July 2004, Academy of Marketing Science March 2006July 2004, Volume 7, Number 1 & 2

Message from the President ACADEMY OF MARKETING SCIENCE OPTIONAL BENEFIT FORM My two years as Mentors Breakfast. Another is the contract president of the Academy that Harold Berkman, Rajan Varadarajan, and As an added membership benefit, the Academy of Marketing Science is pleased to offer you the of Marketing Science will Barry Babin negotiated with Springer to option of purchasing any of the following journals at a very reduced price. If you want to take come to a close on June 1 publish JAMS for the next five years. This advantage of this offer, please return this Optional Benefit Form with your completed of this year. I thank all contract will help provide important financial membership form. Make sure to provide your name and address for each selected journal. The of you for allowing me to stability to the Academy for years to come. Academy will then advise the publishers of your membership status and you will be billed serve in this important directly by the journal publishers. leadership position. In an I look forward to seeing you at the annual earlier draft of this message I started listing conference in San Antonio, Texas from May all of the people who had made special 24 to 27. Judy Siguaw and Greg Marshall contributions to the Academy during this have done a great job planning this event. ACADEMY OF MARKETING SCIENCE time. The number was staggering! We have Also remember to put the Cultural been very fortunate to have such a capable Perspectives in Marketing Conference on JOURNAL OF RETAILING and committed cadre of officers, Board of your summer schedule. It will be held from Governors, editors, program chairs, July 12-15 in Seoul, Korea. The conference presidential appointees, track chairs, and will be hosted by the Korean Academy of ( ) Yes, I would like to subscribe to the Journal of Retailing for the special annual rate of journal and conference reviewers. The Marketing Science. Co-chairs Ray Taylor and $45.00. (Regular price $131.00) I understand that I will be billed later by Elsevier. contributors to our journals, newsletter, and Junyean Moon have an exciting event planned conferences are crucial to the growth and for all attendees. Please send the journal to (please print clearly): development of our Academy. I would like to single out Ms. Sally Sultan, Coordinator of In closing, it has been a great honor for me the AMS Central Office for her dedication to have had the opportunity to serve as and many contributions to the smooth president of the Academy of Marketing Name: ______operation of this organization. As you can Science for the past two years. I am proud of (First) (Last) see, hundreds of people, contributing in their our accomplishments. I am thankful for all of own ways, have made my term as president the new friends I have made. The Academy Address: ______so satisfying and memorable. is very fortunate to have Barry Babin as its next president. Barry is a skilled and ______There have been many highlights. One experienced leader. I look forward to serving that has been very important to me and to as immediate past president under his ______John Ford is the strengthening of our leadership. relationships with, and programs for, doctoral students including the AMS Sheth Foundation Chuck Lamb, Texas Christian University Marketing Doctoral Student Scholarship [email protected] Program, the Doctoral Colloquium, and the 1/2006 ACADEMY OF MARKETING SCIENCE From the Editor JOURNAL OF BUSINESS-TO-BUSINESS MARKETING ( ) Yes, I would like to subscribe to the Journal of Business-to-Business Marketing for the This winter/spring At last year's Tampa Conference eight special annual rate of $45.00. ( Regular price $75.00) I understand that I will be billed issue of the AMS students received funding up to $1,000 to later by the Haworth Press. Quarterly is primarily attend the conference, and they all focused on the 12th mentioned many times how much they had Please send the journal to (please print clearly): Biennial World benefited from the experience. The hope is Marketing Congress, that the Ph.D. project will help to increase which was held from the number of underrepresented minority Name: ______July 6-9, 2005 at The students in doctoral programs in marketing. (First) (Last) Movenpick Hotel We are proud to be involved with this Address: ______Muenster, Muenster, Germany along with project and look forward to a number of many announcements, calls for papers, years working closely with the MDSA. ______thought-provoking articles and position announcements. Please make your plans to This issue of the AMS Quarterly is my attend the 2006 Annual AMS Conference last as Editor. I have been the editor for six ______that will be held from May 24-27 at the years, and I will be turning the newsletter Hyatt Regency, San Antonio. Greg over to my successor, Dana-Nicoleta Lascu Marshall and Judy Siguaw are the at the University of Richmond. Dana is Conference Co-Chairs, and they and their excited about the opportunity, and I know Track Chairs have developed an excellent that she will do an excellent job. I program. Information on the conference appreciate all of the help that I have can be found in this issue as well as on the received over the years from the AMS AMS website: www.ams-web.org. San Executive Committee, and I look forward to ACADEMY OF MARKETING SCIENCE Antonio is a great city to visit, and the Hyatt helping Dana as she takes over the Regency is right on the Paseo del Rio and responsibility for the newsletter. I have JOURNAL OF PERSONAL practically across the street from the Alamo. enjoyed this role with the Academy of I hope to see you there. Greg Marshall has Marketing Science, and I wish Dana well on SELLING & SALES MANAGEMENT provided a list of attractions in the area for her work with the Quarterly. attendees which appears in this issue. ( ) Yes, I would like to subscribe to the Journal of Personal Selling & Sales Management for As always, I ask you to send in your I would also again like to thank Chuck position announcements or your latest news the special annual rate of $45.00 (US) $55 INT'L. (Regular price $60.00 US, $76 INT'L) Lamb for all of his help and commitment to for the In the News section of the AMS I understand that I will be billed later by M.E. Sharpe. the AMS partnership with the KPMG Ph.D. Quarterly. Position announcements are a Project's Marketing Doctoral Students free service for AMS members, and these Please send the journal to (please print clearly): Association. This year we are grateful to announcements will be carried on the AMS have a new partner in our providing of web site as well. Our mailing list is to over scholarships to allow doctoral student 1,500 members worldwide, and it is a great Name: ______members of MDSA to attend the AMS way to get the word out to the appropriate (First) (Last) National Conference, the Sheth Foundation. audience. I would also remind you that we Address: ______From now on this initiative will be known are happy to publish your Calls for Papers as the "AMS Sheth Foundation Doctoral and any other academic news that you have ______Student Association Scholarship Program." that you would like our membership to see. Please send your materials for publication in Table of Contents the newsletter to Dana at [email protected]. AMS Officers and Staff ...... 2 I hope that you are all well, and I Return this form to: 2006 AMS Conference Program ...... 4 welcome your comments and suggestions 2005 World Congress Highlights . . . . .8 regarding the AMS Quarterly. Academy of Marketing Science University of Miami Scholarship and Research ...... 12 - John Ford, Old Dominion University, P.O. Box 248012 [email protected] Thoughts and Comments ...... 14 Coral Gables, FL 33124-6536, U.S.A. Position Announcements ...... 15 2 AMS Quarterly Volume 7

Twelfth Biennial World The Silo - offers a hip, urban although slightly as well. Academy of more casual dining room experience than Fig Also close by is the Tower of America's, built Marketing Congress 2005 Tree, but the food is serious - this is the local in 1968 for Hemisfair which has an observation Marketing Science place where the "foodies" go. deck to see the panoramic view of San Antonio Marketing in an San Antonio May 2006 http://www.siloelevatedcuisine.com/ 1133 Austin along with a restaurant at the top which revolves Highway; 824-8686 360 degrees. The meals in the revolving tower Inter-Connected Dining Experiences Bistro Vatel - small neighborhood restaurant are moderate in price and quality. Close by is the specializing in French cooking with an emphasis Rivercenter Mall with a food court and also some World: Opportunities Riverwalk or downtown - San Antonio has a on fresh, regional ingredients. Not a classic sit-down restaurants to choose from. There is vibrant and lively restaurant scene and the city bistro dining room - all tables are individual, but also an IMAX theatre and a Comedy Club. and Challenges definitely supports outstanding independent cozy, with a respectable wine list and good The Hemisfair Plaza is a great place to walk operations. There are so many good places to go service. 218 E. Olmos; 828-3141 and jog, and there are some arts and crafts shops. that I will restrict the list to personal favorites Paesano's - the original (the Riverwalk store is The Texas Institute of Cultures is next door. Summary and/or local "must do's". ok, but a pale shadow of the Lincoln Heights El Mercado - the Mexican Market is a pretty The 2005 Academy of Marketing Science The Little Rhein Steak House and The Fig location) and where you will San Antonio's "old place to stroll and look for souvenirs. World Marketing Congress, organized jointly Tree are institutions on the Riverwalk - enjoy a guard" enjoying outstanding veal, seafood, fresh The Quarry Market - you may have seen the 3 with Marketing Center Muenster, at the really good meal with an outrageous wine baked breads, and superb pasta. The restaurant is huge cement towers as you drove from the also near the Quarry market shopping center airport to downtown - original remnants of the University of Muenster, Germany, was held selection. The Fig Tree - beautiful location overlooking a which boasts shopping, bars, and movie theaters. limestone quarry and cement factory once housed from July 6-9. quiet stretch of the Riverwalk this restaurant is 555 East Basse Road, 828-5191 in this location. Developed in the 1998 this open not the typical "tourist" destination. The menu is Frederick's - Imagine the sensibility of the best air concept mall houses more than a dozen The Program Co-Chairs were Tanuja Singh eclectic - pairing the best and freshest regional of Asian cooking married with classic French restaurants, a beautiful movie cinema (housed in preparation and you have Frederick's, an intimate one of the original factory buildings) that boasts (Northern Illinois University), Heiner ingredients with a continental mode of preparation; it's won numerous national awards. neighborhood restaurant in Lincoln Heights. The an escalator to take you to the upper story Evanschitzky (Marketing Center Muenster, http://www.figtreerestaurant.com/index.htm The intimate atmosphere, the presence of owner theaters, and approximately 50 shops ranging University of Muenster), and Ralf Schellhase Little Rhein Steak house is owned by the same Frederick, and an outstanding menu make this a from Harold's, to Restoration Hardware to Black (University of Darmstadt). The Local group and offers wonderful steak house menu but very welcome counter to the omnipresent chain Market/White House to a great Cigar store you'll Arrangements Chair was David in a more rustic setting than the Fig Tree. The restaurants. 7701 Broadway; 828-9050. find a range of better retail chain stores and some Cappy's on Broadway (828-9669) - casually outstanding independents as well. Set in Lincoln Woitsetschlaeger (Marketing Center Muenster, Fig Tree is at 515 Villita; 224-1976. The Little Rhein is at 231 S. Alamo; 225-2111 elegant restaurant with a diverse menu set in Heights this upscale shopping center has earned University of Muenster). Jay D. Lindquist Biga on the Banks - another Riverwalk Alamo Heights. Everything is beautifully the nickname "Baby Boomer Bodega". Visit the (Western Michigan University), AMS Director restaurant that attracts more locals than tourists. prepared, from elegant salads to gourmet burgers Metropolitain for a wonderful cup of cocoa of International Programs, was also a part of Menus is luscious in its pairing of ingredients with homemade chips. Nice patio area. (made from imported cocoas, butter, and cream) Restaurant is near HEB's Central Market, one of and watch the parade of shoppers go by. the Congress team. (fresh salmon nachos) - and the menu balances big meaty entrees with remarkable seafood the most interesting grocery stores (valet parking, The best Sea World in the U.S. is here in San entrees. http://www.biga.com/ 203 S. St. Mary's; massages, and extraordinary food) you'll ever Antonio. You can spend more than one day The Congress was a rousing success and will 225-0722 visit. 5011 Broadway; 828-9669 there, especially if the kids are along. There is be remembered for its quality and for bringing The Palm is a small chain of upscale steak Chris Madrid's is THE place to go for a also Fiesta Texas, which is part of the Six Flags together scholars and friends from around the houses (think Ruth Chris with higher quality food honkin' big, honkin' good burger. Housed in a Amusement park chain. converted gas station (that has been added onto There are also many lovely and challenging world. A total of 152 papers and eight special and MUCH better service); it's housed in a lovely old building in downtown San Antonio. over time) the tin roof, Christmas lights and neon golf courses and many reasonably good sessions were presented over three and a half http://www.thepalm.com/sitemain.cfm?site_id=23 signs make for a charming setting in which to municipal courses as well. Of the former, the days. More than 375 scholars from 33 233 E. Houston Street; 226-7256 enjoy a great burger, hand cut fries and a cold Quarry is among the newest and most prestigious countries and all continents of the world were Acenar - new age Mexican cuisine. Innovative margarita or beer. The menu has items other than and is within 15 minutes of downtown. Built in a burgers, but why? The star of the menu is the former limestone quarry, the front nine sits on represented in the Congress and 300 scholars and modern approach to Mexican in a hip, urban setting. Indoor and outdoor seating; venerable burger - look for the Macho Flaming one side of Basse Road and the Back nine on the contributed their expertise in reviewing the http://www.acenar.com/pages/about; the bar, Jalapeno Cheddar burger. 1900 Blanco; 558- other side. Unique course and great location near manuscripts. A total of 220 scholars attended Atomar is currently very popular with SA's 7788 many restaurants and shopping attractions. the congress. Two distinguished plenary young professionals. 146 East Houston (next to Stonewerk's in Lincoln Heights (across from Northwest of San Antonio is Helotes, home of speakers shared their expertise with the the Hotel Valencia); the Quarry Market) has one of the most charming Floore's Country Store where Willie Nelson and and popular outdoor patios in town. Menu is a Ray Price got their start. Sit outside on the large delegates; Michael Czinkota addressed Mi Tierra - solid Mexican cooking in a year 'round Christmas decorated setting that's open typical pasta/salad/sandwich mode, but all are patio and listen to some good music and eat some International Marketing and Terrorism on July 24/7. The number of local patrons is almost well executed. Drinks are generous and the tree good bar-b-que. Out in Leon Springs is an area 6th and Dave Cravens spoke about Strategic always greater than the number of city visitors, a lined outdoor seating area is a perfect place to of restaurants and clubs, along with the Leon Marketing's Global Agenda on July 8th. A testimony to the authenticity of the food. The people watch. 7300 Jones Maltsberger Road; Springs Dance Hall. 828-3508 For shopping, the Rivercenter Mall is attached special awards luncheon was held on July 7th location near El Mercado makes it a welcome respite about shopping. In the evening the Mi La Fogata - how many restaurants serve real to the Marriott Rivercenter Hotel is a good place, to honor Mr. Jose Maria Castellano Rios, Tierra has strolling Mariachi singers to entertain orchids in their drinks? Not many, but at La but the serious place to shop would be the deputy chairman and CEO of Inditex, who each table. 218 Produce Row; 225-1262 Fogata is de rigueur for the weekend. This biggest mall in San Antonio called North Star received the European Distinguished Marketer Boudro's On the Riverwalk - an upscale Tex- Mexican restaurant has an indoor seating area, Mall (about a $12 cab ride from downtown). Award from the Academy. All those who Mex restaurant located on the Riverwalk; but the real attraction is the outdoor area which Look for the pair of giant cowboy boots outside consists of a series of patios that have fountains, the mall. It has the major department stores and contributed to the success of the 2005 World generous and tasty cocktails, solid wine list, and a Tex-Mex menu that goes well beyond hot partial walls, tile floors, plants, and strings of hundreds (or so it seems) of smaller shops. Marketing Congress were also recognized at peppers and beef. 421 E. Commerce; 224-8484 lights - more like being outdoor than in. Food is The newest addition in our city is the shops at this luncheon. One of our newest hotels, Valencia's also authentic and well prepared. A San Antonio La Cantera - a luxurious open air mall that boasts boasts one of the prettiest and most popular classic. 2427 Vance Jackson; 340-1337 the cities first Neiman Marcus and Nordstroms, plus many other fine stores all set in a Hill Nightly receptions and daily luncheons dining rooms downtown. The menu is self- described as "distinctive New American and Country landscape with outstanding architecture provided the perfect opportunity to network Spanish-influenced cuisine". The food is very (as retail space goes). The shops are and make new friends. The walking tour of good, but it's the physical space and the people Things to Do approximately 30 minutes from downtown. the city center gave the delegates a chance to watching opportunities (Eva Longoria has been If you have the time and a rent car, a must see get to know the history and architecture of spotted there regularly). 150 East Houston Street; River walk barge - a nice way to see many of would be a drive up into the Hill Country. the major attractions along the Riverwalk as well Fredericksburg, Texas (less than two hours away) Muenster with the expert guidance of our local 227-9700 San Antonio/Alamo Heights/Lincoln as a brief history lesson on the city. is a great town for shopping small shops and for hosts. The AMS President's Reception and Heights/Olmos Park - the restaurants are within The historic Alamo is worth a visit; it is the eating some really good German Food. Also Congress Gala Banquet on July 8th at the 10-15 minutes drive from downtown and offer a most visited attraction in the state. However, it is close by northwest of San Antonio is Castroville, beautiful Muehlenhof - Museum of Rural Life true "insider" view of the best of local part of series of missions built in the area and the Texas, an Alsace community filled with antique others are worth a visit as well; several of them stores and historic homes. The most visited site of Munsterland was a great success where restaurants. Alamo Heights, Lincoln Heights, and Olmos Park are "suburbs" of the city but are still in use as churches; one of the most in Texas is the enormous outlet mall in San delegates mingled and renewed acquaintances located between downtown and the airport. As beautiful is Mission San Jose with its rose Marcos (about 75 miles north) on some of the with old friends and made new ones. The the city grew to the north these neighborhoods window. most nerve-racking freeway construction in the 2005 World Marketing Congress set the have maintained their separate status (OP is a Close by the Alamo is the historic Menger U.S. If you drive that way, take time to stop in perfect stage for the next Congress to be held town), but are physically located well within the Hotel where Teddy Roosevelt held court with the an old German town called Gruen north of New Rough Riders. There is the Teddy Roosevelt Bar Braunfels. You might want to visit the July 11 - 14, 2007 in Verona, Italy. normal driving boundaries of what could be termed San Antonio Proper - all 3 areas are modeled after the House of Lords Pub. The Fredericksburg Butterfly Ranch & Habitat (see located between the downtown area and the Menger dining room has a wonderful Sunday http://www.livebutterfly.com/ ) airport. brunch. The historic Buckhorn Saloon is nearby v AMS Officers And Staff v

