Table Of Content

Psycholo y harketing Volume Contents for Volume 23, 2006 Volume 22 Issue 1 January 2006 1 A Comparison of the Effect of Retail Purchase and Direct Marketing on the Endowment Effect Gail Tom, Stephanie Lopez, and Kivilcim Demir 11 Exploring the Dimensionality of the Need for Cognition Scale Kenneth R. Lord and Sanjay Putrevu 35 An Examination of Communication Behaviors as Mediators in Individual-Level Interorganizational Exchanges Chickery J. Kasouf, Kevin G. Celuch, and John H. Bantham 57 Just Moseying Around and Happening Upon It versus a Master Plan: Minimizing Regret in Impulse versus Planned Sales Promotion Purchases Nancy Spears Volume 22 Issue 2 February 2006 Special Issue: Selling and Sales Management Guest Editor: Alan J. Dubinsky 75 Introduction to the Special Issue on Selling and Sales Management Alan J. Dubinsky 77 Transforming Sales Organizations Through Appreciative Inquiry Steven J. Skinner and Scott W. Kelley 95 Core Self-Evaluations and Salespeople J. K. Sager, H. D. Strutton, and D. A. Johnson 115 Cognitive Insights into the Highly Skilled or Expert Salesperson C. David Shepherd, Sarah F. Gardial, Michael G. Johnson, and Joseph O. Rentz 139 Empowering Salespeople: Personal, Managerial, and Organizational Perspectives Rolph E. Anderson and Wen-yeh (Rene) Huang 161 Development and Validation of the Active Empathetic Listening Scale Tanya Drollinger, Lucette B. Comer, and Patricia T. Warrington 181 Disciplining Top-Performing Unethical Salespeople: Examining the Moderating Effects of Ethical Seriousness and Consequences Joseph A. Bellizzi Volume 22 Issue 3 March 2006 203 When Service Fails: The Role of the Salesperson and the Customer Chia-Chi Chang 225 Product Attributes for Business Markets: Implications for Selling and Sales Management J. David Lichtenthal and Stephen A. Goodwin 253 Comparing, Not Confirming Personal Introspection: A Comment on Woodside (2004) Stephen J. Gould 257 Overcoming the Illusion of Will and Self-Fabrication: Going Beyond Naive Subjective Personal Introspection to an Unconscious/Conscious Theory of Behavior Explanation Arch G. Woodside Volume 22 Issue 4 April 2006 273 Literal versus Extended Symbolic Messages and Advertising Effectiveness: The Moderating Role of Need for Cognition Ian Brennan and Kenneth D. Bahn 297 The Quality of Consumers’ Decision-Making in the Environment of E-commerce Ling-Ling Wu and Jia-Yan Lin 313 Genuer Differences in Decision Satisfaction Within Established Dyads: Effects of Competitive and Cooperative Behaviors Robert J. Fisher and Yany Grégoire 335 Optimal Timing to Invest in E-commerce Jow-Ran Chang and Mao-Wei Hung Volume 22 Issue 5 May 2006 Special Issue: Marketing and E-commerce Guest Editor: Ming-Hui Huang Guest Editorial: Marketing and E-commerce: A Taiwanese Perspective Ming-Hui Huang The Relative Weights of Internet Shopping Fundamental Objectives: Effect of Lifestyle Differences Eric T.G. Wang, His-Yin Yeh, and James J. Jiang The Effect of Flash Banners on Multiattribute Decision Making: Distractor or Source of Arousal? Rong-Fuh Day, Gary C.-W. Shyi, and Jyun-Cheng Wang Flow, Enduring, and Situational Involvement in the Web Environment: A Tripartite Second-Order Examination Ming-Hui Huang Herding in Online Product Choice Jen-Hung Huang and Yi-Fen Chen Investigating Initial Trust Toward E-tailers from the Elaboration Likelihood Model Perspective Shu-Chen Yang, Wan-Chiao Hung, Kai Sung, and Cheng-Kiang Farn Why On-line Customers Remain with a Particular E-retailer: An Integrative Model and Empirical Evidence Hsien-Tung Tsai, Heng-Chiang Huang, Yi-Long Jaw, and Wen-Kuo Chen Volume 22 Issue 6 June 2006 Consumer Evaluation of Brand Alliance Signals Bashar S. Gammoh, Kevin E. Voss, and Goutam Chakraborty The Role of Product Type and Country-of-Origin