Digital Commons Network^™

The Hidden Costs Of Hidden Costs, Gene R. Laczniak

Marketing Faculty Research and Publications

This brief comment expands on the “long macro view” observation of Prof. Robert Lusch that human choices, including market choices, have massive and unseen costs. It is argued here that a central challenge for macromarketing scholars is to make transparent the hidden costs embedded in macromarketing systems and sub-systems so that their true complexity and heterogeneity are better understood. Distributive Justice demands such consideration.

Infrastructural Drivers Of Online Shopping: An International Perspective, Syed H. Akhter

Marketing Faculty Research and Publications

While online shopping expenditures have been increasing in both developed and developing economies, they still account for a small share of total retail sales. Significant differences also exist across countries in the amount of money consumers spend on a per capita basis on online purchases. The authors utilize the conceptual foundations of infrastructural framework to examine the effects of infrastructural drivers on online shopping expenditures in 43 countries. Findings show that per capita telecommunications investments and per capita gross national income are significantly associated with per capita online shopping expenditures. Privacy protection, Internet penetration, and credit card penetration were not …

Nutrition Labeling In The United States And The Role Of Consumer Processing, Message Structure, And Moderating Conditions, J. Craig Andrews, Scot Burton, Laurel Aynne Cook

Marketing Faculty Research and Publications

It has been since 1990 that the landmark Nutritional Labeling Education Act (NLEA) was passed in the United States, and since 1969 that the first White House Conference on Food, Nutrition and Health occurred. In the time since these important events, considerable research has been conducted on how U.S. consumers process and use nutritional labeling. An up-to-date review of nutritional labeling research must address key findings on the processing and use of nutrition facts panels (NFPs), restaurant labeling, front-of-pack (FOP) symbols, health and nutrient content claims, new labeling efforts (e.g., for meat products), and claims not regulated by the U.S. …

How Do Consumers Use Nutrition Labels On Food Products In The United States?, Yuanting Zhang, John T. Chen, Suohong Wang, J. Craig Andrews, Alan S. Levy

Marketing Faculty Research and Publications

This study examined how consumers use food labels in the United States. Based on the results from the cluster analysis, eight nutrition label questions from the Health and Diet Survey fell into 2 categories of label usage: for shopping or for dietary decisions. Survey respondents reported equal or more consideration of nutrition-label information for dietary choices than for shopping decisions in 2008 compared with prior survey years. Female consumers, frequent label users, well-educated, consumers aged 50 to 59, or consumers with any health issues were significantly more likely to use food labels for all kinds of purposes than their corresponding …

Religion-Motivated Enterprises In The Marketplace: A Macromarketing Inquiry, Thomas A. Klein, Gene R. Laczniak, Nicholas J. C. Santos

Marketing Faculty Research and Publications

This exploratory essay identifies and examines a variety of religiously affiliated or inspired enterprises operating in otherwise secular marketplaces. While explicitly recognizing that some marketplace manifestations of religion can be controversial, even dysfunctional, it argues for the evident macromarketing relevance of this project. The approach for analyzing what this paper refers to as “religion-motivated enterprises” (RMEs) consists of (1) a nominal classification scheme to illustrate and categorize the diversity of RME examples; (2) some foundational principles shared among major faith traditions that provide a basis for an RME ethos; and (3) basic propositions that, with future empirical testing, may explain …

The 2016 Jesuit Task Force Report On ‘Justice In The Global Economy:’ Analysis, Implications And Actions For Jesuit Business Schools, Gene R. Laczniak, Nicholas J C Santos

Marketing Faculty Research and Publications

No abstract provided.

The Papal Encyclical Laudato Si’: A Focus On Sustainability Attentive To The Poor, Ann-Marie Kennedy, Nicholas J. C. Santos

Marketing Faculty Research and Publications

This article seeks to reflect upon Laudato Si’, the papal encyclical on ecology and sustainable development, and uncover its apparent philosophical and practical approach to the environment. It begins with a discussion of paradigms of thought that outline the new ecological paradigm (NEP) suggested in the ecological literature, thereby helping to situate the ecosophy of Laudato Si’ within current thought. As we will show, Laudato Si’ differs from the NEP by linking the poor to our approach to sustainability and in its consideration of integral ecology. Specific principles for sustainability in business are then identified and strategic approaches are recommended, …

Managing The Tensions At The Intersection Of The Triple Bottom Line: A Paradox Theory Approach To Sustainability Management, Lucie K. Ozanne, Marcus Phipps, Todd Weaver, Michal Carrington, Michael Luchs, Jesse Callin, Shipra Gupta, Nicholas J. C. Santos, Kristin Scott, Jerome Williams

