James B. Wilcox

Influences on Consumer Use of Word-of-Mouth Recommendation Sources

This article reports the development and testing of a theoretical model of the initial stages of recommendation-based decision making by consumers. Although consumers use a variety of recommendation sources, they have different motivations for the use of different sources. The model focuses on the factors that influence the likelihood of consumers using strong-tie sources (e.g., friends and family) and weak-tie sources (e.g., acquaintances or strangers) or recommendations. The factors used in the model are the prior knowledge level of the consumer about the product being considered, the perceived decision task difficulty level, and the type of evaluative cues sought by the consumer. Hypotheses are tested using data collected in an extensive field study with consumers. Two paths or routes of influence on the use of recommendation sources are proposed and confirmed in the study.

The Pretest in Survey Research: Issues and Preliminary Findings

Despite their widely recognized importance in survey research, pretests have received little methodological attention. The authors summarize the current state of the art and report results from an ...

Reconsidering formative measurement.

The relationship between observable responses and the latent constructs they are purported to measure has received considerable attention recently, with particular focus on what has become known as formative measurement. This alternative to reflective measurement in the area of theory-testing research is examined in the context of the potential for interpretational confounding and a constructs ability to function as a point variable within a larger model. Although these issues have been addressed in the traditional reflective measurement context, the authors suggest that they are particularly relevant in evaluating formative measurement models. On the basis of this analysis, the authors conclude that formative measurement is not an equally attractive alternative to reflective measurement and that whenever possible, in developing new measures or choosing among alternative existing measures, researchers should opt for reflective measurement. In addition, the authors provide guidelines for researchers dealing with existing formative measures.

Gender as a moderator of reciprocal consumer behavior

Purpose – The purpose of this paper is to show how purchasing behavior is approached as a customer‐perceived need to reciprocate for services received. The study seeks to examine involvement, knowledge, and identity as predictors of reciprocal consumer behavior. Two components of reciprocity – gratitude and obligation – are expected to mediate the relationships. The effect is expected to be different for men and women.Design/methodology/approach – Wine was chosen as a product category to test the relationships in the models. Data collection was conducted via distribution of surveys to tasting room visitors at six wineries. The data were analyzed using structural equation modeling.Findings – The impact of knowledge, identity, and involvement were important findings from the research. The differences between males and females with regard to their feelings of gratitude and obligation and the impact on purchasing are pronounced. Obligation to make a purchase had a stronger effect on the purchasing behavior of...

Is Formative Measurement Really Measurement? Reply to Bollen (2007) and Bagozzi (2007)

R. D. Howell, E. Breivik, and J. B. Wilcox (2007) examined the use of formative measurement models in theory testing in the social sciences. K. A. Bollen (2007) and R. P. Bagozzi (2007) have provided comments on this work. In this article, the authors reply to the commentators and suggest that the conclusions reached in the original article and the basis for those conclusions remain sound. They address the issue of misspecification raised by Bollen (2007) and the alternative to their realist philosophy of measurement offered by Bagozzi (2007). They conclude that misspecification as construed by Bollen (2007) will typically be undetectable in practice and cannot be distinguished from interpretational confounding. This can result in substantively different constructs retaining the same name from study to study, hindering the accumulation of knowledge. They further conclude that traditional reflective measurement is a better option for researchers in theory testing.

Divalproex Sodium in the Treatment of Aggressive Behavior

Divalproex sodium was given to a series of agitated individuals with a variety of psychiatric illnesses. Objective measures of agitation were then used to assess the effect of the divalproex sodium on such behavior. Demographic, diagnostic, medical, and physiological data were compiled on the subjects and the variation in the amount of time spent in an agitated state was evaluated in an attempt to account for the variation. We found that divalproex sodium reduced agitation in a variety of psychiatric conditions. It seems to be especially effective in the treatment of the agitated patient with bipolar illness or borderline personality disorder.

How Valid Are Product Descriptions and Protocols in Choice Experiments

This paper examines the effects of two increasingly common elements of laboratory choice experiment construction—the substitution of product descriptions for products and the employment of protocols—on four classes of variables: cognitive states, attribute use, eye movements, and protocol content. Product descriptions were found to produce different thought processes than the products themselves. The use of protocols, however, did not alter results.

Self-esteem, role stress, and job satisfaction among marketing managers

Abstract The relationship of self-esteem, role stress, and job satisfaction among sales and advertising managers is examined. Role stress is shown to be inversely related to job satisfaction for both groups. High self-esteem was found to lessen the role stress felt by the manager, thereby indirectly affecting job satisfaction. Self-esteem, however, did not relate to job satisfaction directly nor did it moderate the relationship between role stress and job satisfaction.

A longitudinal examination of the effects of retailer–manufacturer brand alliances: The role of perceived fit

Abstract One resource that has been identified as a valuable source of competitive advantage is the equity associated with an organisations brands. Organisations devote considerable resources to developing strategies that allow them to build and/or maintain strong brand names. This study investigates brand alliances between retailers and manufacturers. The role of perceived fit between the partnering brands is explored. In addition, the study examines the influence that retailer–manufacturer brand alliances have on: retailer equity; manufacturer brand equity; the intention of consumers to frequent the stores of the retailer involved in the brand alliance (shopping intention); and the intention of consumers to purchase products from the manufacturer involved in the brand alliance (purchase intention).

Assessing Sample Representativeness in Industrial Surveys

While industrial marketing managers have long been concerned about the representativeness of sample information, few direct measures have been available of how accurately the sample represents the population. Suggests the use of characteristics available from sources external to the survey process as a basis for such assessment. Presents procedures for gathering, analysing and interpreting such surrogate measures.