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.3

 

Affect (music). (1984).
Dillon WR; Mulani N; Frederk DG.
V.3, pg.4-6.

Affect intensity (measure) [AIM]. (1984).
Larsen RJ.
V.3, pg.7-9.

Affective response (negative) [PANAS]. (1988).
Watson D; Clark LA; Telegen A.
V.3, pg.11-12.

Affective response (negative). (1996).
Murry JP Jr; Dacin PA.
V.3, pg.16-17.

Affective response (positive) [PANAS]. (1988).
Watson D; Clark LA; Telegen A.
V.3, pg.19-21.

Affective response (positive). (1995).
Price LL; Arnould EJ; Tierney P.
V.3, pg.22-23.

Affective response (positive). (1996).
Murry JP Jr; Dacin PA.
V.3, pg.26-27.

Alienation (consumer). (1990).
Singh J.
V.3, pg.30-31.

Amused. (1985).
Asmus EP.
V.3, pg.32-33.

Anger. (1994).
Taylor S; Claxton JD.
V.3, pg.34-35.

Anxious. (1994).
Taylor S; Claxton JD.
V.3, pg.39-40.

Arousal. (1974).
Mehrabian A; Russell JA.
V.3, pg.42-44.

Arousal. (1993).
Mano H; Oliver RL.
V.3, pg.46-47.

Attitude toward complaining (personal norms). (1982).
Richins ML.
V.3, pg.48-49.

Attitude Toward New Uses for Product. (1994).
Wansink B.
V.3, pg.53-54.

Attitude toward political candidate. (1997).
Pinkleton B.
V.3, pg.57-58.

Attitude toward store background music. (1992).
Baker J; Levy M; Greal D.
V.3, pg.59-60.

Attitude Toward the Act (Semantic Differential). (1980).
AjzenI; Fishbein M.
V.3, pg.61-64.

Attitude Toward the Brand. (1994).
Peracchio LA; Meyers-Levy J.
V.3, pg.67-68.

Attitude Toward the Brand (Unipolar). (1994, 1996).
LaTour MS; Henthorne TL; Snipes RL; Bliss SJ.
V.3, pg.71-72.

Attitude Toward the English Language. (1994).
Koslow S; Shamdasani PN; Touchstone EE.
V.3, pg.77-78.

Attitude Toward the Offer. (1988, 1989).
Burton S; Lichtenstein DR; Bearden WO.
V.3, pg.80-82.

Attitude Toward the Product/Brand (Semantic Differential). (Varied).
Varied.
V.3, pg.84-93.

Attitude Toward the Service Provider. (1986).
Stafford MR.
V.3, pg.94-95.

Attitude Toward the Spanish Language. (1994).
Koslow S; Shamdasani PN; Touchstone EE.
V.3, pg.96-97.

Attribute favorability. (1994).
Aaker JL.
V.3, pg.98-99.

Authority, part of Narcissistic personality inventory [NPI]. (1988).
Raskin R; Terry H.
V.3, pg.101-102.

Behavioral intention. (varied).
Varied.
V.3, pg.103-107.

Body consciousness (public). (1981).
Miller LC; Murphy R; Buss AH.
V.3, pg.110-111.

Brand equity. (1996).
HA L.
V.3, pg.117-118.

Calm. (1985).
Asmua EP.
V.3, pg.129-130.

Clothing concern. (1979).
Gurel LM; Gurel L.
V.3, pg.133-134.

Collectivism (coworkers). (1988).
Hui CH.
V.3, pg.136-137.

Collectivism (parents). (1988).
Hui CH.
V.3, pg.138-139.

Commitment (organizational). (1994).
Kelley SW; Davis MA.
V.3, pg.140-141.

Complaint intentions (private). (1988).
Singh J.
V.3, pg.149-150.

Complaint intentions (third party). (1988).
Singh J.
V.3, pg.151-152.

Complaint intentions (voice). (1988).
Singh J.
V.3, pg.153-154.

Compulsive buying. (1992).
Faber RJ; O’Guinn TC.
V.3, pg.156-157.

Contribution to Purchase Decision (Initiation Stage). (1994).
Beatty SE; Talpede S.
V.3, pg.161-162.

Contribution to Purchase Decision (Search/Decision Stage). (1994).
Beatty SE; Talpede S.
V.3, pg.163-164.

Cooperation. (1997).
Battencourt LA.
V.3, pg.165-166.

Country of Origin Image (People). (1992).
Pisharodi RM; Rarameswaran R.
V.3, pg.168-169.

Country of Origin Image (Similarity). (1992).
Pisharodi RM; Rarameswaran R.
V.3, pg.170-171.

Country of Origin Product Image (Cars). (1986, 1992).
Pisharodi RM; Rarameswaran R; Yaprak A.
V.3, pg.172-173.

Country of Origin Product Image (Desirable Attributes). (1992).
Pisharodi RM; Rarameswaran R.
V.3, pg.174-175.

Country of Origin Product Image (Desirable Blender Attributes). (1992).
Pisharodi RM; Rarameswaran R.
V.3, pg.176-177.

Country of Origin Product Image (Distribution/Advertising). (1986, 1992).
Pisharodi RM; Rarameswaran R; Yaprak A.
V.3, pg.178-179.

Country of Origin Product Image (Undesirable Attributes). (1992).
Pisharodi RM; Rarameswaran R.
V.3, pg.181-182.

Country of Origin Product Image (Undesirable Blender Attributes). (1992).
Pisharodi RM; Rarameswaran R.
V.3, pg.183-184.

Cultural openness. (1995).
Sharma S; Shimp TA; Shin J.
V.3, pg.189-190.

Decision action control orientation. (1985).
Kuhl J.
V.3, pg.196-198.

Decision Maker Role (Major Products for Family). (1997).
Kim C; Lee H.
V.3, pg.199-200.

Decision Maker Role (Minor Products for Child). (1997).
Kim C; Lee H.
V.3, pg.201-202.

Decision Maker Role (Minor Products for Family). (1997).
Kim C; Lee H.
V.3, pg.203-204.

Decision making style. (1985).
Buck JN; Daniels MH.
V.3, pg.205-206.

Discount usage (perceived stigma). (1994).
Tepper K.
V.3, pg.212-214.

Discount usage intention. (1994).
Tepper K.
V.3, pg.215-216.

Dominant language (spanish). (1994).
Koslow S; Shamdasani PN; Touchstone EE.
V.3, pg.219-220.

Entitlement. (1988).
Raskin R; Terry H.
V.3, pg.227-228.

Environmental paradigm. (1978).
Dunlap RE; Van Liere KD.
V.3, pg.229-230.

Ethical perspective (idealism) Ethics perception questionnaire [EPQ]. (1980, 1994).
Treise D; Weigold MF; Conna J; Garrison H; Forsyth DR.
V.3, pg.231-232.

Ethical perspective (relativism) Ethics perception questionnaire [EPQ]. (1980, 1994).
Treise D; Weigold MF; Conna J; Garrison H; Forsyth DR.
V.3, pg.233-234.

Ethicality (moral equity/relativism dimension), Multidimensional ethics scale [MES]. (1988, 1990).
Reidenbach RE, Robin DP.
V.3, pg.235-237.

Ethnic identification. (1994).
Donthu N; Cherian J.
V.3, pg.238-239.

Ethnocentrism (CETSCALE). (1987).
Shimp TA; Sharma S.
V.3, pg.240-243.

Exhibitionism, part of Narcissistic pe4ronality inventory [NPI]. (1988).
Raskin R; Terry H.
V.3, pg.244-245.

Exploitativeness, part of Narcissistic pe4ronality inventory [NPI]. (1988).
Raskin R; Terry H.
V.3, pg.247-248.

Exploratory consumer tendencies. (1995).
Menon S; Kahn BE.
V.3, pg.249-251.

Exuberance. (1985).
Asmus EP.
V.3, pg.253-254.

Familiarity of Purchase Situation. (1997).
Shapiro S; MacInnis DJ; Heckler SE.
V.3, pg.255-256.

Family resources (intangible). (1997).
Rindfleisch A; Burroughs JE; Denton F.
V.3, pg.258-259.

Family resources (tangible). (1997).
Rindfleisch A; Burroughs JE; Denton F.
V.3, pg.260-261.

Family stressors. (1997).
Rindfleisch A; Burroughs JE; Denton F.
V.3, pg.262-263.

Grandiosity. (1985).
Robbins SB; Patton MJ.
V.3, pg.271-272.

Heroic. (1985).
Asmus EP.
V.3, pg.277-278.

Identification with organization. (1988).
Mael F.
V.3, pg.280-281.

Imaginal Response to Music. (1994).
Lacher KT; Mizerski R.
V.3, pg.283-284.

Imaginary audience. (1997).
Schoenbachler DD; Whittler TE.
V.3, pg.285-288.

Impulse buying. (1995).
Rook DW; Fisher RJ.
V.3, pg.289-290.

Impulse buying. (1993).
Martin WK; Weun S; Beatty S.
V.3, pg.292-293.

Innovativeness (domain specific). (1991).
Goldsmith RE; Hofacker CF.
V.3, pg.297-299.

Interpersonal influence susceptibility; Consumer susceptibility to interpersonal influence [CSII]. (1989).
Bearden WO; Netemeyer RG; Teel JE.
V.3, pg.302-304.

Intolerance for Ambiguity. (1962).
Budner S.
V.3, pg.305-306.

Involvement (cents off offers). (1995).
Lichtenstein DR; Burton S; Netemeyer RG.
V.3, pg.307-308.

Involvement (contests/sweepstakes). (1995).
Lichtenstein DR; Burton S; Netemeyer RG.
V.3, pg.309-310.

Involvement (coupons). (1990).
Lichtenstein DR; Burton S; Netemeyer RG.
V.3, pg.311-313.

Involvement (End of Aisle Displays). (1995).
Lichtenstein DR; Burton S; Netemeyer RG.
V.3, pg.318-319.

Involvement (enduring). (1985).
Zaichkowsky JL.
V.3, pg.320-323.

Involvement (premiums). (1995).
Lichtenstein DR; Burton S; Netemeyer RG.
V.3, pg.326-327.

Involvement (product class). (1994).
Beatty SE; Talpeede S.
V.3, pg.328-329.

Involvement (product related pleasure). (1990).
Jain K; Srinivasan N.
V.3, pg.332-333.

Involvement (product related relevance). (1990).
Jain K; Srinivasan N.
V.3, pg.334-335.

Involvement (product related risk importance). (1990).
Jain K; Srinivasan N.
V.3, pg.336-337.

Involvement (product related risk probability). (1990).
Jain K; Srinivasan N.
V.3, pg.338-339.

Involvement (product related sign). (1990).
Jain K; Srinivasan N.
V.3, pg.340-341.

Involvement (rebates). (1995).
Lichtenstein DR; Netemeyer RG; Burton S.
V.3, pg.342-343.

Involvement (sales promotion deals). (1995).
Lichtenstein DR; Netemeyer RG; Burton S.
V.3, pg.344-345.

Involvement (sales). (1993).
Lichtenstein DR; Ridgeway NM; Netemeyer RG.
V.3, pg.346-347.

Involvement (situational). (1990).
Lichtenstein DR; Netemeyer RG; Burton S.
V.3, pg.348-349.

Involvement (televised soccer game). (1995).
Tavassoli NT; Shultz CJ II; Fitzsimons GJ.
V.3, pg.350-351.

Involvement (two for one deals). (1995).
Lichtenstein DR; Netemeyer RG; Burton S.
V.3, pg.352-353.

Justice (distributive). (1997).
Blodgett JG; Hill DJ; Tax SS.
V.3, pg.354-355.

Justice (interactional). (1997).
Blodgett JG; Hill DJ; Tax SS.
V.3, pg.356-357.

Justice (procedural). (1997).
Blodgett JG; Hill DJ; Tax SS.
V.3, pg.358-359.

Knowledge (cars). (1991).
Srinivasan N; Ratchford BT.
V.3, pg.360-361.

Knowledge (product class). (1996).
Flynn LR; Goldsmith RE; Eastman JK.
V.3, pg.364-365.

Loyalty (organizational). (1996).
Zeithaml VA; Berry LL; Parasuraman A.
V.3, pg.368-369.

Market maven. (1987).
Feick LF; Price LL.
V.3, pg.371-372.

Marriage role attitude. (1950).
Jacobson AH.
V.3, pg.373-374.

Materialism (centrality). (1990).
Richins ML; Dawson S.
V.3, pg.375-377.

Materialism (happiness). (1990).
Richins ML; Dawson S.
V.3, pg.378-379.

Materialism (success). (1990).
Richins ML; Dawson S.
V.3, pg.381-383.

Mood (global). (1993).
Swinyard WR.
V.3, pg.385-386.