Marketing Faculty Research and Publications

Corporate sustainability management encompasses multiple dimensions: environmental, social, and economic. Companies are increasingly evaluated within the public sphere, and within their own organizations, according to the degree to which they are perceived to simultaneously promote this nexus of virtues. This article seeks to explore the tensions frequently faced by organizations that strive to manage these dimensions and the role of public policy in that pursuit. A multiple–case study approach is utilized in which the authors selected case organizations according to whether they were attempting to manage the three dimensions of sustainability. The authors utilize paradox theory and a typology provided …

Professor Walks Into A Bar: Using Humor And Q-Score To Determine Instructor And Department Appeal, Alexander Milovic, Rebecca Dingus, Nina Krey

Marketing Faculty Research and Publications

Building on existing research on humor in the classroom, the authors propose a research design that examines the effect of humor on a professor's effectiveness in the classroom. The concept of Q-Score is applied to academia, which is a popular rating used by advertisers to measure source attractiveness and determine celebrity appeal. Several factors leading to teaching effectiveness and “favorite prof” status are explored in addition to overall effects of humor in the classroom. This study combines evaluations from popular student-viewed websites, student evaluations, and a Humor Orientation scale. An awareness and application of this metric can assist professors in …

Conceptualisations Of The Consumer In Marketing Thought, Ann-Marie Kennedy, Gene R. Laczniak

Marketing Faculty Research and Publications

Purpose

This paper seeks to gain an understanding of how different consumer conceptualisations in marketing may lead to negative outcomes. Every profession has its grand vision. The guiding vision for most marketing professionals is customer orientation. Of course, reality is more complex and nuanced than a single unified vision. Organisations tout their consumer-centric marketing decisions, in that they use consumer research to make operational decisions about products, prices, distribution and the like. However, marketers’ treatment of consumers is often far from the customer’s best interests. It is proposed that by understanding the different conceptualisations of the consumer over time, we …

Assessing Perceptions Of The Integrative Justice Model Propositions: A Critical Step Toward Operationalizing A Macro Model, Tina M. Facca-Miess, Nicholas J. C. Santos

Marketing Faculty Research and Publications

Propositions underlying the theoretical tenets of the Integrative Justice Model (IJM), a normative, ethical framework for engaging in impoverished markets, are investigated for reliability in application. Santos and Laczniak provide numerous decision principles to help the marketer to evaluate fairness in the marketplace exchange, yet which are most reflective of the core tenets and most useful in application? Managerial perceptions of the extent to which the propositions reflect the core tenets of the IJM are evaluated in this critical step toward operationalizing the model. Factor analysis is implemented with a relatively small sample, a challenge particularly common in research with …

On The Nature Of “Good” Goods And The Ethical Role Of Marketing, Gene R. Laczniak, Nicholas J. C. Santos, Thomas A. Klein

Marketing Faculty Research and Publications

The purpose of this essay is to elaborate on an important section of a document titled, Vocation of the Business Leader, published by the Pontifical Council for Justice and Peace. Subtitled “A Reflection,” this document is an 87 paragraph, 13,000 word (in English) statement about the ideals of business leadership as inspired by Christian values and ethics. It was sponsored by Peter K.A. Cardinal Turkson and Bishop Mario Toso in consultation with assorted educators, theologians, economists, and philosophers. The document developed from reflections and discussions on Pope Benedict XVI’s social encyclical Caritas in Veritate, particularly a seminar organized …

The Relationship Between Marketing Ethics And Corporate Social Responsibility: Serving Stakeholders And The Common Good, Gene R. Laczniak, Patrick E. Murphy

Marketing Faculty Research and Publications

No abstract provided.

Poverty, Prosperity And The Challenges Of The Good Company, Michael John Naughton, Nicholas J. C. Santos

Marketing Faculty Research and Publications

The articles in this volume originate from papers delivered at the 9th International Conference on Catholic Social Thought and Management Education at De La Salle and Ateneo Universities in Manila, Philippines (February 26–28, 2015). The theme of the conference was “Poverty, Prosperity and the Purpose of Business” within the Catholic social tradition. In attendance were approximately 300 participants representing 22 countries from 80 Catholic colleges and universities. They came from disciplines in management, philosophy, finance, accounting, theology, marketing, economics, and others. There were also leaders from business, many of whom were from the Philippines, who brought their experiences to bear …

The Integrative Justice Model: Fair, Ethical, And Innovative Marketing To The Poor, Gene R. Laczniak, Nicholas J. C. Santos

Marketing Faculty Research and Publications

No abstract provided.