Central Office: (940) 565-3124 (662) 329-7153 David Stewart (2004-2010) College of Business Administration School of Business Administration [email protected] [email protected] Lincoln, NE 68588-0492 University of Miami Immediate Past President (402) 472-3278 P.O. Box 248012 Vice President for Publications Secretary/Treasurer M. Joseph (Joe) Sirgy (402) 472-9777 Fax Coral Gables, Fl 33124-6536 Rajan Varadarajan Greg W. Marshall Virginia Tech [email protected] (305) 284-6673 Texas A&M University Rollins College (540) 231-5110 Fax (305) 284-3762 (979) 845-5809 (407) 691-1150 [email protected] AMS Quarterly [email protected] [email protected] [email protected] Editor www.ams-web.org John B. Ford Vice President for Membership - N. Chairman, Board of Governors Journal of the Academy of Old Dominion University Officers: America J. Thomas Mentzer Marketing Science College of Business and Public President John B. Ford University of Tennessee Editor Administration Charles W. Lamb Old Dominion University (865) 974-1652 George M. Zinkhan Norfolk, VA 23529 Texas Christian University (757) 683-3587 [email protected] University of Georgia (757) 683-3587 (817) 257-7541 [email protected] Terry College of Business (757) 683-3258 Fax [email protected] Board of Governors 148 Brooks Hall [email protected] Vice President for Membership - Jill S. Attaway (2000-2006) Athens, GA 30602-8528 Executive Vice President/Director International Julie Baker (2002-2008) (706) 425-3004 Associate Editor Harold W. Berkman B. (Ram) Ramaseshan Leonard L. Berry (2002-2008) (706) 542-3788 Fax William T. Neese University of Miami Curtin University of Technology S. Tamer Cavusgil (2004-2010) [email protected] Bloomsburg University (Central Office) (6189) 266-4674 Michael R. Czinkota (2004-2010) College of Business (305) 284-6673 [email protected] O.C. Ferrell (2000-2006) Academy of Marketing Science Bloomsburg, PA 17815 A. Parasuraman (2002-2008) Review (570) 389-4765 Vice President for Programs Vice President for Development Jagdish N. Sheth (2000-2006) Editor [email protected] Lou E. Pelton Anne L. Balazs Michael R. Solomon (2000-2006) Jim Gentry University of North Texas Mississippi University for Women Rosann Spiro (2004-2010) University of Nebraska March 2006 AMS Quarterly 3

From the Director of International Programs Special price for SPECIAL OFFER FOR MEMBERS ONLY Verona, Italy - Site of the 2007 World Marketing Congress Members of the I made a site visit to Verona, Italy from 28 Academy of February to 1 March 2005 confirming that this will be the location for the 2007 World Marketing Science Members of the Academy of Marketing Science Marketing Congress from July 11 through July 14. Sessions will be held on the are entitled to receive special pricing on SAGE marketing journals. campus of the University of Verona. The location is but a few minutes walk from the Please enter my annual subscription Piazza Bra, the site of L'Arena, an ancient to (check all boxes that apply): Journal of Service Research Roman theater, and close to the hotels that Editor: A. Parasuraman, University of Miami will serve as our accommodations for the ■ Widely considered the world’s leading service research journal, the Journal of Service Research congress. Journal of Service Research (JSR) is must reading to keep up with the latest in service research. Practical and readable, JSR offers the necessary knowledge and tools to cope with an increasingly service-based economy. (J353) (ISSN: 1094-6705) JSR features articles by the world’s leading service experts, from both academia and the business John T. (Tom) Mentzer and Matthew B. Special Price: $55.00 world. Myers, both from the University of Sponsored by the Center for Excellence in Service Tennessee, will act as Program Co-Chairs For more information, please visit the journal homepage at http://jsr.sagepub.com for North America. The University of ■ Journal of Marketing Education Individual Annual Print Subscription (4 issues): Verona team will be headed up by Antonio (J372) (ISSN: 0273-4753) Regular Price $97.00 Special AMS Price: $55.00 Borghesi, the Local Arrangements Chair, and Paola Signori as Project Manager. They Special Price: $45.00 will be ably assisted by Barbara Gaudenzi Journal of Marketing Education Editor: Douglas J. Lincoln, Boise State University (cultural events, services, catering), Ivan ■ Journal of Macromarketing (J371) Russo (marketing and communication), and The Journal of Marketing Education is the leading international scholarly journal publishing articles Simone Girelli (site technical arrangements). (SSN: 0276-1467) on the latest techniques in marketing education, emphasizing new course content and effective teaching methods. The journal also addresses such professional issues as development of the Special Price: $40.00 curriculum, career development and the state of the profession. The university setting is excellent. We will be in the main meeting facility, built in For more information, please visit the journal homepage at http://managemented.sagepub.com For institutional pricing information, please Individual Annual Print Subscription (3 issues): 2002, which has outstanding audio visual Regular Price $79.00 Special AMS Price: $45.00 technology in support of fine rooms for our visit. www.sagepublications.com sessions. Journal of Macromarketing As is our custom we will be providing a Suscription Total: ______Editor: Clifford J. Shultz, II, Arizona State University strong professional program and The Journal of Macromarketing examines important social issues, how they are affected by opportunities to experience the culture for marketing, and how society influences the conduct of marketing. Though primarily a marketing all delegates. Italian cuisine and wines will *Add application taxes. Prices journal, the Journal of Macromarketing also includes a wide range of social science and business disciplines including management, economics, sociology, and history. also be part of the experience. And we will include shipping via air speed be having at least one of our evening For more information, please visit the journal homepage at http://macromarketing.sagepub.com functions at a wonderful villa outside the delivery. $______Individual Annual Subscription (2 issues): city. It is possible to see an opera at L'Arena Regular Price $73.00 Special AMS Price: $40.00 and we are looking into this. Booking would have to be done well in advance. Total: $______Stay tuned on this possibility. 2455 Teller Road, Thousand Oaks, CA 91320 U.S.A. • Telephone: (800) 818-7243 (US) / (805) 499-9774 (Outside the US) Fax: (800) 583-2665 (US) / (805 499-0871 (Outside the US) • Email: [email protected] • Website: www.sagepublication.com Verona has an incredible history and if you would like to get a taste of the sites please visit the websites virtourist.com for a tour of the city with photos and commentary, and wguides.com. The latter has pages dealing with the sites, accommodations, shopping, visiting the city, restaurants, practical information, weather, and more. My wife, Shirley, and I did the 40-stop tour listed at Promotion Code: 1066023 / F01491 virtourist.com over a couple of days and it Order Form was great! Verona is in the north of Italy and by rail Method of Payment: only an hour and a half west of Venice and
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experience. Credit Card Number ______If you are interested in being part of the program team please contact Matt Myers at Exp. Date (Mo/Yr) ______Phone (Required) [email protected]. We will begin to put together the team later on this summer. Questions about the Verona location should Signature ______be directed to Paola Signori at [email protected] . Things are still in Sign up for SAGE Journal Email Alerts today at www.sagepub.com/journalalerts — you will receive email notifications for tables of the formative stages, but as details firm up contents, announcements, and keyword, author, and citation alerts. they will appear on a website to be developed for the congress later this year. Subscriptions will begin with the current issue unless otherwise noted. Individual rates valid for personal subscriptions only. Phone number required for credit card orders. Prices subject to change without notice. Subscription rates expire December 31, 2006. Any offers of discounts cannot be used in combination Jay D. Lindquist, Ph.D. unless otherwise specified. Payments must be made in $USD or £ GBP. – Canadian customers: please add 7%GST (12987-6448-RT): in New Brunswick, Nova Scotia, and New Foundland, please add 15% GST/HST. US residents in MA, MD, and CA please add appropriate sales tax. Value Added Tax (VAT) for EU customers: All prices at the individual rate are inclusive of VAT at the local rate if applicable. All prices at the institutional rate are exclusive of VAT. If you are an [email protected] EU institution please enter your VAT registration number below. If you are outside the UK we will not be required to charge you VAT provided you supply your VAT number. v VAT Registration No.: ______(If you don not supply your VAT number we may be required to charge you for VAT.)

Please send your order to ATTN: Sally Sultan New Editor Selected University of Miami School of Business for AMS Quarterly Coral Gables, FL 33124-6536 Email: [email protected] We are pleased to announce that a new Editor has been chosen for the Name ______AMS Quarterly newsletter. Dana- Nicoleta Lascu will take over the Company/Institution ______newsletter with the Spring 2006 Address ______issue. Dana is currently the Chair of the Marketing Department in the ______Robins School of Business at the City ______State / Province ______University of Richmond. Dana will succeed John Ford, who is Zip / Postal Code ______Country ______completing his sixth year as editor. John Ford will edit the Winter 2005 issue, and Dana will take over for the Spring 2006 issue. Please plan to send your news items, calls for DO YOU HAVE NEWS papers, position announcements, etc. to Dana at "Lascu, Dana" after TO REPORT? December 2005. We welcome Dana to this new role in the Academy of Send Items To: [email protected] For Inclusion Marketing Science. 4 AMS Quarterly Volume 7

