Marketing scales handbook: A compilation of multi-item measures

Marketing scales handbook : a compilation of multi-item measures / Gordon C. Bruner II, Paul J. Hensel
Chicago, Ill., USA : American Marketing Association, c1992-c2005

Ref Desk HF5415.3 .B785 1992 v.1

Activity (stimulus) (1981)
Holbrook MB
v.1, pg.10-11

Affect (general) (1981)
Holbrook MB
v.1, pg.12-14

Affect (music) (1984)
Dillon WR; Mulani N; Frederick DG
v.1, pg.15-17

Age related responsibility (child) (1988)
Crosby LA; Grossbart SL
v.1, pg.18-19

Aggressiveness (consumer) (1983)
Richins ML
v.1, pg.20-21

Aggressiveness (general) (1983)
Richins ML
v.1, pg.22-24

Appropriateness (object) (1989)
Stayman DM; Deshpande R
v.1, pg.25-26

Arousal (1974)
Mehrabian A; Russell JA
v.1, pg.27-28

Arousal seeking tendency (1974)
Mehrabian A; Russell JA
v.1, pg.29-31

Arts enthusiast (1976)
Darden WR; Perreault WD Jr
v.1, pg.32-33

Assertiveness (consumer) (1983)
Richins ML
v.1, pg.34-36

Assertiveness (general) (1983)
Richins ML
v.1, pg.37-39

Attitude toward branded products (1978)
Moschis GP
v.1, pg.40-41

Attitude toward business (1983)
Richins ML
v.1, pg.42-43

Attitude toward business ethics (Consumer normlessness) (1980, 1985)
Lambert ZV; Durand RM
v.1, pg.44-45

Attitude toward buying American made products (1987)
Shimp TA; Sharma S
v.1, pg.46-47

Attitude toward computer technology (1983)
Dickerson MD; Gentry JW
v.1, pg.48-49

Attitude toward humor (1982, 1985)
Gorn GJ; Allen CT; Madden TJ
v.1, pg.50-51

Attitude toward pricing practices (1986)
Gaski JF; Etzel MJ
v.1, pg.52-53

Attitude toward salespeople (1978, 1981)
Moschis GP
v.1, pg.54-55

Attitude toward shampoo (1984)
Kisielius J; Sternthal B
v.1, pg.56-57

Attitude toward soft drink consumption (1988)
Beatty SE; Kahle LR
v.1, pg.58-59

Attitude toward the act (getting flu shot) (1979, 1980)
Oliver RL; Berger PK
v.1, pg.60-61

Attitude toward the act (getting flue shot) (1979, 1980)
Oliver RL; Berger PK
v.1, pg.60-61

Attitude toward the act (likert) (1983, 1989)
Bello DC; Ritts RE; Etzel MJ; Petroschius SM; Crocker KE
v.1, pg.62-63

Attitude toward the act (likert) (1987)
Petroshius SM; Monroe KB
v.1, pg.64-65

Attitude toward the act (reuse salesperson) (1989)
Oliver RL; Swan JE
v.1, pg.66-67

Attitude toward the act (semantic differential (1975, 1982, 1985, 1988)
Ahtola OT; Bagozzi RP; Fishbein M; Ajzen I; Gardener MP; Mitchell AA; Russo JE; Gill JD; Grossbard S; Laczniak RN
v.1, pg.68-73

attitude toward the offer (1988, 1989)
Burton S; Lichtenstein; Bearden WO
v.1, pg.74-75

attitude toward the product (1976, 1982)
Maddox RN
v.1, pg.76-78

Attitude toward the product brand (likert) (1985, 1988, 1989)
Duncan CP; Nelson JE; Petroshius SB; Crocker KE; Stayman DM; Aaker DA
v.1, pg.79-81

attitude toward the product price (1976, 1982)
Maddox RN
v.1, pg.93-94

attitude toward the product retail placement (1976, 1982)
Maddox RN
v.1, pg.95-96

attitude toward the purchase (feeling dimension) (1987)
Ratchford BT
v.1, pg.97-98

attitude toward the purchase (thinking dimension) (1987)
Ratchford BT
v.1, pg.99-100

Attribute importance (1989)
Sujan M; Bettman JR
v.1, pg.101-102

Attribute variability (1989)
Sujan M; Bettman JR
v.1, pg.103-104

Brand differentiation (cameras) (1989)
Sujan M; Bettman JR
v.1, pg.105-106

Brand loyalty (soft drinks) (1988)
Beatty SE; Kahle LR
v.1, pg.107-108

Brand name appropriateness (1989)
Allen CT; Janiszewski CA
v.1, pg.109-110

Brand similarity (1989)
Sujan M; Bettman JR
v.1, pg.111-112

Brand switcher (1980)
Raju PS
v.1, pg.113-114

Brand variability (cameras) (1989)
Sujan M; Bettman JR
v.1, pg.115-116

Choice independence (child) (1977, 1988)
Ward S; Wackman DB; Wartella E; Carlson L; Grossbart S
v.1, pg.117-118

Clothing interest (1984, 1985)
Hawes JM; Lumpkin JR
v.1, pg.119-120

Communication avoidance (parent child) (1958)
Schaefer ES; Bell RA
v.1, pg.121-122

Communication encouragement (parent child) [encouraging verbalization] (1958)
Schaefer ES; Bell RA
v.1, pg.123-124

Community mindedness (1976)
Darden WR; Perreault WD Jr
v.1, pg.125-127

Comparison shopping (1984, 1985)
Hawes JM; Lumpkin JR
v.1, pg.128-129

Complaining acceptability (1982, 1983)
Richins ML
v.1, pg.130-131

Complaint responsiveness (1982, 1983)
Richins ML
v.1, pg.132-133

Complexity (stimulus) (1974, 1981)
Berlyne DE; Holbrook MB
v.1, pg.134-135

Compliance (physician's advice) (1987)
Friedman ML; Churchill GA Jr
v.1, pg.136-137

Compliance motivation (1989)
Bearden WO; Netemeyer RG; Teel JE
v.1, pg.138-139

Compulsivity (general) (1989)
O'Guinn TC; Faber RJ
v.1, pg.140-141

Compulsivity (purchase) (1989)
O'Guinn TC; Faber RJ
v.1, pg.142-143

Conformity (dress) (1985)
Lumpkin JR
v.1, pg.144-145

Conformity motivation (1984)
Lennox RD; Wolfe RN
v.1, pg.146-147

Consequences (physician's treatment) (1987)
Friedman ML; Churchill GA Jr
v.1, pg.148-149

Conservatism (politicoeconomic) (1950, 1987)
Levinson DJ; Shimp TA; Sharma S
v.1, pg.150-151

Consumer affairs knowledge (1978, 1981)
Moschis GP
v.1, pg.152-153

Consumer role expectations (adolescents') (1984)
Moschis GP; Moore RL
v.1, pg.154-155

Consumption motivation (objective) (1978, 1981,1988)
Moschis GP; Carlson L; Grossbart S
v.1, pg.156-157

Consumption motivation (social) (1978, 1981,1988)
Moschis GP; Carlson L; Grossbart S
v.1, pg.158-159

Contact frequency (sales agent) (1987)
Crosby LA; Stephens N
v.1, pg.160-161

Convenience (locating products with store) (1989)
Lumpkin JR; Hunt JB
v.1, pg.162-163

