONCERNS, BELIEFS, VALUES, AND ATTITUDES TOWARD TECHNOLOGY

Effects of National Culture on the Development of Consumer Social e-Sbopping: Two Country Individual and National-Cultural Comparison .............................................................................................. 706-709 Xu-Priour, Dong Ling, ESC Rennes

Technology Acceptance Model, Consumer Personality and Smartphone Users' Satisfaction ................•. 710-712 Chang, Enchi, Perfect Translation & Compunet Huang, Chiaying, Manchester Business School

Alleviating Privacy Obstacle in New Mobile Service Adoption .................................................................... 713-720 Chen, Xiaoyan, University ofRennes Cliquet, Gerard, University of Rennes

A Study of Understanding When Technology Attributes Can Increase Preference ...•..••..•••••....•....•.•............... 721 Min, Junhong, Michigan Technological University Segal, Madhav, Southern Illinois University Edwardsville

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xlii

Generational Differences in Online Trust Development: Millennials v. Baby Boomers ............................ 722-725 Obal, Michael, Temple University

CROSS CULTURAL CONSUMER BEHAVIOR

The Proper Meal, Social Capital, and Jia Ren Guanxi in Urban China ....•.•...................................................... 726 Bums, Alvin, Louisiana State University Veeck, Ann, Western Michigan University Yu, Hongyan, Sun Yat-Sen University Liu, Linda, Louisiana State University

The Exploratory Study of Drinking Motives Among Polish Female Undergraduate Students ........................ 727 Kubacki, Krzysztof, Griffith University Siemieniako, Dariusz, Bialystok University of Technology

Values as Antecedents for Ecologically Conscious Consumer Behavior Among Seniors: A Cross-Cultural Comparison ......................................................................................................................... 728-731 Riley, Lynn S., Liverpool John Moores University Kohlbacher, Florian, German Institute for Japanese Studies Tokyo

Is Marketing To Individuals Targeting Segments of One? .................................................................................. 732 Bendle, Neil,

RESEARCH ISSUES IN BRANDING, PROLIFERATIONS AND SEGMENTS

Value, Brand, and Relationship Drivers in Cellular Phone Markets ........................................................... 733-738 Nel, Deon, Flinders University, Australia Plangger, Kirk, Simon Fraser University, Canada

Modeling the Effects of Brand Proliferation on Category Expansion and Cannibalization ............................. 739 Sivakumar, K., Lehigh University, USA

Customized Communication Incongruity (CCI) through the Activation of African-American Stereotypes ........................................................................................................................ 7 40-7 44 Arora, Anshu, Savanah State University

UNDERSTANDING RETAIL EMPLOEES AND THEIR IMPACT ON SALES PERFORMANCE

Shaping Contact Employee Extra-Role Performance Through IMO Adoption ......................................... 745-754 Boukis, Achilleas, Athens University of Economics and Business Kaminakis, Kostas, Athens University of Economics and Business Lionakis, Konstantinos, New York College, Athens

Highlighting the Role ofServicescapes and Organizational Climate on Employees' Performance .......... 755-764 Kaminakis, Kostas, Athens University of Economics and Business Boukis, Achilleas, Athens University of Economics and Business

IMO Diffusion, Employee Outcomes and Perceived Service Quality .......................................................... 765-773 Boukis, Achilleas, Athens University of Economics and Business Gounaris, Spiros, Athens University of Economics and Business Kostopoulos, Giannis, Athens University of Economics and Business Kaminakis, Kostas, Athens University of Economics and Business

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xliii

Predictors of Retail Salesperson Creativity and Associated Performance Implications ................................... 77 4 Rapp, Adam, University of Alabama Agnihotri, Raj, William Patterson University Andzuliz, James 'Mick', University of Alabama Gabler, Colin, University of Alabama

ORIENTATIONS, NORMS AND EXPERIENCES: ANTECEDENTS OF LOYALTY OR COMMITMENT IN RELATIONSHIPS

Persuasion Knowledge Model as a Framework for Researching Loyalty Dynamism Using Critical Incident Technique .................................................................................................................................... 775 Thiele, Sharyn Rundle, Griffith University Siernieniako, Dariusz, Bialystok University of Technology Urban, Wieslaw, Bialystok University of Technology