Discussant: Tracy R. Harmon, University of South Session 2.5 - Llano Session Chair: Vishal Lala, Pace University 2006 AMS Annual Florida Excellence in Marketing Education and Innovative Teaching Track - Special Session Enhancing Customer Trust in E-Commerce Conference Program Title: Moving Education Theory to Practice - through Web Portals Concurrent Sessions Experiential Learning for Part-time MBA Programs Hans H. Bauer, University of Mannheim 1:30 p.m. - 3:00 p.m. Carmen-Maria Albrecht, University of Mannheim Hyatt Regency - Session Description: Marcus M. Neumann, University of Mannheim This session explores three very different models for Tobias E. Haber, University of Mannheim Austin, TX Session 2.1 - Pecos experiential learning offered to part-time MBA's Doctoral Colloquium Track - Double Session including distant learners. The session leaders Ad Acceptance: Scale Development, Purification, Title: Consumer Behavior Issues, Part II provide candid insights into student issues and and Validation of Acceptance of Advertising on May 24 - May 27 faculty issues Mobile Telephones Session Chair: Rajasree K. Rajamma, University of Anshu Saran, University of Texas-Pan American Wednesday May 24, 2006 North Texas Moderator: K. Douglas Hoffman, Colorado State Kevin Cruthirds, University of Texas-Pan American Daily Highlights University M. S. Minor, University of Texas-Pan American The Neuroscience of Consumer Behavioral Decision Making Panel: Individual Assessment of Humanlike Consumer AMS Executive Committee Meeting Dante Monique Pirouz, University of California, Vince Howe, University of North Carolina, Robots - An Extended TAM with Aesthetics 8:30 a.m. - 5:00 p.m. Irvine Wilmington Adesegun Oyedele, University of Texas-Pan Directors Room Rebecca Porterfield, University of North Carolina, American Fan or Fanatic: A Measure of Consumer Wilmington Soonkwan Hong, University of Texas-Pan American Registration and Exhibits Devotion Barbara Spencer, Mississippi State University M. S. Minor, University of Texas-Pan American 10:30 a.m. - 4:30 p.m. Pecan Mandy H. Ortiz, University of Alabama Discussant: Tim Landry, University of Oklahoma "Another Look at Wine and Popular Culture - Consumer-Based Brand Trust Scales: Validation Some 'Grounded Theory'" and Assessment REFRESHMENT BREAK Mitch Griffin, Joe Hair, and Barry J. Babin Susan Brudvig, Florida State University 3:00 p.m. - 3:30 p.m. Session 3.5 - Llano 5:15 p.m. - 6:15 p.m. A-Level Foyer Consumer Behavior Track - Competitive Paper Live Oak End of Life Care: The Need for a Cultural Session Transition Title: Decisions, Decisions AMS Early Bird Reception 6:30 p.m. - 7:30 p.m. Mohammadali Zolfagharian, University of North Lone Star Palace Texas Concurrent Sessions Session Chair: Monica Hernandez, Kansas State [In the event of inclement weather, please join us in 3:30 p.m. - 5:00 p.m. University the Rio Grande Ballroom] Session 2.2 - Frio Session 3.1 - Pecos Integration of Consumer Buying Behavioral Business-to-Business Marketing Track - Excellence in Marketing Education and Parameters with Signal Detection Tests Competitive Paper Session Innovative Teaching Track - Competitive Paper Sandra Liu, Purdue University Concurrent Sessions Title: Branding in the B2B Marketplace Session Robert D. Melara, City University of New York 12:00 p.m - 1:30 p.m. Title: The Internationalization of Marketing Jie Chen, Purdue University Session Chair: Christina Sichtmann, Free University Education Raj Arangarasan, Purdue University of Berlin Francesco Massara, IULM University Session 1.1 - Pecos Session Chair: Victoria L. Crittenden, Boston Doctoral Colloquium Track - Double Session Determinants Of Brand Sensitivity and College A Multi-Attribute Utility Model for Consumer Title: Consumer Behavior Issues, Part I Product/Service Choice in an Organizational Decision Making and Optimal Product Buying Context Teaching Marketing in a Developing Nation: A Configuration Session Chair: Julie Baker, Texas Christian Brian P. Brown, Georgia State University Reflective View Senay Solak, Southern Polytechnic State University University Wesley J. Johnston, Georgia State University Mohammed Abdur Razzaque, University of New Serkan Bolat, University of Tennessee Danny N. Bellenger, Georgia State University South Wales Gokhan Sarpkaya, Auburn University Consumer Perceptions of Quality, Risk and Value: A Conceptual Framework Conceptualizing Franchisee Perceived Marketing According to Their Professors Individual Decision Making Under Variety: The Pelin Bicen, Texas Tech University Relationship Value: Implications for Behavioral Fátima Cristina Trindade Bacellar, Faculdades Effects of "Attribute Alignability" and Performance Outcomes IBMECRJ Andreas Herrmann, University of St. Gallen The Price is Right! Or is It? A Study of Price as a Tracy R. Harmon, University of South Florida Ana Akemi Ilkeda, Universidade de São Paulo Mark Heitmann, University of St. Gallen Measure of Information and Its Effect on the Merlyn A. Griffiths, University of California, Irvine Dorothea Schaffner, University of St. Gallen Customer's Decision Making Process Globalization and U.S. Universities: What Komal Gyani-Karani, Drexel University Why Do Leading Brand Manufacturers Supply Realities are Most Relevant to the Successful Discussant: Tillman Wagner, Texas Tech University Private Labels? Internationalization of Their Institutions Parental and Sibling Identification: A New J. Tomas Gomez-Arias, St. Mary's College of Van R. Wood, Virginia Commonwealth University Wednesday May 24, 2006 Theoretical Framework for the Effects of Birth California Kim R. Robertson, Trinity University Evening Events Order, Sex Congruency and Ethnicity on Laurentino Bello-Acebron, University of A Coruña Purchase Intention Discussant: K. Douglas Hoffman, Colorado State "Another Look at Wine and Popular Culture - Adriana M. Boveda-Lambie, University of Rhode Discussant: James Barry, Nova Southeastern University Some 'Grounded Theory'" Island University Mitch Griffin, Joe Hair, and Barry J. Babin 5:15 p.m. - 6:15 p.m. Session 3.2 - Frio Live Oak Session 1.2 - Frio Retailing Track - Competitive Paper Session Retailing Track - Competitive Paper Session Session 2.3 - Nueces Title: Pricing, Products, and Packaging AMS Early Bird Reception Title: Store Environment and Image International-Multinational Marketing Track - 6:30 p.m. - 7:30 p.m. Competitive Paper Session Session Chair: Julie Guidry, Louisiana State Lone Star Palace Session Chair: Jingyun (Kay) Zhang, Bowling Title: International Marketing Strategies University [In the event of inclement weather, please join us in Green State University the Rio Grande Ballroom] Session Chair: Gerald Albaum, University of New Measuring Price Elasticity Differences For Desire for Visual Aesthetics (DVA) in the Store Mexico Private Labels And National Brands Of Dairy Environment: Concept and Measurement Products And Orange Juice Anshu Saran, University of Texas-Pan American A Dyadic Study of the Determinants of Exporter- Min-Hsin Huang, National University of Kaohsiung Thursday May 25, 2006 Laura Serviere, University of Texas-Pan American Importer Relationship Performance Eugene Jones, Ohio State University Morris Kalliny, University of Missouri-Rolla Farid Ahmed, University of Western Sydney David E. Hahn, Ohio State University Daily Highlights Michael S. Minor, University of Texas-Pan Robert Leone, Ohio State University American Global Market Segmentation Strategy Decisions and Managerial Assessment of Performance New Package Design: Evaluation of Consumer Annual AMS Review Meeting Do Other Customers Matter? Examining the Stephen H. Craft, Birmingham-Southern College Experience 7:15 a.m. - 8:15 a.m. Impact of Other Customers in Retail/Service Salah S. Hassan, The George Washington University Gary R. Holmes, University of North Texas Directors Room Settings Jingyun (Kay) Zhang, Bowling Green State New Dynamics in the Global Supply Chain: Lead Products and Retail Store Choice Decisions Registration and Exhibits University Discovering Apparel Import Intermediaries Pilsik Choi, Clark University 8:30 a.m. - 4:30 p.m. Jung-Eun Ha, University of North Carolina at Pecan The Effects Of Store Image And Product Greensboro Discussant: Angeline Grace Close, University of Branding On The Assignment Of Responsibility Barbara Dyer, University of North Carolina at Georgia and University of Nevada-Las Vegas Annual AMS Awards Luncheon For Failures Involving Multiple Firms Greensboro 12:00 p.m. - 1:30 p.m. Ronald L. Hess, Jr., The College of William & Mary Regency Center 1/3 Margaret G. Meloy, The Pennsylvania State Discussant: Gerald Albaum, University of New Session 3.3 - Nueces University Mexico Marketing Strategy Track - Competitive Paper William T. Ross, Jr., The Pennsylvania State Session Concurrent Sessions University Title: Organizational Learning and Market 8:30 a.m. - 10:00 a.m. Session 2.4 - Blanco Orientation Discussant: Lauren Skinner, University of Alabama Services Marketing Track - Competitive Paper Session 4.1 - Pecos Session Session Chair: James Sinkula, University of Excellence in Marketing Education and Title: Value Creation and Customer/Service Vermont Innovative Teaching Track - Special Double Session 1.3 - Nueces Provider Collaboration Session Consumer Behavior Track- Competitive Paper Developing and Validating an Instrument for Title: Market Driving Changes in College Textbooks Session Session Chair: Charles Blankson, University of Measuring the Driving Markets Approach - Perspectives from Leading Authors and Publishers, Title: Cultural Influences on Behavior North Texas David Martín-Consuegra, University of Castilla-La Part I Mancha Session Chair: James H. Leigh, Texas A&M Value Creation within a Service Dominant Logic Arturo Molina, University of Castilla-La Mancha Session Description: University for Marketing Águeda Esteban, University of Castilla-La Mancha This double session features a panel of four Sabine Moeller, WHU - Otto Beisheim School of prominent marketing textbook authors and a panel Religious and Cultural Animosity Model Management Organizational Learning and New Product of four prominent editors, marketing managers, or Extension: Implications for Purchase Intentions Martin Fassnacht, WHU - Otto Beisheim School of Outcomes: Integrating Research Approaches other executives from leading textbook publishing Morris Kalliny, University of Missouri-Rolla Management Iryna Pentina, University of North Texas companies. The panelists will discuss a wide range Angela Hausman, University of Texas-Pan of forces currently affecting the development and American Leadership by Customers? Implications of Strategic Outcomes of Market Orientation and marketing of teaching/learning materials for the Anshu Saran, University of Texas-Pan American Customer Involvement for Leadership in Service Market Segmentation college market, and expectations for the future. The Companies Mohammadali Zolfagharian, University of North effect of technology will be explored from several Superstitious Beliefs as Antecedents of Consumer Peter Maas, University of St. Gallen Texas perspectives. These sessions should be particularly Evaluation of Brand Logos Albert Graf, University of St. Gallen timely and interesting to the AMS constituencies, Yong Jian Wang, University of Texas-Pan American Discussant: Gregory Whitwell, University of given the recent increased attention to the evolving Monica Hernandez, Kansas State University An Evolvement Model of Consumer-Service Melbourne role of textbooks in marketing education. Michael S. Minor, University of Texas-Pan Provider Relationships American Jingyun (Kay) Zhang, Bowling Green State Moderator: Charles W. Lamb, Texas Christian University Session 3.4 - Blanco University China's Changing Culture: Rural and Urban Electronic and Interactive Marketing Track - Consumers' Favorite Things Discussant: Noel Y.M. Siu, Hong Kong Baptist Competitive Paper Session Author Panel: Francis Piron, Qatar Universitiy University Title: Impact of Technology on Consumer Behavior O. C. Ferrell, University of Wyoming Joe F. Hair, Kennesaw State University March 2006 AMS Quarterly 5

Roger A. Kerin, Southern Methodist University Innovative Teaching Track - Special Double Session Description: Greg W. Marshall, Rollins College Session, continued Annual AMS Awards Luncheon Research on services has tended to emphasize the Title: Market Driving Changes in College 12:00 p.m. - 1:30 p.m. needs ad purchasing practices of well-to-do Textbooks - Perspectives from Leading Authors and Regency Center 1/3 consumers in highly developed economies. Session 4.2 - Frio Publishers, Part II However, we need to escape the bias of affluence in Services Marketing Track - Competitive Paper service research and also address the need for Session Session Description: Concurrent Sessions affordable services among the four billion people in Title: Service Technology and Knowledge Continuation of Session 4.1 - see session 1:30 p.m. - 3:00 p.m. the bottom two-thirds of the world's economic Management description at that location in the program. pyramid. This session reports preliminary findings Session 6.1 - Pecos from two ongoing projects. Session Chair: Hardeep Chahal, University of Moderator: Charles W. Lamb, Texas Christian Mary Kay Doctoral Dissertation Competition - Jammu, India University Award Winners' Session Moderator: V. Venkata Ramana, University of Hyderabad Toward a Conceptualization of Technology- Publisher Panel: Session Chair: Lou E. Pelton, University of North Mediated Personalization (TMP) Neil Marquardt, Executive Editor- Marketing, Texas Presenters: Anyuan Shen, University of Nebraska Thomson Higher Education Special Guest: Anne M. Crews, Mary Kay Mobile Telephony and Financial Services A. Dwayne Ball, University of Nebraska Katie Rose, Senior Sponsoring Editor-Marketing, Corporation Developed by Companies for Poor Consumers Houghton-Mifflin Co. Christopher Lovelock (Yale University) A Study of Service Quality, Perceived Risk and Andy Winston, Publisher-Marketing, McGraw- Presenters: Jochen Wirtz, National University of Singapore Personal Innovativeness in Internet Banking Hill/Irwin The Development of Market Efficient Noel Y.M. Siu, Hong Kong Baptist University Technological Innovation: A Holistic Study from Services Developed and Offered by Poor Ludwig M.K. Chang, Hong Kong Baptist Multiple Perspectives Entrepreneurs in Mexico University Session 5.2 - Frio Nukhet Harmancioglu, Michigan State University Daniel Maranto, EGADE, Tec de Monterrey Consumer Behavior Track - Competitive Paper Javier Reynoso, EGADE, Tec de Monterrey Building Customer Capital through Knowledge Session How Deadlines Affect the Purchase Process for Angel Apunte, EGADE, Tec de Monterrey Management Processes in the Healthcare Title: Consumer Communication and Decision- Services Context Making James Lemieux, University of Kansas Sandra S. Liu, Purdue University Carol Yuh-Yun Lin, National Cheng-Chi University Session Chair: Angela Hausman, University of Sales Force Control Systems - An Adaptive REFRESHMENT BREAK Texas-Pan American Selling and Customer Portfolio Perspective 3:00 p.m. - 3:30 p.m. Discussant: Sabine Möller, Wissenschaftliche C. Fred Miao, University of Missouri - Columbia A-Level Foyer Hochschule für Unternehmensführung Do You Hear What You Need? Hedonic- Experiential Effects in Word-of-Mouth Context Effects under Prevention and Promotion Communications Motivations Session 4.3 - Nueces Lei Huang, McGill University Mehdi Mourali, Concordia University Supply Chain Management Track - Special Sema Barlas, McGill University Concurrent Sessions Session 3:30 p.m. - 5:00 p.m. Title: Market Driving Changes in Global Supply College Students Go Mobile: An Age Difference Session 6.2 - Frio Chains in Mobile Service Loyalty Decisions Business-to-Business Marketing Track - Session 7.1 - Pecos Archana Kumar, University of Tennessee Competitive Paper Session Annual AMS Meet the Editors Session Session Description: Heejin Lim, University of Tennessee Title: B2B Marketing in the New Electronic (NOTE: This session runs 3:30 p.m. - 5:30 p.m.) The following critical question serves as the focal Environment Title: Navigating the Review Process- Guideposts point for this session: How are global markets Consumers' Preference Shift Under the Deletion from Journal Editors changing in terms of supply chains and what should of Common Features with Varying Session Chair: Göran Svensson, Halmstad the changes mean for research agendas in the Attractiveness: An Examination of Competing University Moderator: P. Rajan Varadarajan, Texas A&M Marketing/Supply Chain Management interface? Explanations University and AMS VP for Publications Wen-bin Chiou, Kaohsiung Hospitality College Virtual New Product Development Teams: An Moderator: John T. Mentzer, University of Integrated Framework of Interface Effectiveness Panel: Tennessee Discussant: Laura Serviere, University of Texas-Pan Vishag Badrinarayanan, Texas State University - Academy of Marketing Science Review American San Marcos Jim Gentry, University of Nebraska-Lincoln Panel: Dennis B. Arnett, Texas Tech University Journal of the Academy of Marketing Science Greg Gundlach, University of North Florida Dave Stewart, University of Southern California Lou Pelton, University of North Texas Session 5.3 - Nueces Increasing the Chance of Success in B2B Journal of Interactive Marketing John T. Mentzer, University of Tennessee Business-to-Business Marketing Track - Customer Database Management Venky Shankar, Texas A&M University Competitive Paper Session Debra Zahay, Northern Illinois University Journal of Marketing Theory and Practice Title: Pricing, Service, and Trust in B2B Greg Marshall, Rollins College Session 4.4 - Blanco Relationships Industrial Marketing Communication: A Journal of Personal Selling & Sales Management Marketing Research Methods Track - Special (R)evolutionary Journey From Marketplace to Ken Evans, University of Missouri Session Session Chair: Tim Foster, Luleå University of Marketspace Journal of Retailing Title: Tapping into the U.S. Market - Navigating the Technology Tim Foster, Luleå University of Technology Michael Levy, Babson College Census Bureau Website and American FactFinder Journal of Service Research Price Reduction Pressure and Trusting Relations Discussant: Brian P. Brown, Georgia State A. Parasuraman, University of Miami Session Description: John W. Henke, Jr., Oakland University University Marketing Science The session deals with U.S. market information Ravi Parameswaran, Oakland University Steve Shugan, University of Florida available at the Census Bureau website. The R. Mohan Pisharodi, Oakland University emphasis will be on the types of information Session 6.3 - Nueces Session 7.2 - Frio available and how to access each type of The Impact of Service Quality, Relationship Excellence in Marketing Education and Excellence in Marketing Education and information in user friendly forms. This Satisfaction, Trust and Commitment on Loyalty: Innovative Teaching Track - Competitive Paper Innovative Teaching Track - Special Session information would be integrated into classroom An Empirical Investigation in a Business-to- Session Title: Maintaining Professionalism in the Classroom usages and research usages. Business Services Context Title: Revising the Marketing Curriculum Ruben Chumpitaz C, Université catholique de Lille, Session Description: Moderator: Anne Balazs, Mississippi University for France Session Chair: Vince Howe, University of North This intriguing session discusses the changes in Women Nicholas G. Paparoidamis , Université catholique Carolina at Wilmington student behavior and presents strategies for de Lille, France reestablishing and/or maintaining professionalism in Presenter: Christina Chung, University of Southern Revising Courses in the Marketing Curriculum the classroom Paula Wright, Bureau of the Census Mississippi Based on Exploratory Research Using and Index of Learning Styles Moderator: Victoria L. Crittenden, Boston College Customer-oriented Selection and Pricing of Mary T. Galvan, North Central College Session 4.5 - Llano Supplementary Services in Business Markets Panel: Retailing Track - Special Session Christina Sichtmann, Free University of Berlin A Multi-Level Approach to Retail Management Linda Ferrell, University of Wyoming Title: Understanding Retail Satisfaction Robert Wilken, University of Muenster Education O. C. Ferrell, University of Wyoming R. Glenn Richey, Jr. University of Alabama Debbie Thorne, Texas State University Session Description: Discussant: J. Tomas Gomez-Arias, St. Mary's Lauren Skinner, University of Alabama Although past research has identified several College of California important issues and has shed light on several The Undergraduate Capstone Marketing Session 7.3 - Nueces aspects of specific retail environments, retail Course: Objectives, Content, and Pedagogy International-Multinational Marketing Track - performance, and retail satisfaction, several Session 5.4 - Blanco Victoria L. Crittenden, Boston College Competitive Paper Session unexplored or under-researched areas still exist that Doctoral Colloquium Track Session William F. Crittenden, Northeastern University Title: Understanding the International Retailing restrict our understanding of retail satisfaction. Title: Advertising Issues Kevin Galligan, Boston College Customer This special session pursues some of these under- researched themes and seeks to provide a contextual Session Chair: John B. Ford, Old Dominion Discussant: Debbie Thorne, Texas State University Session Chair: John Cadogan, Loughborough and deeper understanding of consumer satisfaction University University in retailing. Gender Roles in Advertising: A Perspective from Session 6.4 - Blanco A Revisit of Theoretic Model of Store Image Moderators: Feminism Supply Chain Management Track - Competitive Formation and its Application in Chinese Dhruv Grewal, Babson College Lilly Ye, University of North Texas Paper Session Consumers Gopalkrishnan R. Iyer, Florida Atlantic University Title: Logistics Services - Strategic Implications Haiyan Hu, Utah State University Is It Ethical to 'Scare' a Consumer? An Cynthia Jasper, University of Wisconsin-Madison Presenters: examination of Ethics and Fear Appeal in Session Chair: Donna Davis, Texas Tech University Dimensions of Retail Satisfaction Advertising A Consumer Ethnocentrism Model of Foreign Gopalkrishnan R. Iyer, Florida Atlantic University Delonia Minor, University of Memphis The Role of Technology in Industrial Customers' Retail Store Patronage: An Initial Empirical Test Heiner Evanschitzky, University of Muenster Perceptions of Logistics Service Quality and of Extrinsic Cues and Moderating Effect in The Use of Swear Words in Print Advertising Their Future Purchase Intentions Beijing The Role of Salespeople in Retail Performance Brent Baker and C. Jared Broadus, University of Carol C. Bienstock, Radford University Kelvin Tay, Loughborough University Arun Sharma, University of Miami South Florida Marla Royne Stafford, University of Memphis Mohammed Rafiq, Loughborough University Thomas F. Stafford, University of Memphis Cognitive or Emotional Mediation of Consumers' Need for Uniqueness and Atmospheric Factors Session 5.5 - Llano Towards An Integrated Theory of Logistics Customization Behavior among Chinese Jean-Charles Chebat, HEC Montréal Electronic and Interactive Marketing Track - Service Competency: Orienting Firms Towards Consumers Special Session Service Excellence Judy Li Zhu, University of Gloucestershire Retail Pricing Tactics and Customer Satisfaction Title: Online Marketing Communications Mert Tokman, University of Alabama Charles Chi Cui, University of Manchester Dhruv Grewal, Babson College R. Glenn Richey, University of Alabama Kathryn Fordham, University of Manchester Joan Lindsey-Mullikin, Babson College Moderator: Sandeep Krishnamurthy, University of Washington Broadening the Concept of Relationship Discussant: John Cadogan, Loughborough Marketing University REFRESHMENT BREAK Panel: Terrence Beckman, Queen's University 10:00 a.m. - 10:30 a.m. Sandeep Krishnamurthy, University of Washington A-Level Foyer S. Umit Kucuk, Post-Doctoral Fellow, Darden Discussant: Madhav Pappu, Texas A&M Session 7.4 - Blanco School, University of Virginia University Pricing and Marketing Metrics Track - Vishal Lala, Pace University Competitive Paper Session Concurrent Sessions Nancy Spears, University of North Texas Session 6.5 - Llano Title: Web Pricing and Product Sampling 10:30 a.m. - 12:00 p.m. Services Marketing Track - Special Session Title: Research on Services at the Bottom of the Session Chair: Komal S. Karani, Drexel University Session 5.1 - Pecos Economic Pyramid Excellence in Marketing Education and The Effect of Prices for Incidental Products in 6 AMS Quarterly Volume 7

