EXPLORING THE USE OF BUSINESS SOCIAL NETWORKING TOOLS IN SALES: CURRENT PERCEPTIONS AND FUTURE EXPECTATIONS
SCOTT A. INKS, Ball State University
STACEY SCHETZSLE, Ball State University
RAMON A. AVILA, Ball State University

ENVIRONMENTAL DYNAMICS AND FIRST-MOVER ADVANTAGES IN EMERGING MARKETS
PETER MAGNUSSON, Northern Illinois University
STANFORD A. WESTJOHN, The University of Toledo
GEOFFREY L. GORDON, Northern Illinois University
TIMOTHY W. AURAND, Northern Illinois University

GILDING THE LIE: DEVELOPMENT OF THE ATTITUDE LEARNING THEORY USING INFORMATION PROCESSING THEORY AND FISHBEIN'S ATTITUDE TOWARD THE OBJECT TO CAPITALIZE ON FALSE, NEGATIVE RUMORS
CAROLYN HOLTON, Southeastern University
DIANE R. EDMONDSON, Middle Tennessee State University

WHAT TATTOOS TELL CUSTOMERS ABOUT SALESPEOPLE: THE ROLE OF GENDER NORMS
AARON D. ARNDT, Old Dominion University
MYRON GLASSMAN, Old Dominion University

TRUST RE-DEFINED IN A REGIONAL CONTEXT
SUSAN M. CAPLE, University of La Verne

THE RELATIONSHIP BETWEEN COGNITIVE AGE AND STATUS CONSUMPTION: AN EXPLORATORY LOOK
JACQUELINE K. EASTMAN, Georgia Southern University
RAJESH IYER, Bradley University

AN INVESTIGATION OF MARKET ORIENTATION'S AND SELECTED PERSONALITY TRAITS' RELATIONSHIP WITH DIMENSIONS OF CUSTOMER ORIENTATION IN SALESPERSONS
J. GARRY SMITH, Tarleton State University

ORGANIZATIONS' USE OF LINKEDIN: AN ANALYSIS OF NONPROFITS, LARGE CORPORATIONS AND SMALL BUSINESSES
LISA WITZIG, Averett University
JOE SPENCER, Anderson University
MARIN GALVIN, Pennsylvania State University

THE DIGITAL MARKET-SPHERE (DMS): MODELING VIRTUAL TRANSACTONS AND TRANSVECTONS
E. VINCENT CARTER, California State University, Bakersfield
RAVI PARAMESWARAN, Oakland University

ETHNIC IDENTITY: UNDERSTANDING CULTURAL DIFFERENCES WITHIN A CULTURE
CLAUDIA C. MICH, Purdue University Calumet
BRUCE D. KEILLOR, Youngstown State University

TARGETING THE GROWING HISPANIC MARKET: ETHNICITY AND MEDIA PREFERENCES
LINDA C. UELTSCHY, Bowling Green State University

ASSESSING THE ROLE OF INTRAPERSONAL AGENTS IN CONSUMER DECISIONS
MATTHEW C. STARK, Siena College
RAJ DEVASAGAYAM, Siena College

DO GREEN LIFESTYLE CONSUMERS APPRECIATE LOW INVOLVEMENT GREEN PRODUCTS?
BELA FLORENTHAL, William Paterson University
PRISCILLA A. ARLING, Butler University

SUPPLY CHAIN ALLIANCES: EXPLORING THE DRIVERS OF PERFORMANCE VALUE AND BUYER SATISFACTION
URSULA Y. SULLIVAN, Northern Illinois University
TIMOTHY W. AURAND, Northern Illinois University

UNCORKING THE MYSTERY OF MARKETING WINE TO GENERATION Y: LESSONS FROM CONSUMER PSYCHOLOGY
PAMELA A. KENNETT-HENSEL, University of New Orleans
CONCHA R. NEELEY, Central Michigan University
KYEONG SAM MIN, University of New Orleans

MARKETING CREATIVITY: THE INFLUENCE OF PERSONAL AND PROXIMAL WORK FACTORS ON CREATIVE ACTIVITY
J. DANIEL WADDEN, St. Mary's University

THE IMPACT OF VISUAL STRATEGY AND RACE AND GENDER CONGRUENCY ON SOURCE CREDIBILITY OF PRINT ADVERTISEMENTS
SARAH M. STANLEY, Missouri University of Science & Technology
KENNETH CLOW, University of Louisiana Monroe
KAREN E. JAMES, Louisiana State University Shreveport

RELATIONSHIP SELLING: A SUPERIOR WAY OF CONDUCTING BUSINESS ON B2B MARKET. AN EMPIRICAL ANALYSIS OF AN INTERNATIONAL FAST TRANSPORTATION SERVICES PROVIDER ON THE ROMANIAN MARKET
NICOLAE AL. POP, Academy of Economic Studies, Bucharest
FLORIN MIHOC, Emanuel University of Oradea
IOAN S. FOTEA, Emanuel University of Oradea
MARIANA LAZAR, Emanuel University of Oradea

NEGOTIATION PREPARATION DIFFERENCES IN SELLING SITUATIONS: COLLABORATIVE VERSUS COMPETITIVE EXPECTATIONS
ROBERT M. PETERSON, Northern Illinois University
C. DAVID SHEPHERD, Georgia Southern University

THE TYPE A BEHAVIOR PATTERN AND SALES PERFORMANCE: A THEORETICAL CLARIFICATION
KENNETH R. BARTKUS, Utah State University
ROY D. HOWELL, Texas Tech University
N. DAREN HAWS, MonaVie, Inc.