Convenience (movement in store) (1989)
Lumpkin JR; Hunt JB
v.1, pg.164-165

Convenience (shopping) (1989)
Lumpkin JR; Hunt JB
v.1, pg.166-167

Convenience (shopping ease) (1985)
Saegert J; Hoover RJ; Hilger MT
v.1, pg.168-169

Convenience (store features) (1985)
Saegert J; Hoover RJ; Hilger MT
v.1, pg.170-171

Convenience (within store) (1989)
Lumpkin JR; Hunt JB
v.1, pg.172-173

Cooking enjoyment (1983)
Dickerson MD; Gentry JW
v.1, pg.174-175

Coping (life) (1989)
Lumpkin JR; Hunt JB
v.1, pg.176-177

Coviewing TV (parent child) (1988)
Carlson L; Grossbart S
v.1, pg.178-179

Creativity (product usage) (1983)
Price LL; Ridgway NM
v.1, pg.180-181

Credit usage (1974, 1983,1984, 1985)
Darden WR; Ashton D; Dickerson MD; Gentry JW; Davis DL; Rubin RS; Hawes JM; Lumpkin JR
v.1, pg.182-184

Curiosity (product operation) (1983, 1986)
Price LL; Ridgway NM; Childers TL
v.1, pg.185-186

Cynicism (political) (1969, 1985)
Olsen ME; Durand RM; Lambert ZV
v.1, pg.187-188

Dieter (1976, 1982)
Darden WR; Perreault WD Jr; Lumpkin JR
v.1, pg.189-190

Disconfirmation (1987, 1989)
Westbrook RA; Oliver RL; Swan JE
v.1, pg.191-193

Dogmatism (1985)
Bruning ER; Kovacic ML; Oberdick LE
v.1, pg.194-195

Dogmatism (1960)
Rokeach M
v.1, pg.196-199

Domination (1974)
Mehrabian A; Russell JA
v.1, pg.200-201

Energy consciousness (1985)
Lumpkin JR
v.1, pg.202-203

Envy (1984)
Belk RW
v.1, pg.204-206

Ethnocentrism [CETSCALE] (1987)
Shimp TA; Sharma S
v.1, pg.207-208

Exchange equity (customer's with dealer) (1989)
Oliver RL; Swan JE
v.1, pg.209-210

Exchange equity (customer's with salesperson) (1989)
Oliver RL; Swan JE
v.1, pg.211-230

Exchange inputs (customer's with salesperson) (1989)
Oliver RL; Swan JE
v.1, pg.215-216

Exchange inputs (dealer's with customer) (1989)
Oliver RL; Swan JE
v.1, pg.217-218

Exchange inputs (salesperson's with customer) (1989)
Oliver RL; Swan JE
v.1, pg.219-220

Exchange outcomes (customer's with dealer) (1989)
Oliver RL; Swan JE
v.1, pg.221-222

Exchange outcomes (customer's with salesperson) (1989)
Oliver RL; Swan JE
v.1, pg.223-224

Exchange outcomes (dealer's with customer) (1989)
Oliver RL; Swan JE
v.1, pg.225-226

Exchange outcomes (salesperson's with customer) (1989)
Oliver RL; Swan JE
v.1, pg.227-228

Exploratory shopper (1980)
Raju PS
v.1, pg.229-230

Exchange inputs (customer's with dealer) (1989)
Oliver RL; Swan JE
v.1, pg.231-214

Expressiveness (stimulus) (1981)
Holbrook MB
v.1, pg.231-232

Fairness (dealer's treatment of customer) (1989)
Oliver RL; Swan JE
v.1, pg.233-234

Fairness (salesperson's treatment of customer) (1989)
Oliver RL; Swan JE
v.1, pg.235-236

Familiarity (generalized) (1984)
Hirschman EC; Solomon MR
v.1, pg.237-238

Familiarity (object) (1985)
Oliver RL; Bearden WO
v.1, pg.239-240

Fantasizing (1989)
O'Guinn TC; Faber RJ
v.1, pg.241-242

Fashion consciousness (1976)
Darden WR; Perreault WD Jr
v.1, pg.243-244

Femininity (1974; 1985)
Bem SL; Barak B; Stern B
v.1, pg.245-247

Financial concern (1989)
Rahtz DR; Sirgy MJ; Meadow HL
v.1, pg.248-249

Freedom (1981)
Unger LS
v.1, pg.250-251

Futility (political) (1969)
Olsen ME; Durand RM; Lambert ZV
v.1, pg.252-253

Generosity (1984)
Belk RW
v.1, pg.254-256

Healthiness (1989)
Lumpkin JR; Hunt JB
v.1, pg.257-258

Healthiness (1989)
Rahtz DR; Sirgy MJ; Meadow HL
v.1, pg.259-260

Health safety concern (1989)
Rahtz DR; Sirgy MJ; Meadow HL
v.1, pg.261-262

Hemispheric orientation (1983)
Hirschman EC
v.1, pg.263-264

Homebody [limited activity] (1989)
Rahtz DR; Sirgy MJ; Meadow HL
v.1, pg.265-266

Homebody (1983)
Dickerson MD; Gentry JW
v.1, pg.267-268

Household chore expectations (parent child) [early maturity demand] (1988)
Carlson L; Grossbart S
v.1, pg.269-270

Housework hater (1976, 1982)
Darden WR; Perreault WD Jr; Lumpkin JR
v.1, pg.271-272

Imagery vividness (1973)
Marks DF
v.1, pg.273-275

Inflation consciousness (1985)
Lumpkin JR
v.1, pg.276-277

Information seeker (interpersonal) (1976)
Darden WR; Perreault WD Jr
v.1, pg.278-279

Information seeker (interpersonal) (1989)
Bearden WO; Netemeyer RG; Teel JE
v.1, pg.280-281

Information usage (company sources) (1987)
Crosby LA; Stephens N
v.1, pg.282-283

Information usage (personal sources) (1987)
Crosby LA; Stephens N
v.1, pg.284-285

In home shopper (1984)
Hawes JM; Lumpkin JR
v.1, pg.286-287

Innovativeness (brand) (1976)
Darden WR; Perreault WD Jr
v.1, pg.288-289

Innovativeness (fashion) (1980)
Hirschman EC
v.1, pg.290-291

Innovativeness (fashion) (1985)
Lumpkin JR
v.1, pg.292-293

Innovativeness [open processing] (1985)
Leavitt B; Walton J
v.1, pg.294-296

Innovativeness (product) (1985)
Oliver RL; Bearden WO
v.1, pg.297-298

Innovativeness (shopping) (1984)
Hawes JM; Lumpkin JR
v.1, pg.299-300

Innovativeness (shopping) (1980)
Raju PS
v.1, pg.301-302

In shopping preference (1984)
Hawes JM; Lumpkin JR
v.1, pg.303-304

In shopping preference (1985)
Hozier GC Jr; Stem DE Jr
v.1, pg.305-306

Interaction orientation of salesperson (customer's perception) (1985)
Williams KC; Spiro RL
v.1, pg.307-308

Interpersonal influence susceptibility (normative) (1989)
Bearden WO; Netemeyer RG; Teel JE
v.1, pg.309-310