Web Page Promotions on Consumer Price Title: Consumption Under Uncertainty Concurrent Sessions response research endeavors. The session will Perceptions for an Unrelated Target Product 10:30 a.m. - 12:00 p.m. create an interesting and meaningful discussion Thomas Jensen, University of Arkansas Session Chair: Audhesh Paswan, University of with [and among] the session attendees regarding Jeremy Kees, University of Arkansas North Texas AMS Board of Governors Meeting the practices of using "independent" outside raters Scot Burton, University of Arkansas Directors Room for conducting the coding tasks of classifying Elyria Kemp, University of Arkansas The Influence of Gambling Benefits and original subjects' initial responses into post-facto Acceptability on Casino Gambling Satisfaction Session 9.1 - Pecos classification schemas. Congestion Pricing in an Internet Market GG Rosseau, Nelson Mandela Metropolitan Doctoral Colloquium Track Session Jose J. Canals-Cerda, University of Colorado at University Title: Channels, Logistics, and Industrial Marketing Presenters: Boulder DJL Venter, Nelson Mandela Metropolitan Issues Barry J. Babin, University of Southern Mississippi University Karin Braunsberger, University of South Florida, The Effect of Product Sampling on Purchase Session Chair: John T. Mentzer, University of St. Petersburg Behavior Multiracials Versus Monoracials: Towards a Tennessee James S. Boles, Georgia State University Insaf Ben Amor, Institute of Firms Administration, Framework for Consumer Traits and Artwork David J. Ortinau, University of South Florida, Lille, France Consumption Logistics' Role in Interdepartmental Integration Tampa Francis Guilbert, Institute of Firms Administration, Simo Mohammadali Zolfgharian, University of Aaron Arndt, University of Oklahoma Lille, France North Texas Ikram Longo, Institute of High Technological The Moderating Impact of Total Quality LUNCH ON YOUR OWN Studies, Tunis, Tunisia The Application of a Mutual Cyclical Growth Management on Supply Chain Management: 12:00 p.m. - 1:30 p.m. Model of Romantic Relationships to Investigate Implications for Competitive Advantage Discussant: Rajasree Rajamma, University of North Consumer Brand Commitment Jack Crumbly, Jackson State University Texas Michael L. Coolsen, Shippensburg University Melissa L. Brandt, Shippensburg University Capital Equipment Purchasing: A Stochastic Concurrent Sessions Kenneth C. Herbst, College of William and Mary Model of Industrial Buying Behavior 1:30 - 3:00 Session 7.5 - Llano J. D. J. McCabe, Warwick Business School, UK Marketing Strategy Track - Special Session Discussant: Russell Adams, University of Texas- Session 10.1 - Pecos Title: Organizational Learning and Market Driving Brownsville Location Efficiency Measurements and Business-to-Business Marketing Track - Change - A Research Agenda Diagnostics: A Data Development Analysis Competitive Paper Session Approach Title: Strategic Management in B2B Contexts Session Description: Session 8.4 - Blanco Joseph C. Miller, Michigan State University Market driving change from the perspectives of Ethics, Social Responsibility Track - Special Session Chair: Brian P. Brown, Georgia State organizational learning, resource advantage, and Session University service dominant logic. Title: Governance: Corporate, Nonprofit, and Session 9.2 - Frio University Perspectives Services Marketing Track - Competitive Paper The Impact of Industry Conditions and Moderator: Michael T. Ewing, Monash University Session Consulting Oriented Sales Training on Session Description: Title: Service Satisfaction Consulting Time and Consulting Effectiveness Panel: Recent corporate scandals around the world have Al Pelham, College of New Jersey William E. Baker, San Diego State University forced regulatory change and brought the Session Chair: Sandra S. Liu, Purdue University Robert E. Morgan, University of Alabama governance dialogue to new heights and domains Integrating Sales Force into Marketing Strategic James Sinkula, University of Vermont within many industry sectors, including non-profit Customer Satisfaction and Price Acceptance in Planning Stephen Vargo, University of Hawaii organizations and educational institutions. To the Case of the Electricity Supply Sandra S. Liu, Purdue University Gregory Whitwell, University of Melbourne strengthen understanding of the role of governance Gábor Rekettye, University of Pécs Yiwen Tian, Novartis Pharma K.K. in a variety of organizations, panelists will discuss József Pintér, University of Pécs theoretical directions, practical approaches, and Operationalizing Relationship Value: A Cross- Reception trends that have occurred in organizational The Role of Choice and Gender in the Service Cultural Empirical Study of Antecedents, 6:30 p.m. - 7:30 p.m. governance, including perspectives and examples Recovery Process: A Comparison Between Outcomes and Construct Dimensions Regency Center 1/3 from the corporate, nonprofit, and university Hedonic and Utilitarian Recovery Options James Barry, Nova Southeastern University sectors. Anna S. Mattila, Pennsylvania State University Tamara Terry, D.B.A., Nova Southeastern University Session Chair: Debbie Thorne, Texas State A Confirmatory Study on Customers' Friday May 26, 2006 University Perceptions towards Airlines' Complaint Discussant: Vishag Badrinarayanan, Texas State Handling: An Attribution Approach University - San Marcos Daily Highlights Panel: Wen-Bin Chiou, Kaoshiung Hospitality College Linda Ferrell, University of Wyoming O.C. Ferrell, University of Wyoming Discussant: Jingyun (Kay) Zhang, Bowling Green Session 10.2 - Frio Debbie Thorne, Texas State University State University Marketing Strategy Track - Competitive Paper Registration and Exhibits Beverly Venable, Columbus State University Session 8:30 a.m. - 4:30 p.m. Title: Capabilities and Competitive Advantage Pecan Session 9.3 - Nueces Session 8.5 - Llano Marketing Promotions and Communications Session Chair: Robert Morgan, University of JAMS Editorial Review Board Meeting International-Multinational Marketing Track Track - Competitive Paper Session Alabama 8:30 a.m. - 10:00 a.m. Competitive Paper Session Title: Advertising in Twenty-First Century: New Llano Title: Cross-national Comparisons of Consumers Media, New Consumer Responses Corporate Entrepreneurship and Resource Recombination: A Dynamic Capabilities AMS Board of Governors Meeting Session Chair: Charles Chi Cui, University of Session Chair: Michael Lynn, University of South Approach to Innovation 10:30 a.m. - 12:00 p.m. Manchester Carolina Tanawat Hirunyawipada, University of North Texas Directors Room Mohammadali Zolfagharian, University of North First-mover Advantages: A Cross-national Exploring Factors Affecting Consumer Intention Texas Annual AMS Business Meeting Comparison of Mature and Emerging Market to Use Mobile Advertising 5:00 p.m. - 6:00 p.m. Consumers' Attitudes toward Pioneer and Kenneth C. C. Yang, University of Texas at El Paso The Effect of Scanning Behaviors on Marketing Directors Room Follower Brands Managers' Representations of Competitive Tarek Mady, The American University in Dubai Direct to Consumer Advertising: Market Driving Advantage Annual AMS President's Reception Changes in the Pharmaceutical Industry Tianjiao Qiu, University of Illinois at Urbana- 6:00 p.m. - 7:00 p.m. Globalisation, Levitt and the Evidence from Deborah Spake, University of South Alabama Champaign Regency Foyer Japan and Singapore Matthew Joseph, University of South Alabama Stephanie Pease, University of Cardiff Alliance Marketing Competence and Technology Stan Paliwoda, University of Strathclyde On-Line Interaction Readiness: Measurement, Sensing in Marketing Alliances: The Jim Slater, University of Birmingham Antecedents and Consequences Performance Implications for Alliance Yuping Liu, Old Dominion University Participant Firms Concurrent Sessions Modern vs. Postmodern Consumer Segmentation Youngtae Choi, University of North Florida 8:30 - 10.00 in International Marketing: A Comparative Discussant: David Stewart, University of Southern Analysis and Research Agenda California Discussant: Michael Ewing, Monash University Session 8.1 - Llano J. Alexander Smith, Saint Louis University JAMS Editorial Review Board Meeting Lyn S. Amine, Saint Louis University (NOTE: This session runs 7:30 a.m. - 9:00 a.m.) Session 9.4 - Blanco Session 10.3 - Nueces Discussant: Charles Chi Cui, University of Retailing Track - Special Session Doctoral Colloquium Track Session Moderator: Dave Stewart, University of Southern Manchester Title: Current Perspectives on Retailing and Title: CRM Issues California Shopping Research Session Chair: Lou E. Pelton, University of North Session 8.2- Frio Session 8.6 - Live Oak Moderator: Kristy Reynolds, University of Alabama Texas Business-to-Business Marketing Track - Selling and Sales Management, CRM Track - Competitive Paper Session Competitive Paper Session Presenters: Employee Blogging: Building Buzz from the Inside Title: Managing B2B Relationships Title: Insights into Sales Management: Knowledge, Shopping Together: A Romantic Interlude or a Karen E. Mishra, University of North Carolina at Performance and Scale Development Dreaded Event? Chapel Hill Session Chair: James Barry, Nova Southeastern Jun Sang Lim, University of Alabama University Session Chair: Bulent Menguc, Brock University Sharon E. Beatty, University of Alabama CRM in Professional Services Organizations: A Strategic Approach Towards Sustainable Antecedents to Relationship-specific Investments Metaphors and Sales Management: Introducing New Directions in Retail Research Competitive Advantage in Cross-border Marketing Channel Knowledge Grafting as a Theoretical Metaphor Julie Baker, Texas Christian University Hamed M. Shamma, George Washington University Relationships for Knowledge-based Sales Management E. Deanne Brocato, University of Texas-Arlington Mons Freng Svendsen, Norwegian School of Strategy The Impact of Organizational Culture on the Economics and Business Administration Sreedhar Madhavaram, Cleveland State University Cathartic Consumption: Understanding Why Outcomes of Customer Relationship Sven A Haugland, Norwegian School of Economics Robert E. McDonald, Texas Tech University Consumers Seek Social Support in Third Places Management (CRM) Systems Implementations and Business Administration Mark S. Rosenbaum, University of Hawaii at Reiny Iriana, Macquarie University, Australia A Configuration-Theory Assessment of How Manoa Modeling the Role Of Power Distance and Social Incongruity in Sales Force Control Systems Formality in Business-to-Business Relationships Drives Salesperson Performance Malls' Value Equity: Different Perspectives from Session 10.4 - Blanco In India Vincent Onyemah, Boston University Adolescent and Adult Shoppers Services Marketing Track - Special Session Angelica C. Cortes, University of Texas Pan- Marie-Claude Massicotte, HEC Montréal Title: Teaching Services Marketing - Multiple American Perceived Cannibalism: Scale Development and Jean-Charles Chebat, HEC Montréal Approaches from Different Texts Sindy Chapa, University of Texas Pan-American Validation in a Personal Selling Context Claire Gélinas-Chebat, Université du Québec à Akash Dania, University of Texas Pan-American Dheera Sharma, Louisiana Tech University Montréal Session Description: Shahid N. Bhuian, Louisiana Tech University Interest in courses in services marketing is growing A Conceptual Framework of Mutual and around the world. Unlike introductory marketing Interactive Vulnerability in Business Discussant: Rosemary Ramsey, Wright State Session 9.5 - Llano management textbooks, most of which follow a Relationships University Marketing Research Methods Track - Special broadly similar framework, texts in services Göran Svensson, Halmstad University Session marketing take more diverse approaches. In this Title: Cognitive Response Research Practices - New session, authors of texts that are used both within Discussant: Tim Foster, Luleå University of REFRESHMENT BREAK Evidence that Impacts Critical Reliability and and outside the US will briefly describe their Technology 10:00 a.m. - 10:30 a.m. Cognitive Intent Validity Issues underlying philosophy of teaching services A-Level Foyer marketing and how their approach to structuring the Session Description: content and sequence of materials in the book Session 8.3 - Nueces This session identifies and discusses several critical shapes the nature of the resulting course. Instead of Consumer Behavior Track - Competitive Paper issues concerning the reliabilities and cognitive giving formal presentations, each presenter will Session intent validity issues focal in conducting cognitive respond in turn to a series of predetermined March 2006 AMS Quarterly 7 questions. Ravi Jillapalli, Texas Tech University Session Chair: Penny Simpson, University of Diagnostic Information Search and the Role of Texas-Pan American Expertise Moderator: Anna S. Mattila, Pennsylvania State S. Adam Brasel, Boston College University Session 11.5 - Llano All Desires are not Created Equal: Toward a Excellence in Marketing Education and Typology of Desire in Consumer Research Does WEB Log Data Reveal Consumer Behavior Panel: Innovative Teaching Track - Competitive Paper Alexandra Aguirre Rodruqiez, University of Illinois by Integrating Data Mining Techniques? Steve Grove, Clemson University Session at Urbana/Champaign Katsutoshi Yada, Kansai University K. Douglas Hoffman, Colorado State College Title: Key Issues for the Marketing Educator Naohiro Matsumura, Osaka University Christopher Lovelock, Yale University Correlates of Materialism: A Comparative Study Daigo Naito, Kansai University Session Chair: Mohammed Abdur Razzaque, of Balgladeshis in Bangladesh and First Kosuke Ohno, Kansai University University of New South Wales Generation Migrant Balgladeshis in Sydney Hiroshi Tamura, Kansai University Session 10.5 - Blanco Mohammad Abdur Razzaque, University of New Kohei Yamamoto, Kansai University International-Multinational Marketing Track - Ph.D. Students' Value Perceptions of Their South Wales Special Session Education: An Application of Means-End Chain Discussant: Nancy Spears, University of North Title: Driving International Markets - New Model Exploring the Relationship Between Market Texas Directions in International Marketing Thought and Serkan Bolat, University of Tennessee, Knoxville Mavenism and Resistance to Change Practice Ann E. Fairhust, University of Tennessee, Melinda L. Andrews, Florida State University Knoxville Ray L. Benedicktus III, Florida State University Session 13.2 - Frio Session Description: Youn-Kyung Kim, University of Tennessee, Selling and Sales Management, CRM Track - Issues for discussion during this session include: Knoxville Discussant: Anshu Saran, University of Texas-Pan Special Session o What kinds of international market-driving American Title: Diverse Research Methodologies for Sales activities/strategies are most Relationships between Article References and Force Research common/rare/successful? Subsequent Citations of Marketing Journal o What makes market-driving activities successful? Articles Session 12.3 - Nueces Session Description: o What are the key benefits accruing from Eugene Sivadas, University of Washington Potpourri - Competitive Paper Session The predominant method used for sales force and international market-driving activities? Mark S. Johnson, Montclair State University Title: Customer Relationships across Contexts personal selling research over the last two decades o Is market-driving more common than being has involved self-report surveys. While this has market-driven in overseas markets? A New Statistic for Item Analysis Session Chair: Dheeraj Sharma, Ball State generated a well-accepted body of knowledge in o Are there circumstances/environmental John R. Dickinson, University of Windsor University some areas, other topics of interest in the sales area conditions in which international market-driving - particularly for sales managers - may not be well is more beneficial than others? Discussant: S. Adam Brasel, Boston College Mutual and Interactive Vulnerability in Supply served by this research method. This session o Is product standardization a form of market- Chain Dyads highlights several alternative approaches to sales driving? Göran Svensson, Halmstad University force research that may generate knowledge that o What are the likely requirements for Session 11.6 - Live Oak cannot be obtained through current survey methods. internationally active firms if they wish to Electronic and Interactive Marketing Track - The Scholarly Book Buyer's Decision Process: A become market-driving? Competitive Paper Session National Survey of University Faculty Moderator: Jim Boles, Georgia State University o Overall, where is research effort required in this Title: Online Consumer Behavior Hooman Estelami, Fordham University field? And what methods should we be looking Albert N. Greco, Fordham University Presenters: to adopt? Session Chair: Sandeep Krishnamurthy, University Robert M. Wharton, Fordham University Qualitative Methods of Washington Angela Hausman, University of Texas-Pan Moderator: John Cadogan, Loughborough Building Fan Identification in Minor League American University Expected Value Sharing, Switching Barriers, Sport Organizations: Individual Player vs. Team Satisfaction, and Repurchase Intentions: An Approach International Research Panel: Illustration from Online Contexts Jennifer Wegmeyer - Millward Brown Thomas Brashear, University of Massachusetts, Gerald Albaum, University of New Mexico Hsien-Tung Tsai, National Taiwan University Carol W. DeMoranville - Bryant University Amherst John Cadogan, Loughborough University Lichung Jen, National Taiwan University Kimberly M. Judson - Northern Illinois University Humaira Mahi, Michigan State University Experimental Methods J Alexander Smith, Saint Louis University Theoretical Perspectives of Online Community: Discussant: Thomas Brashear, University of James Boles, Georgia State University Managerial Insights and Research Agenda Massachusetts, Amherst Timothy D. Landry, University of Oklahoma REFRESHMENT BREAK Todd J. Arnold, Oklahoma State University Session 12.4 - Blanco Session 13.3 - Nueces 3:00 p.m. - 3:30 p.m. Tracy A. Suter, Oklahoma State University Doctoral Colloquium Track Session Ethics, Social Responsibility Track - Special A-level Foyer Title: International Marketing Issues Session A Characterisation of Consumer Empowerment Title: Research Validation in Marketing Ethics Drawn from Three Views of Power Session Chair: John B. Ford, Old Dominion Haitham Al Shibly, University of Newcastle University Session Description: Concurrent Sessions Janet Aisbett, University of Newcastle A number of theoretical frameworks and theories 3:30 - 5:00 Guilherme Pires, University of Newcastle Analysis of the Reforms in Chinese State-Owned have been proposed in the marketing ethics Enterprises: A Principal-Agent Approach literature in response to ethical problems, concerns, Session 11.1 - Pecos Discussant: Osama J. Butt, University of Texas-Pan Emily Yang, Warwick Business School, UK and policies. Despite the usefulness and appeal of JPSSM Editorial Review Board Meeting American any such proposals, the question of how much Moderator: Ken Evans, University of Missouri When Cultural Variables Explain the Perception progress we have collectively accomplished in Friday May 26, 2006 of Online Communication Trust: The marketing ethics research remains unanswered. In Evening Events Comparison of American and Japanese Online addition, there is a common concern about the Session 11.2 - Frio Consumer Trust in Dynamic Pricing individual variability in ethical judgments--across AMS Outstanding Marketing Teacher Award Annual AMS Business Meeting Christina Chung, University of Southern stimuli, measures, and time. The clarification of Winners' Presentations 5:00 p.m. - 6:00 p.m. Mississippi these issues will certainly have useful implications Directors Room for both theory and research methods in ethics Session Chairs: Perceived Supervisory Support: A Meta-Analytic research. Linda Ferrell, University of Wyoming Annual AMS President's Reception Review O.C. Ferrell, University of Wyoming 6:00 p.m. - 7:00 p.m. Stefanie Boyer and Diane R. Edmondson, This session aims at attempting to answer the above Regency Foyer University of South Florida question and to advance knowledge that benefits Award Recipients: research progress in marketing ethics. Specific Leonard L. Berry, Texas A&M University Annual AMS President's Banquet Session 12.5 - Llano points regarding the frameworks and theories K. Douglas Hoffman, Colorado State University 7:00 p.m. - 9:00 p.m. Services Marketing Track - Competitive Paper already proposed will be evaluated and discussed Mark B. Houston, University of Missouri-Columbia Regency East 1/3 Session on the basis of journal, book and proceedings Title: Purchase Behavior and Cross Selling of publications. Services Session 11.3 - Nueces Moderator: Arturo Z. Vasquez-Parraga, University Ethics, Social Responsibility Competitive Paper Session Chair: of Texas-Pan American Session Saturday May 27, 2006 V.Venkata Ramana, University of Hyderabad Title: Marketing and Society Panel: Daily Highlights An Analytical Framework to Stimulate Cross- George R. Franke, University of Alabama Session Chair: Debbie Thorne, Texas State Selling and Retention in the UK Financial Anusorn Singhapakdi, Old Dominion University University Registration Services Industry: a case study Arturo Z. Vasquez-Parraga, University of Texas-Pan 8:30 a.m. - 12:00 p.m. Maria T. Salazar, University of Edinburgh American Slotting Fees and the Market Power of Pecan Tina Harrison, University of Edinburgh Manufacturers Sandra Mottner, Western Washington University Factors Influencing Students' Selection of Credit Session 13.4 - Blanco Steven H. Smith, Western Washington University Concurrent Sessions Cards: Some Initial Results Marketing Research Methods Track - 8:30 a.m. - 10:00 a.m. Charles Blankson, University of North Texas Competitive Paper Session Cigarette Placement in Movies: Priming Tobacco Sylvia J. Long-Tolbert, University of Toledo Title: Improving the Application of Research Risk-Related Warnings and Its Social Effects on Session 12.1 - Pecos Methods French Youths Ethics, Social Responsibility Track - Competitive Cross-buying Evaluations: The Moderating Role Adilson Borges, Reims Management School Paper Session of Similarity Session Chair: Dheeraj Sharma, Ball State Jean-Charles Chebat, HEC Montreal Title: International Marketing Ethics and Nonprofit Tsung-Chi Liu, National Cheng Kung University University Claire Gélinas-Chebat, Université du Québec à Issues Li-Wei Wu, National Cheng Kung University Montréal Can Mediator Latent Variables be Moderators? Session Chair: P. Bucha Reddy, A.V. College of Discussant: Anna S. Mattila, Pennsylvania State If so, How can They be Estimated? Need, Want and Advertising Arts, Science, and Commerce University Robert Ping, Wright State University Mohammadali Zolfagharian, University of North Texas Alternative Perspectives on Brand Personality: Aggregating Individual Willingness-to-Pay by The Case of the Nonprofit Brand Different Utility Functions: Do Cluster Solutions Discussant: Arturo Z. Vasquez, University of Texas- Maureen Bourassa, Queen's University REFRESHMENT BREAK Loose Essential Information? Pan American 10:00 a.m. - 10:30 a.m. Christina Sichtmann, Free University of Berlin Global Ethics Versus Local Ethics: How Do A-level Foyer Robert Wilken, Free University of Berlin Marketing Managers Make Ethical Decisions Session 11.4 - Blanco Across Cultures The Influence of Common Method Variance in Doctoral Colloquium Track Session Arturo Z. Vasquez, University of Texas-Pan Marketing Research: Reanalysis of Past Studies Title: Strategic Marketing Issues American Concurrent Sessions Using a Marker-Variable Technique 10:30 a.m. - 12:00 p.m. Tracey King, Georgia Institute of Technology Session Chair: Charles W. Lamb, Texas Christian Open Skies Treaty, Competition Policy and Naresh Maholtra, Georgia Institute of Technology University Regulatory Issues: An Exploratory Analysis in Session 13.1 - Pecos Marketing and Public Policy Electronic and Interactive Marketing Track - Discussant: Laura Flurry, Louisiana Tech Upper Echelons Theory and Market Syed Tariq Anwar, West Texas A&M University Competitive Paper Session University Orientation: TMT Characteristics as Title: Online Advertising Effects Antecedents to a Market Orientation Discussant: Eyad Youssef, Old Dominion Esther Swilley, Florida State University University Session Chair: Vishal Lala, Pace University

