Martha R. McEnally

The interactive effect of influence tactic, applicant gender, and type of job on hiring recommendations

The effects of influence tactic, applicant gender, and job type were examined in the selection context. A male or female applicant used either an assertive, rational, or exchange influence tactic in a simulated job interview script for either a sales representative or cost accounting position. Three hundred four managers, (271 male and 26 female, predominantly white) evaluated the applicant and indicated the likelihood that they would recommend hiring the applicant. Results indicated that tactics were differentially effective in generating favorable hiring recommendations and ratings of the applicant, depending on whether the tactic was used by a male or female applicant and on the job type sought.

Intratype competition among department stores

Prior research on retail patronage patterns has often grouped together heterogeneous competitors and examined them jointly. This present research takes the converse approach and expands on Hirschmans (1979) study. Retail companies that are often viewed as homogeneous are examined here as distinct competitors. The competitive retail companies studied are three types of department stores: Traditional, national chain and discount. Analysis centres upon the development of psychometrically valid constructs of store image resulting in descriptive profiles of customers for each type of store. While the elements of Hirschmans (1979) model are generally upheld as still valid, two new variables concerning the product brand dimension emerged as prime discriminators among regular shoppers of the three store types.

Consumer Behavior toward Recycled Textile Products

Numerous surveys show that consumers are concerned about the environment hut that their concern does not always lead to actions, such as the purchase of environmentally responsible products. It is the intent of this study to assess the impact of extrinsic cues such as price and environmental-labeling information on consumer-purchase decisions. A simulated retail setting was used for data collection. Price had a major influence on the purchase of the recycled textile products. The patterns of purchase varied by gender. No effects were found for level of income or attitudes. The results reinforce evidence of the limited effectiveness of labeling and suggest that manufacturers may need to find a more effective means of encouraging consumers to purchase recycled textile products.

Decision Making and Lifestyle Influence on the Korean Purchase Process for Jeans

This study examined whether differences exist in the search, pre-purchase and purchase behavior of four distinct lifestyle groups (price conscious, fashion conscious, self-confident and information seeking consumers) among Korean College students. Personal interviews were used to collect data. The results indicate that lifestyle does affect search, pre-purchase and purchase patterns.

Social Responsibility, Environmental Concern and Consumer Behavior toward Green Products

Research on the marketing of green products has shown that consumers’ level of social responsibility and their attitude toward the environment may influence their “green” behavior. This paper explores the interaction between these three phenomena, and shows that while environmental concern interacts strongly with green consumer behavior, social responsibility does not. The paper also reveals the importance of gender in the process.

Exploring the Construct of Convenience

Four focus groups, based on occupational status of the household, were conducted to explore the hypothesized multidimensional nature of the construct of convenience in marketing. Results support previously proposed dimensions and suggest further refinements to those dimensions. Results also suggest that the importance of the dimensions may vary across consumer groups.