Involvement (activity) (1981)
Unger LS
v.1, pg.311-312

Involvement (body weight) (1985)
Oliver RL; Bearden WO
v.1, pg.313-314

Involvement (enduring) (1987)
Slama ME; Tashchian A
v.1, pg.315-316

Involvement (enduring) (1985)
Zaichkowsky JL
v.1, pg.317-320

Involvement (product) (1986)
Zinkhan GM; Locander WB; Leigh JH
v.1, pg.321-322

Involvement (product) (1982)
Korgaonkar PK; Moschis GP
v.1, pg.323-324

Involvement (purchase decision) (1987)
Ratchford BT
v.1, pg.325-326

Involvement (response) (1987)
Slama ME; Tashchian A
v.1, pg.327-328

Involvement [shopping enjoyment] (1985)
Lumpkin JR
v.1, pg.329-330

Involvement (situational) (1987)
Slama ME; Tashchian A
v.1, pg.331-332

Involvement (store) (1982)
Arora R
v.1, pg.333-335

Involvement (television) (1989)
Rahtz DR; Sirgy MJ; Meadow HL
v.1, pg.336-337

Involvement with education (enduring) (1982)
Arora R
v.1, pg.338-339

Involvement with education (response) (1982)
Arora R
v.1, pg.340-341

Involvement with education (situational) (1982)
Arora R
v.1, pg.342-343

Likelihood of eating (specified food) (1989)
Stayman DM; Deshpande R
v.1, pg.344-345

Locus of control (1966)
Rotter JB
v.1, pg.346-347

Loyalty proneness (product) (1980)
Raju PS
v.1, pg.348-349

Market maven (1987)
Feick LF; Price LL
v.1, pg.350-351

Masculinity (1974, 1985)
Bem SL; Barak B; Stern B
v.1, pg.352-354

Mastery (situation) (1981)
Unger LS
v.1, pg.355-356

Materialism (1981)
Moschis GP
v.1, pg.357-358

Materialism [cultural estrangement] (1985)
Durand RM; Lambert ZV
v.1, pg.359-360

Mood (1989)
Allen CT; Janiszewski CA
v.1, pg.361-362

Motivation to engage in activities (intrinsic extrinsic) (1986)
Holbrook MB
v.1, pg.363-364

Multi store shopper (1988)
Carlson L; Grossbart S
v.1, pg.365-366

Novelty (activity) (1981)
Unger LS
v.1, pg.367-368

Novelty (stimulus) (1981)
Holbrook MB
v.1, pg.369-370

Nurturance (parental) (1982)
Rickel AU; Biasatti LL
v.1, pg.371-372

Nutritional knowledge (1989)
Wiman AR; Lewman LM
v.1, pg.373-374

Nutritional phraseology understanding (1989)
Wiman AR; Lewman LM
v.1, pg.375-376

Obedience expectation for kids at school [values conformity] (1988)
Carlson L; Grossbart S
v.1, pg.377-378

Opinion leadership (fashion) (1980)
Hirschman EC
v.1, pg.379-380

Opinion leadership (fashion) (1985)
Lumpkin JR
v.1, pg.381-382

Opinion leadership (generalized) (1980)
Raju PS
v.1, pg.383-384

Opinion leadership (generalized) (1961)
Rogers EM
v.1, pg.385-387

Opinion leadership (generalized) (1970)
King CW; Summers JO
v.1, pg.388-390

Opinion leadership (purchase) (1976)
Darden WR; Perreault WD Jr
v.1, pg.391-392

Opinion leadership (shopping) (1985)
Lumpkin JR
v.1, pg.393-394

Optimism (financial) (1976)
Darden WR; Perreault WD Jr
v.1, pg.395-397

Parental ethnocentrism [excluding outside forces) (1958)
Schaefer ES; Bell RA; Carlson L; Grossbart S
v.1, pg.398-399

Parental style (authoritarian) (1971, 1988)
Baumrind D; Carlson L; Grossbart S
v.1, pg.400-401

Parental style (concept orientation) (1988)
Carlson L; Grossbart S
v.1, pg.402-403

Parental style (firm) (1971, 1988)
Baumrind D; Carlson L; Grossbart S
v.1, pg.404-405

Parental style (protective) (1958, 1988)
Schaefer ES; Bell RA; Carlson L; Grossbart S
v.1, pg.406-407

Parental style (socio orientations) (1988)
Carlson L; Grossbart S
v.1, pg.408-409

Parental style (strict) (1958)
Schaefer ES; Bell RA
v.1, pg.410-411

Patriotism (1987)
Shimp TA; Sharma S
v.1, pg.412-413

Personalizing shopper (1985)
Lumpkin JR
v.1, pg.414-415

Personalizing shopper (1985)
Saegert J; Hoover RJ; Hilger MT
v.1, pg.416-417

Pleasure (1974)
Mehrabian A; Russell JA
v.1, pg.418-419

Possessiveness (1984)
Belk RW
v.1, pg.420-422

Potency (stimulus) (1981)
Holbrook MB
v.1, pg.423-424

Powerlessness (consumer) (1980)
Lambert ZV
v.1, pg.425-426

Price consciousness (1976)
Darden WR; Perreault WD Jr
v.1, pg.427-429

Price consciousness (1988)
Lichtenstein DR; Bloch PH; Black WC
v.1, pg.430-431

Price quality inference (running shoes) (1988)
Lichtenstein DR; Bloch PH; Black WC
v.1, pg.432-433

Pricing issues (air travel) (1985)
Bruning ER; Kovacic ML; Oberdick LE
v.1, pg.434-435

Problem recognition style (clothing) (1983)
Bruner GC II
v.1, pg.436-437

Product aesthetics (1986)
Hirschman EC
v.1, pg.438-439

Product knowledge (1989)
Bloch PH; Ridgway NM; Sherrell DL
v.1, pg.440-441

Product performance evaluation (radio) (1982)
Korgaonkar PK; Mochis GP
v.1, pg.442-443

Product performance evaluation (soft drink) (1982)
Korgaonkar PK; Mochis GP
v.1, pg.444-445

Product price relationship (1978)
Moschis GP
v.1, pg.446-447

Product purchase influence (child's) (1988)
Carlson L; Grossbart S
v.1, pg.448-449

Purchase expectations (adolescents') (1984)
Moschis GP; Moore RL
v.1, pg.450-451

Purchase independence (child) (1988)
Carlson L; Grossbart S
v.1, pg.452-453

Purchase related communication (child's view) (1971)
Ward S; Wackman D
v.1, pg.454-455

Purchase related communication (parent's view) (1988)
Carlson L; Grossbart S
v.1, pg.456-457

Quality (product) (1986)
Gaski JF; Etzel MJ
v.1, pg.458-459

Quality (product) (1987)
Petroshius SM; Monroe KB
v.1, pg.460-461

Quality (store's products) (1985)
Saegert J; Hoover RJ; Hilger MT
v.1, pg.462-463

Quantity of consumption (soft drink) (1988)
Beatty SE; Kahle LR
v.1, pg.464-465

Rationality (object) (1984)
Hirschman EC; Solomon MR
v.1, pg.466-467

Reader (1983)
Davis DL; Rubin RS
v.1, pg.468-469

Rebates (negative role) (1988)
Tat P; Cunningham WA III; Babakus E
v.1, pg.470-471

Rebates (negative role) (1988)
Tat P; Cunningham WA III; Babakus E
v.1, pg.472-473

Rebates (positive role) (1988)
Tat P; Cunningham WA III; Babakus E
v.1, pg.474-475

Refusal of child's purchase request (with explanation) (1988)
Carlson L; Grossbart S
v.1, pg.476-477

Refusal of child's purchase request (without explanation) (1988)
Carlson L; Grossbart S
v.1, pg.478-479