Structural Antecedents of Market, Learning and A Model Of Flow Experience As Determinant Of Entrepreneurial Orientations Session 12.2 - Frio Positive Attitudes Toward Online Advergames Horace L. Melton, Florida State University Consumer Behavior Track - Competitive Paper Monica D. Hernandez, Kansas State University v Session Osama J. Butt, University of Texas-Pan American The Importance of Cost Savings Factors vs. Title: Foundations of Desire Strategic Factors in Outsourcing Decisions Visual Perception of In-Game Advertising: 8 AMS Quarterly Volume 7 2005 WORLD CONGRESS HIGHLIGHTS

The Congress begins-Chuck Lamb (AMS President) with Tanuja Singh (Congress Co-Chair) Conference attendees came from all over the world and made friends

Chuck Lamb and John Ford (Vice-President, Membership) share a light moment It wasn't all work you know! Evenings were mostly fun and games

Students from the Marketing Center Muenster with David Woisetschläger and Tanuja Singh Some conference attendees found the Pinkus Mueller Brewery

It was good to see old friends-John Ford, Jay Lindquist, Michael Czinkota and Wesley Johnston Plenary speaker Dave Cravens is welcomed by Tanuja Singh and Heiner Evanschitzky March 2006 AMS Quarterly 9 2005 WORLD CONGRESS HIGHLIGHTS

Chuck Lamb addresses attendees at the Awards Banquet Chuck Lamb recognizes Tanuja Singh, Congress Co-Chair

Chuck Lamb thanks Klaus Backhaus Good job David Woisetschläger!