Seeking The Real Adam Smith And Milton Friedman, Jacob Bagha, Gene R. Laczniak

Marketing Faculty Research and Publications

In this paper we will analyze the relationship between free market principles and ethics through an exploration of how too many business managers often approach the ideas of Adam Smith and Milton Friedman. In doing so, we aim to provide a thoughtful foundation for future discussions of how we ought to navigate this intersection. We briefly examine questions such as: What is the relationship between the “best” economy in terms of efficiency and the common good for society? Is pursuing one’s individual economic advantage the same as promoting the general interest? As we analyze and discuss these questions, specifically in …

The “Integrative Justice Model” As Transformative Justice For Base-Of-The-Pyramid Marketing, Nicholas J C Santos, Gene R. Laczniak, Tina M. Facca-Miess

Marketing Faculty Research and Publications

Writing in Business and Politics, Santos and Laczniak (Business and Politics 14(1) 2012) formulated a normative, ethical approach to be followed when marketers e ngage impoverished market segments. It is labeled the integrative justice model (IJM). As noted below, that approach called for authentic engagement, co-creation, and customer interest representation, among other elements, when transacting with vulnerable market segments. Basically, the IJM derived certain operational virtues, implied by moral philosophy, to be used when marketing to the poor. But this well-intentioned approach raises a significant “So what?” question. Are such sentiments anything but lofty aspirations for idealists or are …

Government Efforts To Aid Consumer Well-Being: Understanding Federal Health Warnings And Disclosures, Jeremy Kees, Scot Burton, J. Craig Andrews

Marketing Faculty Research and Publications

No abstract provided.

Marketing Ethics And Csr In Marketing: Research Challenges For The Next Decade, Gene R. Laczniak

Marketing Faculty Research and Publications

No abstract provided.

Culture And Chocolate Consumption In China: A Case Study Of The Launch Of A Brazilian Brand, Syed H. Akhter, Marcilio Machado

Marketing Faculty Research and Publications

No abstract provided.

Honor Among Salespeople: Using An Ethical Role Play And Code Of Ethics Exercise To Develop An Ethical Framework In A Professional Selling Course, Rebecca Dingus, Alexander Milovic

Marketing Faculty Research and Publications

Building on recommendations from both sales educators and the AACSB, the authors propose a three-step approach to assist professors in teaching ethics in a Professional Sales course. An ethics module is presented that consists of an ethics role play, a discussion of “grey area” situations that a salesperson will often experience, and a Code of Ethics written assignment that will allow students to experience, analyze, and reinforce positive ethical behavior in order to help prepare them for sales careers. Following a detailed explanation of each exercise, student feedback is presented to support this multi-faceted ethics program as a valuable contribution …

Everyone Loves A Winner…Or Do They? Introducing Envy Into A Sales Contest To Increase Salesperson Motivation, Alexander Milovic, Rebecca Dingus

Marketing Faculty Research and Publications

This paper focuses on the role that envy can play in driving sales force behavior in competitions. Envy, an unpleasant emotion that occurs when a person covets something that another has, can be used as a motivating tool to push lower-ranked salespeople to better compete with high achievers. Following a review of envy and sales contest effectiveness, potential strategies are provided for implementing benign envy while avoiding the potential negative consequences of envy. Sales managers must be careful to ensure that envy is induced properly to engage the employees while not negatively affecting the long-term health of the sales force.

Indigenous Intellectual Property Rights: Ethical Insights For Marketers, Ann-Marie Kennedy, Gene R. Laczniak

Marketing Faculty Research and Publications

Present copyright laws do not protect Indigenous intellectual property (IIP) sufficiently. Indigenous cultural artefacts, myths, designs and songs (among other aspects) are often free to be exploited by marketers for business' gain. Use of IIP by marketers is legal as intellectual property protection is based on the lifetime of the person who has put the IP in tangible form. However, Indigenous groups often view ownership in a very different light, seeing aspects of their culture as being owned by the group in perpetuity. Misuse of their cultural heritage by marketers in products often denies the Indigenous group a monetary benefit …

Marketing The Ir: Strategies From The Marquette Survey, Rose Fortier

Library Faculty Research and Publications

Marquette University’s institutional repository, e-Publications@Marquette, was established in 2008 for the deposit of faculty publications and research. Despite active participation by some faculty, universal participation remains an elusive goal. During the spring of 2013, faculty participation and needs were assessed via survey and compared to the IR’s capabilities in addressing those needs. Based upon the assessment survey and the IR’s available resources, a marketing plan and promotional strategies were created. The presentation will include analysis of the survey results and how they informed the creation of a marketing plan. Details of the marketing plan will be discussed as well as …

