Annotated Reference List

Running head: TEAM C - ANNOTATED REFERENCE LIST 1

Jeff Striek, Jason Moskalik, Caitlyn Keppler, Jessica Piatt, Shirmen McDonald

PSY/322

October 10, 2011

Mary-Lynne Ament ANNOTATED REFERENCE LIST 2

Annotated Reference List

Cavusgil, S; Zou, S. (2011). Marketing strategy-performance relationship Journal of Marketing. Vol. 58. Retrieved October 6, 2001 from Proquest.

The article explains the marketing strategy – performance relationship in the context of export ventures. The study presented has three ways in which it differs from other studies in marketing. Showing firms the different factors that support the contention of export marketing strategies, and also firms that competence and managerial commitment are key.

Chien-Hsiung, L. (2011). Personality, Value, Life Style, and Postmodernism Consumer Behavior: A COMPARISON AMONG THREE GENERATIONS. International Journal of Organizational Innovation, 3(3), 203-230. Retrieved from EBSCOhost.

This article explains how consumer behavior was based upon rational perspectives. Yet, the phenomenon that many consumers' behavior nowadays cannot be easily reasoned gives rise to the breeding ground of post-modernism. Thereafter, the motivation of consumers has been dominated by "consumer symbolism," which clarifies purchasing products is no longer confined to the function of the products themselves. This articles also aims to explore more into the phenomenon mentioned above, in the hope of manifesting 1) what impact post-modernism has on marketing and consumer behavior, 2) the meaning of the impact, 3) what change post-modernism brings to consumers, 4) which factors, lifestyle, value, and character traits, to name a few, correlate to consumers' post-modernism consumption tendency.

Clemons, E. K. (2008). How Information Changes Consumer Behavior and How Consumer Behavior Determines Corporate Strategy. Journal of Management Information Systems, 25(2), 13-40. Retrieved from EBSCOhost.

This article discusses the new level of information available to the consumer. More information regarding products and services is available and more easily accessible to consumers. This allows them to make more educated decisions about what to purchase. In addition, this new informedness has changed the demand side or market behavior.

Experiential Shopping at the Mall: Influence on Consumer Behaviour. (2011). China-USA Business Review, 10(1), 16-24. Retrieved from EBSCOhost.

The research in this article attempts to explain a causal link between consumer shopping at mall venues, and one’s holistic experience. The researchers contend that consumers no longer go to shopping malls for variety and low cost deals. Consumer experience in this venue can help spur hedonic consumption, which involves multi-sensory, and emotive consumption. Hence, one’s excitement in concert with experiential dynamics of mall venues combines to form a catalyst that spurs consumption. The research also suggests that there are two consumption ANNOTATED REFERENCE LIST 3 behaviors that contribute to shoppertainment or entertailing. Along with hedonic behavior, consumers use instrumental behavior or a combination of the two as the basis for consumption.

Khosla, S. (2010). Personality and Consumer Behaviour. International Journal of Educational Administration, 2(2), 213-217. Retrieved from EBSCOhost.

This article looks at the connection between specific personality types and the influence the personality types have on consumer behavior. It deals with what people think of themselves (Self Concept) and how this concept guides their consumer behavior.

Liao, S, Shen, Y, Chu, C. (2009). The effects of Sales Promotional Strategy, Product Appeal and Consumer Traits on Reminder Impulse Buying Behavior. International Journal of Consumer Studies Vol. 33 issue 3, p274-284. Retrieved October 6, 200 from EBSCOhost.

The article investigates factors of marketing communications and consumer characteristics that induce reminder impulse buying. The article uses two studies; one to evaluate the difference between reminder impulse buying and the second examines how sales promotion strategy might affect reminder impulse buying with product appeal and consumer traits as moderating factors.

Martin, N., & Morich, K. (2011). Unconscious mental processes in consumer choice: Toward a new model of consumer behavior. Journal of Brand Management, 18(7), 483-505. doi:10.1057/bm.2011.10

This article explains how theories of consumer behavior often posit that consumers are rational agents making conscious decisions about the branded products and services they purchase and use. It is assumed that consumer decisions are preceded by an explicit formation of attitudes and needs that determine the brand of choice.

O'Donnell, E., & Brown, S. (2011). THE EFFECT OF MEMORY STRUCTURE AND FUNCTION ON CONSUMERS' PERCEPTION AND RECALL OF MARKETING MESSAGES: A REVIEW OF THE MEMORY RESEARCH IN MARKETING. Academy of Marketing Studies Journal, 15(1), 71 85. Retrieved from EBSCOhost. ANNOTATED REFERENCE LIST 4

This article describes the impact of consumers’ memories on how they interpret marketing messages differently. Memory plays an important role in the consumers’ decision- making process as well. Consumer’s recall information that can influence their ability to remember specific brands in comparison to competitors and their ability to interpret marketing generated communications.

Tao, S., & Guohua, W. (2011). Trait Predictors of Online Impulsive Buying Tendency: A Hierarchical Approach. Journal of Marketing Theory & Practice, 19(3), 337-346. doi:10.2753/MTP1069-6679190307

This article deals with the ability of companies to create impulsiveness through online marketing. It gives a good look into how companies are using different marketing models and techniques to reach and influence and eve increasingly impulsive society.

Wells, J. D., Valacich, J. S., & Hess, T. J. (2011). WHAT SIGNAL ARE YOU SENDING? HOW WEBSITE QUALITY INFLUENCES PERCEPTIONS OF PRODUCT QUALITY AND PURCHASE INTENTIONS. MIS Quarterly, 35(2), 373-A18. Retrieved from EBSCOhost.

Wells and Hess analyze the growing use of eCommerce as the main channel of contact with consumer demographics. One of the dilemmas companies face with this channel of communication is that it does not allow the consumer to physically interact with a product. As a result it is important for companies that use this channel, to develop strong virtual product experiences (VPE) with their consumers. Wells and Hess use signaling theory analyze how website design influences product quality and builds trust with consumers with purchase intentions. If website quality is a corollary to product quality, it may help influence web design best practices that eCommerce marketers should use.