Chuck Lamb with Manfred Krafft Chuck Lamb recognizes Ralph Schellhase (Co-program Chair)

Chuck Lamb recognizes Heiner Evanschitzky (Co-program chair) Professor Dr. Heribert Meffert announces the recipient of the distinguished European Marketer Award - Jose Maria Castellano Rios of ZARA 10 AMS Quarterly Volume 7 2005 WORLD CONGRESS HIGHLIGHTS

Plenary Speaker Michael Czinkota's discussion of International Marketing Plenary speaker Dave Cravens engaged the audience by addressing and Terrorism was an eye opener! strategic marketing's global agenda

Jose Maria Castellano Rios of ZARA is presented the Distinguished European Marketer Award Tanuja Singh says a few words

Jay Lindquist is acknowledged for his dedication to the Congress Jose Maria Castellano Rios with other Congress Leaders

Jose Maria Castellano Rios, European Distinguished Marketer Award Recipient, Attending to the day-to-day details are Jay Lindquist, Heiner Evanscitzky, addresses the audience Tanuja Singh and Muenster students March 2006 AMS Quarterly 11 2005 WORLD CONGRESS HIGHLIGHTS

Attendees found time to see the beautiful city of Muenster The walking tour of the city provides a historical perspective

Attendees experience German rural life and tradition at the Attendees at the Muehlenhof--the windmill still works! Muehlenhof--the Museum of Rural Life of Muensterland

German hospitality at its best The beer was really good, so we indulged

Dinner at the home of Wolfgang Holker, the famous Children's author It is time to say goodbye till we meet again in Verona 12 AMS Quarterly Volume 7 SCHOLARSHIP AND RESEARCH

