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Marketing Pharmaceuticals to Developing Nations: Research Issues and a Framework for Public Policy
In: Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration, Band 12, Heft 4, S. 300-313
ISSN: 1936-4490
AbstractA system of exchange for marketing pharmaceuticals to developing countries is described, identifying the key conflicts among its constituents. A research agenda for marketing is suggested, involving both systemic characteristics and exchange behaviours. A framework for public policy appropriate for governments in the developing world is proposed.RésuméUn système d'échanges pour les études de marché des produits pharmaceutiques dans les pays en voie de développement est décrit, identifiant les conflits clés parmi ses constituants. Un agenda de recherche pour les études de marché est suggéré intégrant les caractéristiques systématiques et les échanges de comportement. Un cadre de politique publique convenable pour les gouvernements dans les pays en voie de développement est proposé.
Does Attitude Toward the Ad Endure? The Moderating Effects of Attention and Delay
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 19, Heft 1, S. 26
ISSN: 1537-5277
The Situational Importance of Recall and Inference in Consumer Decision Making
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 15, Heft 1, S. 1
ISSN: 1537-5277
Boosting Persuasion: The Attention Benefits of Multiple Narrating Voices
In: California Management Review (2023)
SSRN
Pursuing Attainment versus Maintenance Goals: The Interplay of Self-Construal and Goal Type on Consumer Motivation
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 42, Heft 1, S. 93-108
ISSN: 1537-5277
Abstract
This research examines how self-construal (i.e., independent vs. interdependent) and goal type (i.e., attainment vs. maintenance) are conceptually linked and jointly impact consumer behavior. The results of five experiments and one field study involving different operationalizations of self-construal and goal pursuit activities suggest that attainment (maintenance) goals can be more motivating for participants with a more independent (interdependent) self-construal and that differences in salient knowledge about pursuing the goals are one potential mechanism underlying this effect. This interaction effect was found within a single culture, between cultures, when self-construal was experimentally manipulated or measured, and when potential confounding factors like regulatory focus were controlled for. The effect was also found to impact consumer behavior in real life—self-construal, as reflected by the number of social ties consumers had, impacted the likelihood that they opted to reduce versus maintain their bodyweight. Further, after setting their goal, consumers who were more independent exhibited more (less) motivation, as measured by the amount of money they put at stake, when their goal was weight reduction (maintenance). These findings shed light on the relationship between self-construal and goal type, and offer insights, to both consumers and managers, on how to increase motivation for goal pursuit.
On the Perceived Value of Money: The Reference Dependence of Currency Numerosity Effects
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 34, Heft 1, S. 1-10
ISSN: 1537-5277
The Importance and Functional Significance of Affective Cues in Consumer Choice
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 33, Heft 3, S. 322-328
ISSN: 1537-5277
Grupo Britt N.V.: should it seek to expand business in the USA?
In: Academia Revista Latinoamericana de Administración, Band 26, Heft 3, S. 373-394
Category Activation Model: A Spreading Activation Network Model of Subcategory Positioning When Categorization Uncertainty Is High
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 36, Heft 1, S. 122-136
ISSN: 1537-5277
Does Your Company Have the Right Logo? How and Why Circular- and Angular-Logo Shapes Influence Brand Attribute Judgments
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 42, Heft 5, S. 709-726
ISSN: 1537-5277
The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 36, Heft 5, S. 778-791
ISSN: 1537-5277
The Offer Framing Effect: Choosing Single versus Bundled Offerings Affects Variety Seeking
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 41, Heft 4, S. 953-964
ISSN: 1537-5277
Name Letter Branding: Valence Transfers When Product Specific Needs Are Active
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 32, Heft 3, S. 405-415
ISSN: 1537-5277
When Busy Is Less Indulging: Impact of Busy Mindset on Self-Control Behaviors
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 45, Heft 5, S. 933-952
ISSN: 1537-5277
AbstractAn increasing number of consumers, in recent times, have reported feeling busier than ever. The current research examines how the subjective perception of busyness—which is referred to as a busy mindset in the current research —impacts consumers' decision-making. Building on different streams of research in sociology and self-view, the current research proposes that a busy mindset bolsters people's sense of self-importance, which, in turn, can increase self-control. Thus, a busy mindset is predicted to facilitate people's ability to exert self-control. Seven studies, including a field study, provide support for this busy mindset hypothesis across various self-control domains. Findings from these studies provide support for the underlying process related to self-importance in multiple ways, while also addressing alternative accounts related to stress and the desire for productivity. Finally, findings from the current research delineate important managerially relevant boundary conditions for the proposed busy mindset effect.