John F. Tanner

The Protection Motivation Model: A Normative Model of Fear Appeals

Marketing researchers have questioned the use of the fear appeal, believing it to be too difficult to implement properly. AIDS, drug abuse, and other social problems have caused practitioners to re...

Family Structure, Materialism, and Compulsive Buying: A Reinquiry and Extension

The present study represents a reinquiry and extension of Rindfleisch, Burroughs, and Dentons (1997) foundational study concerning the impact of family structure on materialism and compulsive buying in young adults. In addition to reexamining the relationships specified in the Rindfleisch et al. study, the authors of this study also examine additional and/or different relationships. The findings of their reinquiry include the following: (1) family structure is positively related to the happiness dimension of materialism; (2) the predicted direct effect of family structure on compulsive buying was not supported, suggesting that divorce may not affect compulsive buying until early adulthood; and (3) the mediating roles of family stressors and family resources, and the moderating role of socioeconomic status may require additional investigation. Directions for future research in this nascent area of inquiry are offered.

Leveling the playing field: factors influencing trade show success for small companies

Previous research indicates that trade shows are an increasingly important venue for small business to find prospects and close sales. In this study, a sample of 766 U.S. companies with annual revenue under

Vertical Exchange Quality and Performance: Studying the Role of the Sales Manager

50 million were surveyed. The questionnaire was developed on the basis of focus group discussions. The data were analyzed to determine those factors with the greatest influence on exhibitor success. The results suggest that companies developing integrated marketing communication programs emphasize trade shows because shows create sales.Successful exhibitors have expertise that helps them to make better use of the show experience. Success is not based on a preference for shows, but on the performance of activities that lead to success. Other factors determining success include strategic choices, such as centering responsibility for gaining expertise in trade shows within one position, and tactical choices, such a pre-show promotion.(LMH)

Organizational Buying Theories: A Bridge to Relationships Theory

Vertical Exchange Theory was introduced by Castleberry and Tanner (1986) as an integrative framework of the process by which sales managers and salespeople interact. This paper presents the results of two studies that explore propositions of the Vertical Exchange Theory. The findings have implications regarding traditional methods of sales research. These implications and implications concerning Vertical Exchange Theory are discussed.

Adolescent Autonomy and the Impact of Family Structure on Materialism and Compulsive Buying

Abstract Organizational buying is an area that may have seen interest decline as researchers shift their attention to define and understand the nature of business relationships. In fact, many researchers (e.g., Wilson, Elizabeth J.: Theory Transitions in Organizational Buying Behavior Research. Journal of Business & Industrial Marketing 11, 7–19 (1996)) have called for research that focuses on the dyad, rather than the buyer. Others have claimed that the traditional organizational buying theories are too transactional in nature to explain business relationships. Unfortunately, we may have left a rich stream of research behind that could offer insight and provoke interesting research in relationships by losing sight of the individual. This article builds bridges from the classic approaches to organizational buying behavior to relationships research and discusses some of the barriers and potential solutions to problems in organizational buying research that may inhibit the use of these approaches. The classic approaches examined are role theory, the BUYGRID analytic framework, reward/measurement theory, and organizational buyer behavior choice theory.

Compulsive buying and risky behavior among adolescents.

Although divorce is a common and highly stressful event, marketing scholars know little about the impact of family structure on materialism and compulsive buying. Extending the earlier work of Roberts, Manolis, and Tanner (2003), which utilized a sample of adolescents between ages 11 and 15, this study finds that the impact of family structure on materialism expands beyond the happiness dimension of materialism to include the centrality and success dimensions of materialism in older adolescents (16 to 19). Moreover, family structure is also found to directly affect compulsive buying. It appears that the increasing autonomy that accompanies adolescent development affects the consumer outcomes of divorce. Marketings contribution toward a better understanding of the consumer outcomes of family disruptions can be enhanced by further refinement of the original Rindfleisch, Burroughs, and Denton (1997) model. Future research that incorporates coping resources and strategies into the model will likely prove illuminating.

Executives' perspectives of the changing role of the sales profession: views from France, the United States, and Mexico

Using a scale designed to measure compulsive buying of adolescents, a survey was conducted to assess the relationships of compulsive buying with several risky behaviors among 111 adolescents between the ages of 12 to 19 years. The correlations suggest that self-report measures of cigarette smoking, alcohol use, drug use, and likelihood of engaging in premarital sex were all significantly associated (rs = .30 to .32) with compulsive buying among teenagers. Implications of the results are discussed, and directions for research are offered.

Cost Complexity of Pricing Decisions for Exporters in Developing and Emerging Markets

Purpose – This paper aims to present perceptions of sales executives from three countries regarding expectations for the future of the sales profession and sales position.Design/methodology/approach – Results of a thematic interpretation of in‐depth interviews are presented, using several agenda‐setting articles as a foundation.Findings – Executives struggle with how salespeople should add value, especially in todays multi‐channel environment. Greater professionalization is needed in countries where the state of the profession is less developed. Emergent strategy is practiced but not universally. Sales executives generally believe that little incremental value in technology can be gained, though it is apparent that technology is not being fully utilized. Other findings are also discussed.Research limitations/implications – Researchers should consider classifying sales research by sales strategy rather than industry or country unless those aspects are factors being studied; further, questions such as how ...

Users’ role in the purchase: their influence, satisfaction and desire to participate in the next purchase

As previously protected and emerging markets continue to open up for international trade, export firms often have a difficult time developing marketing strategies, particularly pricing strategies. However, few studies focus on the pricing practices of export firms, which makes it difficult to understand whether the same pricing strategies apply across markets, particularly in emerging markets. Using a framework of price complexity, the authors examine and compare the cost variables that are factored into price (price complexity) by export firms in the United States and Korea. The authors also investigate and compare some important noncost factors that influence pricing decisions for exporters in both their domestic and international markets. The results show that firms from the United States, a developed market, tend to factor more cost variables into price than do firms from an emerging market such as Korea. On the basis of the results of the study, the authors discuss implications for exporters and future research directions.