ONLINE MEDIA IN FAST-GROWING COMPANIES: ADOPTION, USAGE AND RELATION TO REVENUES
JOSÉ-DOMINGO MORA, University of Massachusetts Dartmouth
NORA GANIM BARNES, University of Massachusetts Dartmouth

DIFFERENTIATING A COMPONENT PART: A TACTIC FOR GAINING ENTRY INTO MATURE INDUSTRIAL MARKETS
HENRY H. RODKIN, DePaul University
ROBERT D. O'KEEFE, DePaul University

RECENT TRENDS IN EXPORT PROMOTIONS IN THE UNITED STATES
NICHOLAS C. WILLIAMSON, University of North Carolina at Greensboro
NIR B. KSHETRI, University of North Carolina at Greensboro
TIMOTHY J. WILKINSON, Montana State University Billings

CUSTOMER RESPONSE MODELS: WHAT DATA PREDICTS BEST, HARD OR SOFT?
WILLIAM J. HAUSER, The University of Akron
LINDA ORR, The University of Akron
TERRY DAUGHERTY, The University of Akron

CONSUMER SOPHISTICATION: THE DEVELOPMENT OF A SCALE MEASURING A NEGLECTED CONCEPT
BOB WU, Bowling Green State University
PHILIP TITUS, Bowling Green State University
STEPHEN J. NEWELL, Western Michigan University
SUSAN PETROSHIUS, Bowling Green State University

ASSESSING THE IMPACT OF ACQUIESCENCE RESPONSE BIAS ON MARKETING DATA
WILLIAM C. MARTIN, University of North Dakota
BRIAN T. ENGELLAND, The Catholic University of America
JOEL E. COLLIER, Mississippi State University

GENDER AS A MODERATOR OF ROLE MODEL INFLUENCE AND ADOLESCENTS' CONSUMER-RELATED BEHAVIORAL INTENTIONS
KIRBY L.J. SHANNAHAN, Memorial University of Newfoundland
RACHELLE J. SHANNAHAN, Memorial University of Newfoundland
ALAN J. BUSH, University of Memphis
RICHARD A. ROCCO, DePaul University

CRM AND SALES PIPELINE MANAGEMENT: EMPIRICAL RESULTS FOR MANAGING OPPORTUNITIES
ROBERT M. PETERSON, Northern Illinois University
MICHAEL RODRIGUEZ, Elon University
VIJAYKUMAR KRISHNAN, Northern Illinois University

MARKET MAVENS' MOTIVATIONS TO ACQUIRE INFORMATION
JULIE FITZMAURICE, Merrimack College

PRODUCT EXPERTISE' A MODERATOR OF INFORMATION SEARCH IN SEQUENTIAL CHOICE
PETER J. BOYLE, Central Washington University
GAD SAAD, Concordia University

DIMENSIONS OF TRUST AND TRUSTWORTHINESS IN RETAIL BANKING: EVIDENCE FROM INDIA
SANJIT KUMAR ROY, ICFAI University
ABDOLREZA ESHGHI, Bentley University
VAIBHAV SHEKHAR, IBS Hyderabad

A FRAMEWORK FOR IDENTIFYING FACTORS THAT INFLUENCE FINE ART VALUATONS FROM ARTIST TO CONSUMERS
KIMBALL P. MARSHALL, Alcorn State University
PJ FORREST, Alcorn State University

GLOBAL PRODUCT STRATEGY: A LONGITUDINAL MULTI-COUNTRY PRODUCT ATTRIBUTE STUDY
BRUCE D. KEILLOR, Youngstown State University
JAMES KOHUT, Youngstown State University
DONNA M. WALSH, Youngstown State University
DOUGLASS HAUSKNECHT, The University of Akron

DISSIMILAR NEW PRODUCT PACE: PRODUCT CONTINGENCY EFFECTS
BING XU, California State University-Dominquez Hills
ROBIN T. PETERSON, New Mexico State University
GERALD M. HAMPTON, New Mexico State University
YAM B. LIMBU, Montclair State University

COGNITIVE LOAD AND SYNTACTIC COMPLEXITY OF PRINTED ADVERTISEMENTS: EFFECTS ON CONSUMERS' ATTITUDES
HAERAN JAE, Virginia Commonwealth University

TRAIN YOUR SALESPEOPLE TO BE SKILLED ACTORS: A MANTRA FOR SUCCESS
SHAHEEN BORNA, Ball State University
DHEERAJ SHARMA, Indian Institute of Management-Ahmedabad, India

THE CONSEQUENCES OF OPEN VERSUS CLOSED INFLUENCE STRATEGIES OF SALESPEOPLE IN A DEVELOPING ECONOMY
SUBHRA CHAKRABARTY, Mississippi State University
GENE BROWN, University of Missouri-Kansas City
ROBERT E. WIDING II, Macquarie University

