Summary
Contents
Subject index
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Front Matter
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Chapters
- Chapter One: Introduction
- Background
- Criteria for Measure Selection
- Search Procedures
- Format of the Book and Presentation of Measures
- Caveats and Cautions
- Evaluation of Measures
- Chapter Two: Traits and Individual Difference Variables
- Scales Related to Interpersonal Orientation, Needs/Preferences, and Self-Concept
- Inner-Other Directedness: Social Preference Scale (Kassarjian 1962)
- Interpersonal Orientation: CAD Scale (Cohen 1967)
- Need for Cognition: NFC (Cacioppo and Petty 1982)
- Need for Emotion: NFE (Raman, Chattopadhyay, and Hoyer 1995)
- Need to Evaluate Scale: NES (Jarvis and Petty 1996)
- Need for Precision: NFP (Viswanathan 1997)
- Preference for Consistency: PFC (Cialdini, Trost, and Newsom 1995)
- Preference for Numerical Information: PNI (Viswanathan 1993)
- Rational-Experiential Inventory: REI (Epstein, Pacini, Denes-Raj, and Heier 1996)
- Romanticism-Classicism: RC Index (Holbrook and Olney 1995)
- Self-Actualization–Consumer Self-Actualization Test: CSAT (Brooker 1975)
- Self-Concept Clarity: SCC (Campbell, Trapnell, Heine, Katz, Lavallee, and Lehman 1996)
- Self-Concepts, Person Concepts, and Product Concepts (Malhotra 1981)
- Self-Schema Separateness-Connectedness: SC (Wang and Mowen 1997)
- The Sexual Identity Scale: SIS (Stern, Barak, and Gould 1987)
- Vanity: Trait Aspects of Vanity (Netemeyer, Burton, and Lichtenstein 1995)
- Scales Related to Consumer Compulsiveness and Impulsiveness
- Compulsive Buying Scale (Valence, d'Astous, and Fortier 1988)
- Compulsive Consumption: A Diagnostic Tool/Clinical Screener for Classifying Compulsive Consumers (Faber and O'Guinn 1989, 1992)
- Impulsiveness: Buying Impulsiveness Scale (Rook and Fisher 1995)
- Impulsiveness: Impulse Buying Tendency (Weun, Jones, and Beatty 1997)
- Impulsiveness-Consumer Impulsiveness Scale: CIS (Puri 1996)
- Scales Related to Country Image and Affiliation
- Country Image Scale (Martin and Eroglu 1993)
- Country-of-Origin Scale (Pisharodi and Parameswaran 1992; Parameswaran and Pisharodi 1994)
- Ethnocentrism-Consumer Ethnocentrism: CETSCALE (Shimp and Sharma 1987)
- Hispanicness: An Index to Measure “Hispanicness” (Valencia 1985)
- Scales Related to Consumer Opinion Leadership and Opinion Seeking
- Expertise: Consumer Expertise (Kleiser and Mantel 1994)
- Fashion Leadership (Goldsmith, Freiden, and Kilsheimer 1993)
- Market Maven: Propensity to Provide Marketplace and Shopping Information (Feick and Price 1987)
- Opinion Leadership (King and Summers 1970; Childers 1986)
- Opinion Leadership and Information Seeking (Reynolds and Darden 1971)
- Opinion Leaders and Opinion Seekers: OL and OS (Flynn, Goldsmith, and Eastman 1996)
- Scales Related to Innovativeness
- Cognitive and Sensory Innovativeness (Venkatraman and Price 1990)
- Domain-Specific Innovativeness: DSI (Goldsmith and Hofacker 1991)
- Innovativeness: Consumer Innovativeness (Manning, Bearden, and Madden 1995)
- Innovativeness: Openness of Information Processing (Leavitt and Walton 1975, 1988)
- Innovativeness Factors: Factor Analyses of Leavitt and Walton's Items (Craig and Ginter 1975)