Regulation of business (1988)
Carlson L; Grossbart S
v.1, pg.480-481

Respect toward elderly (1989)
Rahtz DR; Sirgy MJ; Meadow HL
v.1, pg.482-483

Restricted mobility (1989)
Lumpkin JR; Hunt JB
v.1, pg.484-485

Restriction of TV viewing (1988)
Carlson L; Grossbart S
v.1, pg.486-487

Risk (financial) (1982)
Shimp TA; Bearden WO
v.1, pg.488-489

Risk (performance) (1982)
Shimp TA; Bearden WO
v.1, pg.490-491

Risk aversion (product usage) (1983)
Price LL; Ridgway NM
v.1, pg.492-493

Risk taker (purchase) (1980)
Raju PS
v.1, pg.494-495

Role overload (1982)
Reilly MD
v.1, pg.496-497

Romanticism classicism (1986)
Holbrook MB
v.1, pg.498-500

Safety (air travel) (1985)
Bruning ER; Kovacic ML; Oberdick LE
v.1, pg.501-502

Satisfaction (air travel) (1985)
Bruning ER; Kovacic ML; Oberdick LE
v.1, pg.503-504

Satisfaction (car) (1989)
Westbrook RA; Swan JE
v.1, pg.505-506

Satisfaction (coercive power behavior) (1987)
Friedman ML; Churchill GA Jr
v.1, pg.507-508

Satisfaction (expert legitimate power behavior) (1987)
Friedman ML; Churchill GA Jr
v.1, pg.509-510

Satisfaction (financial) (1983)
Dickerson MD; Gentry JW
v.1, pg.511-512

Satisfaction (flu shot decision) (1980)
Oliver RL
v.1, pg.513-514

Satisfaction (generalized) (1987)
Crosby LA; Stephens N
v.1, pg.515-516

Satisfaction (generalized) (1989)
Oliver RL; Swan JE
v.1, pg.517-519

Satisfaction (intrinsic) (1981)
Unger LS
v.1, pg.520-521

Satisfaction (life) (1989)
Lumpkin JR; Hunt JB
v.1, pg.522-523

Satisfaction (purchases win general) (1985)
Arora R
v.1, pg.524-525

Satisfaction (referent power behavior) (1987)
Friedman ML; Churchill GA Jr
v.1, pg.526-527

Satisfaction (with retailers) (1986)
Gaski JF; Etzel MJ
v.1, pg.528-529

Self concept (1981)
Malhotra NK
v.1, pg.530-532

Self confidence (generalized) (1985)
Arora R
v.1, pg.533-534

Self confidence (generalized) (1974)
Darden WR; Ashton D
v.1, pg.535-537

Self confidence (non prescription drug purchase) (1985)
Oliver RL; Bearden WO
v.1, pg.538-539

Self confidence (shopping) (1985)
Lumpkin JR
v.1, pg.540-541

Self esteem (1989)
O'Guinn TC; Faber RJ
v.1, pg.542-543

Self esteem (1985)
Oliver RL; Bearden WO
v.1, pg.544-545

Self esteem (1967)
Eagly AH
v.1, pg.546-547

Self orientation of salesperson (customer's perception) (1985)
Williams KC; Spiro RL
v.1, pg.548-549

Service failure by company (1987)
Crosby LA; Stephens N
v.1, pg.550-551

Service failure by sales agent (1987)
Crosby LA; Stephens N
v.1, pg.552-553

Shop with children (1988)
Carlson L; Grossbart S
v.1, pg.554-555

Shopping conditions (local) (1984)
Hawes JM; Lumpkin JR
v.1, pg.556-557

Shopping enjoyment (1989)
O'Guinn TC; Faber RJ
v.1, pg.558-559

Shopping guilt (1989)
O'Guinn TC; Faber RJ
v.1, pg.560-561

Shopping mall usage (1984)
Hawes JM; Lumpkin JR
v.1, pg.562-563

Shopping prone (1985)
Arora R
v.1, pg.564-565

Shopping responsibility (wife) (1984)
Hawes JM; Lumpkin JR
v.1, pg.566-567

Social desirability bias (Marlowe Crowne) (1960)
Crowne DP; Marlowe D
v.1, pg.568-571

Source pressuring (1985)
Swasy JL; Munch JM
v.1, pg.572-573

Spontaneity (1981)
Unger LS
v.1, pg.574-575

Sports activeness (1982)
Lumpkin JR; Darden WR
v.1, pg.576-577

Sports enthusiasm (1983)
Dickerson MD; Gentry JW
v.1, pg.578-579

Store familiarity importance (1978)
Moschis GP
v.1, pg.580-581

Store image (1987)
Wu BTW; Petroshius SM
v.1, pg.582-583

Store pricing importance (1985)
Saegert J; Hoover RJ; Hilger MT
v.1, pg.584-585

Subjective norms (soft drink) (1988)
Beatty SE; Kahle LR
v.1, pg.586-587

Task orientation of salesperson (customer's perception) (1985)
Williams KC; Spiro RL
v.1, pg.588-589

Time management (1982)
Lumpkin JR; Darden WR
v.1, pg.590-591

Time pressure (1983)
Dickerson MD; Gentry JW
v.1, pg.592-593

Time pressure (1982)
Lumpkin JR; Darden WR
v.1, pg.594-595

Value (object) (1989)
Deighton J; Romer D; McQueen J
v.1, pg.596-597

Value (offer) (1980)
Berkowitz EN; Walton JR
v.1, pg.598-600

Value (offer) (1987)
Petroshius SM; Monroe KB
v.1, pg.601-602

Venturesomeness (1985)
Bruning ER; Kovacic ML; Oberdick LE
v.1, pg.603-604

Verbal visual processing style (1985)
Childers TL; Houston MJ; Heckler SE
v.1, pg.605-607

Visual imagery control (1969)
Richardson A
v.1, pg.608-610

Volunteerism (benefits) (1985)
Yavas U; Riechen G
v.1, pg.611-612

Volunteerism (family job constraints) (1985)
Yavas U; Riechen G
v.1, pg.613-614

Volunteerism (willingness) (1985)
Yavas U; Riechen G
v.1, pg.615-616

Weight control (1985)
Oliver RL; Bearden WO
v.1, pg.617-618

Word evaluation (1989)
Allen CT; Janiszewski CA
v.1, pg.619-620

Workaholic (1985)
Bruning ER; Kovacic ML; Oberdick LE
v.1, pg.621-622

Yielding to child's request (1988)
Carlson L; Grossbart S
v.1, pg.623-624

Ad distraction (1985)
Duncan CP; Nelson JE
v.1, pg.629-630

Ad humor (1985)
Duncan CP; Nelson JE
v.1, pg.631-632

Ad information usage (1982)
Lumpkin JR; Darden WR
v.1, pg.633-634

Ad irritation (1985)
Duncan CP; Nelson JE
v.1, pg.635-636

Advertising concerns (parent) (1988)
Carlson L; Grossbart S
v.1, pg.637-638

Advertising expenditures (bank) (1989)
McKee DO; Varadarajan PR; Pride WM
v.1, pg.639-640

Advertising relating discussions (parent child) (1988)
Carlson L; Grossbart S
v.1, pg.641-642

Attention to ad (1985)
Duncan CP; Nelson JE
v.1, pg.643-644

Attitude toward advertising (1986)
Gaski JF; Etzel MJ
v.1, pg.645-646

Attitude toward advertising (1978)
Moschis GP
v.1, pg.647-648

Attitude toward advertising (semantic differential) (1957)
Osgood CE; Suci GJ; Tannenbaum PH
v.1, pg.649-653