Need for Cognition. (1984).
Cacioppo JT; Petty RE; Kao RE.
V.3, pg.387-389.

Normative evaluation. (1995).
Rook DW; Fisher RJ.
V.3, pg.391-392.

Nostalgia proneness. (1993).
Holbrook MB.
V.3, pg.394-395.

Opinion leadership (domain specific). (1996).
Flynn LR; Goldsmith RE; Eastman JK.
V.3, pg.396-397.

Opinion leadership (domain specific). (1986).
Childers TL.
V.3, pg.398-400.

Opinion seeking (domain specific). (1996).
Flynn LR; Goldsmith RE; Eastman JK.
V.3, pg.401-402.

Ordering Option Beliefs (Ease of Use). (1994).
Dabholkar P.
V.3, pg.404-405.

Ordering option beliefs (fun). (1994).
Dabholkar P.
V.3, pg.406-407.

Ordering option beliefs (performance). (1994).
Dabholkar P.
V.3, pg.408-409.

Patriotism/conservatism. (1995).
Sharma S; Shimp TA; Shin J.
V.3, pg.412-413.

Attitude Toward the Ad (Claim). (1995).
Derbaix C .
V.3, pg.414-413.

Performance (service provider). (1995).
Price LL; Arnould EJ; Tierney P.
V.3, pg.414-415.

Personal fable coping response (drug usage). (1996).
Schoenbachler DD; Whittler TE.
V.3, pg.416-417.

Pleasantness. (1995).
Broach VC Jr; Page TJ Jr; Wilson RD.
V.3, pg.418-419.

Pleasure. (1974).
Meharabian A; Russell JA.
V.3, pg.420-422.

Price dispersion (grocery stores/products). (1997).
Putrevu S; Ratchford BT.
V.3, pg.428-429.

Price consciousness. (NA).
Various.
V.3, pg.431-433.

Price prestige relationship. (1993).
Lichtenstein DR; Ridgway NM; Netemeyer RG.
V.3, pg.434-435.

Product evaluation. (1994).
Lim JS; Darley WK; Summers JO.
V.3, pg.436-437.

Product evaluation. (1996).
Meyers-Levy J; Peracchio LA.
V.3, pg.438-439.

Product evaluation (beverage). (1997).
Meyers-Levy J; Tybout AM.
V.3, pg.440-441.

Product evaluation (camera). (1996).
Malaviya P; Kisielius J; Sternthal B.
V.3, pg.442-443.

Product evaluation (food). (1994).
Park CW; Mothersbaugh DL; Feick L.
V.3, pg.445-446.

Purchase intention. (1977).
Baker MJ; Churchill GA.
V.3, pg.454-456.

Purchase involvement (affective). (1987).
Ratchford BT.
V.3, pg.458-459.

Purchase involvement (cognitive). (1987).
Ratchford BT.
V.3, pg.460-461.

Rage. (1994).
Lacher KT; Mizerski R.
V.3, pg.465-466.

Repatronage intentions. (1997).
Blodget JG; Hill DJ; Tax SS.
V.3, pg.467-468.

Risk (financial). (1982).
Shimp TA; Bearden WO.
V.3, pg.472-473.

Risk (performance). (1982).
Shimp TA; Bearden WO.
V.3, pg.474-475.

Sadness. (1994).
Lacher KT; Mizerski R.
V.3, pg.479-480.

Salesperson listening (evaluating). (1997).
Ramsey RP; Sohi RS.
V.3, pg.482-483.

Satisfaction (generalized). (1996).
Spreng RA; Mackroy RD.
V.3, pg.487-488.

Satisfaction (generalized). (1987, 1990, 1996).
Crosby LA; Stephens N; Eroglu SA; Machleit KA; Spreng RA; MacKenzie SB; Olshavsky RW.
V.3, pg.489-490.

Satisfaction (generalized). (1981, 1991).
Westbrook RA; Oliver RL.
V.3, pg.491-493.

Satisfaction (with Activity). (1991).
Fisher RJ; Price LL.
V.3, pg.495-496.

Satisfaction (with Server). (1997).
Winsted KF.
V.3, pg.500-501.

Self actualization. (1986).
Jones A; Crandall R.
V.3, pg.504-505.

Self esteem. (1965, 1992).
Rosenberg M; Richins ML; Dawson S.
V.3, pg.506-508.

Self esteem (appearance). (1991).
Heatherton TF; Polivy J.
V.3, pg.510-511.

Self image congruence. (1997).
Sirgy MJ; Grewal D; Mangleburg TF; Park JO; Chon KS; Claiborne CB; Johar JS; Berkman H.
V.3, pg.512-513.

Self image congruence (college major). (1997).
Sirgy MJ; Grewal D; Mangleburg TF; Park JO; Chon KS; Claiborne CB; Johar JS; Berkman H.
V.3, pg.514-515.

Self Image Congruence (Focal verses Referent Brand). (1997).
Sirgy MJ; Grewal D; Mangleburg TF; Park JO; Chon KS; Claiborne CB; Johar JS; Berkman H.
V.3, pg.516-517.

Self sufficiency. (1988).
Raskin R; Terry H.
V.3, pg.518-519.

Selling Orientation/Customer Orientation (Customer's Perception of Specific Salesperson). (1982).
Saxe R; Weitz BA.
V.3, pg.520-521.

Selling Orientation/Customer Orientation (Customer's Perception of Salespeople in General). (1982).
Saxe R; Weitz BA.
V.3, pg.522-524.

Sensation seeking. (1992).
Steenkamp JBEM; Baumgartner H.
V.3, pg.525-528.

Server encounter behavior (civility). (1997).
Winsted KF.
V.3, pg.530-531.

Server encounter behavior (congeniality). (1997).
Winsted KF.
V.3, pg.532-533.

Server encounter behavior (conversation). (1997).
Winsted KF.
V.3, pg.534-535.

Server encounter behavior (personalization). (1997).
Winsted KF.
V.3, pg.536-537.

Server encounter behavior (responsiveness). (1997).
Winsted KF.
V.3, pg.538-539.

Service quality (assurance) part of SERVQUAL. (1994).
Parasuraman A; Berry LL; Zeithaml VA.
V.3, pg.545-547.

Service quality (assurance) part of SERVQUAL. (1988).
Parasuraman A; Berry LL; Zeithaml VA.
V.3, pg.548-549.

Service quality (empathy) part of SERVQUAL. (1994).
Parasuraman A; Berry LL; Zeithaml VA.
V.3, pg.551-553.

Service quality (empathy) part of SERVQUAL. (1994).
Parasuraman A; Berry LL; Zeithaml VA.
V.3, pg.554-555.

Service quality (empathy). (1994).
Andaleeb SS; Basu AK.
V.3, pg.556-557.

Service quality (employees). (1996).
Hartline MD; Ferrell OC; Bush RP; Busy AJ; Ortinau DJ; Hair JF Jr.
V.3, pg.558-559.

Service quality (health club). (1994).
Kelley SW; Davis MA.
V.3, pg.563-564.

Service Quality (Personal Interaction of Retailer). (1996).
Dabholkar P; Thorpe DI; Rentz JO.
V.3, pg.565-566.

Service quality (personalization). (1996).
Mittal; Lassar.
V.3, pg.567-568.

Service Quality (Physical Aspects of Retailer). (1996).
Dabholkar P; Thorpe DI; Rentz JO.
V.3, pg.569-570.

Service Quality (Reliability of Retailer). (1996).
Dabholkar P; Thorpe DI; Rentz JO.
V.3, pg.571-572.

Service quality (reliability) part of SERVQUAL. (1994).
Parasuraman A; Zeithaml VA; Berry LL.
V.3, pg.573-575.

Service quality (reliability) part of SERVQUAL. (1994).
Parasuraman A; Zeithaml VA; Berry LL.
V.3, pg.576-578.

Service quality (responsiveness) part of SERVQUAL. (1994).
Parasuraman A; Zeithaml VA; Berry LL.
V.3, pg.580-582.

Service quality (responsiveness) part of SERVQUAL. (1994).
Parasuraman A; Zeithaml VA; Berry LL.
V.3, pg.583-585.

Service quality (retailer policy). (1996).
Dabholkar P; Thorpe DI; Rentz JO.
V.3, pg.587-588.

Service quality (tangibles) part of SERVQUAL. (1994).
Parasuraman A; Zeithaml VA; Berry LL.
V.3, pg.590-592.

Service quality (tangibles) part of SERVQUAL. (1994).
Parasuraman A; Zeithaml VA; Berry LL.
V.3, pg.593-595.

Service recovery expectations (health club). (1994).
Kelley SW; Davis MA.
V.3, pg.596-598.

Shopping enjoyment. (1996).
Donthu N; Gilliland D.
V.3, pg.601-602.

Shopping value (hedonic). (1994).
Babin BJ; Darden WR; Griffin M.
V.3, pg.608-609.

Shopping value (utilitarian). (1994).
Babin BJ; Darden WR; Griffin M.
V.3, pg.610-611.

Social desirability bias (marlowe crowne). (1960).
Crowne DP; Marlowe D.
V.3, pg.616-619.

Status concern. (1957).
Kaufman WC.
V.3, pg.620-621.

Status consumption. (1993).
Kilsheimer JC (Eastman).
V.3, pg.622-623.

Store personnel (quantity & quality). (1993).
Baker J.
V.3, pg.626-627.

Support for Customers. (1997).
Bettencourt LA.
V.3, pg.630-631.

Trust in Source's Position Toward the Environment. (1997).
Osterhus TL.
V.3, pg.636-637.

Value (offer). (1988).
Urbany JE; Bearden WO; Weilbaker DC.
V.3, pg.640-641.

Value (offer). (1980, 1988).
Berkowitz EN; Walton JR; Burton S; Lichtenstein DR.
V.3, pg.642-644.

Vanity (achievement concern). (1995).
Netemeyer RG; Burton S; Lichtenstein DR.
V.3, pg.647-648.

Vanity (achievement view). (1995).
Netemeyer RG; Burton S; Lichtenstein DR.
V.3, pg.649-650.

Vanity (physical concern). (1995).
Netemeyer RG; Burton S; Lichtenstein DR.
V.3, pg.651-652.

Vanity (physical view). (1995).
Netemeyer RG; Burton S; Lichtenstein DR.
V.3, pg.653-654.

Word of Mouth Intentions (Negative). (1997).
Blodget JG; Hill DJ; Tax SS.
V.3, pg.657-658.

Affective Response to Ad (Negative Feelings). (1987, 1988, 1996).
Burke MC; Edell JA; Madden TJ; Allen CT; Twible JL; Mooradian TA.
V.3, pg.679-681.

Affective Response to Ad (Upbeat Feelings). (1971).
Wells WD; Leavitt C; McConville M.
V.3, pg.683-685.

Affective Response to Ad (Warm Feelings). (1987).
Edell JE; Burke MC.
V.3, pg.686-687.

Argument strength. (1991, 1995, 1996).
Lord KR; Lee MS; Sauer PL; Pham MT; Whittler TE; DiMeo J; Zhang Y.
V.3, pg.688-689.

Arousal (energy) part of the Activation deactivation checklist. (1978).
Thayer RE.
V.3, pg.690-691.

Arousal (tension) part of the Activation deactivation checklist. (1978).
Thayer RE.
V.3, pg.692-693.

Attitude Toward Advertising of Cosmetic Pharmaceuticals. (1995).
Petroshius SM; Titus PA; Hatch KJ.
V.3, pg.695-696.

Attitude toward advertising (overall). (1987).
Muehling DD.
V.3, pg.697-698.

Attitude Toward the Ad. (1987, 1994).
Neese WT; Taylor RD; Holmes JH; Crocker KE.
V.3, pg.707-708.

Attitude Toward the Ad (Affective Component). (1985, 1986, 1988, 1989, 1991, 1996, 1997).
Kilbourne WE; Painton S; Ridley D; Laczniak RN; Muehling DD; Okechuku C; Wang G; Olney TJ; Holbrook MB; Petroshius SM; Crocker KE; Perrien J; Dussart C; Paul F; Rosenberg E; Pieters R; Wedl M; Zhang Y; Gelb BG; Zinkhan GM; Zinkhan CF.
V.3, pg.710-714.

Attitude Toward the Ad (Cognitive Component). (1985, 1986, 1988, 1989, 1991, 1992, 1994, 1995).
Burton S; Lichtenstein DR; Donthu N; Kilbourne WE; Painton S; Ridley D; Lord KR; Lee MS; Sauer PL; Miniard PW; Bhatla S; Rose RL; Okechuku C; Wang G; Olney TJ; Holbrook MB; Batra R; Perrien J; Dussart C; Paul F; Peterson RA; Wilson WR; Brown SP; Petroshius SM; Crocker KE; Zinkhan GM; Zinkhan CF.
V.3, pg.716-719.

