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Determines the predictors of readiness to buy long-term care insurance (LTC) among participants in LTC educational seminars in the United States. Consumer denial; Misperceptions about state governments' spending requirements under Medicaid; Misinformation about Medicare; Consumer ignorance; Lack of stronger tax incentives to purchase LTC coverage; Implications for financial services practice.

One of the most serious challenges facing the trucking industry is the future shortage of drivers. Although the driver shortage is less problematic now because of the current economic recession, it will again become a pressing problem because of changing demographics and trucking industry growth. Research shows that between 2005 and 2015, the industry will need to hire over 500,000 drivers. The problem of too few drivers is exacerbated by the fact that the trucking industry also faces driver turnover rates that in recent years have exceeded 100 percent. This study was designed to empirically investigate factors related to those two problems and to provide managers with further insights regarding those problems. One hundred four long-distance truck drivers were interviewed and asked a series of questions designed to uncover job aspects that drivers liked and disliked. Included are numerous verbatim driver statements which provide meaningful insights into their job satisfaction. Results showed that independence, the opportunity to see the country, good income, and the pleasure of driving were job features that drivers liked most. Drivers most disliked being away from home, high fuel prices, the lack of "4 wheeler" driving skills, government regulations, and loading/unloading issues. Comparisons of independent owner/operator and company drivers are presented and managerial implications of the findings are included. [ABSTRACT FROM AUTHOR]

In this article, the authors examined students' perceptions of professional selling. They found significant differences between the perceptions of students who had completed personal selling courses and students who had not. The authors observed differences in students' perceptions of personal selling as a career, the contribution of personal selling classes to a salesperson's skill set, and students' interest in and likelihood of pursuing a sales career. Students considered salespeople to be perceived negatively by others and to be noncustomer- oriented. [ABSTRACT FROM AUTHOR]

Professional sports marketers face a dynamic and challenging marketplace that offers fans a variety of relatively expensive entertainment venues. Professional sports organizations are showing increasing interest in the marketing concept and a focus on consumer orientation. The primary objective in this study was to develop and empirically test a multi-item scale called the Sports Fan Orientation Scale (SFOS). The results of the study showed that the SFOS demonstrated adequate internal reliability. Implications of the results and managerial applications for the new scale are discussed. Finally, avenues for future research are presented. [ABSTRACT FROM AUTHOR]

Emerging literature on the impact of the Internet on business-to-business (B2B) marketing has primarily focused on examining this issue from the perspective of manufacturers and buyers. This study focuses on the sales agent, a third prominent actor in B2B markets, and tests a conceptual model that relates a sales agent's personality, demographic, and user-situational constructs to that sales agent's Internet utilization for selling activities. Further, the model tested in this study relates a sales agent's Internet utilization to perceived sales performance. Findings in this study indicate that internal locus of control, learning orientation, and sales related Internet training relate positively to a sales agent's Internet utilization, and that a sales agent's age relates negatively to Internet utilization. Further, the results support a positive relationship between a sales agent's Internet utilization and sales performance. This study emphasizes that the Internet can be a productive tool for sales agents. The implications of the results of this study for sales agents with respect to training and recruitment are discussed and avenues for future research are suggested. [ABSTRACT FROM AUTHOR]

Today's administrators in higher education face a dynamic marketplace that offers students an array of educational options and alternatives. Much like organizations more traditionally associated with marketing strategies and tactics, colleges and universities are gradually moving towards and embracing the marketing concept and a focus on consumer orientation. The fundamental objective in this study was to develop and empirically test a multi-item scale called the Collegiate Student Orientation Scale (CSOS). The results of the study showed that the CSOS demonstrated adequate internal reliability. Implications of the results and administrative applications for the new scale are discussed. Finally, avenues for future research are presented. [ABSTRACT FROM PUBLISHER]

Focuses on the use brand dependence scale in measuring consumers use of brand name to differentiate product alternatives. Manipulation of product brand name as an independent variable; Psychometric properties of the scale; Relationship between brand dependence and brand disparity.

A one group pretest-posttest design was used to empirically investigate three hypotheses related to a class room exercise developed to increase student awareness of potential biases regarding cultural diversity and retail shoplifting. Students viewed documentary video and completed a series of related questionnaires. Findings showed that students did exhibit bias regarding likely shoplifter, that a pedagogy had been developed that effectively increased students' awareness of such biases, and that the impact of the pedagogy persisted over time. Results of the study are discussed in terms of application of the methodology in various marketing/business courses, finally, limitations and avenues for future research are presented. [ABSTRACT FROM AUTHOR]