SOCIOLOGICAL FACTORS INFLUENCING HIGH-RISK PHYSICAL ACTIVITIES AMONG ADULTS: A CONCEPTUAL ANALYSIS
KARIN BRAUNSBERGER, University of South Florida St. Petersburg
PHILIP J. TROCCHIA, University of South Florida St. Petersburg

THE EFFECT OF SELF-CONSTRUALS ON THE EFFECTIVENESS OF COMPARATIVE ADVERTISING
LIN ZHANG, Truman State University
MELISSA MOORE, Mississippi State University
ROBERT MOORE, Mississippi State University

BEYOND SATISFACTION: ENGAGING STUDENTS AND FACULTY IN A ROMANIAN BUSINESS SCHOOL
SEBASTIAN A. VADUVA, Emanuel University of Oradea
IOAN S. FOTEA, Emanuel University of Oradea
MIHAI CORCEA, Emanuel University of Oradea
MARIANA LAZAR, Emanuel University of Oradea

CULTURAL DIVERSITY AS AN ELEMENT OF THE UNIVERSITY CAMPUS ENVIRONMENT: DOES IT MATTER TO TODAY'S STUDENTS?
JOANN ASQUITH, St. Cloud State University
DENNIS BRISTOW, St. Cloud State University
KENNETH SCHNEIDER, St. Cloud State University
AFSANEH NAHAVANDI, Arizona State University
DOUGLAS AMYX, Louisiana Tech University

MANAGING ACADEMIC ADVISING SERVICES QUALITY: UNDERSTANDING AND MEETING NEEDS AND EXPECTATIONS OF DIFFERENT STUDENT SEGMENTS
JUNYONG KIM, Purdue University Calumet
LORI FELDMAN, Purdue University Calumet

RELATIONSHIP MARKETING IN A DEVELOPING ECONOMY
SUBHRA CHAKRABARTY, Mississippi State University
GENE BROWN, University of Missouri-Kansas City
ROBERT E. WIDING II, Macquarie University

PERSONALITY TRAITS AND THEIR EFFECT ON BRAND COMMITMENT: AN EMPIRICAL INVESTIGATION
PRASHANT SRIVASTAVA, The University of Akron
DEBORAH L. OWENS, The University of Akron

UNDERSTANDING COGNITIVE AGE: THE BOOMERS' PERSPECTIVE
RAJESH IYER, Bradley University
TIMOTHY REISENWITZ, Valdosta State University

THE FASHION CONSCIOUS MALL SHOPPER: AN EXPLORATORY STUDY
RAJESH IYER, Bradley University
JACQUELINE K. EASTMAN, Georgia Southern University

CAN MATERIALISM BE GOOD FOR LOCAL RETAILERS? AN EMPIRICAL STUDY OF TRAIT ANTECEDENTS TO LOCAL LOYALTY BEHAVIOR
CLAIRE ALLISON STAMMERJOHAN, University of Louisiana Monroe
HENRY S. COLE, University of Louisiana Monroe
KENNETH E. CLOW, University of Louisiana Monroe
MARY MCKINLEY, Groupe Ecole Supericure de Commerce et de Management, Tours-Poitiers

CREDIT CARDS AND COLLEGE STUDENTS: EFFECT OF MATERIALISM AND RISK ATTITUDE ON MISUSE
PHILIP M. SIDOTI, Siena College
RAJ DEVASAGAYAM, Siena College

WHY CUSTOMERS DO NOT COMPLETE ONLINE TRANSACTIONS: THE MISSING LINK
SATYENDRA SINGH, University of Winnipeg, Winnipeg, Canada
DHEERAJ SHARMA, University of Winnipeg, Winnipeg, Canada

AN EXAMINATION OF THRIFT STORE SHOPPERS
MARK MITCHELL, Coastal Carolina University
ROB MONTGOMERY, University of Evansville

DEMOGRAPHIC ANTECEDENTS TO THE PRACTICE OF ADAPTIVE SELLING
SUBHRA CHAKRABARTY, Mississippi State University
GENE BROWN, University of Missouri-Kansas City
ROBERT E. WIDING II, Macquarie University

THE INTERRELATIONSHIPS OF EMPATHY, TRUST AND CONFLICT AND THEIR IMPACT ON SALES PERFORMANCE: AN EXPLORATORY STUDY
RICHARD E. PLANK, University of South Florida Polytechnic
DAVID A. REID, Bowling Green State University

OPTIMIZING CRM: A FRAMEWORK FOR ENHANCING PROFITABILITY AND INCREASING LIFETIME VALUE OF CUSTOMERS
RAMENDRA THAKUR, University of Louisiana at Lafayette
JOHN H. SUMMEY, Southern Illinois University Carbondale

A SOCIAL NETWORKS APPROACH TO MARKET ORIENTATION
MATTHEW T. SEEVERS, Creighton University

RETURN ON QUALITY-QUALITY'S IMPACT ON CUSTOMER SATISFACTION, REVENUE GROWTH, PROFITABILITY AND COST EFFICIENCY-A CROSS NATIONAL COMPARATIVE ANALYSIS OF JAPANESE AND AMERICAN MANUFACTURERS IN THE AUTO INDUSTRY
ABHAY SHAH, Colorado State University-Pueblo
HAILU REGASSA, Colorado State University-Pueblo

