Alternative hierarchies of the attitude-behavior relationship: the impact of brand commitment and habit

Article Abstract:

The theory of reasoned action and the low-involvement hierarchy model were tested using cross-lagged panel correlation. It was proposed that the low-involvement hierarchy model would more accurately reflect the behavior of low-brand-committed individuals and that the theory of reasoned action would more accurately reflect the behavior of high-brand-committed individuals. Although the findings did not completely support these hypotheses, the general thrusts of the hypotheses appear to be supported. Additionally, behavior was hypothesized and shown to influence habit for all individuals. (Reprinted by permission of the publisher.)

Brand choice, Habit, Habits (Human behavior)

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Shared organizational values: measurement and impact upon strategic marketing implementation

Article Abstract:

The concept of shared organizational values and its impact upon successful marketing strategy implementation are discussed. The need to measure the degree to which values within the organization are shared is stressed. A method to quantitatively measure the degree of value congruency and the strength of value consistency is proposed. An exploratory, empirical study is presented in which organization values are measured and found to impact upon strategy implementation. (Reprinted by permission of the publisher.)

Marketing, Corporate culture, Marketing research, Market research, Strategic planning (Business)

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Emotional reactions and salesperson motivation: an attributional approach following inadequate sales performance

Article Abstract:

This research investigates the impact of emotional reactions on salesperson motivation. Using Weiner's attributional theory of motivation and emotion, a study was conducted to determine how emotional reactions affect salesperson motivation after failure to make a monthly sale quota. The results suggest that a variety of emotional reactions have different effects both on expectations of future success and motivation. (Reprinted by permission of the publisher.)

Employee motivation, Selling, Emotions, Performance standards, Job performance standards

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