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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