Value Generation and Impact on Commitment in Business to Business Relationships ............................. 776-785 Ribeiro, Aurea Helena Puga, Funda9ao Dom Cabral Pereira, Leda Lima, Funda9ao Dom Cabral Robbe, Raquel, Funda9ao Dom Cabral

Social Networking Sites vs. Traditional Advertising: Examining Influence over Information ........................ 786 Martinez, Jennifer, University of Memphis Royne, Marla, University of Memphis Kowalczyk, Christine, East Carolina University

ISSUES ON CONSUMER MOTIVATION

The Relationship between Motivation, Self-Control, and Locus of Control within Gambling .................. 787-790 Northington, William M., University of Alabama Beatty, Sharon, University of Alabama Lindridge, Andrew, The Open University

Preliminary Results on Free Toys and Fast Food: A Structured Abstract ........................................................ 791 Jones, Joseph, North Dakota State University

Gone but Not Forgotten: Exploring the Underlying Meaning and Motives in Gift-Giving to the Deceased .................................................................................................................................................. 792-795 Drenten, Jenna, University of Georgia McManus, Kristy, University of Wisconsin- La Crosse Labrecque, Lauren, Northern Illinois University

LATIN AMERICAN MARKETING ISSUES I

Beer Advertising on TV and Occurrence of Traffic Accidents in Peru ....................................................... 796-800 Balas, Milos, Pontificia Universidad Catolica de Peru Botelho, Delane, EAESP-FGV

Corporate Social Responsibility and High and Low Income Customers: different perceptions of benefit, value, price and purchase intent ........................................................................................................ 801-804 Quintao, Ronan, CEFET-MG/EAESP-FGV Giuliana, Isabella, EAESP-FGV/ESAGs

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xliv

Commercial Interventions in Blogs ..............................................•...•..•....••..................................................... 805-814 Zanette, Maria Carolina, FGV-EAESP

EMOTIONS, INTENTIONS AND IMPULSES

From Desire to Necessity: The Role of Emotions, Attitudes, Perception of Loss, and Subjective Norms ............................................................................................................................................. 815-825

Cruz-Milan, Oliver, University of Texas- Pan American

The Role of Guilty and Shame on Conspicuous Consumption ............................................................................ 826 Locander, David, Louisiana Tech University

Search: An Expense or an Experience? Exploring the Impact of Search on Product Return Intentions ....... 827 Maity, Devdeep, Oklahoma State University

Rewarding Impulse and Unplanned Purchasing .................................................................................................. 828 Brewer, Lauren, Louisiana Tech University

THE INFLUENCE OF PERCIEVED CONTROL ON CONSUMER ATTITUDES AND BEHAVIORS

Am I Being Manipulated?: The Effects of Co-Creation and Sales Person Orientation on Customer Affect .. 829 Weiling Zhuang, Eastern Kentucky University Obinna Obilo, Louisiana Tech University David Locander, Louisiana Tech University Julie Moulard, Louisiana Tech University

OUTSTANDING MARKETING TEACHER AWARD WINNERS' PRESENTATIONS

"Creating and Delivering Curriculum-based Experiential Learning Courses- 120 Students At A Time." ... 830 Oakenfull, Gillian, Miami University

Getting Students to Buy What We Sell: Product Involvement, Customer Relationship Management, and Customer Satisfaction ............................................................................................................................................. 831 Rinaldo, Shannon, Texas Tech University

Improving the MBA Student Education Experience: Action Points for Instructors and Other Key Stake Holders ..................................................................................................................................................................... 832 Wirtz, Jochen, National University of Singapore

YOUNG CONSUMERS

Coping with Each Other: An Exploration of the Thoughts and Interactions of Retail Employees and Teen Shoppers Co-Existing at the Mall .......................................................................................................... 833-836 Mallalieu, Lynnea, University ofNorth Carolina Wilmington

2012 AMS Marketing Dynamism & Sustainability: Things Change, Things Stay the Same ... New Orleans, LA, United States xlv