Attitude Toward the Ad (Overall). (various).
various.
V.3, pg.722-729.

Attitude Toward the Ad (Unipolar). (1993).
Henthorne TL; LaTour MS; Nataraajan R.
V.3, pg.730-731.

Attitude Toward the Advertiser (Semantic Differential). (1987, 1989, 1996).
MacKenzie SB; Lutz RJ; Muehling DD; Simpson PM; Horton S; Brown G.
V.3, pg.733-734.

Attitude Toward the Institution of Advertising. (1987).
Muehling DD.
V.3, pg.735-736.

Attitude Toward the Instruments of Advertising. (1980).
Sandage CH; Leckenby JD.
V.3, pg.737-738.

Attitude Toward TV Advertising (Disbelief in Ad Claims). (1994).
Boush DM; Friestad M; Rose GM.
V.3, pg.740-741.

Attitude Toward TV Advertising (Frequency and Content). (1992).
Alwitt LF; Prabhaker PR.
V.3, pg.742-743.

Attitude Toward TV Advertising (informational Benefits). (1994).
Boush DM; Friestad M; Rose GM.
V.3, pg.745-746.

Attitude Toward TV Advertising (Mistrust of Advertiser Motives). (1994).
Boush DM; Friestad M; Rose GM.
V.3, pg.747-748.

Attitude toward tv advertising (uninformative). (1992).
Alwitt LF; Prabhaker PR.
V.3, pg.750-751.

Emotional reaction (strength) part of the Differential emotions scale [DES III]. (1979).
Izard C.
V.3, pg.757-758.

Expertise (source). (1992, 1994).
Tripp C; Jensen TD; Carlson L; Netemeyer RG; Breaden WO.
V.3, pg.762-763.

Involvement (advertisement). (1994, 1995).
Lord KR; Lee MS; Sauer PL.
V.3, pg.768-769.

Involvement (advertisement). (1995).
Jahar GV.
V.3, pg.770-771.

Persuasiveness of Brochure. (1997).
Keller PA; Block LG.
V.3, pg.773-774.

Source credibility (general). (1982).
Harmon RR; Coney KA.
V.3, pg.779-780.

Source credibility (trustworthiness). (1989, 1990, 1991, 1994, 1996).
Bobinski GS Jr; Cox D; Cox A; Lichtenstein DR; Bearden WO; Moore DJ; Mowen JC; Readen R; Ohanian R; Tripp C; Jensen TD; Carlson L.
V.3, pg.781-784.

Vividness. (1991).
Ellen PF; Bone PS.
V.3, pg.786-787.

Absence of Bottom Line Orientation. (1994).
Oliver RL; Anderson E.
V.3, pg.791-792.

Account loss attributions (external). (1996).
DeCarlo TE; Leigh TW.
V.3, pg.796-797.

Account loss attributions (internal ability). (1996).
DeCarlo TE; Leigh TW.
V.3, pg.798-799.

Account loss attributions (internal motivation). (1996).
DeCarlo TE; Leigh TW.
V.3, pg.800-801.

Activity control (information). (1996).
Challagalla GN; Shervani TA.
V.3, pg.802-803.

Activity control (punishments). (1996).
Challagalla GN; Shervani TA.
V.3, pg.804-805.

Activity control (rewards). (1996).
Challagalla GN; Shervani TA.
V.3, pg.806-807.

Adaptability (employee). (1996).
Hartline MD; Ferrell OC; Bush RP; Busy AJ; Ortinau DJ; Hair JF Jr.
V.3, pg.808-809.

Adaptation (product). (1994).
Cavugil ST; Zou S.
V.3, pg.810-811.

Adaptation (promotion). (1994).
Cavugil ST; Zou S.
V.3, pg.812-813.

Attitude Toward Salespeople in General. (1995).
Brown SP.
V.3, pg.815-816.

Attitude Toward the Product. (1995).
Brown SP.
V.3, pg.817-818.

Attitude Toward the Salesperson. (1995).
Brown SP.
V.3, pg.819-820.

Attraction (social). (1996).
DeCarlo TE; Leigh TW.
V.3, pg.821-822.

Attraction (task). (1996).
DeCarlo TE; Leigh TW.
V.3, pg.823-824.

Attractiveness (supplier). (1995).
Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.825-826.

Attractiveness (supplier). (1993).
Ping RA Jr.
V.3, pg.827-828.

Behavioral Intentions to Reciprocate. (1994).
Dorsch MJ; Kelley SW.
V.3, pg.829-830.

Capability control (information). (1996).
Challagalla GN; Shervani TA.
V.3, pg.833-834.

Capability control (punishments). (1996).
Challagalla GN; Shervani TA.
V.3, pg.835-836.

Capability control (rewards). (1996).
Challagalla GN; Shervani TA.
V.3, pg.837-838.

Centralization. (1995).
Heide JB; Weiss AM.
V.3, pg.841-842.

Centralization. (1984).
John G.
V.3, pg.843-844.

Centralization (gasoline station decisions). (1995).
Dahlstrom R; Nygaard A.
V.3, pg.845-846.

Centralization (new product decisions). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.847-848.

Centralization (sales force). (1996).
Sohi RS; Smith DC; Ford NM.
V.3, pg.849-850.

Challenge California life goals evalution schedule security scale. (1966).
Hahn ME.
V.3, pg.851-852.

Character/motives (partner). (1997).
Smith JB; Barclay DW.
V.3, pg.853-854.

Commitment (compliance). (1995).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.856-857.

Commitment (Distributor to Relationship with Manufacturer). (1996).
Andaleeb SS.
V.3, pg.858-859.

Commitment (internalization). (1995).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.860-861.

Commitment (new product success). (1997).
Song XM; Parry ME.
V.3, pg.862-863.

Commitment (organizational). (1979).
Porter LW; Steers RM; Mowday RT; Boulian PV.
V.3, pg.864-866.

Commitment (organizational). (1984).
Meyer JP; Allen NJ.
V.3, pg.868-869.

Commitment to Export Venture. (1994).
Cavugil ST; Zou S.
V.3, pg.870-871.

Commitment to Private Label (Firm). (1995).
Anderson E: Robertson TS.
V.3, pg.873-874.

Commitment to Service Quality (Management). (1996).
Hartline MD; Ferrell OC; Bush RP; Busy AJ; Ortinau DJ; Hair JF Jr.
V.3, pg.875-876.

Commitment to Supplier. (1995).
Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.877-878.

Communication (formality). (1987).
Anderson E: Lodish L; Weitz B.
V.3, pg.879-880.

Communication (information exchange). (1992, 1997).
Heide JB; John G; Li ZG; Dant RP.
V.3, pg.881-882.

Communication Bidirectionality (Marketing and Engineering). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.883-884.

Communication quality. (1995).
Mohr JJ; Sohi RS.
V.3, pg.885-886.

Competitive intensity. (1997).
Song XM; Parry ME.
V.3, pg.888-889.

Conceptual utilization processes. (1995).
Moorman C.
V.3, pg.890-891.

Conflict (interdepartmental). (1993).
Jaworski B; Ajay KK.
V.3, pg.892-893.

Conflict (supplier). (1995).
Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.894-895.

Conformity (Need for). (1967).
Jackson DN.
V.3, pg.897-898.

Confrontive coping. (1994).
Strutton D; Lumpkin JR.
V.3, pg.899-900.

Connectedness (interdepartmental). (1993).
Jaworski B; Ajay KK.
V.3, pg.901-902.

Contracting over roles (explicit). (1996).
Lusch RF; Brown JR.
V.3, pg.903-904.

Contracting over roles (normative). (1996).
Lusch RF; Brown JR.
V.3, pg.905-906.

Control (interpersonal). (1981).
Paulhus D; Christie R.
V.3, pg.907-908.

Control (wholesaler over retailer) subscale. (1995).
Chatterjee SC; Hyvonen S; Anderson E.
V.3, pg.909-910.

Control system/goal differences (partner). (1997).
Smith JB; Barclay DW.
V.3, pg.911-912.

Coordination (with Manufacturer). (1980).
Guiltinan J; Rejab I; Rodgers W.
V.3, pg.913-914.

Coordination efforts (behavior based). (1996).
Celly KS; Frazier GL.
V.3, pg.915-916.

Coordination efforts (outcome based). (1996).
Celly KS; Frazier GL.
V.3, pg.917-918.

Corporate culture (communication openness). (1995).
Kitchell S.
V.3, pg.919-920.

Corporate culture (flexibility). (1995).
Kitchell S.
V.3, pg.921-922.

Corporate culture (future oriented). (1995).
Kitchell S.
V.3, pg.923-924.

Corporate ethical values [CEV]. (1989).
Hunt SD; Wood VR; Chonko LB.
V.3, pg.925-926.

Creativity (marketing program). (1996).
Andrews J; Smith DC.
V.3, pg.928-929.

Cross functional integration. (1997).
Song XM; Parry ME.
V.3, pg.930-931.

Customer orientation (soco). (1982).
Saxe R; Weitz BA.
V.3, pg.933-935.

Decision difficulty. (1996).
DeCarlo TE; Leigh TW.
V.3, pg.936-937.

Dependence (buyer). (1994).
Heide JB.
V.3, pg.938-939.

Dependence (Distributor on Manufacturer). (1996).
Andaleeb SS.
V.3, pg.940-941.

Dependence (Major Supplier on Wholesaler). (1996).
Lusch RF; Brown JR.
V.3, pg.942-943.

Dependence (Retailer on Vendor). (1994).
Ganesan S.
V.3, pg.944-945.

Dependence (Retailer's Perception of Vendor). (1994).
Ganesan S.
V.3, pg.946-947.

Dependence (supplier). (1994).
Heide JB.
V.3, pg.948-949.

Dependence (Vendor on Retailer). (1994).
Ganesan S.
V.3, pg.950-951.

Dependence (Vendor's Perception of Retailer). (1994).
Ganesan S.
V.3, pg.952-953.

Dependence (Wholesaler on Major Supplier). (1996).
Lusch RF; Brown JR.
V.3, pg.954-955.

Dependence on the Firm (Salesperson). (1995).
Anderson E; Robertson TS.
V.3, pg.956-957.

Directed problem solving. (1994).
Strutton D; Lumpkin JR.
V.3, pg.958-959.

Discretion usage (creative). (1996).
Kelley SW; Longfellow T; Malehorn J.
V.3, pg.960-961.

Discretion usage (deviant). (1996).
Kelley SW; Longfellow T; Malehorn J.
V.3, pg.962-963.

Discretion usage (routine). (1996).
Kelley SW; Longfellow T; Malehorn J.
V.3, pg.964-965.

Distribution intensity. (1996).
Frazier GL; Lassar WM.
V.3, pg.966-967.

Dynamism (market). (1996).
Maltz E; Kohli AK.
V.3, pg.968-969.

Dynamism (marketing program). (1988).
Achrol RS; Stern LS.
V.3, pg.970-971.

Dynamism (strategic unit). (1996).
Maltz E; Kohli AK.
V.3, pg.972-973.

Dysfunctional behavior (employee). (1989).
Jaworski B; MacInnis DJ.
V.3, pg.974-975.

Emotions (salesperson negative). (1995).
Bagozzi RP; Baumgartner H; Pieters R.
V.3, pg.976-977.

Emotions (salesperson positive). (1995).
Bagozzi RP; Baumgartner H; Pieters R.
V.3, pg.978-979.

Empowerment (employee). (1996).
Hartline MD; Ferrell OC; Bush RP; Busy AJ; Ortinau DJ; Hair JF Jr.
V.3, pg.980-981.

Environmental uncertainty. (1988, 1989, 1994, 1995, 1996).
Heide JB; John G; Celly KS; Frazier GL; Ganesan S; Weitz B; Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.983-986.

Ethical climate. (1997).
Schwepker CH Jr; Ferrell OC; Ingram TN.
V.3, pg.987-988.

Ethics position questionnaire (idealism) part of Ethics perception questionnaire [EPQ]. (1980).
Forsyth DR.
V.3, pg.989-990.

Ethics position questionnaire (relativism) part of Ethics perception questionnaire [EPQ]. (1980).
Forsyth DR.
V.3, pg.991-992.

Evaluation (behavior based). (1990, 1996).
Hartline MD; Ferrell OC; Bush RP; Busy AJ; Ortinau DJ; Hair JF Jr.
V.3, pg.993-994.

Exit intentions. (1993).
Ping RA Jr.
V.3, pg.995-996.

Experience (commissioning consulting). (1997).
Patterson PG; Johnson LW; Spreng RA.
V.3, pg.997-998.