IS THE U.S. VEHICLE INDUSTRY RISING FROM THE ASHES?
MICHAEL J. COTTER, Grand Valley State University
JAMES A. HENLEY, The University of Tennessee at Chattanooga

ETHICAL BELIEFS OF AMERICAN AND TURKISH MBA STUDENTS: A CROSS-CULTURAL STUDY
YUSUF SIDANI, American University of Beirut
MOHAMMED Y.A. RAWWAS, University of Northern Iowa
MATTHEW BUNKER, University of Northern Iowa
SCOTT J. VITELL, University of Mississippi

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EFFECTS OF JEWISH-ITALIAN CONSUMER ANIMOSITY TOWARDS ARAB PRODUCTS: THE ROLE OF PERSONALITY
GIANLUIGI GUIDO, Universitá del Salento, Lecce and LUISS "Guido Carli", Rome
M. IRENE PRETE, Universitá del Salento, Lecce and LUISS "Guido Carli", Rome
PIERMARIO TEDESCHI, LUISS "Guido Carli", Rome
LULY DADUSC, LUISS "Guido Carli", Rome

HOW FAR DOES THE APPLE FALL FROM THE TREE? ADVERTISING PREFERENCES IN SPAIN AND MEXICO
LINDA C. UELTSCHY, Bowling Green State University

HOW DO U.S. AND U.K. SALESPEOPLE COMPARE ON THE DIMENSIONS OF EMOTIONAL INTELLIGENCE, POSITIVE AND NEGATIVE AFFECT, AND CUSTOMER ORIENTATION LEVELS?
CHARLES E. PETTIJOHN, Nova Southeastern University
ELIZABETH J. ROZELL, Missouri State University
ANDREW NEWMAN, Salford Business School

AN EXAMINATION OF THE ANTECEDENTS AND OUTCOMES OF PAY SATISFACTION AMONG RETAIL BUYERS
JAMES B. DECONINCK, Western Carolina University
MARY BETH DECONINCK, Western Carolina University

PERCEPTIONS OF RETAIL CONVENIENCE FOR IN-STORE AND ONLINE SHOPPERS
MICHELLE BEDNARZ BEAUCHAMP, Middle Tennessee State University
NICOLE PONDER, Mississippi State University

PREPARING TO NEGOTIATE: AN EXPLORATORY ANALYSIS OF THE ACTIVITIES COMPRISING THE PRE-NEGOTIATION PROCESS IN A BUYER-SELLER INTERACTION
ROBERT M. PETERSON, Northern Illinois University
C. DAVID SHEPHERD, Georgia Southern University

COMMENTARY ON CONCEPTUALIZING THE SERVICESCAPE CONSTRUCT IN 'A STUDY OF THE SERVICE ENCOUNTER IN EIGHT COUNTRIES'
ROSCOE HIGHTOWER, JR., Florida A&M University

BANK PERSONNEL'S PERCEPTION OF BANKING SERVICES AND IMPLICATIONS FOR SERVICE QUALITY
MUSA PINAR, Valparaiso University
ZELIHA ESER, Baskent University
SANDY STRASSER, Valparaiso University

ELECTRONIC COMMERCE RESEARCH: THE FIRST 15 YEARS IN THE FIELDS OF MARKETING, MANAGEMENT, AND INFORMATION SYSTEMS
ROBERT S. MOORE, Mississippi State University
MICHAEL BREAZEALE, Indiana State University

THE KNOWLEDGE ECONOMY'S STRATEGY DILEMMA: BALANCING DIGITAL RELATIONSHIPS AND RIGHTS
E. VINCENT CARTER, California State University, Bakersfield

CONSUMER EXPERTISE, SACRALIZATION, AND EVENT ATTENDANCE: A CONCEPTUAL FRAMEWORK
ANDREW ESPINOLA, Texas State University—San Marcos
VISHAG BADRINARAYANAN, Texas State University—San Marcos

BRAND CULT: EXTENDING THE NOTION OF BRAND COMMUNITIES
PAUL M. ACOSTA, Siena College
RAJ DEVASAGAYAM, Siena College

DEVELOPING MULTIDIMENSIONAL TRUST WITHOUT TOUCH IN VIRTUAL TEAMS
W. RANDY CLARK, Middle Tennessee State University
LEIGH ANNE CLARK, Middle Tennessee State University
KATIE CROSSLEY, Bank Midwest

21st CENTURY SOCIAL CLASS THEORY AS IT APPLIES TO MARKETING
JUAN (GLORIA) MENG, Minnesota State University, Mankato
JOHN P. FRAEDRICH, Southern Illinois University

CONSUMER PERCEPTIONS OF COMMUNITY BANKS: AN EXPLORATORY STUDY
JACQUELINE K. EASTMAN, Georgia Southern University
WENDY T. DENTON, Sea Island Bank
MICHAEL L. THOMAS, Georgia Southern University
LUTHER (TREY) DENTON, Georgia Southern University

THE PROVISIONS FOR A FLOURISHING MARKETING AND FINANCE DISCOURSE AND ITS IMPACT ON ORGANIZATIONAL STRUCTURE
REZA MOTAMENI, California State University, Fresno
DOUGLAS CORDS, California State University, Fresno
SUSAN D. GERINGER, California State University, Fresno