screens. These strategies could "pull" users' page), using 1.5 spacing Latin America CALL FOR PAPERS attention to unprecedented marketing experiences. - The first cover page should contain the title of · Latin American Entrepreneurship However, although interests and applications in the paper, the name of the author(s), their 2. Business and Institutional Behavior in Latin Special Issue-European this area have increased substantially in recent function, their contact details and - where America: years, there is still an important lacuna with regard appropriate - any acknowledgements. This cover · Institutional Maturity in Latin America Business Review to both empirical evidence and a theoretical page will be removed so as to make the · Social Accountability in Latin America framework. assessment anonymous · Ethics and Corporate Governance in Latin - The second cover page should contain the title of America Assessing and Building upon The Journal of Interactive Advertising therefore the paper, an abstract of no more than 50 words 3. Strategy Formulation and Execution in Latin Wroe Alderson's Intellectual invites the submission of empirical and conceptual plus 5 key words, the entire page being in both America: papers that fit the theme "Mobile Advertising French and English · The Strategy Process in Latin America Legacy Issues and Challenges." In this Special Issue, we - The main body of the paper should be followed · Strategies for Rapid Growth in Latin America expect to raise new possibilities for theory by - and in the following order - an appendix, · Managing the Change of Strategy, Structure development, methodological innovation, and continuous-numbered footnotes, numbered and Organization. An important legacy volume, A Twenty-First cross-disciplinary approaches in interactive charts, and figures to be integrated in the text. 4. Functional Strategic Issues: Century Guide to Aldersonian Marketing Thought, advertising research via mobile devices. The place for inserting the charts and figures · Strategic Human Resource Management has very recently been published by Springer. That should be indicated in the body of the paper · Buyer Behaviors and Marketing Strategies in book--edited by Ben Wooliscroft, Robert D. RESEARCH TOPICS: - For all references, bibliography, numbering of Latin American Tamilia, and Stanley J. Shapiro--is designed to charts and figures and the appendix, please · Latin American Capital Markets familiarize a new generation of marketing scholars Potential manuscript topics include (but are not respect the instructions as given in the RAM · Functional Sophistication in Latin America with the life, the writings and the intellectual limited to) review (Recherche et applications en Marketing; impact of Wroe Alderson, unquestionably the most http://www.afm-marketing.org/site_ram; ranked PAPER SUBMISSION GUIDELINES influential marketing thinker of the mid-twentieth - Push versus pull advertising as a B journal). The charts and figures should be century. Half of the material in that volume was - Issues associated with SMS/MMS advertising of excellent quality as they will be reproduced as 1. Deadline for abstract submissions: March 31, written by Alderson and the other half was written - Trust in mobile advertising they are 2006. about him. However, this publication, it is hoped - Wired versus wireless advertising comparison - All outside material should be accompanied by 2. Deadline for paper submission (after acceptance and expected, will mark not an end but rather - Attitude toward mobile campaign sites an authorisation to reproduce it. of abstract): August 31, 2006. merely a beginning: the beginning of renewed 21st - Location-based messaging - Papers which do not conform to these 3. Only electronic submissions of abstracts and century interest in the nature, the scope and the - Visual versus textual data transmission instructions will not be assessed. Each paper will papers will be accepted. magnitude of Alderson's highly original - Mobile advertising recall be assessed anonymously by 3 readers. The 4. Only original, unpublished work is sought. Any contributions to marketing theory and thought. - Cross-cultural issues in mobile advertising author may be asked to modify his or her paper paper submitted to present identical or substantially acceptance before it is accepted similar work already published, under review for As its contribution to a long overdue Alderson another conference, or publication will not be renaissance, the European Business Review will be SUBMISSION INFORMATION: Papers may be written in either French or English. considered. publishing, in the Summer of 2007, a special issue For papers written in English, the assessment is 5. Paper Submission containing original, peer reviewed, articles which Submitted manuscripts will be subject to a double- carried out on the basis of the original text. If the · Manuscripts must be submitted on-line to assess and/or further build upon Wroe Alderson's blind peer review process and must not have been paper is accepted, the author will, at his or her own Professor Donoso at [email protected] intellectual legacy. Publications are welcome that published or accepted for publication or currently expense, have it translated into French. beginning April 30, 2006. explore Alderson's thinking in the marketing under consideration for publication elsewhere. 6. File Format management and ethics areas as well as his many Electronic submission should be via email in either · All submissions must be in MS WORD. theoretical contributions. The extensive Word or PDF format, with all manuscripts v · Text and all tables and figures must be in a bibliographies found in Wooliscroft et al. that following the JIAD guidelines single file submission. Please send the cover provide both a complete record of Wroe (http://www.jiad.org/). ESCUELA DE ADMINISTRACIÓN page in another document to ensure Alderson's own writings over a forty year period PONTIFICIA UNIVERSIDAD anonymity. and a more selective but still extensive record of IMPORTANT DATES: 7. Document Structure articles about him provide one logical starting CATÓLICA DE CHILE · The paper must have the title centered on the point for prospective contributors. Submission deadline May 31, 2006 and top of the first page, followed by an abstract, Acceptance/Rejection notification October 1, 2006 key words and then by the text. The deadline for the submission of papers for this Deadline for the final version January 31, 2007 The Journal of Business Research Font: Times New Roman, size 12 pt. special issue is Sept 15, 2006. Contributions should PublicationVol. 7 No. 2 (Spring), 2007 Paper size: Letter. be submitted electronically to either of the two Co- Margins: Top, left and right: 3/4 inch, bottom: ½ Editors of this special issue, Dr. Stanley J. Shapiro Please note that the acceptance/rejection decision CALL FOR PAPERS inch. of Simon Fraser University, ([email protected]) or will be notified to all authors on October 1, 2006, STRATEGIC MANAGEMENT Justification: Both margins Dr. Goran Svensson of Halmstad University, regardless of the submission date. Line space: Double ([email protected]). The format for IN 8. Size and length submissions will be the same as for all other Questions and submissions should be directed to · There is a 20-page limit for submissions, European Business Review manuscripts the special issue editor. LATIN AMERICA which includes all tables, charts, appendices (www.emeraldinsight.com/ebr.htm). Those with and references. questions about the acceptability of proposed Shintaro Okazaki, Ph.D. Santiago, Chile · Abstract must be no more than 100 words. topics are urged to contact either of the two editors Guest Editor, Journal of Interactive Advertising 9. Key words. as soon as possible. Department of Finance and Marketing Research January 4th to 5th, 2007 · Three to five key words should be supplied to College of Economics and Business Administration aid in the indexing of the paper. Autonomous University of Madrid Program Chair 10. Language v Cantoblanco, Madrid 28049 SPAIN Patricio Donoso, Professor of Strategy and · The language of the Conference will be Operations Management English, Spanish and Portuguese. Tel. +34 91 497 3552 Escuela de Administración, Pontificia Universidad · However, papers must be submitted and CALL FOR PAPERS Fax. +34 91 497 8725 Católica de Chile presented at the Conference, in English. Email: [email protected] · There will be no simultaneous interpretation. Special Issue on Mobile The Second International Conference on Strategic 11. Cover Page Management in Latin America, cosponsored by · Paper's title and Track. Advertising Issues and v Escuela de Administración de la Pontificia · Author's information: name, title, affiliation, Challenges Universidad Católica de Chile (EAPUC) and the full address, phone, fax number and e-mail Journal of Business Research, will be held on address for each author. Authors must indicate CALL FOR PAPERS January 4th to 5th 2007, at the Pontificia their preferred last name for indexing and Universidad Católica´s main Campus, in Santiago, correspondence. Guest Editor FOR THE 22nd CONGRESS OF Chile. The topic of this Conference will continue 12. Blind Review Shintaro Okazaki, Ph.D. THE FRENCH MARKETING to be how strategic management is being done in · To facilitate the blind review process, please Latin America. Empirical and applied papers based leave the author's name off the body of the Department of Finance and ASSOCIATION on actual experience of firms in the region, manuscript. Please be sure to check headers Marketing Research comparative case studies and teaching cases will be and footers and also the "file properties" for The French Marketing Association (Association welcomed. author's name. College of Economics and Française du Marketing or AFM in French) was 13. If a Teaching Case Business Administration created in 1984. Its main goal is to promote The purpose of the Conference is to gather scholars · Teaching cases are not subject to the 20-page marketing training and research taking the best and practitioners of Strategic Management in Latin limit and must include teaching notes. Autonomous University of international standards as its benchmarks. The America to exchange theoretical insights, empirical French Marketing Association brings together research results and applications on current Latin BRIEF TRACK DESCRIPTION Madrid Faculty (professors, scholars, etc.) and Ph.D. American strategic issues. These experiences will students from Universities and Grandes Ecoles, as be presented at the Conference in four different 1. Latin American Competitiveness: well as practitioners - consultants, marketing forms: · Microeconomics of Competitiveness in Latin The Journal of Interactive Advertising announces a managers, senior executives. · Empirical Research papers America special issue on Mobile Advertising Issues and With more than 500 individual and institutional · Applied Research papers Although firms rather than countries appear as the Challenges. members - essentially companies and educational · Comparative Case Studies main actors of international competition, the institutions - from 24 countries (France of course, · Teaching Cases strategy literature recognizes that the fundamental Wireless communication networks have increased but also Germany, Canada, Belgium, USA, Austria, resources of the firm can be found beyond the rapidly worldwide, enabling many firms to use a Switzerland, Sweden, the Netherlands, the U.K., All of the works must be original, unpublished and boundaries of the company, in its immediate new mode of interactive advertising via mobile Spain, Morocco, Tunisia, Norway, Lebanon, …), presented in their final form. microeconomic business environment. devices. WAP contributed to the initial the AFM is definitely much more than a purely Econometric studies as well as case-based research implementation, SMS-based marketing, but the French association. Please look at our website for A special issue of the Journal of Business Research that can relate the competitiveness of firms and most drastic change occurred following the further details: http://www.afm-marketing.org. will be published including ten to fifteen papers industries with their national or regional introduction of the Universal Mobile The 22nd Congress of the French Marketing presented at the Conference, selected by a special environments are welcomed to the Conference. Telecommunications System (UMTS) and Association will take place in Nantes (FRANCE) editorial board using a double blind process. The · Environmental Impact on Competitiveness in Wideband Code Division Multiple Access on May 11th and 12th 2006. It is being organized publication format of the selected papers will have Latin America (WCDMA). These have enabled many operators to by Audencia Nantes School of Management and ten pages double spaced if fifteen papers are The concept of business sustainability is related to move quickly to Third Generation (3G) standards. Nantes University. The scientific committee will be selected. the capacity to generate flows of benefits in the Many multinational corporations now take chaired by Joel Brée, Pierre Desmet, Jean-Pierre long term in harmony with the environment and advantage of the high-speed transmission of Helfer, Jean-François Lemoine and Jean-François KEY NOTE SPEAKER natural resources. Papers or case studies in this advertising messaging through sophisticated Trinquecoste. ARNOLDO HAX, Alfred P. Sloan Professor and track are expected to show the relationship Internet services. The papers, which can cover all areas of marketing former Vice Dean of the Sloan School of between competitiveness and social and - academic or applied research, ethical Management of the Massachusetts Institute of environmental responsibility, answering questions In an extension of traditional email marketing, considerations, etc. - should be emailed to the Technology (M.I.T.) will be the Key Note Speaker like: Does environmental responsibility add mobile advertising has been used as an effective following address before December 15th 2005 of the Conference. competitiveness to Latin American companies? Are way to "push" information associated with price [email protected] emerging market companies being more discounts, electronic coupons, sweepstakes, and TRACKS sustainable and more competitive? What are the direct payment, among others. However, mobile Papers have to respect the following format: opportunities, risks and implications of advertising is not limited to a "push" use. Global - Text on Word, in Times New Roman, 12 points, 1. Latin American Competitiveness: sustainability strategies for Latin American Positioning System could generate new with pages numbered in the bottom right-hand · Microeconomic of Competitiveness in Latin companies?. opportunities for location-based advertising, while corner, 20 pages maximum length (excluding America · Latin American Entrepreneurship. mobile portals offer special contents service via charts, figures, references, appendix, and cover · Environmental Impact on Competitiveness in Works that present the impact of new campaign sites displayed on micro-browser March 2006 AMS Quarterly 13 SCHOLARSHIP AND RESEARCH entrepreneurial ventures and evolving family organizations; Alignment of strategy and HR channel; in short, all the aspects of marketing as INFORMS. businesses on Latin American economic practices and policies; Achieving organizational viewed from a channels perspective. development are invited. Papers or case studies effectiveness through people; Organizational Professionally, we invite submissions by marketing may address issues such as: start-up change and transformation; The strategic role of scientists, economists, management scientists, entrepreneurship; turn-around situations in family the HR manager; Human development as an operations researchers, strategists, and others with Publication: For those who are interested, we have businesses; first public offerings and the impact of essential part of strategy. a research interest in channels issues, whether or negotiated the possibility of publishing papers private equity on management practices, and · Buyer Behaviors and Marketing Strategies in not they utilize game theory; indeed, we are presented at this conference in a special section of entrepreneurship in sustainable development. Latin America especially interested in papers that utilize concepts the Journal of Retailing and we are negotiating for Latin American buyers in general and specific and approaches from outside marketing. a special section in Marketing Science; subject to 2. Business and Institutional Behavior in Latin segments such as low income communities show the papers meeting the standards of these journals. America: distinctive behaviors that should be studied. Methodologically, the highly-talented researchers We promise a rapid review process; however, · Institutional Maturity in Latin America Understanding and interpreting Latin American currently working on channels models often use authors retain copyright, so papers may be The objective of this track is to analyze the markets, and identifying and seizing market disparate approaches, so it can be difficult to grasp submitted to wherever is desired. influence and impact of mature, independent, opportunities are central to develop successful the connection between their works. Thus another ethical and robust public service institutions as businesses and marketing strategies in the region. purpose of the conference is to develop a general well as privately owned corporations and Empirical and practical works that help understanding of the linkages between varied foundations in Latin American countries. Papers, understanding Latin American customer behaviors research streams so that ultimately we may Co-Chairs: comparative studies and case studies that discuss or that show the result of different marketing collectively create a unified theory of distribution Charles Ingene & Z. John Zhang issues such as the following are welcomed to the strategies applied in the region are invited to the channels. In short, we have (and we will continue) Conference: How the maturity of public service Conference. individually to develop pieces of a puzzle using institutions can facilitate or hinder the development · Latin American Capital Markets various methods, but we have not collectively process? How can public service institutions Original research that promotes the understanding determined how the pieces fit together. This Organizing committee: become robust and ethical places to work in, and of mechanisms that Latin American capital markets conference will move us toward an understanding how can they develop their strategies?. What is the use for valuation, risk assessment and price of the big picture. impact of a mature and independent judicial creation (market microstructure) are welcomed to Anne Coughlan Charles Ingene system? What are the key success factors of a the Conference, as well as works that help to The conference will involve presentations of ten desirable educational system? What is the cost of understand returns and tests of market efficiency research papers, each of 75 minutes duration. To Sridhar Moorthy Steve Shugan corruption?. based on accounting and financial measures or that maximize thoughtful interaction, there will be no Preyas Desai Ganesh Iyer · Social Accountability in Latin America focus on motivations for companies to become parallel sessions. Time will be available to discuss A number of Latin American companies and public. Analytical, empirical and behavioral papers the evolving analytical literature on distribution Debu Purohit Rick Staelin multinational firms with operations in Latin with implications on strategy and strategic channels and to collaborate on future distribution America are currently facing the topic of social management will be favored. channels models. Jim Hess Rajiv Lal accountability. Case studies and papers related with · Functional Sophistication in Latin America the role of non profit organizations; corporate The notion of functional sophistication at the firm Submissions: Researchers interested in presenting Jagmohan Raju Miguel Villas-Boas philanthropic programs; social and environmental level has to do with the use of tools that enhance a paper should submit their paper (or a detailed Steve Hoch Paul Messinger policies, etc. are invited to the Conference. functional managers' conventional ways of abstract) by January 30, 2006 to the conference co- · Ethics and Governance in Latin America. understanding and performing their work. Papers chairs ([email protected] and Greg Shaffer Z. John Zhang Managers' ethics and incentives and corporate that have been developed from a real problem or [email protected]). The conference co- government systems have become critical concerns insight obtained at any of the functions of the firm chairs and the organizing committee will determine in companies around the world during last years. (marketing, production, R&D, logistics, etc.) and papers to be presented based on quality, originality, Many Latin American companies have begun to that describe experiences in which a novel and facilitation of a breadth of topics and review shareholders´ performances, and their technique, or a well known technique applied in a approaches. Some preference may be given to impact on company's value and capital markets novel way, has been used in order to find a papers by young faculty. Acceptance decisions development. Much of the literature has been solution related to firm's current practices, are will be made by February 20, 2006. Final drafts- centered on necessary legal and judicial system invited to the Conference. The papers for this track which will be made available to all conference reforms, but many companies are looking for would be those that bridge the gap between models participants on CD-ROMs-should be completed by alternative solutions that face system deficiencies. and reality and, in doing so, enhance the functional April 17. Works that critically develop the way in which sophistication of firms. Papers that show the use of Latin American companies are confronting this novel techniques in any of the firm's functional Registration: The conference fee, which includes v situation and issues in the region are welcomed. areas, or case study research that has explored a dinner and reception, breakfasts, lunches, coffee problems found in Latin American industries, and and snacks, plus a CD-ROM of the presentations, 3. Strategy Formulation and Execution in Latin translated them into useful tools that can be readily is $150. This fee will be reduced to $100 for America: applied into the various functional areas of a firm, presenters and to $50 for doctoral students. · The Strategy Process in Latin America are also welcomed. These papers, whether coming Registration will open by February 17, 2006. This track focuses on the role of general managers from theory into practice or vice versa, should be Funding has been provided by the Jay H. Baker in shaping, executing and changing strategies in of practical consequence to functional managers. Retailing Initiative at Wharton and by INFORMS. Latin American companies. Papers, comparative The conference is open to all members of studies and case studies that discuss issues such as TRAVELAND SITE INFORMATION the following are invited: How do top management teams become sensitive about their business The Conference will be held at the main Campus environments? What management structures, of the Pontificia Universidad Católica de Chile, systems and processes do they employ to help located in Santiago de Chile (Alameda Bernardo shape and implement strategy, as well to O´Higgins N°340, Santiago). accumulate and leverage firm's capabilities? What Complete traveling and hotel information, as well are the critical high level business practices and as suggested tour alternatives will be send to the decisions that can help to achieve strategic participants in advance. The conference fee will be objectives?, etc. announced at the beginning of 2006. · Strategies for Rapid Growth in Latin America Dear colleague, During last decades companies in Latin America have emphasized restructuring, reengineering and we would like to invite you to join us next year for the 22th Industrial Marketing & downsizing as ways to increase profitability; Purchasing (IMP) Conference, that will be jointly hosted by Bocconi University and EM Lyon. however, many firms are currently emphasizing v rapid growth. In an environment were firms´ The conference will be held in Milan, Italy, September 7-9. stakeholders and competitors impose strong pressures on companies, introducing this kind of The conference is the largest meeting place in the world for researchers sharing an strategy can be a major challenge. The objective interest in business-to-business marketing, purchasing and supply chain, interorganizational relationships and networks. of this track is to learn how Latin American CALL FOR PAPERS companies are facing this challenge of rapid This year's theme is "Opening the Network", and we are eager to accept new growth. Works that develop frameworks for perspectives on business markets, new methods, and new participants. determining, analyzing and/or comparing the The Future of Distribution Channels Modeling direction and mode of growth of Latin American Wharton School The deadline for abstract submissions is January 14, 2006. Abstracts can be submitted to the general conference or to a special track: companies, including issues such as market May 18th and 19th, 2006 penetration, globalization, vertical integration, Special Track Proposed by related and unrelated diversification, and different Alternative research methods in Researchers interested in analytical modeling as Stefania Borghini, Diego Rinallo modes of growth (organic growth, alliances, and Industrial Marketing & Purchasing related to distribution channels are invited to mergers and acquisitions) are welcomed. Collaboration along the supply chain: participate in a mini-conference on the Future of Raffaele Secchi, Enzo Baglieri · Managing the Change of Strategy, Structure Trends and managerial practices Distribution Channels Modeling to be held at the The Evolution of Market forms and and Organization Luis Araujo Wharton School, University of Pennsylvania, May marketing practices There is an interest to discuss organization as a 18 & 19, 2006. The primary purpose of this International Business and Business-to- strategic tool. A large number of companies in Paul Matthyssens conference is to bring together established and business: Real cross-fertilization? Latin America are changing strategy, structure and Marketing communications for B2B Francesca Golfetto rising scholars to make in-depth presentations of organization so as to be able to accomplish their The “Organizational problem” of the state-of-the-art, analytical research on distribution targets. Papers and case studies concerned with business interaction: Where are we? Bjorn S. Ivens, Catherine Pardo channels and to engage in discussions (a) to Where are we heading? topics like the following are invited: Relationships broaden the scope of problems addressed by Networks and regional development Lars Hallén, Peter Parker between strategy and structure in Latin America; channel research, (b) to expand the methods being Creating superior value for customers Organizational challenges in implementing growth Michael Gibbert, Fabrizio Zerbini used to investigate channel problems, (c) to in business markets strategies; Change processes prompted by the develop an "organic research community" of competitive environment; Reorganization channel scholars, and (d) to integrate pieces of the experiences; Organizational innovation, change Further information about the conference and its special tracks can be found on the "channels puzzle." website (www.imp2006.org). and culture, in relation to the competitive strategy of the company; Organization of knowledge While the research area is the analysis of management. distribution channels from an analytical We look forward to receiving your contributions! perspective, the conceptual and professional 4. Functional Strategic Issues: approaches are broadly defined. Conceptually, we The IMP 2006 Committee · Strategic Human Resource Management in encourage submissions that examine pricing Francesca Golfetto - Bocconi University Latin America policies, promotional strategies, product decisions Robert Salle - EM Lyon This track is concerned with the relationship (including inventory management, return policies, between corporate strategy and HR practices in and product-line length), service provision, sales- Latin America, and the use of human capital to force management, channel breadth (e.g., intensity gain competitive advantage. Papers or case studies of distribution and dual distribution), competition including topics as the following are welcomed: between channels, and competition at a level of the Values and their role in shaping high-performance 14 AMS Quarterly Volume 7 THOUGHTS AND COMMENTS Adventures in Misplaced Marketing, I cited the claims that he had generated huge increases in Impact, Influence Martin Anderson (1992) claimed that every routine-closing lines of comedian Mort Sahl sales of drinks and popcorn by use of subliminal and Fame senior economist can quickly assert the identity when I wrote, "If there are any readers that I messages in a movie (Rogers 1993). It was a of the best economics journal, though they do not haven't insulted, I apologize." I was told that fraud and a research myth, a conscious effort to This was originally published as a Journal of necessarily all name the same publication. And some friends read that and said to each other, generate interest in his company, and it has Consumer Affairs Editorial Postlude created a monster that is still with us. In modern Winter 2005, vol. 39, #2. when asked to name the most interesting article "Give him time." read in the last year, they would hedge, mutter times, another man pointed to hidden pictures in ads that he claimed cause sales, despite not a and finally admit they had "fallen behind" in their Every Summer and into the Fall, academic scintilla of evidence from consumer psychology reading. I have repeated his experiment with References department heads send email or formal letters of that consumer can be manipulated by messages senior business and mass communications Anderson, Martin. 1992. Imposters in the Temple. inquiry to senior scholars at research universities they are unable to perceive. And his ideas have faculty, usually with the same result. Publish we New York: Simon and Schuster. requesting outside reviewers for their junior obviously captured the popular mind: he has sold faculty's tenure or promotion applications. must, but it is uncertain how many people Armstrong, J. Scott and Randall Schultz. 1993. many books; he is a well paid and well traveled Journal editors receive related inquiries, too, actually read those journals. Principles Involving Marketing Policies: An speaker on the lecture circuit; and he has asking for data to assess the quality of the Empirical Assessment. Marketing Letters, 4 (3): unofficial "students" who have taken up his publications where these aspiring faculty have Anyone who has been writing for a while has 253-265. mantle in book sales and lecture fees. It is published their scholarly efforts. On the latter, we published articles that engender comments, or so Goldberg, Steven. 1996. The Erosion of the difficult to think these sellers of subliminal are asked about JCA's editorial acceptance rate, we hope. Yet for this same academic author, other Social Sciences. in Dumbing Down: Essays in the manipulation theories actually believe a great which is currently well under 20 percent, or our papers, maybe even in the same journals, become Strip Mining of American Culture. Katherine conspiracy exists to manipulate consumers, but it ISI Journal Citation Reports impact score, which obscure so quickly, even friends do not know Washburn and John F. Thornton, ed., New York: provides a source of income as long as they find an audience willing to believe their tales. I have been told has been climbing for several they are there. I once asked a faculty member W. W. Norton and Company, p. 97-114. Of a greater danger to the public well being are years. Such data are of questionable pragmatic about an article he had published two years Gould, Stephen Jay. 1985. The Flamingo's Smile: the products serving to cure the epidemic of value, only stating how much bad material is earlier and he claimed that he did not recall that it Reflections in Natural History. New York: W.W. obesity in the United States or to help the annually submitted for review and the ability of existed, or that he was senior author, or that it Norton. was in the journal in which I read it. Apparently, Rotfeld, Herbert Jack. 2000. The Textbook numerous people who are not grossly overweight published papers to generate citations in related and wish they were thinner. Aside from the small that was the ultimate obscure article. Effect: Conventional Wisdom, Myth, and Error in journals in the short run. Yet the information number of people who are overweight as a result Marketing. Journal of Marketing, 64 (April): retains importance for both young faculty and of genetic or metabolic disorders, the intuitively Even when articles are cited in later works, there 122-6. their Promotion &Tenure committees. obvious way to lose weight is to eat less and are questions as to whether the citation was Stigler, George J. 1985. Memoirs of an exercise more. Yet to no one's surprise, Unregulated Since three decades have passed since my first influential or just gratuitous. Economist. NY: Basic Books. overweight Americans hope to lose weight while academic publication in Journal of Consumer still eating all they want and spending their free Affairs, it is fair to wonder what impact my own Too often I see articles I wrote cited in other - Herbert Jack Rotfeld, Auburn University, time on the couch. To satisfy this widespread years of verbiage might have had on other publications or textbooks for things I did not say, [email protected] consumer "need," a plethora of products that scholars. or noted as an authority for elements beyond the promise consumers quick-and-easy, exercise-free focus of the study. Manuscript reviewers point weight loss are now prominently advertised in At the American Council on Consumer Interests out many such errors in the papers submitted to v many major media vehicles and have their own conference last Spring, John Burton recalled how JCA, and I often make similar observations when huge display section in many stores. The that now-ancient first article of mine was used in reviewing for other journals. Opinions or minimum-wage clerks in the stores probably know little of the products beyond what they read his class discussions. It was nice to hear such a speculations in refereed articles are often cited as Cynics, Charlatans and from the labels, yet it strains credulity to assert compliment; the appearance of an article in facts, while data?based statements are improperly Other Abuser’s of that the products makers all believe these course reading lists does give some indication called "arguments." The ineluctable yet products provide their magical cures. Similarly, that it is being read and appreciated, at least by unfortunate conclusion is that many publications Consumers noted as authoritative in journal articles and the plethora of new products that claim to cause the teachers of the classes. Others like to assess growth to sexual anatomy can't be true, and the books weren't necessarily read by the people With Mental Abilities research impact in terms of how much it is cited sellers must know this. in textbooks. Yet while textbook content is often making the citation. from the Shallow End used as a reference of authority, there exist of the Gene Pool Of course, even some scientists fall prey to Many are the routes to academic fame. Since reasons to doubt the quality of that authority. delusions and mistaken beliefs (e.g. Gratzer JCA readers wish to influence public policy or An electronics store might claim that when 2000), but some research scientists take what Armstrong and Schultz (1993) scrutinized six business practices as well as fellow scholars, one you've got questions, they've got answers, but the they think are the career advancing steps to decades of different marketing textbooks and can't deny the potential impact of other reality is that their sales staff often makes it up as outright fraud when they should know better found 566 normative statements about business publication formats, such as essays, commentary they go along. They are the "experts," or so the (Park 2000). In marketing, they are not just decision making, but none were supported by and editorials written in newspapers, business customers believe, and whether fact or fiction, "meeting consumer needs" when they make empirical evidence. Only twenty of the magazines or academic journals. the salesperson's techno-babble has the ring of gullible consumers a willing market segment to truth. Maybe they have the answers, and maybe statements provided what might be considered abuse. Knowingly using consumer foolishness is they do not, but they are treading a difficult line general principles of marketing practice, but none After my unsuccessful application for a senior unethical, and marketing people who see this between innocuous fallacy and deception as they happening should try to call attention to it and of those statements were found to be correct, position at another school, I asked a member of sell the store's products. If they know what they stop it when they can. useful or supported by empirical evidence, and the search committee why I didn't make the cut for an interview. She told me that some were claim might not be true, they are stepping over Introducing my talk of advertising self-regulation nine were judged to be "nearly correct" when that line from error to fraud. The broader problem bothered by the subject matter of my research to the Philadelphia Advertising Club, Professor their wording was reversed. My own review of is that too many marketing "experts" abuse and and writing, asserting that a person who was Charles R. Taylor included his own lament on the how 36 textbooks covered advertising appeals to misuse consumer desires to believe. poor image of marketing and advertising people critical of business practices should not hold a audience fears found that few reported actual A commonly cited statistic from an old Harper's in consumer surveys. We both teach marketing leadership position in a business degree program. research on what might influence consumer index is that there are ten times more working students, and it is vexing for us to acknowledge Even though the accrediting group for business decision making, and of those that did, all astrologers employed in the United States than that marketing professionals are among the most- education says the schools should teach ethics to discussions tended to focus on a theory that has there are astronomers. It is easy to decry the readily criticized of business people. And yet, it never been supported in the literature (Rotfeld their students, this school did not want to hire dumbing down of modern consumer-driven is impossible to defend the unethical practices 2000). faculty whose academic career involved the culture or to blame advertising for causing a and consumer abuses. As respectable vehicles discussion of improper business practices. More downward slide in social values, and the topic carry advertising for questionable products or The naturalist Stephen Jay Gould (1985) importantly, her colleagues were seeking has sold many books (e.g. Adams 1997; Allen patently false claims that target consumer repeatedly pointed out how even in his field of someone with "visibility," and most others on the 1989; Washburn and Thornton 1996). But then, ignorance, marketing people will possess the low science, "Facts achieve an almost immortal status committee had a problem that I had published so an entertaining idiot or mentally challenged image created by these unethical practitioners. superstar athlete always commands a higher once they pass from primary documentation into many essays. Even though these were the only income than a scientific genius. This is not a secondary sources,. . . errors are copied from publications by any applicant that had been read function of marketing, but rather, how most References generation to generation and seem to gain support by all members of the search committee, they consumers value sports over education or Adams, Scott (1997), The Dilbert Future: by sheer repetition. No one goes back to discover incongruously did not think such writing would entertainment over science. Thriving on Stupidity in the 21st Century. NY: the fragility of original arguments" (p. 384). contribute to name recognition of a faculty HarperCollins Publishers, Inc. Nobel Prize honoree George Stigler (1985) made member. Yet despite the growth in both science and Allen, Steve (1989), Dumbth: And 81 Ways to a similar assessment about economics textbooks, education over the last century, the strong staying Make Americans Smarter. Buffalo, NY: The late Kim Rotzoll once explained to me that as did Goldberg for sociology (1996). As a result, power of common consumer misbeliefs and self- Prometheus Books. "Essay writers put themselves on a limb. They it is difficult to validly use textbooks as a delusion is confusing to many. The late David Gratzer, Walter (2000), The Undergrowth of are, after all, expressing thoughtful opinions, meaningful reference for impact. Ogilvy would say to other advertising people that Science: Delusion, Self-Deception and Human often in short supply among many [academic "The consumer is not an idiot, she is your wife." Frailty. Oxford: Oxford University Press. At doctoral consortium seminars discussing writers]." While I have acquired a degree of fame But often, for many products, the consumer really Park, Robert (2000), Voodoo Science: The Road career paths for graduates, faculty often discuss -- or maybe I should say "infamy" -- from my is an idiot, believing all sorts of nonsense. From Foolishness to Fraud. NY: Oxford the impact of research in terms of what respected commentary essays in business magazines and It is possible that most astrologers honestly University Press. journals published it, though just what is academic journals, they often are described as believe the power of what they sell to their Rogers, Stuart (1993), "How A Publicity Blitz "respected" appears open to some disagreement. "provocative," and many apparently view this as customers, people who also want to believe their Created the Myth of Subliminal Advertising," Many department heads or deans lecture junior negative label for a scholar. It is an unfortunate lives are controlled by the stars. It is one thing for Public Relations Quarterly (Winter), 12-17. faculty about where the aspiring scholars must statement on modern education that being believers of voodoo, astrology, smart water or the Washburn, Katherine and John F. Thornton, ed. healing power of mysterious N-rays to meet the publish research to have any hopes of tenure. And provocative is now seen as something a faculty (1996), Dumbing Down: Essays on the Strip needs of consumers of the service. Far be it for not unexpectedly, recent doctoral graduates often member should avoid. Instead of pushing new Mining of American Culture. NY: W.W. Norton thee or me to say that people should not be able and Co. plan what topics they will study, what methods ideas or perspectives, we are encouraged to to sell to others of like-minded faith. When, Francis (2004), Idiot Proof. NY: Public they would use and where they believe they must provide the intellectual equivalent of a day at the beach for our colleagues or students. Unfortunately, there are too many examples of Affairs publish, thinking only in terms of building a set marketing executives knowingly seeing the of credentials on a vita. Granted, some journals uneducated, ignorant and dumb consumers as Of course, good research is also provocative, or tend to be seen as more prestigious outlets than targets to exploit. -Herbert Jack Rotfeld, Auburn University, so we'd hope, especially studies on the others, but that doesn't necessarily mean all of [email protected] consumers' interests that appear in JCA. So it is their content will influence later thinking by Almost five decades ago, a man with a failing others in the discipline. with my own research. In the preface to research firm consciously made some absurd March 2006 AMS Quarterly 15 THOUGHTS AND COMMENTS THE WORLD IS Well, just how does the U.S. fit into the THE PARAMETERS of processes for creating, communicating and scheme of things? First of all if nothing is done, delivering value to customers and for managing GETTING FLATTER, and no countermeasures take place, the classical OF THE customer relationships in ways that benefit the economic theory stating that the cost of labor will MARKETING organization and its stakeholders. SO WHAT? be equal throughout the trading world is likely to become a reality. But if the global wages have a DISCIPLINE The definition in conjunction with the above Marketing Controversy #1 tendency to equalize, it will go to the lowest statements goes into managing customer common denominator. This simply means Marketing Controversy #2 relationships which is almost one step behind In a recent best selling book Thomas L. American wages will go down to perhaps the Friedman talks about the fact that the world is Chinese or Indian levels. This means the "customer management" on which topic a number flat. This flatness based on convergence of American middle class will have a jolt and will Philip Kotler, one of our wisest marketing of books have been written lately and some new technology and numerous other events allowed a dissipate. This may look good to the American gurus, once said marketing can be learned in a marketing courses have emerged. number of countries to become part of the global managerial class. After all, paying much less for short time (maybe a day or two) but it takes a supply chain for goods and services. Certainly the labor, all things being the same, will mean lifetime to master it. The above definition talks about benefiting the the major implication here is that the world is tremendous increases in their own income. But it organization and its stakeholders without becoming more competitive since it has become really does not work that way. If the skilled blue With some of the developments in our discipline referring to the rest of the society without easier to be a part of the global supply chain. collar workers, the American middle class, do not and some of the controversies, one gets to believe referring to non-organizational activities and have money, they cannot buy the products and that we may not have learned marketing yet. We without referring to the benefit to the consumers. Thomas Friedman identifies ten forces that services which may be offered at lower prices should try to master it before we make a lot of flattened the world. These are: now. Assuming away the reduction in wages and noise. Then we have got new cousins talking about unemployment resulting from keen competition 1. The coming down of the Berlin Wall. does not change the facts. Americans will get supply chain management which certainly is a 2. Netscape went public. poorer and those executives who were celebrating I lived and studied marketing before the very good concept if we are maximizing the 3. Work flow software seamlessly connects at the beginning will be unemployed as their jobs marketing concept was introduced. We had a consumer value which we are generating and applications. also outsourced. strange approach to marketing, we did not study delivering. However there is not enough 4. Sourcing has become totally open. consumer behavior, we knew much less about the indication that supply chain management people 5. Open sourcing has led to extensive So, unchecked, globalization of the flat world communication process, and we did not have are obsessed with generating consumer value. outsourcing. will bring about quite a negative outcome to our such a thing as international marketing. Should I Marketing, obviously, can be learned in a very 6. Offshoring made it possible to allocate country. Can we stop this? Not really, continue? But in those days we had a special short period of time but cannot be mastered different corporate functions. globalization is here to stay and if it is causing emphasis on selling. In fact, with a little stretch quickly. If people were to listen and learn rather 7. Supply chains emerged. flattening, that will continue to happen. What do of imagination, marketing in those days was than putting forth controlling types of concepts, 8. Insourcing became more efficient. we do to counteract the ill effects of this almost equated to selling. In a recent editorial a marketing will do much better. Marketing is not 9. People-to-people in-forming became possible. flattening? There was a time even though 10. Digital, mobile, personal and virtual in the American wages were tremendously higher than marketing professor maintains that we should a dictatorial control activity but understanding, flow of information and activities anywhere else in the world we managed to export start with reaching and influencing customers and creating and delivering consumer value. Indeed strengthened performance. not outsource, why? Because American prospective customers. After that we can become our job is to try to create and deliver a higher productivity was outrageously impressive. What creative in marketing communications. The same quality of life not for select few or for select These flatteners created a horizontal playing field is it now? As we cut research and development, editorial proposes that audience planning, indeed, organizations but for the whole society with no replacing the vertical supply chains that have as we cut expenditures on education, as we spend better yet, audience management should come exception. Modern marketing discipline, where ruled our business world up to now. He goes shamefully low sums on the infrastructure first before we plan the media mix. are you headed and where do you stop? What do further and states that if all the knowledge pool is development and renovation, American you think? Call me or write to me. Fax - (904) connected and promotes a greater trade and productivity is not doing nearly as well and Similarly, implications are such that we should 620-2782; email - [email protected] integration, the global pie will grow wider and showing no bright future. Unless we learn to tell what customers need and count on returns more complex. He further asserts that if two cope with this flattening as if we are unflattening and investment before we count on budgets and countries are involved in a major global supply this world with American productivity and chain, they will never fight a war against each ingenuity, this country is estimated to become a spending. My reactions? No, No, and No. It -A. Coskun "Josh" Samli, University of North other. third class power in the world. We must do better appears that we are in a control mode. Florida, [email protected] to create a bright future in the flattening world. Controlling our marketing activities is certainly Most of this picture appears to be rather This will happen when extremely creative and appropriate and important to a certain extent, but positive. After all, more competition by productive American ingenuity regains its controlling consumers and markets? Hitler definition must generate better products and leadership and its powers as we as a society start controlled the consumers and markets. Stalin services. Similarly more competition coming renurturing that ingenuity once again. We have tried to control consumers and markets. These from less developed countries would make major done this before, we can do it again. contribution to those countries' economic well two gentlemen were not very good marketers. v Indeed one should question the definition AMA being. The Asian four tigers: Hong Kong, South -A. Coskun "Josh" Samli, University of North put forth in defining marketing. Korea, Taiwan and Singapore became Florida, [email protected] economically very well off because of this global flattening. Marketing is an organizational function and a set POSITION ANNOUNCEMENTS