in Decisions about Choice of Endorser Ethnicity in Advertising Gangseog Ryu, Jongchul Park, and Lawrence Feick Toward Sustainable Consumption: Researching Voluntary Simplifiers Seonaidh McDonald, Caroline J. Oates, C. William Young, and Kumju Hwang The Effects of Informative and Non-Informative Price Patterns on Consumer Price Judgments Shai Danziger and Ruthie Segev Volume 22 Issue 7 July 2006 Consumer Reactions to Crowded Retail Settings: Cross-Cultural Differences between North America and the Middle East Frank Pons, Michel Laroche, and Mehdi Mourali Gift Giving: A Community Paradigm Candice R. Hollenbeck, Cara Peters, and George M. Zinkhan Affective Cues and Brand-Extension Evaluation: Exploring the Influence of Attitude toward the Parent Brand and Attitude toward the Extension Ad Xiaoli Nan Applying Darwinian Principles in Designing Effective Intervention Strategies: The Case of Sun Tanning Gad Saad and Albert Peng Volume 21 Issue 8 August 2006 Brand Personality: Exploring the Potential to Move from Factor Analytical to Circumplex Models Jillian C. Sweeney and Carol Brandon Measuring Consumer Vanity: A Cross-Cultural Validation Paul Z. Wang and David S. Waller Goal Hierarchies as Antecedents of Market Structure Marcel Paulssen and Richard P. Bagozzi Marketplace and Personal Space: Investigating the Differential Effects of Attachment Style Across Relationship Contexts Matthew Thomson and Allison R. Johnson Volume 22 Issue 9 September 2006 Implicit Consumer Preferences and Their Influence on Product Choice Malte Friese, Michaela Wanke, and Henning Plessner How Advertising Claims Affect Brand Preferences and Category—Brand Associations: The Role of Regulatory Fit Arnd Florack and Martin Scarabis Context-Induced and Ad-Induced Affect: Individual Differences as Moderators Chingching Chang Evaluation of Age-Related Labels by Senior Citizens Bert Weijters and Maggie Geuens Volume 22 Issue 10 October 2006 799 Animation Attracts: The Attraction Effect in an On-line Shopping Environment Barbara Fasolo, Raffaella Misuraca, Gary H. McClelland, and Maurizio Cardaci Adolescents’ Utilitarian and Hedonic Web-Consumption Behavior: Hierarchical Influence of Personal Values and Innovativeness Jonathan B. Hartman, Soyeon Shim, Bonnie Barber, and Matthew O’Brien Effects of Perceived Behavioral Control on the Consumer Usage Intention of E-coupons Hyunmo Kang, Minhi Hahn, David R. Fortin, Yong J. Hyun, and Yunni Eom How Well Do Advertising Images of Health and Beauty Travel Across Cultures? A Self-Concept Perspective Rune Byerke and Rosemary Polegato Volume 22 Issue 11 November 2006 Moments of Truth in Gift Exchanges: A Critical Incident Analysis of Communication Indicators Used to Detect Gift Failure Catherine A. Roster Boundary Conditions of the Impact of a Hypervigilant Coping Style on the Subjective Decision-Making Experience John C. Kozup and Elizabeth H. Creyer Building Consumer-Brand Relationship: A Cross-Cultural Experiential View Pao-Long Chang and Ming-Hua Chieng Social Influence: The Role of Self-Monitoring When Making Social Comparisons Richard J. Harnish and K. Robert Bridges Volume 22 Issue 12 December 2006 A Rose by Any Other Name .. . : Color-Naming Influences on Decision Making Jeanine L. Skorinko, Suzanne Kemmer, Michelle R. Hebl, and David M. Lane Communicating Through Pictures and Words: Understanding the Role of Affect and Cognition in Processing Visual and Verbal Information Jane Z. Sojka and Joan L. Giese 1015 When Consumers Follow Their Feelings: The Impact of Affective or Cognitive Focus on the Basis of Consumers’ Choice Martin Scarabis, Arnd Florack, and Stefanie Gosejohann 1035 Guilt Appeals: The Mediating Effect of Responsibility Debra Z. Basil, Nancy M. Ridgway, and Michael D. Basil 1057 Author Index to Volume 23 | Volume Contents