Attitude toward advertising by professionals (1986)
Hite RE; Bellizzi JA
v.1, pg.654-655

Attitude toward advertising by professionals (1985)
Snizek WE; Crocker KE
v.1, pg.656-657

Attitude toward the ad (1976)
Maddox RN
v.1, pg.658-659

Attitude toward the ad (activity judgments) (1986)
Burke MC; Edell JA
v.1, pg.660-662

Attitude toward the ad (brand reinforcements) (1979)
Schlinger MJ
v.1, pg.663-665

Attitude toward the ad (confusion) (1983)
Lastovicka JL
v.1, pg.666-667

Attitude toward the ad (entertainment) (1979)
Schlinger MJ
v.1, pg.668-670

Attitude toward the ad (evaluation judgments) (1986)
Burke MC; Edell JA; Zinkhan GM; Locander WB; Leigh JH
v.1, pg.671-673

Attitude toward the ad (familiarity) (1979)
Schlinger MJ
v.1, pg.674-676

Attitude toward the ad (gentleness judgments) (1986)
Burke MC; Edell JA
v.1, pg.677-678

Attitude toward the ad (insulting) (1980)
Whipple TW; Courtney AE
v.1, pg.679-680

Attitude toward the ad (negative feelings) (1982; 1987)
Madden TJ; Burke MC; Edell JA
v.1, pg.681-683

Attitude toward the ad (relevance) (1983)
Lastovicka JL
v.1, pg.684-685

Attitude toward the ad (relevant news) (1979)
Schlinger MJ
v.1, pg.686-688

Attitude toward the ad (semantic differential) (1987; 1989)
Petroshius SM; Crocker KE; Cox DS; Locander WB
v.1, pg.689-701

Attitude toward the ad (upbeat feelings) (1989)
Burke MC; Edell JE
v.1, pg.702-704

Attitude toward the ad (warm feelings) (1987)
Edell JE; Burke MC
v.1, pg.705-707

Attitude toward the advertiser (semantic differential) (1987, 1989)
Muehling DD; Mackenzie SB; Lutz RJ
v.1, pg.708-709

attitude toward TV advertising (1977)
Rossiter JR
v.1, pg.710-712

Complexity (ad) (1988)
Cox DS; Cox AD
v.1, pg.713-714

Complexity (stimulus) (1974)
Mehrabian A; Russell JA
v.1, pg.715-717

Credibility (source) (1989)
Lichtenstein DR; Bearden WO
v.1, pg.718-719

Exposure to company advertising (customer) (1987)
Crosby LA; Stephens N
v.1, pg.720-721

Information adequacy (consumer) (1980)
Lambert Z
v.1, pg.722-723

Information seeker (1980)
Raju PS
v.1, pg.724-725

Information source usage (1978)
Moschis GP
v.1, pg.726-727

Interest (commercial) (1983)
Bello DC; Pitts RE; Etzell MJ
v.1, pg.728-729

Involvement (ad) (1988)
Celsi RL; Olsen JC
v.1, pg.730-731

Media usage (insurance customer) (1987)
Crosby LA; Stephens N
v.1, pg.732-733

Novelty (ad) (1988)
Cox DS; Cox AD
v.1, pg.734-735

Sales advertising watcher (1985)
Lumpkin JR
v.1, pg.736-737

Acceptance by coworkers (initiation to the group) (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.747-748

Acceptance of authority (1965)
Withy S
v.1, pg.749-750

Account service activity (salesperson) (1986)
Moncrief WC III
v.1, pg.751-752

Achievement oriented supervisory behavior (1985)
Kohli AK
v.1, pg.753-754

Adoption costs (customer) (1988)
Eliashberg J; Robertson TS
v.1, pg.755-756

Adoption of the extended marketing concept (1987)
Lusch RF; Laczniak GR
v.1, pg.757-758

Alienation from work (1967)
Miller GA
v.1, pg.759-760

Alternative offerings (industrial sales) (1989)
John G; Weitz B
v.1, pg.761-762

attitude toward the manufacturer (dealer) (1986)
Frazier GL; Summers JO
v.1, pg.763-764

Attributional style (sales effort) (1986)
Sujan H
v.1, pg.765-766

Attributional style (sales strategy) (1986)
Sujan H
v.1, pg.767-768

Autocratic supervisory behavior (Arbitrary and punitive behavior) (1985)
Kohli AK
v.1, pg.769-770

Autonomy (job performance) (1976)
Sims HR Jr; Szilagyi AD; Keller RT
v.1, pg.771-772

Barriers to entry (1984)
Burke MC
v.1, pg.773-774

Barriers to exit (1984)
Burke MC
v.1, pg.775-777

Centralization (agent client relationship) (1988)
Ferrell OC; Skinner SJ
v.1, pg.778-779

Centralization (buying group structure) (1987)
McCabe DL
v.1, pg.780-781

Centralization (channel relationship) (1985)
Dwyer FR; Welsh MA
v.1, pg.782-783

Centralization (channel relationship) (1987)
Dwyer FR; Oh S
v.1, pg.784-785

Centralization (retailer with wholesaler) (1982)
John G; Reve T
v.1, pg.786-787

Centralization (salesforce decisions) (1982)
Phillips LW
v.1, pg.788-789

Centralization (vertical control) (1989)
Klein S
v.1, pg.790-791

Centralization (wholesaler with retailer) (1982)
John G; Reve T
v.1, pg.792-793

Channel conflict (administrative) (1980)
Schul PL
v.1, pg.794-795

Channel conflict (dealer with manufacturer) (1985)
Gaski JF; Nevin JR
v.1, pg.796-797

Channel conflict (service) (1980)
Schul PL
v.1, pg.798-799

Channel member control (1985)
Dwyer FR; Welsh MA
v.1, pg.800-801

Commitment (organizational) (1972)
Hrebiniak LG; Alutto JA
v.1, pg.802-803

Commitment (organizational) (1979)
Mowday RT; Steers RM; Porter LW
v.1, pg.804-805

Company resource sharing (1984)
Burke MC
v.1, pg.806-807

Competitive environment (1988)
Eliashberg J; Robertson TS
v.1, pg.808-809

Competitive retaliation (1988)
Eliashberg J; Robertson TS
v.1, pg.810-811

Competence (task specific for insurance agent) (1987)
Lucas GH Jr; Parasuraman A; Davis RA; Enis BM
v.1, pg.812-813

Competitive intensity (1987)
Lusch RF; Laczniak GR
v.1, pg.814-815

Competitive strength (1984)
Burke MC
v.1, pg.816-818

Attitude toward the product brand (semantic differential) (1957-1989)
Maddox RN
v.1, pg.819-820

Confirmation of expectations (distributor) (1989)
Cronin JJ Jr; Morris MH
v.1, pg.821-822

Conflict frequency (1989)
Cronin JJ Jr; Morris MH
v.1, pg.823-824

Conflict importance (channel) (1989)
Cronin JJ Jr; Morris MH
v.1, pg.825-826

Confidence in work (Initiation to the task) (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.827-828

Conflict intensity (channel) (1989)
Cronin JJ Jr; Morris MH
v.1, pg.827-828

Conflict intensity (generalized) (1986)
Lambert Z; Boughton PD; Banville GR
v.1, pg.829-930

Consideration (channel relationship) (1987)
Schul PL
v.1, pg.833-834

Consideration (leadership style) (1987)
Lucas GH Jr; Parasuraman A; Davis RA; Enis BM
v.1, pg.835-836