To be considered, a candidate must have an WEST VIRGINIA Review of applicants will begin February 15, Friedrich-Alexander- earned doctorate, have either obtained the UNIVERSITY 2006 and continue until the position is filled. University of German habilitation degree or have developed a Send application letter, academic vita and three Erlangen-Nuremberg considerable body of high quality research which references to: Chair, Advertising Search could be considered equivalent to the habilitation Thomas L. Harrison/DAS (Germany) degree. The candidate should have a strong Committee, Perley Isaac Reed School of Endowed Professorship commitment to research and teaching. His/her Journalism, P.O. Box 6010, West Virginia GfK Endowed Professor of research contributions must be robust and have in Journalism University, Marketing been published in high standing international (Advertising) Morgantown, West Virginia 26506-6010. journals. The Institute for Business Administration at the A willingness to collaborate with other faculty Perley Isaac Reed School of Journalism at West The University is located in Morgantown, which Friedrich-Alexander-University of Erlangen- members and mentor and guide Ph.D. students is Virginia University seeks a dynamic and has a diverse population of about 60,000, and is Nuremberg (Germany) invites applications for a expected. The successful candidate is expected to innovative educator to fill a new endowed ranked as one of the most livable cities in the position of Full professor in Marketing contribute significantly to the Department of Intelligence (tenure track). This opportunity was professorship in advertising, beginning August country. The city is readily accessible and is Marketing's on-going programs and to contribute made possible by an endowment from one of the 15, 2006. The Thomas L. Harrison/Diversified within driving distance from Pittsburgh, to the further development of its long-standing world's leading market research institutes, GfK, reputation in the area of marketing. He is Agency Services Division, Omnicom Group Inc. Pennsylvania and Washington, DC. WVU is a whose headquarters are located in Nuremberg. expected to promote the internationalization of Endowed Professorship in Journalism is an Doctoral/Research Extensive University, and the Preferred starting date: October 1st, 2006. the faculty's bachelor and master programs. The assistant or associate tenure-track faculty ACEJMC-accredited School of Journalism is an candidate should be able of teaching in English position. Candidates for this position must be independent academic unit within the University. Responsibilities include research and teaching in and German language. able to teach multi-level courses in advertising WVU is an Equal Opportunity, Affirmative the field of business administration, particularly and integrated marketing communications, Action Employer and does not discriminate on business-to-consumer marketing with a strong Applications should include a cover letter, a develop curricula, and conduct scholarly the basis of age, color, disability, marital status, focus on market research methods as well as the curriculum vitae, their publication list, teaching research. national origin, race, religion, sexual orientation use of market intelligence for marketing record and, if applicable, reproductions and decisions. The teaching load includes courses in Depending on the candidate's expertise, possible or veteran status. Women and minorities are attested copies of diplomas, certificates and the faculty's bachelor and master programs, courses to teach could include advertising comparable documents. They must be submitted particularly in the future "Master of Marketing to the Dean of the Faculty of Business campaigns, media analysis, copywriting, Intelligence". The main courses are market Administration, Economics and Social Sciences, advertising design, advertising research, or direct research, quantitative methods, decision support Prof. Dr. Ingo Klein, Findelgasse 7/9, D-90402 marketing. Successful candidates must have at and consumer behaviour. Responsibilities also Nuernberg (Germany) by March 31, 2006. least 10 years of industry experience, or if from v include usual tasks assigned to professors such as Further information is available from Prof. Dr. an academic background, a Ph.D. and significant administering exams, advising students, Hermann Diller at the following mail address: teaching and research experience, and at least supervising theses, and participating in faculty / [email protected]. five years of industry experience. university meetings / commissions. 16 AMS Quarterly Volume 7

From: John Ford, V. P. Membership-North America To: All AMS members

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