Experience (with New Product). (1995).
Olson EM; Walker OC Jr; Ruekert RW.
V.3, pg.1000-1001.

Export channel performance (economic). (1997).
Bello DC; Gilliland DI.
V.3, pg.1003-1004.

Export channel performance (selling). (1997).
Bello DC; Gilliland DI.
V.3, pg.1005-1006.

Export channel performance (strategic). (1997).
Bello DC; Gilliland DI.
V.3, pg.1007-1008.

Extent of Supervision. (1994).
Oliver RL; Anderson E.
V.3, pg.1009-1010.

Fairness (distributive). (1995).
Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.1012-1013.

Fairness (procedural). (1995).
Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.1014-1015.

Fairness in Reward Allocation. (1997).
Netemeyer RG; Boles JS; McKee DO; MuMurrian R.
V.3, pg.1016-1017.

Familiarity (supplier's product market). (1996).
Celly KS; Frazier GL.
V.3, pg.1018-1019.

Fanciful escapism. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1020-1021.

Feedback (coercive actions). (1996).
DeCarlo TE; Leigh TW.
V.3, pg.1022-1023.

Feedback (negative). (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1024-1025.

Feedback (negative behavioral). (1994).
Kohli AK; Jaworski BJ.
V.3, pg.1026-1027.

Feedback (nonpunitive actions). (1996).
DeCarlo TE; Leigh TW.
V.3, pg.1028-1029.

Feedback (positive). (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1030-1031.

Feedback (positive behavioral). (1994).
Kohli AK; Jaworski BJ.
V.3, pg.1032-1033.

Feedback (positive output). (1994).
Kohli AK; Jaworski BJ.
V.3, pg.1034-1035.

Fixed commitments (receiving firm). (1995).
Robertson TS; Eliashberg J; Rymon T.
V.3, pg.1042-1043.

Flexibility (Parties to Agreement). (1997).
Bello DC; Gilliland DI.
V.3, pg.1044-1045.

Flexibility (supplier relationship). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1046-1047.

Forbearance from Opportunism. (1997).
Smith JB; Barclay DW.
V.3, pg.1048-1049.

Formalization. (1984).
John G.
V.3, pg.1051-1052.

Formalization (new product decisions). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1055-1056.

Formalization (sales force). (1996).
Sohi RS; Smith DC; Ford NM.
V.3, pg.1058-1059.

Formalization (supplier relationship). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1060-1061.

Good Ethics is Good Business. (1995).
Singhapakdi A; Kraft KL; Vitell SJ; Rallapalli KC.
V.3, pg.1063-1064.

Identification (relative functional). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1067-1068.

Indebtedness (toward salesperson). (1994).
Dorsch MJ; Kelley SW.
V.3, pg.1069-1070.

Influence strategy (information exchange). (1995).
Venkatesh R; Ajay AK; Zaltman G.
V.3, pg.1071-1072.

Influence strategy (legalistic pleas). (1995).
Venkatesh R; Ajay AK; Zaltman G.
V.3, pg.1073-1074.

Influence strategy (promises). (1995).
Venkatesh R; Ajay AK; Zaltman G.
V.3, pg.1075-1076.

Influence strategy (recommendations). (1995).
Venkatesh R; Ajay AK; Zaltman G.
V.3, pg.1077-1078.

Influence strategy (requests). (1995).
Venkatesh R; Ajay AK; Zaltman G.
V.3, pg.1079-1080.

Influence strategy (threats). (1995).
Venkatesh R; Ajay AK; Zaltman G.
V.3, pg.1081-1082.

Information acquisition processes. (1995).
Moorman C.
V.3, pg.1083-1084.

Information exchange (major supplier to wholesaler) Supplier keeps wholesaler informed [SINFO]. (1996).
Lusch RF; Brown JR.
V.3, pg.1085-1086.

Information exchange (supplier relationship). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1087-1090.

Information search (purchasing). (1996).
Lusch RF; Brown JR.
V.3, pg.1091-1092.

Information sharing (functional). (1995).
Mohr JJ; Sohi RS.
V.3, pg.1094-1095.

Information transmission processes. (1995).
Mohr JJ; Sohi RS.
V.3, pg.1097-1098.

Information Exchange (Wholesaler to Major Supplier). (1995).
Moorman C.
V.3, pg.1099-1098.

Information use (manager). (1995).
Moorman C.
V.3, pg.1099-1100.

Information Use (by Engineering). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1101-1102.

Innovativeness (new product). (1997).
Gatignon H; Xuereb JM.
V.3, pg.1103-1104.

Instrumental utilization processes. (1995).
Moorman C.
V.3, pg.1105-1106.

Intangible attribute certainty. (1995).
Smith DC; Andrews J.
V.3, pg.1107-1108.

Intangible attribute fit. (1995).
Smith DC; Andrews J.
V.3, pg.1109-1110.

Integration (committees). (1994).
Germain R; Droge C; Daughterty PJ.
V.3, pg.1111-1112.

Integration (mechanisms). (1994).
Germain R; Droge C; Daughterty PJ.
V.3, pg.1113-1114.

Intent to Leave. (1996).
Good LK; Page TJ Jr; Young CE.
V.3, pg.1115-1116.

Intention to Use Again. (1997).
Patterson PG; Johnson LW; Spreng RA.
V.3, pg.1117-1118.

Interdependence (Engineering on Marketing). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1119-1120.

Interdependence (Marketing on Engineering). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1121-1122.

Interdependency (functional). (1995).
Olson EM; Walker OC Jr; Ruekert RW.
V.3, pg.1123-1124.

Investment in Relationship. (1993).
Ping RA Jr.
V.3, pg.1125-1126.

Investments (buyer). (1996).
Stump RL; Heide JB.
V.3, pg.1127-1128.

Investments (supplier). (1996).
Stump RL; Heide JB.
V.3, pg.1129-1130.

Involvement in Self and Surroundings (ISS). (1995).
Strutton D; Pelton LE; Lumpkin JR.
V.3, pg.1131-1132.

Job description index [JDI]. (1969).
Smith PC; Kendall LM; Hulin CL.
V.3, pg.1134-1138.

Job motivation (intrinsic). (1996).
Ganesan S; Weitz BA.
V.3, pg.1139-1140.

Judgment quality (partner). (1997).
Smith JB; Barclay DW.
V.3, pg.1142-1143.

Knowledge of Product/Customer. (1995).
Bello DC; Gilliland DI.
V.3, pg.1144-1145.

Knowledge of Product/Customer. (1995).
Bello DC; Gilliland DI.
V.3, pg.1146-1147.

Logistical services (level). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1149-1150.

Long term Orientation (Retailer). (1994).
Ganesan S.
V.3, pg.1151-1152.

Long term Orientation (Vendor). (1994).
Ganesan S.
V.3, pg.1153-1154.

Machiavellianism (mach iv). (1970).
Christie R; Geis FL.
V.3, pg.1155-1157.

Manipulation (by Salesperson). (1994).
Dorsch MJ; Kelley SW.
V.3, pg.1158-1159.

Market intelligence (new product). (1997).
Song XM; Parry ME.
V.3, pg.1161-1162.

Market intelligence quality (piq). (1996).
Maltz E; Kohli AK.
V.3, pg.1163-1164.

Market intelligence use. (1996).
Maltz E; Kohli AK.
V.3, pg.1165-1166.

Market orientation. (1996).
Pelham AM; Wilson DT.
V.3, pg.1167-1168.

Market potential. (1997).
Song XM; Parry ME.
V.3, pg.1169-1170.

Market volatility. (1997).
Bello DC; Gilliland DI.
V.3, pg.1171-1172.

Marketing intelligence (dissemination) part. (1993).
Jaworski BJ; Kohi A.
V.3, pg.1173-1174.

Marketing intelligence (generation) part. (1993).
Jaworski BJ; Kohi A.
V.3, pg.1175-1176.

Mentoring Ability and Willingness. (1996).
Pullins EB; Fine LM; Warren WL.
V.3, pg.1178-1179.

Middleman expenditures. (1995).
Bello DC; Gilliland DI.
V.3, pg.1180-1181.

Motivation to Plan Marketing (Intrinsic). (1996).
Andrews J; Smith DC.
V.3, pg.1185-1186.

Motivational orientation (learning). (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1187-1188.

Motivational orientation (performance). (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1189-1190.

Negative avoidance. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1191-1192.

New product development integration (engineering involvement). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1193-1194.

New product development integration (information exchange). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1195-1196.

New product development integration (marketing involvement). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1197-1198.

New product development proficiency (commercialization). (1997).
Song XM; Parry ME.
V.3, pg.1199-1200.

New Product Development Proficiency (Idea Generation and Screening). (1997).
Song XM; Parry ME.
V.3, pg.1201-1202.

New product development proficiency (marketing). (1997).
Song XM; Parry ME.
V.3, pg.1203-1204.

New product development proficiency (opportunity analysis). (1997).
Song XM; Parry ME.
V.3, pg.1205-1206.

New product development proficiency (product testing). (1997).
Song XM; Parry ME.
V.3, pg.1207-1208.

New product development proficiency (technical development). (1997).
Song XM; Parry ME.
V.3, pg.1209-1211.

New product success (relative). (1997).
Song XM; Parry ME.
V.3, pg.1212-1213.

Novelty (new product). (1995).
Moorman C.
V.3, pg.1214-1215.

Openers. (1996).
Pullins EB; Fine LM; Warren WL.
V.3, pg.1216-1217.

Organizational bureaucratization. (1997).
Moorman C; Miner AS.
V.3, pg.1218-1219.

Organizational citizenship behavior (civic virtue). (1994).
Podsakoff PM; MacKenzie SB.
V.3, pg.1220-1221.

Organizational citizenship behavior (global). (1997).
Netemeyer RG; Boles JS; McKee DO; McMurrian R.
V.3, pg.1222-1223.

Organizational citizenship behavior (helping). (1994).
Podsakoff PM; MacKenzie SB.
V.3, pg.1224-1225.

Organizational citizenship behavior (sportsmanship). (1994).
Podsakoff PM; MacKenzie SB.
V.3, pg.1226-1227.

Organizational culture (adhocracy). (1995).
Moorman C.
V.3, pg.1228-1229.

Organizational culture (clan). (1995).
Moorman C.
V.3, pg.1230-1231.

Organizational culture (hierarchy). (1995).
Moorman C.
V.3, pg.1232-1233.

Organizational culture (market). (1995).
Moorman C.
V.3, pg.1234-1235.

Organizational culture index (bureaucratic) [OCI]. (1968, 1983, 1984).
Litwin GH; Stringer RA; Wallach EJ; Oliver RL; Anderson E.
V.3, pg.1236-1237.

Organizational culture index (innovative) [OCI]. (1968, 1983, 1984).
Litwin GH; Stringer RA; Wallach EJ; Oliver RL; Anderson E.
V.3, pg.1238-1239.

Organizational culture index (supportive) [OCI]. (1968, 1983, 1984).
Litwin GH; Stringer RA; Wallach EJ; Oliver RL; Anderson E.
V.3, pg.1240-1241.

Organizational memory dispersion. (1997).
Moorman C; Miner AS.
V.3, pg.1242-1243.

Organizational memory level. (1997).
Moorman C; Miner AS.
V.3, pg.1244-1245.

Organization's Commitment to Learning. (1997).
Sinkula JM; Baker WE; Noordewier T.
V.3, pg.1246-1247.

Organization's open mindedness. (1997).
Sinkula JM; Baker WE; Noordewier T.
V.3, pg.1248-1249.

Orientation (technology). (1997).
Gatignon H; Xuereh JM.
V.3, pg.1251-1252.

Output control (information). (1996).
Challagalla GN; Shervani TA.
V.3, pg.1253-1254.

Output control (punishments). (1996).
Challagalla GN; Shervani TA.
V.3, pg.1255-1256.

Output control (rewards). (1996).
Challagalla GN; Shervani TA.
V.3, pg.1257-1258.

Output controls. (1997).
Bello DC; Gilliland DI.
V.3, pg.1259-1260.

Participation in Decision making (Supplier Relationship). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1261-1262.

Participation (leadership style). (1997).
Netemeyer RG; Boles JS; McKee DO; McMurrian R.
V.3, pg.1263-1264.

Patent protection. (1995).
Robertson TS; Eliashberg J; Rymon T.
V.3, pg.1266-1267.

Pay as a Control Mechanism. (1994).
Oliver RL; Anderson E.
V.3, pg.1268-1269.

Performance (behavioral). (1982, 1994).
Behrman DN; Perreault WD Jr; Kohli AK; Jaworski BJ.
V.3, pg.1270-1271.

Performance (company). (1995).
Dahlstrom R; Nygaard A.
V.3, pg.1272-1273.