Consideration (leadership style) (1981, 1986)
Teas RK; Hampton R; Dubinsky AJ; Skinner ST
v.1, pg.837-839

Consideration (leadership style) (1978)
Schriesheim CA
v.1, pg.840-841

Consideration of alternatives (industrial buying) (1987)
Anderson E; Chu W; Weitz B
v.1, pg.842-843

Contingent approving supervisory behavior) (1985)
Kohli AK
v.1, pg.844-845

Cooperation (buying center members) (1989)
Kohli AK
v.1, pg.846-848

Customer orientation [SOCO] (1982)
Saxe R; Weitz BA
v.1, pg.849-850

Customer service support for employees (bank) (Customer contact support) (1989)
McKee DO; Varadarajan PR; Pride WM
v.1, pg.851-852

Decision making uncertainty (retailer) (1988)
Achrol RS; Stern LW
v.1, pg.853-854

Directive (channel relationship) (1980)
Schul PL
v.1, pg.855-856

Distributor interaction (salesperson) (1986)
Moncrief WC III
v.1, pg.857-858

Domain consensus (retailer with wholesaler) (1980)
Reve T
v.1, pg.859-860

Domain consensus (wholesaler with retailer) (1980)
Reve T
v.1, pg.861-862

Dysfunctional behavior (employee) (1989)
Jaworksi BJ; MacInnis DJ
v.1, pg.863-864

Employee coordination (sales nonsales) (1989)
John G; Weitz B
v.1, pg.865-866

Employee screening (bank) (Customer contact personnel screening) (1989)
McKee DO; Varadarajan PR; Pride WM
v.1, pg.867-868

Entertaining clients (salesperson) (1986)
Moncrief WC III
v.1, pg.869-870

Environmental capacity (1988)
Achrol RS; Stern LW
v.1, pg.871-872

Environmental concentration (1988)
Achrol RS; Stern LW
v.1, pg.873-875

Environmental conflict (abnormal competitive severity) (1988)
Achrol RS; Stern LW
v.1, pg.876-877

Environmental conflict (unfair trade practices) (1988)
Achrol RS; Stern LW
v.1, pg.878-879

Environmental diversity (individual customers) (1988)
Achrol RS; Stern LW
v.1, pg.880-881

Environmental diversity (organizational customers) (1988)
Achrol RS; Stern LW
v.1, pg.882-883

Environmental dynamism (competitor dynamism) (1988)
Achrol RS; Stern LW
v.1, pg.884-885

Environmental dynamism (customer dynamism) (1988)
Achrol RS; Stern LW
v.1, pg.886-887

Environmental dynamism (marketing practices) (1988)
Achrol RS; Stern LW
v.1, pg.888-889

Environmental forces (demand & competition) (Output sector variability) (1985)
Dwyer FR; Welsh MA
v.1, pg.890-891

Environmental forces (regulation & technology) (Heterogeneity homogeneity) (1985)
Dwyer FR; Welsh MA
v.1, pg.892-893

Environmental interconnectedness (common input linkages) (1988)
Achrol RS; Stern LW
v.1, pg.894-895

Environmental interconnectedness (common output linkages) (1988)
Achrol RS; Stern LW
v.1, pg.896-897

Environmental interdependence (1988)
Achrol RS; Stern LW
v.1, pg.898-899

Environmental uncertainty (buying group decisions) (1987)
McCabe DL
v.1, pg.900-902

Environmental uncertainty (complexity) (1989)
Klein S
v.1, pg.903-904

Environmental uncertainty (dynamism) (1989)
Klein S
v.1, pg.905-906

Environmental uncertainty (market) (1989)
John G; Weitz B
v.1, pg.907-908

Ethical behavior (management's emphasis) (1984)
Hunt SD; Chonko LB; Wilcox JB
v.1, pg.909-910

Ethical behavior (research activity) (1988)
Ferrell OC; Skinner SJ
v.1, pg.911-912

Ethical problems (1984)
Hunt SD; Chonko LB; Wilcox JB
v.1, pg.913-914

Familiarity with others (buying center members) (1989)
Kohli AK
v.1, pg.915-916

Feedback from others in company (1974)
Hackman JR; Oldham GR
v.1, pg.917-918

Feedback from superiors (1976)
Sims HP Jr; Szilagyi AD; Keller RT
v.1, pg.919-920

Financial performance (organizational) (1987)
Lusch RF; Laczniak GR
v.1, pg.921-922

Formality of product elimination decision (1985)
Avlonitis G
v.1, pg.923-924

Formalization (buying group structure) (1987)
McCabe DL
v.1, pg.925-926

Formalization (channel relationship) (1985)
Dwyer FR; Welsh MA
v.1, pg.927-928

Formalization (channel relationship) (1987)
Dwyer FR; Oh S
v.1, pg.929-930

Conflicts at work (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.931-832

Formalization (organizational) (1988)
Ferrell OC; Skinner SJ
v.1, pg.931-932

Formalization (organizational) (1988)
Michaels RE; Cron WL; Dubinsky AJ; Joachimsthaler EA
v.1, pg.933-934

Formalization (retailer with wholesaler) (1980)
Reve T
v.1, pg.935-936

Formalization (vertical control) (1989)
Klein S
v.1, pg.937-938

Formalization (wholesaler with retailer) (1980)
Reve T
v.1, pg.939-940

Goal acceptance (1989)
Hart SH; Moncrief WC; Parasuraman A
v.1, pg.941-942

Goal clarity (1989)
Hart SH; Moncrief WC; Parasuraman A
v.1, pg.943-944

Goal compatibility (retailer with wholesaler) (1980)
Reve T
v.1, pg.945-946

Goal compatibility (wholesaler with retailer) (1980)
Reve T
v.1, pg.947-948

Goal difficulty (1989)
Hart SH; Moncrief WC; Parasuraman A
v.1, pg.949-950

Influence (buying center member self perception) (1989)
Kohli AK
v.1, pg.951-952

Influence attempts (buying center member) (1989)
Kohli AK
v.1, pg.953-954

Influence on decision making unit (1989)
McQuiston DH
v.1, pg.955-956

Influence over work (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.957-958

Information management activity (salesperson) (1986)
Moncrief WC III
v.1, pg.959-960

Initiation of structure (leadership style) (1981)
Teas RK
v.1, pg.961-962

Initiation of structure (leadership style) (Closeness of supervision) (1980)
Teas RK
v.1, pg.963-964

Initiation of structure (leadership style) (1986)
Hampton R; Dubinsky AJ; Skinner SJ
v.1, pg.965-966

Interaction (retailer with wholesaler) (1980)
Reve T
v.1, pg.967-968

Interaction (wholesaler with retailer) (1980)
Reve T
v.1, pg.969-970

Interaction orientation of customer (salesperson's perception) (1985)
Williams KC; Spiro RL
v.1, pg.971-972

Involvement (job) (1965; 1986)
Ladahl TM; Kejner M; Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.973-974

Job challenge (salesperson) (1970)
Hall DT; Lawler EE
v.1, pg.975-976

Job description index (JDI) (1969)
Smith PC; Kendall LM; Hulin CL
v.1, pg.977-981

Job description index [JDI] (1969)
Smith PC; Kendall LM; Hulin CL
v.1, pg.977-981

Job expectations (realistic) (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.982-983