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KEY ACCOUNT VS. OTHER SALES MANAGEMENT SYSTEMS: IS THERE DIFFERENCE IN PROVIDING CUSTOMER INPUT DURING THE NEW PRODUCT DEVELOPMENT PROCESS?
KIMBERLY M. JUDSON, Illinois State University
GEOFFREY L. GORDON, Northern Illinois University
RICK E. RIDNOUR, Northern Illinois University
DAN C. WEILBAKER, Northern Illinois University

WHERE ARE WE NOW AND WHERE DO WE GO FROM HERE? A REVIEW OF THE TRANSACTION COST-BASED BUYER-SELLER RELATIONSHIP LITERATURE
EDWARD O'DONNELL, Columbus State University

SUBSERVIENT SELLER SYNDROME: OUTCOMES IN ZERO-SUM GAME NEGOTIATIONS EXAMINING THE INFLUENCE OF THE SELLER AND BUYER ROLE/LABELS
MICHAEL J. COTTER, Grand Valley State University
JAMES A. HENLEY, JR., The University of Tennessee at Chattanooga

A CROSS COUNTRY COMPARATIVE ANALYSIS OF STUDENTS' PERCEPTIONS OF THE SALES PROFESSION: A LOOK AT U.S., PERU, AND GUATEMALA
SOMJIT BARAT, Pennsylvania State University
JOHN E. SPILLAN, University of North Carolina at Pembroke

DESIGNING MARKETING CHANNELS FOR GLOBAL EXPANSION
VINCENT J. PALOMBO, Chancellor University

LINGUISTICALLY ISOLATED CONSUMERS: HISTORICAL TRENDS AND VULNERABILITY IN THE U.S. MARKETPLACE
HAERAN JAE, Virginia Commonwealth University

INNOVATION EVALUATION AND PRODUCT MARKETABILITY
TAMI L. KNOTTS, Bridgewater State College
STEPHEN C. JONES, Arkansas Tech University
GERALD G. UDELL, Missouri State University

DIFFERENCES IN GENERATION X AND GENERATION Y: IMPLICATIONS FOR THE ORGANIZATION AND MARKETERS
TIMOTHY H. REISENWITZ, Valdosta State University
RAJESH IYER, Bradley University

UNDERSTANDING INTERNET SHOPPERS: AN EXPLORATORY STUDY
JACQUELINE K. EASTMAN, Georgia Southern University
RAJESH IYER, Bradley University
CINDY RANDALL, Georgia Southern University

THE EFFECT OF RELATIONSHIP QUALITY ON CITIZEN SATISFACTION WITH ELECTRONIC GOVERNMENT SERVICES
CHAE-EON LEE, Soongsil University
GWANGYONG GIM, Soongsil University
BOONGHEE YOO, Hofstra University

CONGREGATIONS AS CONSUMERS: USING MARKETING RESEARCH TO STUDY CHURCH ATTENDANCE MOTIVATIONS
JOHN MCGRATH, University of Pittsburgh at Johnstown

CORPORATE ENTREPRENEURSHIP, GENDER, AND CREDIBILITY: AN EXPLORATORY STUDY
MOLLY B. PEPPER, Gonzaga University
KENNETH ANDERSON, Gonzaga University

PUBLIC HEALTH AND SOCIAL MARKETING: ASPECTS OF SOCIAL, BEHAVIORAL, AND BIOLOGICAL INFLUENCES ON LOW BIRTH WEIGHT RISKS AMONG AFRICAN-AMERICANS IN MISSISSIPPI
CAROLYN B. DOLLAR, Alcorn State University
KIMBALL P. MARSHALL, Alcorn State University
WILLIAM S. PIPER, Alcorn State University

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EXPLORING THE RECIPROCAL EFFECT OF NEGATIVE INFORMATION OF BRAND EXTENSIONS ON PARENT BRAND
LIN ZHANG, Truman State University
RONALD D. TAYLOR, Mississippi State University

COMPETENCY CODES: MARKETING MANAGEMENT FOR THE DIGITAL FUTURE
E. VINCENT CARTER, California State University—Bakersfield

A TYPOLOGY OF COORDINATION STRATEGIES EMPLOYED BY BUSINESS-TO-BUSINESS SALESPEOPLE
MICHELLE D. STEWARD, Wake Forest University

RETAIL SALES TRAINING: ACTIVITIES AND EFFECTS ON JOB SATISFACTION, ORGANIZATIONAL COMMITMENT, TURNOVER AND CUSTOMER-ORIENTATION
LINDA S. PETTIJOHN, Missouri State University
CHARLES E. PETTIJOHN, Missouri State University
A. J. TAYLOR, Coastal Carolina University

ON THIN ICE? LABOR/MANAGEMENT RELATIONS IN U.S. PROFESSIONAL SPORTS
JULIE HIGGINS, Mount St. Mary's University
SUSAN H. DEFAGO, John Carroll University

ROMANIAN CONSUMERS' PERCEPTIONS AND ATTITUDES TOWARD ONLINE ADVERTISING
YING WANG, Youngstown State University
TIMOTHY J. WILKINSON, Montana State University-Billings
NICOLAE AL. POP, Academy of Economic Studies
SEBASTIAN A. VADUVA, Emanuel University of Oradea