This study examined several factors related to the brand loyalty exhibited by fans of the Chicago Cubs major league baseball team. A total of 371 patrons of a restaurant located in Wrigleyville were surveyed prior to Cubs games at Wrigley Field. Working from a tripartite model of brand loyalty, it was predicted that, compared to less loyal fans, die-hard (extremely loyal) Cubs fans would demonstrate different attitudes and behaviors regarding the Chicago Cubs. Several hypotheses were developed and tested using descriptive statistics, cross-tabulations, and ANOVA procedures. Significant differences between the two fan groups were found in the areas of brand loyalty, baseball knowledge, childhood exposure to Cubs' games, frequency of Cubs' game attendance, and likelihood of purchasing Cubs paraphernalia. A variety of managerial implications are drawn from the results and future research suggestions are provided. [ABSTRACT FROM AUTHOR]

ABSTRACT. A one-group pretest-posttest design was used to investigate two fundamental research questions: (a) Do a significant number of students exhibit ethnic bias in their perceptions of the "typical" shoplifter; and (b) can we develop a classroom exercise with which educators can effectively increase students' awareness of such ethnic biases? A survey format coupled with a videotaped manipulation was used. Results revealed significant bias in participants' perceptions of likely retail shoplifters and provided evidence that the exercise implemented in the study successfully alerted students to the limitations of using ethnicity rather than behaviors as a predictor of retail shoplifting. Research implications and directions for future research are discussed. [ABSTRACT FROM AUTHOR]

A comparison was made between 152 Navajo students and 245 Anglo students regarding their perceptions of the educational product. Based upon focus group outcomes, nine elements were used to represent the educational product in the analyses. The elements were conceptualized using the Marketing Lens Model. Four hypotheses were developed and tested. Significant cultural differences were found for the following elements of the educational product: importance ratings among educational attributes, anticipated preparation after graduation, and satisfaction with the educational product. Results are discussed and managerial implications for university administrators are offered. [ABSTRACT FROM PUBLISHER]

Studies the creation of the Consumer Resource Exchange Model (CREM) and the Consumer Needs Scale in Great Britain. Basis of CREM; Study overview; Discussion of the results.

Provides information on the Consumer Resource Exchange Model (CREM), a theory of consumer motivation and exchange. Details on the theory; Discussion on the development of a measurement tool of individual difference variables related to the proposed model; Development of a scale to measure the level of importance consumers attach to the resources identified in the CREM.

The current study presents the findings of the initial application of the Marketing Lens Model in an academic setting. Empirical testing revealed that various stakeholder groups-students and faculty members-exhibited significantly different derived importance for individual product attributes used to judge the overall quality of the educational product. Further, important differences existed between stakeholder groups' quality ratings of key attributes of the educational product. Implications for administrators and researchers are presented. [ABSTRACT FROM PUBLISHER]

Product and market management continues to dominate marketing organization structures. These structures allow cost-effective management of the marketing mix for the product as well as timely reaction to problems in the marketplace. However, product management also creates problems, which arise mainly from product managers' lack of authority over functional departments that execute their plans. Organizational research suggests that a manager's ability to employ upward and lateral influence may provide a key to achieving cooperation from implementing departments. Previous research identified an array of intra-organizational influence tactics, however, understanding when specific tactics will successfully motivate cooperation still eludes managers. In an effort to provide additional insight to this problem, this paper examines the concepts of intra-organizational influence using the Leader-Member Exchange Model in a social exchange framework. Integrating these literatures, we develop a model of management influence exchange, offer several research propositions, and suggest directions for future research. [ABSTRACT FROM AUTHOR]

Surveys 72 female undergraduates at a US Midwestern university to establish whether or not people distort the purchase price of goods as a means of impression management, an, if so, whether they under- or over-report the price, depending on their level of self-esteem. Finds that people with low self-esteem are more likely to use price as a surrogate indicator for taste. Links this to marketing theory in that consumers purchase products for their meaning as well as their purpose and as symbols to demonstrate social status and to communicate self-image. Takes into account micro-economics and the price-quality relationship. Supposes that consumers would buy the cheaper article when confronted with two similar items at different prices but confirms that this is not necessarily the case. [ABSTRACT FROM AUTHOR]

Examines the differences in cross-cultural perceptions of educational services between Asian-American and Caucasian-American consumers. Importance of individual elements of the educational product; Quality ratings of individual elements of the educational product; Satisfaction with the elements of the educational product.

Focuses on the association of gender differences to bargaining tactics in certain marketing exchange. Implications of Bargaining Propensity Scale on automobile industry and garage sales; Analysis of gender differences and their bargaining behavior; Discussion on gender stereotypes.

Investigates the predicted consumption pattern differences and the importance of brand name between two distinct cultural group consumers. Observation on intracultural differences; Hypothesis of cultural differences in price expectations; Attachment of Hispanic consumers on the importance of brand names.