Performance (departmental). (1995).
Olson EM; Walker OC Jr; Ruekert RW.
V.3, pg.1274-1275.

Performance (information gathering) part. (1982).
Behrman DN; Perreault WD Jr.
V.3, pg.1277-1278.

Performance (market share). (1997).
Song XM; Parry ME.
V.3, pg.1279-1280.

Performance (meeting sales objectives). (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1281-1282.

Performance (meeting sales objectives) part. (1982).
Behrman DN; Perreault WD Jr.
V.3, pg.1283-1284.

Performance (new product). (1997).
Gatignon H; Xuerub JM.
V.3, pg.1285-1286.

Performance (new product). (1995).
Moorman C.
V.3, pg.1287-1288.

Performance (new product profitability). (1979).
Cooper RG.
V.3, pg.1289-1290.

Performance (new product sales). (1997).
Song XM; Parry ME.
V.3, pg.1291-1292.

Performance (relative). (1994).
Oliver RL; Anderson E.
V.3, pg.1294-1295.

Performance (sales expense control) part. (1982).
Behrman DN; Perreault WD Jr.
V.3, pg.1296-1298.

Performance (sales presentation planning) part. (1982).
Behrman DN; Perreault WD Jr.
V.3, pg.1300-1301.

Performance (salesperson). (1994).
Podsakoff PM; MacKenzie SB.
V.3, pg.1303-1304.

Performance (salesperson objective outcomes). (1994).
Oliver RL; Anderson E.
V.3, pg.1305-1306.

Performance (salesperson paper inputs). (1994).
Oliver RL; Anderson E.
V.3, pg.1307-1308.

Performance (salesperson self report) part. (1982).
Behrman DN; Perreault WD Jr.
V.3, pg.1309-1311.

Performance (salesperson subjective inputs). (1994).
Oliver RL; Anderson E.
V.3, pg.1313-1314.

Performance (supplier demand stimulation). (1995).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1315-1316.

Performance (supplier relationship). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1317-1318.

Performance (supplier support). (1995).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1319-1320.

Performance (supplier's product support). (1994).
Gassenheimer JB; Ramsey R.
V.3, pg.1322-1323.

Performance (supplier's sales support). (1994).
Gassenheimer JB; Ramsey R.
V.3, pg.1324-1325.

Performance (wholesaler). (1996).
Lusch RF; Brown JR.
V.3, pg.1326-1327.

Person organization fit. (1997).
Netemeyer RG; Boles JS; McKee DO; McMurrian R.
V.3, pg.1332-1333.

Physical distribution service quality (availability) subscale [PDSQ]. (1997).
Beinstock CC; Mentzer JT; Bird MM.
V.3, pg.1334-1335.

Physical distribution service quality (condition) subscale [PDSQ]. (1997).
Beinstock CC; Mentzer JT; Bird MM.
V.3, pg.1336-1337.

Physical distribution service quality (timeliness) subscale [PDSQ]. (1997).
Beinstock CC; Mentzer JT; Bird MM.
V.3, pg.1338-1339.

Planning (account). (1997).
Brown JR; Cron WL; Slocum JW Jr.
V.3, pg.1340-1341.

Planning (territory). (1997).
Brown JR; Cron WL; Slocum JW Jr.
V.3, pg.1342-1343.

Planning for the Sale. (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1344-1345.

Positive reinterpretation. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1346-1347.

Power (coercive). (1997).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1348-1349.

Power (dealer supplier symmetry). (1997).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1350-1351.

Power (expert). (1997).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1352-1353.

Power (functional unit). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1354-1355.

Power (information). (1997).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1356-1357.

Power (legitimate). (1997).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1358-1359.

Power (referent). (1997).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1360-1361.

Power (reward). (1997).
Brown JR; Lusch RF; Nicholson CY.
V.3, pg.1362-1363.

Proactive focus (purchasing). (1994).
Bunn MD.
V.3, pg.1366-1367.

Procedural control. (1994).
Bunn MD.
V.3, pg.1368-1369.

Process control. (1997).
Bello DC; Gilliland DI.
V.3, pg.1371-1372.

Product development (customer involvement). (1997).
Ittner CD; Larcker DF.
V.3, pg.1373-1374.

Product Development (Use of Supplier). (1997).
Ittner CD; Larcker DF.
V.3, pg.1375-1376.

Product differentiation. (1997).
Song XM; Parry ME.
V.3, pg.1377-1378.

Product line sophistication. (1995, 1997).
Bello DC; Lohtia R; Gilliland DI.
V.3, pg.1379-1380.

Product relative advantage. (1997).
Gatignon H; Xuerub JM.
V.3, pg.1382-1383.

Product Similarity (to Competition). (1997).
Gatignon H; Xuerub JM.
V.3, pg.1385-1386.

Profits are not paramount. (1995).
Singhapakdi A; Kraft KL; Vitell SJ; Rallapalli KC.
V.3, pg.1387-1388.

Psychological distance. (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1391-1392.

Purchase importance. (1996).
Stump RL; Heide JB.
V.3, pg.1393-1394.

Qualification of Supplier (Ability). (1996).
Stump RL; Heide JB.
V.3, pg.1396-1397.

Qualification of Supplier (Motivation). (1996).
Stump RL; Heide JB.
V.3, pg.1398-1399.

Quality (relationship). (1995).
Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.1400-1402.

Quantitative analysis (purchasing). (1994).
Bunn MD.
V.3, pg.1403-1404.

Reaction aggressiveness. (1995).
Robertson TS; Eliashberg J; Rymon T.
V.3, pg.1405-1406.

Relational norms (conflict harmonization). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1407-1408.

Relational norms (flexibility). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1409-1410.

Relational norms (solidarity). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1411-1412.

Relationalism (mutuality). (1997).
Li ZG; Dant RP.
V.3, pg.1413-1414.

Relationalism (role integrity). (1997).
Li ZG; Dant RP.
V.3, pg.1415-1416.

Relationalism (solidarity). (1997).
Li ZG; Dant RP.
V.3, pg.1417-1418.

Relationship continuity expectation. (1996).
Lusch RF; Brown JR.
V.3, pg.1419-1420.

Relationship Effectiveness (Marketing with Engineering). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1421-1422.

Relationship flexibility. (1994).
Heide JB.
V.3, pg.1423-1424.

Relationship Investment and Communication Openness (RICOMM). (1997).
Smith JB; Barclay DW.
V.3, pg.1425-1426.

Relationship with Product Planners (Effectiveness). (1997).
Ayers D; Dahlstrom R; Skinner SJ.
V.3, pg.1427-1428.

Reputation (company). (1995).
Anderson E; Robertson TS.
V.3, pg.1430-1431.

Reputation (company). (1995).
Brown SP.
V.3, pg.1432-1433.

Reputation (partner). (1997).
Smith JB; Barclay DW.
V.3, pg.1434-1435.

Reputation (retailer). (1994).
Ganesan S.
V.3, pg.1436-1437.

Reputation (vendor). (1994).
Ganesan S.
V.3, pg.1439-1440.

Resource inadequacy. (1997).
Bello DC; Gilliland DI.
V.3, pg.1442-1443.

Reward system (market based). (1997).
Menon A; Jaworski BJ; Kohli AK.
V.3, pg.1444-1445.

Risk aversion (top manager's). (1997).
Menon A; Jaworski BJ; Kohli AK.
V.3, pg.1446-1448.

Risk taking (Marketing Program Development). (1996).
Anderson E; Smith DC.
V.3, pg.1449-1448.

Rivalry (interfunctional). (1996).
Maltz E; Kohli AK.
V.3, pg.1449-1450.

Role ambiguity. (1970).
Rizzo JR; House RJ; Lirtzman SI.
V.3, pg.1451-1454.

Role ambiguity (customer facet) part of MULTIRAM. (1991).
Singh J; Rhoads GK.
V.3, pg.1455-1456.

Role clarity (behavioral). (1994).
Kohli AK; Jaworski BJ.
V.3, pg.1457-1458.

Role clarity (output). (1994).
Kohli AK; Jaworski BJ.
V.3, pg.1459-1460.

Role competence (partner). (1997).
Smith JB; Barclay DW.
V.3, pg.1461-1462.

Role conflict. (1970).
Rizzo JR; House RJ; Lirtzman SI.
V.3, pg.1463-1466.

Role conflict. (1983).
Chonko LB; Burnett JJ.
V.3, pg.1467-1469.

Role modeling. (1997).
Rich GA.
V.3, pg.1470-1471.

Sales presentation effectiveness. (1990).
Spiro RL; Weitz BA.
V.3, pg.1472-1474.

Salesperson adaptability (adapts). (1994).
Strutton D; Lumpkin JR.
V.3, pg.1475-1476.

Satisfaction (dealer). (1994).
Gassenheimer JB; Ramsey R.
V.3, pg.1477-1478.

Satisfaction (job). (1996).
Hartline MD; Ferrell OC.
V.3, pg.1479-1480.

Satisfaction (job). (1984).
Hunt SD; Chonko LB.
V.3, pg.1481-1482.

Satisfaction (job). (1997).
Netemeyer RG; Boles JS; McKee DO; McMurrian R.
V.3, pg.1484-1485.

Satisfaction (manufacturer distributor relationship). (1996).
Andaleeb SS.
V.3, pg.1486-1487.

Satisfaction (participant). (1980).
Van De Ven AH; Ferry DL.
V.3, pg.1488-1489.

Satisfaction (relationship). (1997).
Li ZG; Dant RP.
V.3, pg.1490-1491.

Satisfaction (Relationship with Manufacturer). (1996).
Mohr JJ; Fisher RJ; Nevin JR.
V.3, pg.1492-1493.

Satisfaction (wholesaler). (1997).
Ping RA Jr.
V.3, pg.1494-1495.

Satisfaction (with Consulting Firm). (1997).
Patterson PG; Johnson LW; Spreng RA.
V.3, pg.1496-1497.

Satisfaction (with Coworker). (1994).
Kohli AK; Jaworski BJ.
V.3, pg.1498-1499.

Satisfaction (with Past Outcomes). (1994).
Ganesan S.
V.3, pg.1500-1501.

Satisfaction with Job (General) short version. (1974).
Hackman JR; Oldham GR.
V.3, pg.1502-1504.

Satisfaction with Job (Sales Force). (1996).
Sohi RS; Smith DC; Ford NM.
V.3, pg.1505-1506.

Seeking distance. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1507-1508.

Seeking social support. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1509-1510.

Selectivity (brand). (1997).
Fein AJ; Anderson E.
V.3, pg.1511-1512.

Selectivity (territory). (1997).
Fein AJ; Anderson E.
V.3, pg.1513-1514.

Self control. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1515-1516.

Self determination. (1995).
Strutton D; Pelton LE; Lumpkin JR.
V.3, pg.1517-1518.

Self efficacy. (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1519-1520.

Self efficacy (employee). (1996).
Hartline MD; Ferrell OC.
V.3, pg.1521-1522.

Signal credibility. (1995).
Robertson TS; Eliashberg J; Rymon T.
V.3, pg.1523-1524.

Signal hostility. (1995).
Robertson TS; Eliashberg J; Rymon T.
V.3, pg.1525-1526.

Skepticism of Salesperson Advice (Business Customer). (1995).
Anderson E; Robertson TS.
V.3, pg.1529-1530.

Skills and Resources (Marketing). (1997).
Song XM; Parry ME.
V.3, pg.1531-1532.

Skills and Resources (Technical). (1997).
Song XM; Parry ME.
V.3, pg.1533-1534.

Solidarity (Major Supplier with Wholesaler). (1996).
Lusch RF; Brown JR.
V.3, pg.1535-1536.

Solidarity (supplier relationship). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1537-1538.

Solidarity (Wholesaler with Major Supplier). (1996).
Lusch RF; Brown JR.
V.3, pg.1539-1540.

Specialization. (1994).
Germain R; Droge C; Daughterty PJ.
V.3, pg.1541-1542.

Spiritually based coping tactics. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1543-1544.

Strategy (innovation). ().
Eastern Michigan University Center for Entrepreneurship.
V.3, pg.1545-1546.

Supervisory support. (1996).
Babin BJ; Boles JS.
V.3, pg.1551-1552.

Support (organizational) Survey of perceived organizational support [SPOS]. (1986).
Eisenberger R; Huntington R; Hutchinson S; Sowa D.
V.3, pg.1553-1554.

Support to Foreign Distributor/Subsidiary. (1994).
Cavusgil ST; Zou S.
V.3, pg.1555-1556.

Supportive actions (wholesaler). (1995).
Chatterjee SC; Hyvonen S; Anderson E.
V.3, pg.1557-1558.

Switching costs. (1993).
Ping RA Jr.
V.3, pg.1559-1560.