- Innovativeness: Use Innovativeness (Price and Ridgway 1983)
- Uniqueness: Desire for Unique Consumer Products: DUCP (Lynn and Harris 1997)
- Scales Related to Consumer Social Influence
- Attention to Social Comparison Information: ATSCI (Lennox and Wolfe 1984)
- Interpersonal Influence: Consumer Susceptibility to Interpersonal Influence (Bearden, Netemeyer, and Teel 1989)
- Reference Group Influence: Consumer Susceptibility to Reference Group Influence (Park and Lessig 1977)
- Self-Monitoring Scale (Snyder 1974)
- Self-Monitoring Scale: Revised Form (Lennox and Wolfe 1984)
- Chapter Three: Values
- General Values
- List of Values: LOV (Kahle 1983)
- Multi-Item Measures of Values: MILOV (Herche 1994)
- The Rokeach Value Survey: RVS (Rokeach 1968, 1973)
- Appendix to General Values
- Values Related to Environmentalism and Socially Responsible Consumption
- Drinking and Driving: Motivational Tendencies to Drink and Drive: MTDD (Lastovicka, Murray, Joachimsthaler, Bhalla, and Scheurich 1987)
- Environmentally Responsible Consumers: ECOSCALE (Stone, Barnes, and Montgomery 1995)
- Health Consciousness Scale: HCS (Gould 1988)
- Leisure: Subjective Leisure Scales: SLS (Unger and Kernan 1983)
- Social Issues: Anxiety with Social Issues (Sego and Stout 1994)
- Socially Responsible Consumption Behavior: SRCB (Antil and Bennett 1979; Antil 1984)
- Voluntary Simplicity Scale: VSS (Leonard-Barton 1981; Cowles and Crosby 1986)
- Values Related to Materialism and Possessions/Objects
- Belief in Material Growth Scale: BIMG (Tashchian, Slama, and Tashchian 1984)
- Materialism Measure (Richins 1987)
- Materialism-Post Materialism Scale (Inglehart 1981)
- Materialism Scales (Belk 1984, 1985)
- Materialistic Attitudes: MMA (Moschis and Churchill 1978)
- Material Values (Richins and Dawson 1992)
- Nostalgia Scale (Holbrook 1993)
- Objects Incorporated into the “Extended Self” Scale (Sivadas and Machleit 1994)
- Possessions: Attachment to Possessions (Ball and Tasaki 1992)
- Possession Satisfaction Index: PSI (Scott and Lundstrom 1990)
- Appendix to Materialism and Possessions/Objects: Money Attitude Scale: MAS (Yamauchi and Templer 1982)
- Subjective Discretionary Income Scale: SDI (O'Guinn and Wells 1989)
- Chapter Four: Involvement, Information Processing, and Price Perceptions
- Involvement with a Specific Class of Products
- Automobile Involvement: IPCA (Bloch 1981)
- Fashion Involvement Index: FII; Fashion Involvement Factor: FIF (Tigert, Ring, and King 1976)
- Involvement General to Several Product Classes
- Components of Involvement: CP (Lastovicka and Gardner 1979)
- Consumer Involvement Profiles: CIP (Laurent and Kapferer 1985)
- Enduring Involvement Index (Bloch, Sherrell, and Ridgway 1986)
- Foote, Cone, and Belding Involvement Subscale: FCBI (Ratchford 1987; Vaughn 1986)
- General Scale to Measure Involvement with Products: GSMI (Traylor and Joseph 1984)
- New Involvement Profile: NIP (Jain and Srinivasan 1990)
- Personal Involvement Inventory: PII (Zaichkowsky 1985)
- Revised Versions of Zaichkowsky's PII
- Enduring Involvement Scale: EIS (Higie and Feick 1988)
- PII for Advertising: PIIA (Zaichkowsky 1990)
- RPII and OPII (McQuarrie and Munson 1986)
- Revised RPII: RRPII (McQuarrie and Munson 1991)
- Purchasing Involvement
