Age, sex, race, education and income are examined as possible determinants of interviewers’ perceptions of interviewees’ task performance. Race, education and income are found to have significant effects on the perceptions of white interviewers.

The current research examines differences between recreational and economic shoppers with respect to the relative sizes of their brand repertoires. Recreational shoppers are found to have larger brand repertoires for a variety of low priced personal care products. Implications for marketing strategy and theory are discussed.

The hypothesis that being a market maven moderates the form of the relationship between the "smart buying motive" and marketplace information provision is tested with a sample of husbands and wives. The hypothesis is not supported. Potential reasons for this finding and directions for future research on the antecedent processes associated with marketplace information provision are discussed.

Components of Laurent and Kapferer’s Consumer Involvement Profile were examined as antecedents of purchase decision involvement. Specifically, the researchers posited that risk importance mediates the relationship between involvement antecedents (sign, pleasure, interest) and purchase decision involvement. The results support this proposition. Implications of the present research include the need to develop a more complete model of the antecedent processes influencing purchase decision involvement as this would extend our understanding of this important buyer behavior variable.

An experiment is presented in which a failing corporation is described by executive MBA students as performing well on all of Peters and Watermans’ eight principles of excellence. Implications for using In Search of Excellence as a teaching tool are discussed.

Traditional feminine roles as mothers and homemakers tend to emphasize compassion and rapport building. Study of conversational styles (Tannen 1990) also suggests that women tend to be concerned with belonging, and group cohesiveness as opposed to standing out and taking social risks to get ahead. Based on these ideas it was thought that women would tend to prefer socially safe appeals to more socially risky appeals and that men would tend to prefer socially risky appeals. An experiment failed to support these ideas. Potential reasons for the findings and suggestions for future research are presented.

Psychology & MarketingVolume 21, Issue 6 p. 481-485 Book Review Sense and Nonsense: Evolutionary Perspectives on Human Behaviour. Mark Slama, Corresponding Author Mark Slama Meslama@ilstu.edu Illinois State University, Normal, IL5590, Department of Marketing, Illinois State University, Normal, IL 61790Search for more papers by this author Mark Slama, Corresponding Author Mark Slama Meslama@ilstu.edu Illinois State University, Normal, IL5590, Department of Marketing, Illinois State University, Normal, IL 61790Search for more papers by this author First published: 23 April 2004 https://doi.org/10.1002/mar.20015AboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat Volume21, Issue6June 2004Pages 481-485 RelatedInformation

Critical thinking similar to dieting, exercising or dancing is a deliberately planned behavior. It requires will, but in addition to will it requires ability and control. As such it is what psychologists refer to as a planned behavior and is influenced by all of the factors that influence planned behaviors including: behavioral intentions, attitudes, social influences, perceived control, self-efficacy and self-image. If teachers want to create students who will become life-long critical thinkers they need to enhance their students’ perceptions of these elements of the theory of planned behavior. This article reports the results of an experiment in which the critical thinking pedagogy for marketing classes (described by Celuch and Slama 1998, 2000) is used and the elements of the theory of planned behavior are measured in a pretest and a posttest. A control group is included to determine whether testing effects may have influenced the results. Testing effects proved to be negligible. The pedagogy was found to be effective in creating statistically significant increases in attitudes toward critical thinking, self-efficacy for critical thinking, and self-identity as a critical thinker. The implications of both the statistically significant and insignificant findings are discussed for research and pedagogy.

Psychology & MarketingVolume 19, Issue 9 p. 783-787 Book Review Psychology: An evolutionary approach Mark Slama, Mark Slama Illinois State University, Normal, ILSearch for more papers by this author Mark Slama, Mark Slama Illinois State University, Normal, ILSearch for more papers by this author First published: 21 August 2002 https://doi.org/10.1002/mar.10036AboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat Volume19, Issue9September 2002Pages 783-787 RelatedInformation

The critical thinking approach to teaching marketing classes emphasizes teaching students how to think about marketing content. It is based on teaching students to apply the elements of reasoning and universal intellectual standards to their thought and writing about marketing topics. The current paper describes initial student reactions to such a teaching approach when used in a consumer behavior class. Reactions to the syllabus, comments and complaints of students at various intervals in the course, and comparisons of the course to courses taught with more traditional methods are all methods used to understand how well the critical thinking approach performs. The results are discussed and imply that a professor who is dedicated to teaching with the critical thinking approach can achieve results superior to more traditional methods.

Business educators are being asked to prepare students for a rapidly changing world in which much business content becomes obsolete every few years. How can they prepare students to be lifelong learners capable of facing challenges as yet unspecified? The answer does not lie in a continually changing curriculum, but in one that prepares business graduates to change and to learn the things they need throughout life. An exciting approach to creating such a business graduate focuses on critical thinking skills. This article describes how a critical-thinking-skills approach can be used to teach any business course and illustrates this point with a case study of an advertising principles course.

Advertisers attempt to create ads which gain the attention and involvement of their audience. These advertisements may be primarily cognitively or affectively involving. Similarly the programs in which the ads are embedded may be primarily cognitively or affectively involving. Does the type of program involvement affect involvement with ads? Building on previous research (Mc-Clung, Park and Sauer 1985; Park and McClung 1986) a study is presented which suggests that cognitive involvement in ads (particularly cognitive ads) suffers from an overload effect when the ads are placed in cognitively involving programs while affective involvement in ads is enhanced by a priming effect when the ads are placed in affectively involving programs.

