Teenagers currently spend an estimated $153 billion a year on everything from computers
to cars to clothes (Brand, 2000). Trend conscious teens are very active in utilizing the media …

Recently the mall intercept method of data collection has emerged as one of the most
popular methods among market researchers. Little progress has been made, however, in …

Attempts to determine which individual, or group of individuals, has the strongest influence
on adolescent consumer purchase intentions and purchase behavior. By introducing the …

Using the theory of consumer socialization, the authors explore factors that might shape
attitudes toward advertising for African-American and Caucasian young adults. Though the …

This study examined antecedents and performancerelated consequences of customer-oriented
selling. The antecedents include sales managers' leadership styles, psychological …

The goal of the present research was to analyze the consumer socialization process of
adolescents, utilizing social learning theory as a conceptual guide to understand how role …

In this two-part empirical study, a measure of athletic coachability is adapted and applied to
salespeople in a business-to-business sales context. Relationships among salesperson …

The astonishing growth of the Internet coupled with its unique capabilities has captured the
attention of the marketing community. Although many businesses are acknowledging the …

Purpose – To investigate the influence of word‐of‐mouth (WOM) behavior among the
growing teenage female market segment in the flourishing sports market. Design/methodology/…

A behavior-based scale is developed that assesses a retail salesperson's performance on
relevant selling activities rather than determinants of performance. The scale-development …