Job instrumentality (salesperson) (1981)
Teas RK
v.1, pg.984-986

Job structure (1989)
Cummings WT; Jackson DW; Ostrom LL
v.1, pg.987-988

Job suitability (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.989-990

Job tension (1989)
Jaworski BJ; MacInnis DJ
v.1, pg.991-992

Job variety (1989)
Cummings WT; Jackson DW; Ostrom LL
v.1, pg.993-994

Locus of control (1972)
Valecha GK
v.1, pg.995-997

Machiavellianism [MACH IV] (1970)
Christie R; Geis FL
v.1, pg.998-999

Manifest influence of buying center members (1989)
Kohli AK
v.1, pg.1000-1001

Manifest influence of others in organization (1989)
Ronchetto JR Jr; Hutt MD; Reingen P
v.1, pg.1002-1003

Market attractiveness (1984)
Burke MC
v.1, pg.1004-1005

Market power of customer (knowledge) (1988)
Butaney G; Wortzel LH
v.1, pg.1006-1007

Market power of customer (size) (1988)
Butaney G; Wortzel LH
v.1, pg.1008-1009

Market power of customer (switching costs) (1988)
Butaney G; Wortzel LH
v.1, pg.1010-1012

Market power of manufacturer (industry competition) (1988)
Butaney G; Wortzel LH
v.1, pg.1012-1013

Market power of manufacturer (nature of competition) (1988)
Butaney G; Wortzel LH
v.1, pg.1014-1015

Market researching frequency (bank) (1989)
McKee DO; Varadarajan PR; Pride WM
v.1, pg.1016-1017

Meeting related activity (salesperson) (1986)
Moncrief WC III
v.1, pg.1018-1019

Motivation to work (generalized) (1969)
Duncan OD
v.1, pg.1020-1021

Motivation to work harder (1986)
Sujan H
v.1, pg.1022-1023

Motivation to work smarter (1986)
Sujan H
v.1, pg.1024-1025

Munificence (car dealer) (1987)
Dwyer FR; Oh S
v.1, pg.1026-1027

Negotiation skill (1988)
Banting PM; Dion PA
v.1, pg.1028-1029

Opportunism (dealer with manufacturer) (1987)
Dwyer FR; Oh S
v.1, pg.1030-1031

Order processing activity (salesperson) (1986)
Moncrief WC III
v.1, pg.1032-1033

Participation (buying group structure) (1987)
McCabe DL
v.1, pg.1034-1035

Participation (channel relationship) (1980)
Schul PL
v.1, pg.1036-1037

Participation (channel relationship) (1985)
Dwyer FR; Welsh MA
v.1, pg.1038-1039

Participation (channel relationship) (1988)
Dwyer FR; Oh S
v.1, pg.1040-1042

Participation (leadership style) (1981)
Teas RK
v.1, pg.1043-1044

Participation (leadership style) (1981)
Teas RK
v.1, pg.1045-1046

Participation in decision making unity (1989)
McQuiston DH
v.1, pg.1047-1048

Performance control sensitivity (branch manager) (1982)
Phillips LW
v.1, pg.1049-1050

Performance control sensitivity (salesforce) (1982)
Phillips LW
v.1, pg.1051-1052

Performance documentation (1989)
Jaworski BJ; MacInnis DJ
v.1, pg.1053-1054

Performance evaluation (ease of assessment) (Evaluation of accomplishment) (1989)
John G; Weitz B
v.1, pg.1055-1056

Performance evaluation (retailer with wholesaler) (Evaluation of accomplishment) (1989)
John G; Weitz B
v.1, pg.1057-1058

Performance evaluation (wholesaler with retailer) (1985)
Kohli AK
v.1, pg.1059-1061

Performance expectations (salesperson) (1981; 1985)
Teas RK; Kohli AK
v.1, pg.1062-1063

Performance expectations (salesperson) (Work motivation) (1981)
Teas RK
v.1, pg.1064-1065

Performance sensitivity (job) (Internal work motivation) (1986)
Dubinsky AJ; Hartley SW
v.1, pg.1066-1068

Political meetings frequency (bank) (1989)
McKee DO; Varadarajan PR; Pride WM
v.1, pg.1069-1070

Power (coercive) (1984)
Comer JM
v.1, pg.1071-1072

Power (coercive) (1985)
Gaski JF; Nevin JR
v.1, pg.1073-1074

Power (departmental) (1989)
Kohli AK
v.1, pg.1075-1076

Power (exercised coercive) (1985)
Gaski JF; Nevin JR
v.1, pg.1077-1079

Power (exercised reward) (1985)
Gaski JF; Nevin JR
v.1, pg.1080-1082

Power (expert) (1989)
Kohli AK
v.1, pg.1083-1084

Power (expert) (1986)
Gaski JF
v.1, pg.1085-1086

Power (expert) (1984)
Comer JM
v.1, pg.1087-1088

Power (informational legitimate) (1989)
Kohli AK
v.1, pg.1089-1090

Power (information) (1989)
Kohli AK
v.1, pg.1091-1092

Power (legitimate) (1986)
Gaski JF
v.1, pg.1093-1095

Power (legitimate) (1984)
Comer JM
v.1, pg.1096-1098

Power (referent) (1986)
Gaski JF
v.1, pg.1099-1100

Power (referent) (1989)
Kohli AK
v.1, pg.1101-1102

Power (referent) (1984)
Comer JM
v.1, pg.1103-1104

Power (reinforcement) (1989)
Kohli AK
v.1, pg.1105-1106

Power (reward) (1984)
Comer JM
v.1, pg.1107-1109

Power (reward) (1985)
Gaski JF; Nevin JR
v.1, pg.1110-1113

Power of distributor (exercised) (1988)
Butaney G; Wortzel LH
v.1, pg.1114-1115

Power of manufacturer (1983)
Frazier GL
v.1, pg.1116-1117

Power of supplier (1985)
Gaski JF; Nevin JR
v.1, pg.1118-1120

Pricing analysis frequency (bank) (1989)
McKee DO; Varadarajan PR; Pride WM
v.1, pg.1121-1122

Procedural knowledge (1989)
Jaworski BJ; MacInnis DJ
v.1, pg.1123-1124

Product complexity (1988)
Eliashberg J; Robertson TS
v.1, pg.1125-1126

Product complexity (1987)
McCabe DL
v.1, pg.1127-1128

Product component uniqueness (1989)
Perdue BC
v.1, pg.1129-1130

Product line sophistication (industrial buying) (1987)
Anderson E; Chu W; Weitz B
v.1, pg.1131-1132

Product preannouncement (cannibalization concerns) (1988)
Eliashberg J; Robertson TS
v.1, pg.1133-1134

Product preannouncement (competitive concerns) (1988)
Eliashberg J; Robertson TS
v.1, pg.1135-1136

Product preannouncement (distribution reasons) (1988)
Eliashberg J; Robertson TS
v.1, pg.1137-1138

Product preannouncement (image reasons) (1988)
Eliashberg J; Robertson TS
v.1, pg.1139-1140

Product preannouncement (legal concerns) (1988)
Eliashberg J; Robertson TS
v.1, pg.1141-1142

Product preannouncement (promotional concerns) (1988)
Eliashberg J; Robertson TS
v.1, pg.1143-1144

Product preannouncement (risks) (1988)
Eliashberg J; Robertson TS
v.1, pg.1145-1146