Marketers have recognized the need to reinforce lifelong learning skills within the marketing curriculum and marketing scholars have offered approaches for doing this both within individual marketing classes and across the entire marketing curriculum. Such approaches typically emphasize a set of desired skills and particular teaching methods by which the skills may be delivered. This paper offers a different and more integrative method. It recognizes critical thinking as the primary skill upon which other lifelong skills depend and presents a way to teach marketing courses in which critical thinking skills are the integrative theme around which other life skills are learned. Example assignments from four different marketing courses are presented along with advantages and implementation issues of the critical thinking teaching method.

Are some people more sensitive than others to ad context effects? Recently, it has been shown that certain types of people are particularly sensitive to situational cues in social contexts. Such people vary how they behave according to the social context because they are highly concerned with social appropriateness. Is it possible that such people are also highly sensitive to mass communication contexts? In this research an experiment is performed to determine if such people are more sensitive than others to a highly inappropriate ad context. The results show that they are. Implications for persuasive communications are discussed. (C) 1997 John Wiley & Sons, Inc.

Ad researchers have been concerned with the impact of self-monitoring on ad appeal preference for the last decade. It was originally proposed that high self-monitors (people with a great tendency to react to situational social cues) should favor value-expressive appeals which demonstrate the social image that can be attained by using the product, and low self-monitors should favor utilitarian appeals. After ten years and many empirical studies, there is only weak support for this proposal. A critical review of previous findings indicates that the mixed results may have occurred because the self-monitoring scale is multidimensional, but researchers use it as a unidimensional scale. In addition, differences between types of image appeals and types of products have been largely ignored. Furthermore, theoretical justifications of the proposed relationship between self-monitoring and ad preference have varied and been inconsistent between researchers. This paper proposes that there are protective and acquisitive motives for cross situational variability in self-presentation. These motives correspond to the underlying factor structure of self-monitoring. Considering these motives in ad research could improve understanding of ad preferences. In addition, a more comprehensive framework for considering ad preference and self-presentation issues is presented. The framework considers characteristics of the consumer (self-presenter), the task situation (product and usage situation) and the target audience of the consumer's self-presentation (reference groups).

This research takes a multidimensional approach to the study of self-presentation by employing scales which measure protective and acquisitive motives for self-presentation termed getting-along and getting-ahead respectively (Lennox & Wolfe, 1984). The getting-along and getting-ahead motives for self-presentation are found to be positively related to the effectiveness of different types of image ads, supporting the hypothesis that consistency between the appeal type and the underlying motivation for self-presentation is positively associated with ad effectiveness.

It is hypothesized that self-presentation and consumer interaction styles are interrelated. Specifically those people who adopt an acquisitive self-presentation style are expected to be more assertive than others with respect to requesting information, seeking redress, and resisting sales requests. People adopting a protective self-presentation style are expected to be less assertive with respect to these same consumer interactions. The results of the study support the expectations and imply the importance of considering self-presentation styles in understanding interpersonal influence and interpersonal communications in the marketplace.

The market maven is looked to by others for a wide variety of product, price, brand, and shopping information. The market maven scale and questions regarding the importance of various evaluative criteria applied when selecting brands and stores for a variety of consumer products was administered to 306 couples with husbands and wives responding independently. Demographic data suggested that mavens identified were similar to those found in other studies. Although the relationship varied by product and criterion, mavens generally ascribed more importance to evaluative criteria than did nonmavens. Mavenism was found to relate to the importance placed on brand and retail store evaluative criteria differently for men and women. Mavenism among women was associated with greater concern for both brand and store evaluative criteria while mavenism among men was generally associated with a greater emphasis on brand evaluative criteria.

This study examines the relationship between selected environmental factors and selected structural variables of wholesalers in the Nigerian petroleum products industry. Cross-sectional survey research was employed to obtain primary data related to environmental factors including economic, technological, and socio-cultural and structural factors including the size, assortment structure, and market coverage of wholesalers of petroleum products. Canonical correlation analysis was the principal statistical technique employed to assess relationship between constructs. The results indicate economic, technological, and socio-cultural factors are related in varying degrees to the structure of petroleum products wholesalers in Nigeria.

The purpose of the study was to examine perceived satisfaction with store performance in relation to selected information sources and selection criteria used in buying. Data were collected from a sample of 313 small specialty store owners/buyers who participated in a nationwide survey representing 37 states. Responses of owners/buyers that indicated a high level of satisfaction with store performance were compared with responses of owners/buyers that indicated a low level of satisfaction on 5 selection criteria factors and 10 information sources. Three selection criteria factors (Fashionability, Aesthetics, Quality) were significantly and positively related to satisfaction with store performance. Four information sources (store personnel/salespeople, resident buying offices, trade publications, exhibitions and trade shows) were also significantly and positively related to perceived satisfaction with store performance. One information source (seminars and workshops) had a significant negative relationship with perceived satisfaction with store performance.