Joan M. Phillips
Loyola University Chicago
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Publication
Featured researches published by Joan M. Phillips.
Qualitative Market Research: An International Journal | 2009
Joan M. Phillips; Thomas J. Reynolds
Purpose – This paper aims to outline the fundamental assumptions regarding the laddering methodology (Reynolds and Gutman), examine how some “hard” laddering approaches meet or violate these assumptions, provide a review and comparison of a series of studies using “soft” and “hard” laddering approaches to examine the hierarchical structure of means‐end theory, and assess if the discrepant conclusions from this series of studies may be attributed to violations of the fundamental assumptions of the laddering methodology.Design/methodology/approach – A series of published empirical works using “hard” and “soft” laddering approaches, which aim to examine the hierarchical structure of means‐end theory (Gutman), are reviewed and compared to integrate research findings and to examine discrepancies. Discrepant conclusions, which appear to be attributable to violations of the assumptions underlying the laddering methodology, are explored through a reanalysis and reclassification of the content codes.Findings – The...
The Journal of Marketing Theory and Practice | 2009
Kevin D. Bradford; J. Michael Crant; Joan M. Phillips
Developing strong trust-based relationships with customers is increasingly important in the business-to-business marketplace, but little is known about the process by which sales managers can influence the relationship-building behaviors of salespeople. We collected data from 93 salesperson-customer dyads to test a model linking salesperson job satisfaction, perceived customer importance, customer-focused helping behaviors, and customer trust in the supplier. Results indicate support for the model: job satisfaction is related to customer-focused helping behavior, perceived customer importance interacts with salesperson job satisfaction to positively affect customer-focused helping behavior, and ultimately customer-focused helping behavior is related to customer trust in supplier.
Archive | 2009
Thomas J. Reynolds; Joan M. Phillips
Laddering has been used extensively within marketing to uncover the drivers of consumer decision making. Obstacles confronting laddering researchers include the time and costs of this qualitative technique as well as the lack of standard statistical measures to assess data and solution quality. In this chapter we assess the laddering research practices of both professional and academic researchers, propose a set of quality metrics, and demonstrate the use of these measures to empirically compare the traditional face-to-face interviewing method to an online one-on-one interviewing approach.
Sport, Business and Management: An International Journal | 2014
Joan M. Phillips; Robert I. Roundtree; DaeHyun Kim
Purpose – The purpose of this paper is to explore the relationship between consumers’ purchase motivations to show support for university programs and the influence of merchandise quality cues on their purchase decision, and examine how ones affiliation with a university (official or non-official) moderates this relationship. Design/methodology/approach – This research utilized a mail survey of university bookstore customers from the USA and Canada. The university, located in the USA, has an international reputation for its academic programs, its athletic teams, and its religious affiliation. Findings – Our findings demonstrate the significance of athletic programs over academic programs and religious values in motivating purchases of licensed university merchandise. Research limitations/implications – These findings have significant implications for several stakeholders in the business of retailing licensed merchandise. In particular, university licensors and their bookstore retailers may consider manag...
Urology Practice | 2017
Chad Ellimoottil; Marissa Marcotte; Daniel Grace; Alexander V. Krasnikov; Joan M. Phillips; Marcus L. Quek; Robert C. Flanigan; Gopal N. Gupta
Introduction: The proliferation of health savings accounts has empowered patients to participate in medical decisions through a direct financial incentive. Using conjoint analysis we examined how much extra patients with a health savings account would be willing to pay for magnetic resonance imaging‐transrectal ultrasound fusion guided prostate biopsy over transrectal ultrasound guided prostate biopsy. Methods: We enrolled men who were 55 to 70 years old from a general urology clinic. We performed a literature review, distributed surveys and conducted semi‐structured interviews to develop and rank attributes commonly used to compare magnetic resonance‐ultrasound to transrectal ultrasound guided prostate biopsy. Using conjoint surveys we asked participants to select their preferred choice between 2 hypothetical biopsy interventions with differing levels of the attributes and cost. Results of the conjoint surveys were analyzed using a multinomial probit model. We performed a sensitivity analysis to assess the stability of our results after adjusting for age, history of prostate cancer, race, education, marital status, income and Zip Code of residence. Results: Patients were willing to pay
Journal of Consumer Research | 2008
Joan M. Phillips; Joel E. Urbany; Thomas J. Reynolds
1,598 more for a biopsy intervention with increased sensitivity to detect all cancer from 43% to 51% and
MIT Sloan Management Review | 2008
Joel E. Urbany; Thomas J. Reynolds; Joan M. Phillips
2,034 more for a negative predictive value improvement from 70% to 90%. Patients were not willing to pay extra for an intervention with improved sensitivity to detect high risk cancer alone. These estimates did not change with our sensitivity analysis. Conclusions: Our findings suggest that patients are willing to pay approximately
Marketing Letters | 2006
Barbara Bickart; Joan M. Phillips; Johnny Blair
1,500 to
The Journal of Urology | 2016
Chad Ellimoottil; Marissa Marcotte; Dan Grace; Alexander V. Krasnikov; Joan M. Phillips; Marcus L. Quek; Robert C. Flanigan; Gopal N. Gupta
2,000 from a health savings account for a biopsy intervention with a benefit profile similar to that of magnetic resonance‐ultrasound guided prostate biopsy.
Archive | 2008
Joel E. Urbany; Thomas J. Reynolds; Joan M. Phillips