CONDITIONS IN RUSSIA AND THEIR EFFECTS ON ENTRY MODE DECISIONS OF MULTINATIONAL MANUFACTURING ENTERPRISES: A QUALITATIVE STUDY IDENTIFYING ISSUES FOR FURTHER RESEARCH IN THE AREA OF COUNTRY CONDITIONS AND THEIR IMPACT ON ENTRY MODE
ALEX KOUZNETSOV, Melbourne Institute of Technology
ASHELEY JONES, Melbourne Institute of Technology

EVALUATIONS OF FOREIGN-MADE PRODUCTS IN A LIMITED CHOICE ENVIRONMENT: A REPLICATION AND EXTENSION OF THE DIRECT MEDIATION MODEL
JEEN-SU LIM, The University of Toledo
WILLIAM K. DARLEY, Millersville University of Pennsylvania

EXAMINING A MODEL OF UNDERSTANDING CUSTOMER VALUE AND SATISFACTION DATA
MICHAEL S. GARVER, Central Michigan University
ZACHARY WILLIAMS, Central Michigan University

ONLINE AUCTION FRAUD AND EBAY
RONALD J. BAUERLY, Western Illinois University

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A RE-INQUIRY OF HOFSTEDE'S CULTURAL DIMENSIONS: A CALL FOR 21st CENTURY CROSS-CULTURAL RESEARCH
LINDA M. ORR, The University of Akron
WILLIAM J. HAUSER, The University of Akron

TECHNOLOGY READINESS AND THE LIKELIHOOD TO USE SELF-SERVICE TECHNOLOGY: CHINESE VS. AMERCAN CONSUMERS
KEVIN M. ELLIOTT, Minnesota State University
JUAN (GLORIA) MENG, Minnesota State University
MARK C. HALL, Minnesota State University

UNDERSTANDING B2C BRAND ALLIANCES BETWEEN MANUFACTURERS AND SUPPLIERS
SUNIL EREVELLES, The University of North Carolina, Charlotte
VERONICA HORTON, The Management Mind Group
NOBUYUKI FUKAWA, Louisiana State University

CONSUMER ACCEPTANCE OF TECHNOLOGY PRODUCTS: THE IMPACT OF TACTICAL SELLING APPROACHES
MICHAEL T. ELLIOTT, University of Missouri—St. Louis
FRANK Q. FU, University of Missouri—St. Louis

INTRAORGANIZATIONAL KNOWLEDGE SHARING AMONG KEY ACCOUNT SALESPEOPLE: THE IMPACT ON BUYER SATISFACTION
MICHELLE D. STEWARD, Wake Forest University

THE IMPACT OF GOVERNANCE ON THE DEVELOPMENT OF TRUST IN BUYER-SELLER RELATIONSHIPS
EDWARD O'DONNELL, Columbus State University
MICHAEL L. MALLIN, University of Toledo
MICHAEL Y. HU, Kent State University

PREDICTIVE VALIDITY OF A BEHAVIORAL INTERVIEW TECHNIQUE
GARY C. OLIPHANT, Stetson University
KATHARINE HANSEN, Quintessential Careers
BECKY J. OLIPHANT, Stetson University

THE IMPACT OF COGNITIVE AGE ON SENIORS' LIFESTYLES
RAJESH IYER, Bradley University
TIMOTHY H. REISENWITZ, Valdosta State University
JACQUELINE K. EASTMAN, Georgia Southern University

SERVICE QUALITY AND CUSTOMER SATISFACTION: AN EMPIRICAL INVESTIGATION IN INDIAN MOBILE TELECOMMUNICATIONS SERVICES
ABDOLREZA ESHGHI, Bentley University
SANJIT KUMAR ROY, Bentley University
SHIRSHENDU GANGULI, ICFAI University—India

AN EXAMINATION OF THE VALIDITY OF THE DOWNS AND HAZEN COMMUNCATION SATISFACTION QUESTIONNAIRE
JIM DECONINCK, Western Carolina University
JULIE JOHNSON, Western Carolina University
JAMES BUSBIN, Western Carolina University
FRANK LOCKWOOD, Western Carolina University

ENHANCING STIMULUS INTEGRATION IN A CONSUMER INFORMATION PROCESSING SYSTEM: A THEORETICAL FOUNDATION
BRAD D. CARLSON, Saint Louis University
MARGARET A. WHITE, Oklahoma State University—Tulsa

DOES SOURCE CREDIBILITY AFFECT HOW CREDIT CARDS ARE MARKETED TO COLLEGE STUDENTS?
KENNETH E. CLOW, University of Louisiana Monroe
KAREN E. JAMES, Louisiana State University in Shreveport
SARAH STANELY, University of Wisconsin Oshkosh

THE INFLUENCE OF KELO V. CITY OF NEW LONDON, CONNECTICUT ON THE USE OF EMINENT DOMAIN IN PLACE MARKETING AND ECONOMIC DEVELOPMENT
GEOFFREY T. STEWART, The University of Louisiana
JERILYN BOWIE-HILL, The University of Louisiana
ANNE K. KEATY, The University of Louisiana
RAJESH SRIVASTAVA, Middle Tennessee State University

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AN EMPIRICAL STUDY OF LAUNCH ORDER VALUATION BASED UPON STOCK MARKET REACTION
MICHAEL POLETTI, University of North Carolina at Pembroke
HOWARD LING, University of North Carolina at Pembroke
BRIAN ENGELLAND, Mississippi State University