Taking responsibility. (1994).
Strutton D; Lumpkin JR.
V.3, pg.1562-1563.

Tangible attribute certainty. (1995).
Smith DC; Andrews J.
V.3, pg.1564-1565.

Tangible attribute fit. (1995).
Smith DC; Andrews J.
V.3, pg.1566-1567.

Task difficulty. (1980).
Van De Ven AH; Ferry DL.
V.3, pg.1569-1570.

Task performance (partner relationship). (1997).
Smith JB; Barclay DW.
V.3, pg.1571-1572.

Technological heterogeneity. (1995).
Heide JB; Weiss AM.
V.3, pg.1575-1576.

Time pressure (work). (1996).
Andrews J; Smith DC.
V.3, pg.1578-1579.

Transaction flows. (1980).
Van De Ven AH; Ferry DL.
V.3, pg.1581-1582.

Transaction specific investments (retailer). (1994).
Ganesan S.
V.3, pg.1583-1584.

Transaction Specific Investments (Retailer's Perception of Vendor). (1994).
Ganesan S.
V.3, pg.1585-1586.

Transaction specific investments (vendor). (1994).
Ganesan S.
V.3, pg.1587-1588.

Transaction Specific Investments (Vendor's Perception of Retailer). (1994).
Ganesan S.
V.3, pg.1589-1590.

Trust (Distributor in Manufacturer). (1996).
Andaleeb SS.
V.3, pg.1591-1592.

Trust in Manager. (1997).
Rich GA.
V.3, pg.1593-1594.

Trust in Retailer (Benevolence). (1994).
Ganesan S.
V.3, pg.1595-1596.

Trust in Retailer (Credibility). (1994).
Ganesan S.
V.3, pg.1597-1598.

Trust in Salesperson. (1997).
Doney PM; Cannon JP.
V.3, pg.1599-1600.

Trust in Sales Manager (Interpersonal). (1995).
Dahlstrom R; Nygaard A.
V.3, pg.1601-1602.

Trust in Source of Market Intelligence. (1996).
Maltz E; Kohli AK.
V.3, pg.1603-1604.

Trust in Supplier. (1995).
Kumar N; Scheer LK; Steenkamp JBEM.
V.3, pg.1605-1606.

Trust in Supplier Firm. (1997).
Doney PM; Cannon JP.
V.3, pg.1607-1608.

Trust in Vendor (Benevolence). (1994).
Ganesan S.
V.3, pg.1609-1610.

Trust in Vendor (Credibility). (1994).
Ganesan S.
V.3, pg.1611-1612.

Turbulence (competitive intensity). (1995).
Moorman C.
V.3, pg.1613-1614.

Turbulence (market). (1993).
Jaworski BJ; Kohi A.
V.3, pg.1615-1616.

Turbulence (technological). (1993).
Jaworski BJ; Kohi A.
V.3, pg.1617-1618.

User investment (supplier). (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1620-1621.

Warehousing uncertainty. (1996).
Dahlstrom R; McNeilly KM; Speh TW.
V.3, pg.1623-1624.

Work controls (output). (1989).
Jaworski BJ; MacInnis DJ.
V.3, pg.1625-1626.

Work controls (process). (1989).
Jaworski BJ; MacInnis DJ.
V.3, pg.1627-1628.

Work controls (professional). (1989).
Jaworski BJ; MacInnis DJ.
V.3, pg.1629-1630.

Work/family conflict. (1996).
Good LK; Page TJ Jr; Young CE.
V.3, pg.1633-1634.

Affect (general). (1987).
Stuart EW; Shimp TA; Engle RW.
V.3, pg.3.

Affective Response (Evaluation of Service Environment). (1997).
Hui MK; Dube L; Chebat JC.
V.3, pg.10.

Affective response (negative). (1995).
Price LL; Arnould EJ; Tierney P.
V.3, pg.13.

Affective response (negative). (1995).
Derbaix C.
V.3, pg.14.

Affective response (negative). (1995).
Derbaix C.
V.3, pg.15.

Affective response (positive). (1995).
Taylor S.
V.3, pg.18.

Affective response (positive). (1995).
Derbaix C.
V.3, pg.24.

Affective response (positive). (1995).
Derbaix C.
V.3, pg.25.

Affective Response to Waiting. (1997).
Hui MK; Dube L; Chebat JC.
V.3, pg.28.

Air pollution (social norms). (1997).
Osterhus TL.
V.3, pg.29.

Anticipated Interaction with Salesperson. (1997).
Ramsey RP; Sohi RS.
V.3, pg.36.

Anticipated negative consequences. (1996).
Griffin M; Babin BJ; Attaway J.
V.3, pg.37.

Anxiety state. (1996).
Pham MT.
V.3, pg.38.

Arousal. (1995).
Broach VC Jr; Page TJ Jr; Wilson RD.
V.3, pg.41.

Arousal. (1995).
Babin BJ; Darden WR.
V.3, pg.45.

Attitude toward cosmetic pharmaceuticals. (1995).
Petroshinus SM; Titus PA; Hatch KJ.
V.3, pg.50.

Attitude toward coupon use. (1994).
Mittal B.
V.3, pg.51.

Attitude toward drug use. (1996).
Schoenbachler DD; Whittler TE.
V.3, pg.52.

Attitude toward nicotine patch. (1996).
Keller PA; Block LG.
V.3, pg.55.

Attitude toward ordering option. (1994).
Dabholkar P.
V.3, pg.56.

Attitude Toward the Bank. (1997).
Hui MK; Dube L; Chebat JC.
V.3, pg.65.

Attitude Toward the Brand. (1994).
Putrevu S; Lord KR.
V.3, pg.66.

Attitude Toward the Brand (Food). (1994).
Prasad VK; Smith LJ.
V.3, pg.69.

Attitude Toward the Brand (Status). (1997).
Rosenberg E; Pieters R; Wedel M.
V.3, pg.70.

Attitude Toward the Brand Name. (1994).
Schmitt BH; Pan Y; Tavassoli NT.
V.3, pg.73.

Attitude Toward the Business (Originality). (1995).
Homer PM.
V.3, pg.74.

Attitude Toward the Business (Overall). (1995).
Homer PM.
V.3, pg.75.

Attitude Toward the Conservation Activity. (1997).
Osterhus TL.
V.3, pg.76.

Attitude Toward the Object. (1994).
Lord KR; Lee MS; Sauer PL.
V.3, pg.79.

Attitude Toward the Organization. (1995).
Moore DJ; Harris WD; Chen HC.
V.3, pg.83.

Attribution of Blame. (1996).
Griffin M; Babin BJ; Attaway J.
V.3, pg.100.

Behavioral intention. (1997).
Oliver RL; Rust RT; Varki S.
V.3, pg.108.

Behavioral intention (external response). (1996).
Zeithaml VA; Berry LL; Parasuraman A.
V.3, pg.109.

Brand Beliefs for a Luxury Sedan (Comparative). (1994).
Neese WT; Taylor RD.
V.3, pg.112.

Brand Beliefs for a Luxury Sedan (Noncomparative). (1994).
Neese WT; Taylor RD.
V.3, pg.113.

Brand consciousness. (1996).
Donthu N; Gilliland D.
V.3, pg.114.

Brand consciousness. (1986, 1996).
Sproles GB; Kendall EL; Shim S; Gehrt KC.
V.3, pg.115.

Brand differences. (1996).
Van Trijp HCM; Hoyer WD; Inman JJ.
V.3, pg.116.

Brand familiarity. (1993).
Machleit KA; Allen CT; Madden TJ.
V.3, pg.119.

Brand loyalty. (1994).
Putrevu S; Lord KR.
V.3, pg.120.

Brand loyalty. (1994).
Mittal B.
V.3, pg.121.

Brand personality (competence). (1997).
Aaker JL.
V.3, pg.122.

Brand personality (excitement). (1997).
Aaker JL.
V.3, pg.123.

Brand personality (ruggedness). (1997).
Aaker JL.
V.3, pg.124.

Brand personality (sincerity). (1997).
Aaker JL.
V.3, pg.125.

Brand personality (sophistication). (1997).
Aaker JL.
V.3, pg.126.

Brand preference. (1997).
Sirgy MJ; Grewal D; Mangleburg TF; Park JO; Chon KS; Claiborne CB; Johar JS; Berkman H.
V.3, pg.127.

Budget constraints. (1996).
Urbany JE; Dickson PR; Kalapurakal R.
V.3, pg.128.

Choice confusion. (1986, 1996).
Sproles GB; Kendall EL; Shim S; Gehrt KC.
V.3, pg.131.

Choice task meaningfulness. (1997).
Sen S; Johnason EJ.
V.3, pg.132.

Clothing style preference. (1997).
Sirgy MJ; Grewal D; Mangleburg TF; Park JO; Chon KS; Claiborne CB; Johar JS; Berkman H.
V.3, pg.135.

Commitment (store). (1997).
Bettencourt LA.
V.3, pg.142.

Comparison shopping (check prices). (1997).
Putrevu S; Ratchford BT.
V.3, pg.143.

Comparison shopping (initial). (1996).
Urbany JE; Dicksonn PR; Kalapurakal R.
V.3, pg.144.

Comparison shopping (multiple stores). (1997).
Putrevu S; Ratchford BT.
V.3, pg.145.

Comparison shopping (product attributes). (1997).
Putrevu S; Ratchford BT.
V.3, pg.146.

Comparison shopping (routine). (1996).
Urbany JE; Dicksonn PR; Kalapurakal R.
V.3, pg.147.

Comparison shopping (unit prices). (1997).
Putrevu S; Ratchford BT.
V.3, pg.148.

Complaint likelihood (direct). (1997).
Blodgett JG; Hill DJ; Tax SS.
V.3, pg.155.

Confidence (task). (1996).
Urbany JE; Dicksonn PR; Kalapurakal R.
V.3, pg.158.

Conformity motivation (consumption). (1995).
Kahle LR.
V.3, pg.159.

Conservation (energy). (1997).
Osterhus TL.
V.3, pg.160.

Cosmetics use. (1995).
Netemeyer RG; Burton S; Lichtenstein DR.
V.3, pg.167.

Country of Origin Product Image (Positive Blender Attributes). (1994).
Maheswaran D.
V.3, pg.180.

Coupon use (economic benefits). (1994).
Mittal B.
V.3, pg.185.

Coupon use (others). (1994).
Tat PK; Bejou D.
V.3, pg.186.

Coupon use (time costs). (1994).
Mittal B.
V.3, pg.187.

Coupon use limitations. (1994).
Tat PK; Bejou D.
V.3, pg.188.

Dangerous. (1996).
Griffin M; Babin BJ; Attaway J.
V.3, pg.191.

Dangerous. (1987, 1995).
Meyerowitz BE; Chaiken S; Block LG; Keller PA.
V.3, pg.192.

Deal opportunities (grocery). (1997).
Putrevu S; Ratchford BT.
V.3, pg.193.

Deal proneness. (1994).
Roy A.
V.3, pg.194.

Deal proneness (in store promotions). (1997).
Putrevu S; Ratchford BT.
V.3, pg.195.

Delay duration. (1994).
Taylor S.
V.3, pg.207.

Disconfirmation (museum services). (1995).
Bhattacharya CB; Hayagreeva R; Glynn MA.
V.3, pg.208.

Discount age segmentation cue. (1994).
Tepper K.
V.3, pg.209.

Discount credibility. (1994).
Tepper K.
V.3, pg.210.

Discount usage (perceived self devaluation). (1994).
Tepper K.
V.3, pg.211.

Discount usage social visibility. (1994).
Tepper K.
V.3, pg.217.

Dominance. (1995).
Babin BJ; Darden WR.
V.3, pg.218.

Economic threat (domestic). (1995).
Sharma S; Shimp TA; Shin J.
V.3, pg.221.

Economic threat (personal). (1995).
Sharma S; Shimp TA; Shin J.
V.3, pg.222.

Emotion (empathy). (1995).
Moore DJ; Harris WD; Chen HC.
V.3, pg.223.

Emotion (negative). (1995).
Moore DJ; Harris WD; Chen HC.
V.3, pg.224.

Emotion (positive). (1995).
Moore DJ; Harris WD; Chen HC.
V.3, pg.225.

Energy Problems (Attribution of Responsibility). (1997).
Osterhus TL.
V.3, pg.226.

Experiential Response to Music. (1988).
Mizerski R; Pucely MJ; Perrewe P; Baldwin L.
V.3, pg.246.

External search (friends' advice). (1997).
Putrevu S; Ratchford BT.
V.3, pg.252.

Family meal importance. (1997).
Putrevu S; Ratchford BT.
V.3, pg.257.

Fanaticism. (1996).
Wakefield KL; Barnes JH.
V.3, pg.264.