- Purchase Decision Involvement: PDI (Mittal 1989)
- Purchasing Involvement: PI (Slama and Tashchian 1985)
- Appendix to Involvement: Comparing Four Modified Involvement Scales (Mittal 1995)
- Scales Related to Information Processing
- Optimal Stimulation Measures
- Arousal Seeking Tendency: AST (Mehrabian and Russell 1974)
- Change Seeking Index: CSI Short Form (Steenkamp and Baumgartner 1994)
- Exploratory Buying Behavior Tendencies: EBBT (Baumgartner and Steenkamp 1996)
- Exploratory Tendencies in Consumer Behavior Scales: ETCBS (Raju 1980)
- Sensation Seeking Scale (Form V): SS (Zuckerman 1979)
- Appendix to Optimum Stimulation Level: Reviewing/Integrating Four OSL Measures (Steenkamp and Baumgartner 1992)
- Scales Related to Consumer Responses/Styles in the Marketplace
- Brand Parity: Perceived Brand Parity (Muncy 1996)
- Brand Personality (Aaker 1997)
- Brand Trust: Perceived Brand Trust (Hess 1995)
- Emotions: Consumption Emotions Set: CES (Richins 1997)
- Emotions: Dimensions of Emotions: PAD (Mehrabian and Russell 1974)
- Hedonic and Utilitarian Consumer Attitudes (Batra and Ahtola 1991)
- Hedonic and Utilitarian Consumer Attitudes (Spangenberg, Voss, and Crowley 1997)
- Hedonic and Utilitarian Shopping Values (Babin, Darden, and Griffin 1994)
- Local Retailer Shopping Loyalty (Hozier and Stem 1985)
- Mood Short Form: MSF (Peterson and Sauber 1983)
- Retail Crowding: Perceptions of Retail Crowding (Machleit, Kellaris, and Eroglu 1994)
- Retail Store Image—Consumer Retail Store Image: CIRS (Dickson and Albaum 1977)
- Retail Store Image: SIS (Manolis, Keep, Joyce, and Lambert 1994)
- Shopping Styles: Consumer Styles Inventory: CSI (Sproles and Kendall 1986; Sproles and Sproles 1990)
- Style of Processing Scale: SOP (Childers, Houston, and Heckler 1985)
- Scales Related to Time Usage and Household Roles
- Polychronic Attitude Index: PAI (Kaufman, Lane, and Lindquist 1991)
- Role Overload of the Wife (Reilly 1982)
- Spousal Conflict Arousal Scale: SCAS (Seymour and Lessne 1984)
- Appendix: Spousal Conflict Arousal Scale
- Time Orientation (Amyx and Mowen 1995)
- Scales Related to Pricing Perceptions
- Price Perception Scales (Lichtenstein, Ridgway, and Netemeyer 1993)
- Value Consciousness and Coupon Proneness: VC and CP (Lichtenstein, Netemeyer, and Burton 1990)
- Chapter Five: Reactions to Advertising Stimuli
- Measures Related to Ad Emotions and Ad Content
- Emotional Profile—Standardized Emotional Profile: SEP (Holbrook and Batra 1987b)
- Emotional Quotient Scale (EQ) and Reaction Profile (Wells 1964a)
- Feelings Toward Ads (Edell and Burke 1987)
- Informational and Transformational Ad Content (Puto and Wells 1984)
- Judgment of Ads-Viewer Judgment of Ads: The Persuasive Disclosure Inventory (PDI) (Feltham 1994)
- Reaction Profile: Leavitt's Reaction Profile (Leavitt 1970)
- Relevance, Confusion, and Entertainment (Lastovicka 1983)
- Response Profile-Viewer Response Profile: VRP (Schlinger 1979)
- Sexual Embeds in Advertising: VASE Scales (Widing, Hoverstad, Coulter, and Brown 1991)
- Measures Related to Ad Believability/Credibility
- Expertise, Trustworthiness, and Attractiveness of Celebrity Endorsers (Ohanian 1990)
- Public Opinion Toward Advertising (Pollay and Mittal 1993)
- Skepticism Toward Advertising (Obermiller and Spangenberg 1998)