How Graphic Visual Health Warnings Affect Young Smokers' Thoughts Of Quitting, J. Craig Andrews, Richard G. Netemeyer, Jeremy Kees, Scot Burton

Marketing Faculty Research and Publications

Two-thirds of adolescent and young adult smokers become lifetime smokers, and one-half of those lifetime smokers will die from this habit. The authors examine alternative persuasive pathways to thoughts of quitting taken by adolescent and young adult smokers when exposed to graphic visual health warnings on cigarette packages. For adolescent smokers, the authors find that graphic warnings and smoking frequency affect fear, and fear influences negative health beliefs about smoking, ultimately increasing thoughts of quitting. They also find that the graphic warning and a graphic warning × smoking frequency interaction have incremental effects on quit thoughts beyond the effects of …

Fostering Fair And Sustainable Marketing For Social Entrepreneurs In The Context Of Subsistence Marketplaces, Tina M. Facca-Miess, Nicholas J. C. Santos

Marketing Faculty Research and Publications

In recent years, in-depth, on-the-ground research has generated many insights into the nature and functioning of subsistence marketplaces and the people who operate in them. Such knowledge is bound to be useful to various companies and organisations, as they seek to engage such marketplaces, particularly for marketing managers, who quite likely have not had education or experience in marketing in such impoverished settings. This paper complements these practical insights with a normative ethical framework, presented in the marketing literature and labelled the integrative justice model (IJM) for impoverished markets, so as to synthesise a new framework for fair and sustainable …

Consumer Research Needs From The Food And Drug Administration On Front-Of-Package Nutritional Labeling, J. Craig Andrews, Chung-Tung Jordan Lin, Alan S. Levy, Serena Lo

Marketing Faculty Research and Publications

Americans have increasingly busy lifestyles and desire quick and nutritious food choices. To provide consumers with at-a-glance nutrition information, many food manufacturers have introduced front-of-package (FOP) nutritional labeling systems. The purpose of this review is to reach out to the marketing and public policy discipline by identifying research needs on FOP systems not only to aid decision making for federal agencies, but also to help advance research on this important topic. We describe the many FOP systems, the FDA's regulatory background and approach to FOP systems, recent experimental research and gaps in knowledge, and research needs on FOP nutrition labeling.

Privacy Concern And Online Transactions: The Impact Of Internet Self-Efficacy And Internet Involvement, Syed H. Akhter

Marketing Faculty Research and Publications

Purpose – This study aims to examine the effects of internet self-efficacy and internet involvement on privacy concern and the effect of privacy concern on the frequency of online transactions. The study also seeks to examine the direct effect of internet self-efficacy and internet involvement on the frequency of online transactions.

Design/methodology/approach – A structural equation model was developed to test the hypotheses. The model was tested using the LISREL 8.8 software and both structural and measurement parameters were estimated.

Findings – Findings suggest that internet self-efficacy and internet involvement affect privacy concern negatively; and privacy concern, in turn, affects …

Receptivity Of Young Chinese To American And Global Brands: Psychological Underpinnings, Steven Lysonski

Marketing Faculty Research and Publications

Purpose – The purpose of this paper was to examine psychological variables of young Chinese to determine their impact on identification with global consumer culture, attitudes toward global and USA brands and intention to buy USA brands. The independent or psychological variables examined were self-monitoring, life satisfaction, brand relevance, social demonstration effect, change-seeking behavior and reference groups (interacted and non-interacted). The goal was to understand what forces drive global and USA brand preferences.

Design/methodology/approach – Data were collected in Guangzhou, China, in 2013 through a survey administered to 152 young Chinese respondents. Confirmatory factor analysis and reliability coefficients verified the …

Low-Income Consumers In Brazil: Nuances Of A Market That Can No Longer Be Ignored, Luiz Antonio Slongo, Carlos Sergio Valdez Saldanha, Syed H. Akhter

Marketing Faculty Research and Publications

The main goal of this paper is to better understand the low income Brazilian market, supported by two basic concepts: price unfairness and perceived product value. In order to meet the research objective a qualitative approach, based on two methodological procedures – observation and in-depth interviews –, was used. The findings indicate that small neighborhood retailers, despite lacking adequate physical infrastructure and management skills, play an important role in meeting the needs of low-income consumers. They offer convenience, personalized services, easy and uncomplicated credit (on an informal basis), and a product mix that matches the needs and desires of their …