Fashion consciousness. (1986, 1995).
Sproles GB; Kendall EL; Shim S; Gehrt KC.
V.3, pg.265.

Fear. (1996).
Block LG; Keller PA.
V.3, pg.266.

Financial health. (1995).
Mittal B.
V.3, pg.267.

Flattery. (1995).
Howard DJ; Gengler C; Jain A.
V.3, pg.268.

Frustration. (1994).
Taylor S.
V.3, pg.269.

Glamorous. (1994).
Pechmann C; Ratneshwar S.
V.3, pg.270.

Grocery market knowledge. (1997).
Putrevu S; Ratchford BT.
V.3, pg.273.

Grocery market knowledge (price). (1996).
Urbany JE; Dickson PR; Kalapurakal R.
V.3, pg.274.

Grocery market knowledge (specialty departments). (1996).
Urbany JE; Dickson PR; Kalapurakal R.
V.3, pg.275.

Helplessness. (1988).
Holbrook MB; Batra R.
V.3, pg.276.

Homemaker pride. (1994).
Mittal B.
V.3, pg.279.

Imagery quantity. (1997).
Babin L; Burns AC.
V.3, pg.282.

Impulse buying. (1996).
Donthu N; Gilliland D.
V.3, pg.291.

Impulse buying. (1986, 1995).
Sproles GB; Kendall EL; Shim S; Gehrt KC.
V.3, pg.294.

Impulse buying (music). (1986, 1995).
Sproles GB; Kendall EL; Shim S; Gehrt KC.
V.3, pg.295.

Innovativeness. (1996).
Donthu N; Gilliland D.
V.3, pg.296.

Intellectual environment. (1994).
Halstead D; Hartman D; Schmidt SL.
V.3, pg.300.

Intention to Use Credit Card. (1997).
Sirgy MJ; Grewal D; Mangleburg TF; Park JO; Chon KS; Claiborne CB; Johar JS; Berkman H.
V.3, pg.301.

Involvement (coupons). (1994).
Tat PK; Bejou D.
V.3, pg.314.

Involvement (coupons). (1994).
Mittal B.
V.3, pg.315.

Involvement (coupons). (1997).
Putrevu S; Ratchford BT.
V.3, pg.316.

Involvement (ego). (1994).
Neese WT; Taylor RD.
V.3, pg.317.

Involvement (environment). (1995).
Schuhwerk ME; Lefkoff-Hagius R.
V.3, pg.324.

Involvement (experimental task). (1996).
Pham Michel Tuan.
V.3, pg.325.

Involvement (product class). (1996).
Van Trijp HCM; Hoyer WD; Inman JJ.
V.3, pg.330.

Involvement (product class). (1997).
Moorthy S; Ratchford BT; Talukdar D.
V.3, pg.331.

Knowledge (product class). (1994).
Park CW; Motherbaught DL; Feick L.
V.3, pg.362.

Knowledge (product class). (1994).
Beatty SE; Talpede S.
V.3, pg.363.

Love (romantic). (1997).
Richins ML.
V.3, pg.366.

Love (tender). (1997).
Richins ML.
V.3, pg.367.

Loyalty proneness. (1986, 1995).
Sproles GB; Kendall EL; Shim S; Gehrt KC.
V.3, pg.370.

Materialism (student). (1994).
Brand JE; Greenberg BS.
V.3, pg.380.

Mood. (1995).
Howard DJ; Gengler C; Jain A.
V.3, pg.384.

Need to Reexperience Music. (1994).
Lacher KT; Mizerski R.
V.3, pg.390.

Normativeness of Situation (Sending Card). (1996).
Houston MB; Walker BA.
V.3, pg.393.

Optimism. (1997).
Richins ML.
V.3, pg.403.

Organizational prestige. (1988, 1995).
Mael F; Bhattacharya CB; Rao H; Glynn MA.
V.3, pg.410.

Participation. (1997).
Bettencourt LA.
V.3, pg.411.

Pleasure. (1995).
Babin BJ; Darden WR.
V.3, pg.423.

Prepurchase planning (grocery shopping). (1992).
Putrevu S.
V.3, pg.424.

Pressures to be Thin. (1995).
Netemeyer RG; Burton S; Lichtenstein DR.
V.3, pg.425.

Price consciousness. (1996).
Shin S; Gehrt KC.
V.3, pg.426.

Price dispersion (grocery stores). (1996).
Urbany JE; Dickson PR; Kalapurakal R.
V.3, pg.427.

Price perception. (1995).
Folker V; Wheat RD.
V.3, pg.430.

Product evaluation (food). (1997).
Meyers-Levy J; Tybout AM.
V.3, pg.444.

Product experience. (1994).
Park CW; Mothersbaugh DL; Feick L.
V.3, pg.447.

Product experience. (1996).
Griffin M; Babin BJ; Attaway J.
V.3, pg.448.

Program liking. (1992).
Murry JP Jr; Lastovicka JL; Singh SN.
V.3, pg.449.

Program reality. (1996).
Murry JP Jr; Dacin PA.
V.3, pg.450.

Program relevance. (1996).
Murry JP Jr; Dacin PA.
V.3, pg.451.

Provision of Extras (Service Provider). (1995).
Price LL; Arnould EJ; Tierney P.
V.3, pg.452.

Purchase intention. (1994).
Putrevu S; Lord KR.
V.3, pg.453.

Purchase intention (service). (1994).
Taylor SA; Baker TL.
V.3, pg.457.

Quality (apartment). (1997).
Urbany JE; Bearden WO; Kaicker A; Smith-de Borrero M.
V.3, pg.462.

Quality consciousness. (1996).
Shim S; Gehrt KC.
V.3, pg.463.

Quality of Service Environment (Stadium). (1996).
Wakefield KL; Barnes JH.
V.3, pg.464.

Resource expenditures. (1995).
Babin BJ; Darden WR.
V.3, pg.469.

Response difficulty. (1995).
Menon G; Raghubir P; Schwartz N.
V.3, pg.470.

Responsiveness to Patient Requests (Medication). (1995).
Petroshius SM; Titus PA; Hatch KJ.
V.3, pg.471.

Risk attraction. (1996).
Griffin M; Babin BJ; Attaway J.
V.3, pg.476.

Risk aversion. (1996).
Donthu N; Gilliland D.
V.3, pg.477.

Risk aversion. (1997).
Moorthy S; Ratchford BT; Talukdar D.
V.3, pg.478.

Sadness. (1997).
Nyer.
V.3, pg.481.

Salesperson listening (responding). (1997).
Ramsey RP; Sohi RS.
V.3, pg.484.

Salesperson listening (sensing). (1997).
Ramsey RP; Sohi RS.
V.3, pg.485.

Salesperson typicality manipulation. (1995).
Babin BJ; Voles JS; Darden WR.
V.3, pg.486.

Satisfaction (global). (1994).
Taylor SA; Baker TL.
V.3, pg.494.

Satisfaction (with Health Club). (1994).
Kelley SW; Davis MA.
V.3, pg.497.

Satisfaction (with Hospital). (1996).
Dube L; Morgan MS.
V.3, pg.498.

Satisfaction (with Salesperson). (1997).
Ramsey RP; Sohi RS.
V.3, pg.499.

Satisfaction (with Store). (1997).
Bettencourt LA.
V.3, pg.502.

Satisfaction (with University Selection). (1993, 1994).
Boulding W; Kalra A; Staelin R; Zeithaml VA; Halstead D; Hardman D; Schmidt SL; Mano H; Oliver RL.
V.3, pg.503.

Self esteem. (1994).
Boush DM; Friestad M; Rose GM.
V.3, pg.509.

Server encounter behavior (authenticity). (1997).
Winsted KF.
V.3, pg.529.

Service evaluation (airline cabin condition). (1994).
Taylor S; Claxton JD.
V.3, pg.540.

Service evaluation (airline check in). (1994).
Taylor S; Claxton JD.
V.3, pg.541.

Service evaluation (airline meal). (1994).
Taylor S; Claxton JD.
V.3, pg.542.

Service evaluation (general airline flight). (1994).
Taylor S; Claxton JD.
V.3, pg.543.

Service quality. (1994).
Baker J; Grewa Dl; Parasuraman A.
V.3, pg.544.

Service quality (convenience). (1994).
Andaleeb SS; Basu AK.
V.3, pg.550.

Service quality (fairness). (1994).
Andaleeb SS; Basu AK.
V.3, pg.560.

Service quality (global). (1994).
Taylor SA; Baker TL.
V.3, pg.561.

Service quality (global). (1996).
Spreng RA; Mackroy RD.
V.3, pg.562.

Service quality (reliability). (1994).
Andaleeb SS; Basu AK.
V.3, pg.579.

Service quality (responsiveness). (1994).
Andaleeb SS; Basu AK.
V.3, pg.586.

Service quality (retailer problem solving). (1996).
Dabholkar P; Thorpe DI; Rentz JO.
V.3, pg.589.

Shame. (1997).
Richins ML.
V.3, pg.599.

Shopping convenience. (1996).
Donthu N; Gilliland D.
V.3, pg.600.

Shopping enjoyment. (1996).
Shim S; Gehrt KC.
V.3, pg.603.

Shopping enjoyment (grocery). (1996).
Urbany JE; Dickson PR; Kalapurakal R.
V.3, pg.604.

Shopping enjoyment (grocery). (1997).
Putrevu S; Ratchford BT.
V.3, pg.605.

Shopping orientation (acquisition). (1985, 1994).
Roy A; Westbrook RA; Black WC.
V.3, pg.606.

Shopping orientation (recreation). (1985).
Westbrook RA; Black WC.
V.3, pg.607.

Skepticism. (1988).
Holbrook MB; Batra R.
V.3, pg.612.

Skin cancer knowledge. (1995).
Block LG; Keller PA.
V.3, pg.613.

Skin lotion beliefs. (1995).
Muthukrishnan AV.
V.3, pg.614.

Smartness. (1994).
Pechrnann C; Ratneshwar S.
V.3, pg.615.

Store design. (1994).
Baker J; Grewal D; Parasuraman A.
V.3, pg.624.

Store image (pleasantness). (1994).
Baker J; Grewal D; Parasuraman A.
V.3, pg.625.

Superiority part of the Narcissistic personality inventory [NPI]. (1988).
Raskin R; Terry H.
V.3, pg.628.

Supply control (electricity). (1997).
Osterhus TL.
V.3, pg.629.

Time pressure. (1994).
Mittal B.
V.3, pg.632.

Time pressure (grocery shopping). (1997).
Putrevu S; Ratchford BT.
V.3, pg.633.

Transaction utility. (1997).
Urbany JE; Bearden WO; Kaicker A; Smith-de Borrero M.
V.3, pg.634.

Trust in Salesperson. (1997).
Ramsey RP; Sohi RS.
V.3, pg.635.

Understanding. (1995).
Price LL; Arnould EJ; Tierney P.
V.3, pg.638.

Value (Ability to Judge). (1997).
Putrevu S; Ratchford BT.
V.3, pg.639.

Value (offer). (1996).
Wakefield KL; Barnes JH.
V.3, pg.645.

Value consciousness. (1994).
Donthu N; Cherian J.
V.3, pg.646.

Variety seeking tendency. (1996).
Donthu N; Gilliland D.
V.3, pg.655.

Variety seeking tendency (entertainment). (1996).
Wakefield KL; Barnes JH.
V.3, pg.656.

Worry part of CES Consumption emotion set. (1997).
Richins ML.
V.3, pg.659.

Ad avoidance (magazines). (1997).
Speck PS; Elliot MT.
V.3, pg.663.

Ad avoidance (newspapers). (1997).
Speck PS; Elliot MT.
V.3, pg.664.

Ad avoidance (radio). (1997).
Speck PS; Elliot MT.
V.3, pg.665.

Ad avoidance (television). (1997).
Speck PS; Elliot MT.
V.3, pg.666.

Ad Copy/Ad Picture (Ease of Relating). (1997).
Peracchio LA; Meyers-Levy J.
V.3, pg.667.

Ad copy/ad picture (relevance). (1997).
Peracchio LA; Meyers-Levy J.
V.3, pg.668.

Ad credibility. (1994).
Putrevu S; Lord KR.
V.3, pg.669.

Ad credibility (claim). (1994).
Kent RJ; Allen CT.
V.3, pg.670.

Ad medium effectiveness (enthusiasm). (1997).
King KW; Reid LN; Morrison M.
V.3, pg.671.

Ad medium effectiveness (sales impact). (1997).
King KW; Reid LN; Morrison M.
V.3, pg.672.

Ad medium effectiveness (sales representatives). (1997).
King KW; Reid LN; Morrison M.
V.3, pg.673.