- TV Advertising Believability Scale (Beltramini 1982)
- Measures Related to Children's Advertising
- Preschool Nonverbal (Brand) Attitude Scale: PAS (Macklin and Machleit 1990)
- TV Ads: Children's Attitudes Toward TV Commercials (Rossiter 1977)
- Chapter Six: Attitudes About the Performance of Business Firms, Satisfaction and Post-Purchase Behavior, Social Agencies, and the Marketplace
- Consumer Attitudes Toward Business Practices and Marketing
- Consumer Attitudes Toward Marketing and Consumerism (Barksdale and Darden 1972)
- Consumerism: Attitudes of Consumers/Business People Toward Consumerism (Klein 1982)
- Satisfaction with Social Services (Reid and Gundlach 1984)
- Sentiment: The Index of Consumer Sentiment Toward Marketing (Gaski and Etzel 1986)
- Service Quality: SERVQUAL (Parasuraman, Zeithaml, and Berry 1986, 1988)
- Service Quality of Retail Stores (Dabholkar, Thorpe, and Rentz 1996)
- Service Quality: Physical Distribution Service Quality (Beinstock, Mentzer, and Bird 1997)
- Appendix to SERVQUAL: Review and Sources of SERVQUAL Use
- Social Responsibility Scale for Marketing Personnel (Peters 1972)
- Social Role of Corporations: Attitudes Toward the Social Role of Corporations (Williams 1982)
- Welfare: Public Attitudes Regarding Welfare Programs: The Acceptance of Welfare Scale (Ahmed and Jackson 1979)
- Scales Related to Post-Purchase Behavior: Consumer Discontent
- Alienation: Consumer Alienation from the Marketplace (Pruden, Shuptrine, and Longman 1974)
- Alienation: Consumer Alienation from the Marketplace (Allison 1978)
- Assertiveness, Aggressiveness, and Complaining Behavior (Fornell and Westbrook 1979)
- Assertiveness and Aggressiveness (Richins 1983)
- Discontent: Consumer Discontent Scale (Lundstrom and Lamont 1976)
- Business Ethics
- Ethical Behavior in Research Organizations (Ferrell and Skinner 1988)
- Ethics: Improving Evaluations of Business Ethics (Reidenbach and Robin 1990)
- Ethics: Corporate Ethics Scale: CEP (Hunt, Wood, and Chonko 1989)
- Ethics: Marketing Norms Ethics Scale (Vitell, Rallapalli, and Singhapakdi 1993)
- Unethical Behavior: Buyers' Perceptions of Unethical Sales Behavior (Lagace, Ingram, and Boorom 1994)
- Business Attitudes Toward the Marketplace
- Conservatism: Management Conservatism (Sturdivant, Ginter, and Sawyer 1985)
- Culture: Marketing Culture (Webster 1993)
- Culture: Organizational Culture (Deshpande, Farley, and Webster 1993)
- Customer Orientation (Deshpande, Farley, and Webster 1993)
- Excellence in Business: EXCEL (Sharma, Netemeyer, and Mahajan 1990)
- Market Orientation (Narver and Slater 1990)
- Market Orientation: MARKOR (Kohli, Jaworski, and Kumar 1993)
- Market Orientation: Summary Scale (Deshpande and Farley 1996)
- Marketing Research: Use of Market Research: User (Menon and Wilcox 1994)
- Marketing Research: Trust and Use of Market Research (Moorman, Zaltman, and Deshpande 1992)
- Chapter Seven: Sales, Sales Management, Organizational Behavior, and Interfirm-Intrafirm Issues
- Sales, Sales Management, and Organizational Behavior Issues
- Job Satisfaction Measures
- Job Characteristics Inventory: JCI (Sims, Szilagyi, and Keller 1979)
- Job in General: JIG (Ironson, Smith, Brannick, Gibson, and Paul 1989)
- Job Satisfaction (Wood, Chonko, and Hunt 1986)