GENDER DIFFERENCES ON THE "WIDTH" DIMENSION OF CATEGORY STRUCTURE: A CASE OF BRAND TYPICALITY
THERESA A. WAJDA, Slippery Rock University
MICHAEL Y. HU, Kent State University
ANNIE PENG CUI, West Virginia University

BRANDING IN THE GLOBAL ARENA: THE ROLE OF CULTURE
DALE KRUEGER, Missouri Western State University
SHIVA NANDAN, Missouri Western State University

MANAGING APPRECIATING AND DEPRECIATING CUSTOMER ASSETS
DANIEL L. SHERRELL, University of Memphis JOEL E. COLLIER, Mississippi State University

RETAIL STORE IMAGE, BONA FIDE OCCUPATIONAL QUALIFICATIONS, AND JOB DISCRIMINATION: ESTABLISHING THE ESSENCE OF THE BUSINESS FOR RETAIL ORGANIZATIONS
SHAHEEN BORNA, Ball State University
JAMES M. STEARNS, Miami University
BRIEN N. SMITH, Ball State University
KIAN EMAMALIZADEH, Mannheim University

DOGMATISM AND ONLINE CONSUMPTION: EXAMINING THE MODERATING ROLE OF TRUST AND VALUE OF EXCHANGE OUTCOME
DHEERAJ SHARMA, Athabasca University

A COMPARISON OF THE ETHICAL PERCEPTIONS OF PROSPECTIVE PERSONAL SELLING AND ADVERTISING EMPLOYEES
MELISSA BURNETT, Missouri State University
CHARLES PETTIJOHN, Missouri State University
NANCY KEITH, Missouri State University

CONSUMER SELF-CONFIDENCE AND PATRONAGE INTENSITY HEURISTICS IN SHOPPING FOCUSED WORD OF MOUTH COMMUNICATION
TERRENCE J. PARIDON, Cameron University

THE STUDENT ORIENTATION OF A COLLEGE OF BUSINESS: AN EMPIRICAL LOOK FROM THE STUDENTS' PERSPECTIVE
MICHAEL PESCH, Saint Cloud State University
ROBERT CALHOUN, Saint Cloud State University
KENNETH SCHNEIDER, Saint Cloud State University
DENNIS BRISTOW, Saint Cloud State University

MARKETING IMPLICATIONS OF LOCUS OF CONTROL ORIENATION AMONG COLLEGE STUDENTS: COMPARISONS OF HISPANIC AND ANGLO STUDENTS IN THE UNITED STATES
RUSSELL ADAMS, The University of Texas at Brownsville
MORRIS KALLINY, Missouri University of Science and Technology
GILBERTO DE LOS SANTOS, The University of Texas-Pan American
YONG JIAN WANG, Ohio University

PERCEIVED IMAGE OF INDIA BY U.S. BUSINESS TRAVELERS
TSU-HONG YEN, San Jose State University
GONZAGA DA GAMA, San Jose State University
SUBHA RAJAMOHAN, San Jose State University

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UNDERGROUND ECONOMY AND MARKETING EXCHANGE: A MACRO PERSPECTIVE
HAERAN JAE, Virginia Commonwealth University
MATTHEW T. SEEVERS, Creighton University
JULE B. GASSENHEIMER, Rollins College

DEVELOPING AND MANAGING RELATIONAL MARKETBASED ASSETS IN PROFESSIONAL SERVICES: CLIENT RELATIONSHIPS IN MANAGEMENT CONSULTANCY
KALIPSO M. KARANTINOU, The American College of Greece
MARGARET K. HOGG, Lancaster University

CONCEPTUALIZING BUSINESS INTELLIGENCE ARCHITECTURE
MOHAMMAD SHARIAT, Florida A&M University ROSCOE HIGHTOWER, JR., Florida A&M University

CONSUMERS' RSPONSE TO FOREIGN MADE PRODUCTS: THE EFFECT OF PRODUCT CATEGORY INVOLVEMENT
KHALED ABOULNASR, Florida Gulf Coast University

CORRELATES OF BRAND LOYALTY IN THE SERVICE SECTOR: THE CASE OF A "NEW" TEAM
KENNETH C. SCHNEIDER, St. Cloud State University
DENNIS N. BRISTOW, St. Cloud State University

e-TRUST: EMPIRICAL INSIGHTS INTO INFLUENTIAL ANTECEDENTS
RAMENDRA THAKUR, Utah Valley State College
JOHN H. SUMMEY, Southern Illinois University Carbondale

TECHNOLOGY READINESS AND PROPENSITY OF CELL PHONE USERS TO SUBSCRIBE TO COMMERCIAL MESSAGING SERVICES
KITTIPONG SOPHONTHUMMAPHARN, Rajamangala University of Technology Suvarnabhumi and Umeå University
GEORGE TESAR, Umeå University

A CONCEPTUAL FRAMEWORK OF INFLUENCES ON FANTASY SPORTS CONSUMPTION
DONALD P. ROY, Middle Tennessee State University
BENJAMIN D. GOSS, Missouri State University