Ad medium effectiveness (targeting). (1997).
King KW; Reid LN; Morrison M.
V.3, pg.674.

Ad medium effectiveness (versatility). (1997).
King KW; Reid LN; Morrison M.
V.3, pg.675.

Ad message involvement. (1994).
Ha L.
V.3, pg.676.

Ad size manipulation. (1995).
Homer PM.
V.3, pg.677.

Affective Response to Ad (Fear). (1996).
Keller PA; Block LG.
V.3, pg.678.

Affective Response to Ad (Uneasy Feelings). (1990, 1996).
Goodstein RC; Edell JA; Moore MA; Mooradian TA.
V.3, pg.682.

Attitude toward advertising. (1996).
Donthu N; Gilliland D.
V.3, pg.694.

Attitude toward advertising (vehicle specific). (1996).
Ha L.
V.3, pg.699.

Attitude toward direct marketing. (1996).
Donthu N; Gilliland D.
V.3, pg.700.

Attitude Toward Pharmaceutical Advertising to Consumers. (1995).
Petroshius SM; Titus PA; Hatch KJ.
V.3, pg.701.

Attitude Toward Pharmaceutical Advertising to Physicians. (1995).
Petroshius SM; Titus PA; Hatch KJ.
V.3, pg.702.

Attitude toward political ad (credibility). (1997).
Pinkleton B.
V.3, pg.703.

Attitude toward political ad (relevance). (1997).
Pinkleton B.
V.3, pg.704.

Attitude toward public service announcement. (1996).
Schoenbachler DD; Whittler TE.
V.3, pg.705.

Attitude Toward Sex in Advertising. (1994).
Treise D; Weigold MF; Conna J; Garrison H.
V.3, pg.706.

Attitude Toward the Ad. (1995).
Kamp E; Maclnnis DJ.
V.3, pg.709.

Attitude Toward the Ad (Cognitions). (1995).
Homer PM.
V.3, pg.715.

Attitude Toward the Ad (Humor). (1996).
Zhang Y.
V.3, pg.720.

Attitude Toward the Ad (Nonclaim). (1995).
Derbaix C .
V.3, pg.721.

Attitude Toward the Ad (Uniqueness). (1995).
Homer PM.
V.3, pg.732.

Attitude Toward the TV Commercial. (1994).
Prasad VK; Smith LJ.
V.3, pg.739.

Attitude toward tv advertising (helpfulness). (1992).
Alwitt LF; Prabhaker PR.
V.3, pg.744.

Attitude toward tv advertising (offensive). (1992).
Alwitt LF; Prabhaker PR.
V.3, pg.749.

Competitive ad influence. (1997).
Ha L.
V.3, pg.752.

Credibility. (1995).
Block LG; Keller PA.
V.3, pg.753.

Credibility (manufacturer). (1997).
Kirmani A.
V.3, pg.754.

Ease of Ad Claim Substantiation. (1995).
Meyers-Levy J; Peracchio LA.
V.3, pg.755.

Emotional/rational appeal. (1995).
Stafford MR; Day E.
V.3, pg.756.

Emotional Reaction to Ad (Strength). (1996).
Moore DJ; Harris WD.
V.3, pg.759.

Endorser/product fit. (1997).
Sengupta J; Goodstein RC; Boninger DS.
V.3, pg.760.

Endorser status. (1996).
Pham MT.
V.3, pg.761.

External search (advertised specials). (1997).
Putrevu S; Ratchford BT.
V.3, pg.764.

External search (grocery related articles). (1997).
Putrevu S; Ratchford BT.
V.3, pg.765.

External search (quantity). (1997).
Moorthy S; Ratchford BT; Talukdar D.
V.3, pg.766.

Imagery elaboration. (1997).
Babin BJ; Burns AC.
V.3, pg.767.

Likeability (source). (1994).
Tripp C; Jensen TD; Carlson L.
V.3, pg.772.

Pharmaceutical Ad Influence on Prescription Drug Writing Habits. (1995).
Petroshius SM; Titus PA; Hatch KJ.
V.3, pg.775.

Resource demands. (1997).
Keller PA; Block LG.
V.3, pg.776.

Self /brand image congruity. (1995).
Kamp E; Maclnnis DJ.
V.3, pg.777.

Self referencing. (1995).
Burnkrant RE; Unnava HR.
V.3, pg.778.

Visual imaging. (1991).
Unnava HR; Burnkrant RE.
V.3, pg.785.

Vividness. (1997).
Keller PA; Block LG.
V.3, pg.788.

Acceptance (authority/direction). (1994).
Oliver RL; Anderson E.
V.3, pg.793.

Acceptance (performance reviews). (1994).
Oliver RL; Anderson E.
V.3, pg.794.

Acceptance (teamwork/cooperation). (1994).
Oliver RL; Anderson E.
V.3, pg.795.

Anticipated effort (salesperson). (1997).
Brown SP; Cron WL; Slocum JW Jr.
V.3, pg.814.

Brand positioning (quality). (1996).
Frazier GL; Lassar WM.
V.3, pg.831.

Brand sales volume. (1996).
Frazier GL; Lassar WM.
V.3, pg.832.

Career success. (1995).
Anderson E: Robertson TS.
V.3, pg.839.

Centralization. (1968).
Aiken M; Hage J.
V.3, pg.840.

Coercion (supplier's use). (1994).
Gassenheimer JB; Ramsey R.
V.3, pg.855.

Commitment (organizational). (1996).
Ganesan S; Weitz BA.
V.3, pg.867.

Commitment to Manufacturer. (1996).
Mohr JJ; Fisher RJ; Nevin JR.
V.3, pg.872.

Competitive intensity. (1977).
Khandwalla PN.
V.3, pg.887.

Conflict (with Manufacturer). (1990).
Anderson JC; Narus J.
V.3, pg.896.

Coworker competence. (1994).
Kohli AK; Jaworski BJ.
V.3, pg.927.

Cultural problems. (1997).
Bello DC; Gilliland DI.
V.3, pg.932.

Environmental dynamism (technical/market). (1986).
Miller D; Droge C.
V.3, pg.982.

Experience (distributor). (1996).
Celly KS; Frazier GL.
V.3, pg.999.

Expertise (salesperson). (1997).
Doney PM; Cannon JP.
V.3, pg.1002.

External information source preference. (1994).
Oliver RL; Anderson E.
V.3, pg.1011.

Feedback (self behavioral). (1994).
Kohli AK; Jaworski BJ.
V.3, pg.1036.

Firm structure (coordination). (1986).
Miller D; Droge C.
V.3, pg.1037.

Firm structure (control systems). (1986).
Miller D; Droge C.
V.3, pg.1038.

Firm structure (decentralization). (1986).
Miller D; Droge C.
V.3, pg.1039.

Firm structure (formalization). ().
Eastern Michigan University Center for Entrepreneurship.
V.3, pg.1040.

Firm structure (product differentiation). (1988).
Miller D.
V.3, pg.1041.

Formalization. (1995).
Heide JB; Weiss AM.
V.3, pg.1050.

Formalization (gasoline station decisions). (1995).
Dahlstrom R; Nygaard A.
V.3, pg.1053.

Formalization (manufacturer/dealer relationship). (1995).
Mohr JJ; Sohi RS.
V.3, pg.1054.

Formalization (planning process). (1996).
Andrews J; Smith DC.
V.3, pg.1057.

Frequency of Contact with Salesperson. (1997).
Doney PM; Cannon JP.
V.3, pg.1062.

Hazard (customer loyalty). (1995).
Anderson E; Robertson TS.
V.3, pg.1065.

Hazard (job mobility). (1995).
Anderson E; Robertson TS.
V.3, pg.1066.

Information Sharing (Distortion and Withholding). (1994).
Bunn MD.
V.3, pg.1093.

Information sharing (norms). (1997).
Fisher RJ; Maltz E; Jaworski BJ.
V.3, pg.1096.

Job creativity. (1996).
Ganesan S; Weitz BA.
V.3, pg.1133.

Job risk taking. (1996).
Ganesan S; Weitz BA.
V.3, pg.1141.

Likeability (salesperson). (1997).
Doney PM; Cannon JP.
V.3, pg.1148.

Manufacturer control. (1996).
Mohr JJ; Fisher RJ; Nevin JR.
V.3, pg.1160.

Marketing mix problems. (1995).
Roth MS.
V.3, pg.1177.

Monitoring of Supplier. (1996).
Stump RL; Heide JB.
V.3, pg.1182.

Motivation (extrinsic). (1994).
Oliver RL; Anderson E.
V.3, pg.1183.

Motivation (intrinsic). (1994).
Oliver RL; Anderson E.
V.3, pg.1184.

Organization's shared vision/purpose. (1997).
Sinkula JM; Baker WE; Noordewier T.
V.3, pg.1250.

Participative decision making. (1994).
Oliver RL; Anderson E.
V.3, pg.1265.

Performance (growth/share). ().
Eastern Michigan University Center for Entrepreneurship.
V.3, pg.1276.

Performance (profitability). ().
Eastern Michigan University Center for Entrepreneurship.
V.3, pg.1293.

Performance (sales force financial). (1996).
Sohi RS; Smith DC; Ford NM.
V.3, pg.1299.

Performance (salesperson). (1997).
Rich GA.
V.3, pg.1302.

Performance (salesperson self report). (1996).
Babin BJ; Boles JS.
V.3, pg.1312.

Performance (supplier's logistical services). (1994).
Gassenheimer JB; Ramsey R.
V.3, pg.1321.

Performance ambiguity. (1996).
Stump RL; Heide JB.
V.3, pg.1328.

Performance control (external). (1974, 1994).
Khandwalla PN; Germain R; Droge C; Daughterty PJ.
V.3, pg.1329.

Performance control (internal). (1974, 1994).
Khandwalla PN; Germain R; Droge C; Daughterty PJ.
V.3, pg.1330.

Performance documentation. (1989).
Jaworski BJ; MacInnis DJ.
V.3, pg.1331.

Power (salesperson). (1997).
Doney PM; Cannon JP.
V.3, pg.1364.

Prior experience (purchase). (1995).
Heide JB; Weiss AM.
V.3, pg.1365.

Procedural knowledge. (1996).
Jaworski BJ; MacInnis DJ.
V.3, pg.1370.

Product quality. (1997).
Menon A; Jaworski BJ; Kohli AK.
V.3, pg.1381.

Product relative costs. (1997).
Gatignon H; Xuerub JM.
V.3, pg.1384.

Promotion from Within. (1996).
Ganesan S; Weitz BA.
V.3, pg.1389.

Promotion opportunity. (1996).
Ganesan S; Weitz BA.
V.3, pg.1390.

Purchase importance. (1995).
Heide JB; Weiss AM.
V.3, pg.1395.

Replaceability (supplier). (1996).
Celly KS; Frazier GL.
V.3, pg.1429.

Reputation (supplier). (1997).
Doney PM; Cannon JP.
V.3, pg.1438.

Resource constraints (supplier). (1996).
Celly KS; Frazier GL.
V.3, pg.1441.

Satisfaction (job). (1997).
Rich GA.
V.3, pg.1483.

Similarity to Others in Firm (Salesperson). (1997).
Doney PM; Cannon JP.
V.3, pg.1527.

Size (supplier). (1997).
Doney PM; Cannon JP.
V.3, pg.1528.

Strategy (low cost). ().
Eastern Michigan University Center for Entrepreneurship.
V.3, pg.1547.

Supervisory consideration. (1996).
Ramaswami SN.
V.3, pg.1548.

Supervisory knowledge. (1996).
Ramaswami SN.
V.3, pg.1549.

Supervisory participation. (1996).
Ramaswami SN.
V.3, pg.1550.

Switching costs (vendor related). (1995).
Heide JB; Weiss AM.
V.3, pg.1561.

Target market focus. (1996).
Frazier GL; Lassar WM.
V.3, pg.1568.

Technological change. (1995).
Heide JB; Weiss AM.
V.3, pg.1573.

Technological compatibility. (1995).
Heide JB; Weiss AM.
V.3, pg.1574.

Technological unpredictability. (1996).
Stump RL; Heide JB.
V.3, pg.1577.

Timeliness (new product). (1995).
Moorman C.
V.3, pg.1580.

Turnover intentions. (1996).
Ganesan S; Weitz BA.
V.3, pg.1619.

Voice. (1993).
Ping RA Jr.
V.3, pg.1622.

Work controls (self). (1989).
Jaworski BJ; MacInnis DJ.
V.3, pg.1631.

Work involvement. (1996).
Babin BJ; Boles JS.
V.3, pg.1632.

Working hard. (1994).
Sujan H; Weitz BA; Kumar N.
V.3, pg.1635.

Working smart. (1994).
Oliver RL; Anderson E.
V.3, pg.1636.

 


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.