- Job Satisfaction of Industrial Salesperson: INDSALES (Churchill, Ford, and Walker 1974)
- Appendix to Job Satisfaction
- Job Descriptive Index: JDI (Smith, Kendall, and Hulin 1969)
- Job Diagnostic Survey: JDS (Hackman and Oldham 1975, 1980)
- Role Perceptions/Conflict
- Role Ambiguity: Multi-Faceted, Multi-Dimensional Role Ambiguity: MULTIRAM (Singh and Rhoads 1991a, 1991b)
- Role Conflict and Role Ambiguity (Rizzo, House, and Lirtzman 1970)
- Role Conflict and Role Ambiguity Scales for Industrial Salespeople (Ford, Walker, and Churchill 1975)
- Role Conflict and Role Ambiguity Scales for Salespeople (Chonko, Howell, and Bellenger 1986)
- Work-Family Conflict and Family-Work Conflict (Netemeyer, Boles, and McMurrian 1996)
- Job Burnout/Tension
- Burnout in Customer Service Representatives (Singh, Goolsby, and Rhoads 1994)
- Tension: Job-Induced Tension (House and Rizzo 1972)
- Performance Measures
- Organizational Citizenship Behaviors: OCBs (MacKenzie, Podsakoff, and Fetter 1993)
- Retail Salesperson Performance (Bush, Bush, Ortinau, and Hair 1990)
- Sales Performance Scale (Behrman and Perreault 1982)
- Salesperson Performance (Sujan, Weitz, and Kumar 1994)
- Control and Leadership
- Control: Supervisory Control (Challagalla and Shervani 1996)
- Leadership Role Clarity and Leadership Consideration (Schriesheim 1978)
- Leadership: Transactional and Transformational Leadership (Bycio, Hackett, and Allen 1995)
- Perceived Leader Behavior Scales (House and Dessler 1974)
- Organizational Commitment
- Occupational and Organizational Commitment (Meyer, Allen, and Smith 1993)
- Organizational Commitment: OCQ (Mowday, Steers, and Porter 1979)
- Organizational Commitment (Hunt, Chonko, and Wood 1985)
- Sales/Selling Approaches
- Adaptive Selling: ADAPTS (Spiro and Weitz 1990)
- Customer Orientation of Salespeople: SOCO (Saxe and Weitz 1982)
- Instrumental and Expressive Personality Traits of Salespersons (Jolson and Comer 1997)
- Self-Efficacy for Negotiation (Chowdhury 1993)
- Inter-/Intrafirm Issues of Influence and Power
- Influence Strategies in Marketing Channels (Boyle, Dwyer, Robicheaux, and Simpson 1992)
- Multiple Influences in Buying Centers (Kohli and Zaltman 1988)
- Power: Social Power Scales (Swasy 1979)
- Power: Dependence Based Measure of Interfirm Power in Channels (Frazier 1983)
- Power: Distributor, Manufacturer, and Customer Market Power (Butaney and Wortzel 1988)
- Power: Holzbach's Attributed Power Index: API (Comer 1984)
- Power and Influence in Group Settings (Kohli 1989)
- Power Sources in a Marketing Channel (Gaski and Nevin 1985)
- Other Measures Related to Interfirm Issues
- Buyclass Framework Scales (Anderson, Chu, and Weitz 1987)
- Buying: Organizational Buying Scales (Bunn 1994)
- Leadership: Channel Leadership Behavior (Schul, Pride, and Little 1983)
- Norms: Relational Norms (Heide and John 1992)
- Performance: Supplier Perceptions of Reseller Performance (Kumar, Stern, and Achrol 1992)
- Satisfaction-Channel Satisfaction: SATIND and SATDIR (Ruekert and Churchill 1984)
- Appendix to Inter-/Intrafirm Issues (Articles Containing Inter-/Intrafirm Related Measures)
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Back Matter
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