IMAGINATION IN MARKETING
SUNIL EREVELLES, The University of North Carolina at Charlotte
VERONICA HORTON, The Management Mind Group
NOBUYUKI FUKAWA, Louisiana State University

INTERNATIONAL DIFFUSION RESEARCH: A PROPOSITIONAL INVENTORY FOR FUTURE RESEARCH
DEBORAH OWENS, The University of Akron
JESSICA KOCAJ, The University of Akron
DOUGLAS R. HAUSKNECHT, The University of Akron

THE IMPACT OF EQUITY SENSITIVITY AND PAY FAIRNESS ON MARKETING MANAGERS' JOB SATISFACTION, ORGANIZATIONAL COMMITMENT AND TURNOVER INTENTIONS
JAMES DECONINCK, Western Carolina University
DUANE BACHMANN, University of Central Missouri

SELLING AUTOMOBILES AT RETAIL: IS EMPATHY IMPORTANT?
DAVID G. SPAULDING, Northwood University
RICHARD E. PLANK, University of South Florida

EXPLORING SALES MANAGER QUOTA FAILURE FROM AN ETHICAL PERSPECTIVE
CHARLES H. SCHWEPKER, JR., University of Central Missouri
DAVID J. GOOD, Grand Valley State University

EVULNERABILITY TO POST CONTRACTURAL OPPORTUNISM IN SUPPLY CHAIN CO-OPERATIVE EXCHANGE
SUSAN B. GRANT, Brunel University

THE SUPPLY CHAIN AND ITS MANAGEMENT: SHOULD WE BE THINKING LOOPS NOT LINES?
ELAINE S. POTOKER, Maine Maritime Academy
RACHAEL SOUCIE, Research Analyst, Cision, Portsmouth, N.H.
NAVNEET JAIN, Maine Maritime Academy

THE IMPACT OF EU ACCESSION ON MARKETING MANAGEMENT IN ROMANIA
ANDREW R. THOMAS, University of Akron
NICOLAE-ALEXANDRU POP, Academy of Economic Studies (Bucharest)

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Country of Origin Effects: The Role of Information Diagnosticity, Information Typicality and Involvement
Khaled Aboulnasr, Fairfield University

Kotler's "Megamarketing": Political Activities and Firm Performance in the Domestic Marketplace
Bruce D. Keillor, The University of Akron
William Hauser, The University of Akron
Deborah Owens, The University of Akron

Extending and Clarifyng Causal Relationships in Research Involving Personal Shopping Value, Consumer Self-Confidence, and Word of Mouth Communication
Terrence J. Paridon, Cameron University

Diagnosing Sales Force Change Resistance: What We Can Learn from the Addiction Literature
Lawrence B. Chonko, Baylor University
James A. Roberts, Baylor University
Eli Jones, University of Houston

Salesperson Assistance Versus Self-Service in Retailing: Are They Both a Matter of Convenience?
Nicole Ponder, Mississippi State University
Jason E. Lueg, Mississippi State University
Zachary Williams, Mississippi State University

A Look at Professional Selling from the Students' Perspective: A Replication and Extension
Dennis Bristow, St. Cloud State University
Rajesh Gulati, St. Cloud State University
Douglas Amyx, Louisiana Tech University

Personal Values and Management Priorities: Marketing Students vs. Top Level Marketing Managers
Terrell G. Williams, Western Washington University
Pamela Hall, Western Washington University

Multiple Levels of Trust and Dependence on Supplier-Distributor Coordination: An Empirical Test
Janice M Payan, University of Northern Colorado

Conceptualization and Measurement of Perceived Risk in Online Shopping
Ahmad M Hassan, Morehead State University
Michelle B. Kunz, Morehead State University
Allison W. Pearson, MIssissippi State University
Fatma A. Mohamed, Morehead State University

Consumers' Decision-Making Style: Relationships with Attitude Toward Consumer Free-Riding Activity
David J. Burns, Xavier University

Consumer Grudgeholding: An Ounce of Prevention is Worth a Pound of Cure
David Aron, Northern Illinois University
Kimberly Judson, Northern Illinois University
Timothy Aurand, Northern Illinois University
Geoffrey Gordon, Northern Illinois University

Mob It and Sell It: Creating Marketing Opportunity Through Replication of Flash Mobs
Nora Ganim Barnes, University of Massachusetts Dartmouth

Assessing Sponsorship Through the Intellectual Capital Framework
Ragnar Lund, Stockholm University

Information Content in Magazine, Television and Web Advertising: A Comparison and Update
Sejung Marina Choi, The University of Texas at Austin
Nora J. Rifon, Michigan State University
Carrie S. Trimble, Illinois Wesleyan University
Bonnie B. Reece, Michigan State University

Legal and Ethical Issues in the Operation of a Business Website
Susan Higgins DeFago, John Carroll University
William N. Bockanic, John Carroll University

Readability and Writing Well
Ronald J. Bauerly, Western Illinois University
Don T. Johnson, Western Illinois University
Mandeep Singh, Western Illinois University

Ethical Marketing: A Look on the Bright Side
Thomas A. Klein, The University of Toledo
Gene R. Laczniak, Marquette University
Patrick E. Murphy, University of Notre Dame

Global Account Management (GAM): Two Case Studies lllustrating the Organizational Set-Up
Svend Hollensen, University of Southern Denmark