Jim McCullough

Effects of Unexpected Situations on Behavior-Intention Differences: A Garbology Analysis

This study explores the usefulness of unanticipated situational occurrences for explaining the disparity between stated intention and actual behavior for 15 commonly consumed food and beverage products. Unlike previous research on unexpected situations, actual situational occurrences were monitored for effects on actual consumption (measured by garbage analysis and self-report). The results show that behavior-intention inconsistency is partly attributable to unexpected situations.

Measuring Information Technology Capability of Export-Focused Small or Medium Sized Enterprises in China: Scale Development and Validation

This article addresses the conceptual and measurement issues related to the study of information technology capability (ITC) in small to medium businesses that focus on exports. We review the concept of ITC and its components and report on the construction and psychometric assessment of a measure of ITC. We develop a multi-dimensional scale showing strong evidence of reliability and validity in samples from export- focused SMEs based in mainland China. Finally, we demonstrate nomological validity by examining the relationship between ITC and export-focused SMEs’ performance.

Application of marketing principles to improve participation in public health programs

The application of marketing principles to develop a program aimed at increasing participation in a cervical screening program appears to be more effective than the use of sales techniques. Standard methods of promotion such as posters, direct mail, and flyers were generally ineffective. Direct personal contact produced the majority of program participants, and mass media approaches also resulted in significant participant response. A consumer orientation led to development of effective program features designed to satisfy specific consumer needs. Use of female health practitioners, for example, reduced cultural barriers to participation and insured adequate screening in Mexican-American populations.

Choice Criteria in Foreign Language Training for International Business

This article discusses the problem of choice of foreign language by students preparing for careers in international business. Although the importance of language choice in the context of international business programs is well recognized and students are concerned about language training and invest a great deal of time in language study, the choice of language is commonly made on the basis of less than objective criteria. A preliminary, more objective approach to language selection is suggested.

Experimenting With Perceptual Change Strategies.

Nonmetric multidimensional scaling procedures are employed in this experimental evaluation of perceptual changes resulting from differences in the presentation of information about stimuli. Longitudinal MDS techniques are found to be useful in monitoring perceptual changes produced by various communication alternatives. Communication strategies aimed at changing the relationships among stimuli are more effective than those designed to change the perceptual space structure. Furthermore, providing comparative information about groups of stimuli has more apparent impact than providing information about a single stimulus.

Examining the Role of After Sales Service in International Marketing

Customer service is considered as a basic pillar of the marketing concept. One dimension of customer service is the producer warranty which basically is an after-sales service element. The patterns of warranty coverage and duration have been tried to be explained by two theories in the literature: Exploitation theory and Signal theory. This paper discusses the implications of these for the international context. A number of implications with future research suggestions are included.

International human trade: a marketing analysis

International human trade is a dark side of international business that has largely been ignored by international business researchers. With a rapid globalisation, these activities have intensified to become a global phenomenon in the past two decades. The intent of this paper is to raise an awareness of such an important global business phenomenon. We offer a general classification of international human trade as well as describing it more specifically in the marketing context of product, price, place and promotion of humans and human organs. Recommendations for policy makers and suggestions for future research are included.

A Note on Commodity Bundling and Global Sourcing

Channel research has examined power and its effects in both domestic and foreign channels, but has neglected its effects on relationships in export channels. This study examines the relationship between power and channel behavior in export channels. Based on in-depth interviews with 43 exporters, hypothesized relationships between power, satisfaction, and longetivity of relationships are confirmed. Differences were found between unexercised and exercised power, with unexercised power demonstrating little effect on satisfaction and length of relationship. Exercised power, both coercive and noncoercive, and dependence did influence satisfaction, but not length of relationship.