Product service activity (salesperson) (1986)
Moncrief WC III
v.1, pg.1147-1148

Product understanding (1988)
Eliashberg J; Robertson TS
v.1, pg.1149-1150

Professionalism (autonomy) (1988)
Bullard JH; Snizek WE
v.1, pg.1151-1152

Professionalism (autonomy) (1972)
Snizek WE
v.1, pg.1153-1154

Professionalism (client orientation) (Ethics) (1979)
Bartol KM
v.1, pg.1155-1156

Professionalism (collegial maintenance) (1979)
Bartol KM
v.1, pg.1157-1158

Professionalism (commitment) (1979)
Bartol KM
v.1, pg.1159-1160

Professionalism (identification) (1972)
Snizek WE
v.1, pg.1161-1163

Professionalism (sense of calling to the field) (1972)
Snizek WE
v.1, pg.1164-1165

Professionalism (self regulation) (1972)
Snizek WE
v.1, pg.1166-1167

Professionalism (service to the public) (1972)
Snizek WE
v.1, pg.1168-1169

Purchase complexity (1989)
McQuiston DH
v.1, pg.1170-1171

Purchase importance (1989)
McQuiston DH
v.1, pg.1172-1173

Purchase importance (1987)
McCabe DL
v.1, pg.1174-1175

Purchase inexperience (1989)
McQuiston DH
v.1, pg.1176-1177

Purchase task familiarity (industrial buying) (Newness + Info) (1987)
Anderson E; Chu W; Weitz B
v.1, pg.1178-1180

Recruiting training activity (1986)
Moncrief WC III
v.1, pg.1181-1182

Replaceability of income from principal (agency) (1985)
Anderson E; Chu W; Weitz B
v.1, pg.1183-1184

Replaceability of salespeole (1989)
John G; Weitz B
v.1, pg.1185-1186

Role ambiguity (salesperson & product manager) (1970)
Rizzo JR; House RJ; Lirtzman SI
v.1, pg.1187-1190

Role autonomy (job related) (1985)
Lysonski S
v.1, pg.1191-1192

Role clarity (salesperson) (1980)
Busch P
v.1, pg.1193-1194

Role clarity (salesperson) (1986)
Fry LW; Futrell CM; Parasuraman A; Chmielewshi MA
v.1, pg.1195-1196

Role clarity (salesperson) (1970)
Rizzo JR; House RJ; Lirtzman SI
v.1, pg.1197-1198

Role conflict (salesperson & product manager) (1970)
Rizzo JR; House RJ; Lirtzman SI
v.1, pg.1199-1202

Role conflict (work nonwork) (Resolution of outside life conflicts) (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.1203-1204

Role definition (salesperson) (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.1205-1206

Role performance (1983)
Frazier GL
v.1, pg.1207-1208

Sales constraints (1981)
Teas RK
v.1, pg.1209-1210

Sample representativeness evaluation (1987)
Lee H; Acito F; Day RL
v.1, pg.1211-1212

Sample size evaluation (1987)
Lee H; Acito F; Day RL
v.1, pg.1213-1214

Satisfaction (dealer with manufacturer) (1987)
Dwyer FR; Oh S
v.1, pg.1215-1216

Satisfaction (dealer with manufacturer) (1985)
Gaski JF; Nevin JR
v.1, pg.1217-1218

Satisfaction (franchise) (1980)
Schul PL
v.1, pg.1219-1221

Satisfaction with job (composite index) (1984)
Hunt SD; Chonko LB
v.1, pg.1222-1223

Satisfaction with job (extrinsic) (Lower order need fulfillment) (Extrinsic satisfaction) (1980)
Teas RK
v.1, pg.1224-1225

Satisfaction with job (extrinsic) (1986)
Sujan H
v.1, pg.1226-1227

Satisfaction with job (extrinsic) (1987)
Lucas GH Jr; Parasuraman A; Davis RA; Enis BM
v.1, pg.1228-1229

Satisfaction with job (generalized) (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.1230-1232

Satisfaction with job (generalized) (1972, 1976)
Pruden HO; Reese RM; Bagozzi RP
v.1, pg.1233-1234

Satisfaction with job (intrinsic) (1986)
Sujan H
v.1, pg.1235-1236

Satisfaction with job (intrinsic) (1987)
Lucas GH Jr; Parasuraman A; Davis RA; Enis BM
v.1, pg.1237-1238

Satisfaction with job (intrinsic) (Higher order need fulfillment) (Intrinsic satisfaction) (1980)
Teas RK
v.1, pg.1239-1241

Satisfaction with supervisor (1974)
Hackman JR; Oldham GR
v.1, pg.1242-1243

Self esteem (task specific for salesperson (1976)
Bagozzi RP
v.1, pg.1244-1246

Self monitoring (1974)
Snyder M
v.1, pg.1247-1249

Self orientation of customer (salesperson's perception) (1985)
Williams KC; Spiro RL
v.1, pg.1250-1251

Selling activity (1986)
Moncrief WC III
v.1, pg.1252-1253

Selling task complexity (industrial selling) (1989)
John G; Weitz B
v.1, pg.1254-1255

Specialization (channel relationship (1985)
Dwyer FR; Welsh MA
v.1, pg.1256-1257

Study quality evaluation (1987)
Lee H; Acito F; Day RL
v.1, pg.1258-1259

Supportive (channel relationship) (1980)
Schul PL
v.1, pg.1260-1261

Task completion (1976)
Sims HP Jr; Szilagyi AD; Keller RT
v.1, pg.1262-1263

Task orientation of customer (salesperson's perception) (1985)
Williams KC; Spiro RL
v.1, pg.1264-1265

Task significance autonomy (1974)
Hackman JR; Oldham GR
v.1, pg.1266-1267

Time pressure (buying center members (1989)
Kohli A
v.1, pg.1268-1269

Trade show performance (nonselling) (1987)
Kerin RA; Cron WL
v.1, pg.1270-1271

Trade show performance (selling) (1987)
Kerin RA; Cron WL
v.1, pg.1272-1273

Transaction asset specificity (agency with accounts) (1988)
Heide JB; John G
v.1, pg.1274-1275

Transaction asset specificity (agency with principal) (1988)
Heide JB; John G
v.1, pg.1276-1277

Transaction asset specificity (firm with salesperson) (1989)
John G; Weitz B
v.1, pg.1278-1279

Transaction asset specificity (generalized) (1989)
Klein S
v.1, pg.1280-1281

Travel activity (salesperson) (1986)
Moncrief WC III
v.1, pg.1282-1283

Trust (dealer with manufacturer) (1987)
Dwyer FR; Oh S
v.1, pg.1284-1285

Trust (retailer with wholesaler) (1980)
Reve T
v.1, pg.1286-1287

Trust (wholesaler with retailer (1980)
Reve T
v.1, pg.1288-1289

Upward influencing supervisory behavior (1985)
Kohli AK
v.1, pg.1290-1291

Work controls (output) (1989)
Jaworski BJ; MacInnis DJ
v.1, pg.1292-1293

Work controls (procedures) (1988)
Ferrell OC; Skinner SJ
v.1, pg.1294-1295

Work controls (process) (1989)
Jaworski BJ; MacInnis DJ
v.1, pg.1296-1297

Work controls (professional) (1989)
Jaworski BJ; MacInnis DJ
v.1, pg.1298-1299

Work controls (self) (1989)
Jaworski BJ; MacInnis DJ
v.1, pg.1300-1301

Work effort (1989)
Hart SH; Moncrief WC; Parasuraman A
v.1, pg.1302-1303

Work evaluation congruence (1986)
Dubinsky AJ; Howell RD; Ingram TN; Bellenger D
v.1, pg.1304-1305

Developed from the work of Helen Hough, University of Texas at Arlington, Arlington, TX, http://libraries.uta.edu/helen/test&meas/testmainframe.htm

Used by permission.