Roger P McIntyre
Biographic Data
| ID | 7115081 |
|---|---|
| NAME | Roger P McIntyre |
| GIVEN NAMES | Roger P |
| FAMILY NAME | McIntyre |
| SIGNATURE | MCINTYRE R P |
| AFFILIATIONS | East Carolina University |
| VERIFIED | No |
| TOTAL WORKS | 10 |
| TOTAL CITATIONS | 0 |
| AUTHOR COUNT | 10 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1994 |
| LATEST PUBLICATION YEAR | 2001 |
| H-INDEX | 0 |
Industrial Buyers' Perception of Effective Selling
The most fundamental aspect of commerce is interaction between buyers and sellers. Accordingly, the psychological study of selling techniques can be considered as old as trade. This study investigated two categories of selling techniques composed of 17 objection-addressing and 13 sale-dosing strategies. Reported are survey responses from 242 industrial buyers, frequent targets of selling techniques, who were asked to identify which technique from…
Is Customers' Dependence on Manufacturers Equivalent to Manufacturers' Power
This study was done to replicate and extend prior research efforts as called for in 1996 by Gaski. Specifically, the relationship between customers' dependence on a manufacturer for products sold and customers' perception of the power of that manufacturer was investigated, where customers' dependence is the need to obtain resources from the manufacturers whose products they sell to increase their own performance and manufacturer's power is the ma…
Assertiveness and Aggressiveness as Potential Moderators of Consumers' Verbal Behavior following a Failure of Service
49 men and 37 women participated in a study of the relationships among assertiveness, aggressiveness, and verbal intentions. Findings suggest that as a person's social network extends out from family to others. Nonassertive and Aggressive persons are less likely to discuss a problem with service and their response. However, more assertive consumers are significantly more likely to discuss these same circumstances with acquaintances and others. Th…
Salespersons' Weight and Ratings of Characteristics Related to Effectiveness of Selling
A study was conducted to examine the effects of a salesperson's weight and the interaction of weight with sex on a variety of positive personal characteristics which have been previously established. 243 purchasing agents provided data on 410 male and female salespeople who were then divided into two groups by weight. Analyses of variance were conducted using weight and sex as the independent variables and a variety of personal characteristics as…
Exploratory Relationships among Cognitive Style, Values, and Selected Consumption Behaviors
This study presents an exploratory structural model of relationships among dimensions of cognitive style, List of Values factors, and consumption activity factors. Analysis was based on questionnaire responses from 416 alumni of a major southwestern university The findings provide insight into how measurement of values may be modified to include individual personality differences; how values may relate to consumption behavior; and how personality…
Birth Order and Need for Cognition in Marketing Entrepreneurship
Many researchers have profiled the typical entrepreneur as being firstborn. The present study investigated possible relationships between birth order and need for cognition scores as one reason for over-representation of firstborns among entrepreneurs. “Birth order” is rank by age among one's brothers and sisters. “Need for cognition” is the tendency to enjoy thinking and engage in it. Analysis of variance of responses from 33 female and 45 male …
Power, Dependence, and Satisfaction in a Marketing System
The effects of customers' higher dependence on a supplier as in a partnership on the customers' satisfaction was investigated. Data were collected from 409 intermediary customers in a marketing system. A regression model was used to quantify the relationship between the customers' dependence on the manufacturer and the customers' satisfaction. As hypothesized, the results suggest an inverse relationship between dependence on a supplier and custom…
Need for Cognition
Statistical evidence indicates that need for cognition scores may be linked to the number of male children in the family. Responses from 33 female and 46 male university students indicated that the independent variable of number of male children in the family was related to need for cognition scores. The number of female children was not related. The concept of cognitive style as related to Jungian psychological type theory is discussed as a part…
Cognitive Style and Consumers' Ethnocentrism
The greater availability to consumers of foreign goods since the recent globalization of business has increased the need for measures to assess consumers' attitudes and preferences for domestic and foreign products. Consumers' ethnocentrism has been proposed as a construct that may partially explain why some consumers evaluate domestic products more favorably than foreign ones. The CETSCALE, developed to measure the ethnocentrism construct, has b…
Empirical Relationships between Need for Cognition and Cognitive Style
Earlier research by Cacioppo and Petty has shown need for cognition scores to be related to the early conceptualization of cognitive style of Witkin, Dyk, Faterson, Goodenough, and Karp. For a sample of 69 female and 98 male undergraduate business students, the present study investigated relationships between need for cognition and cognitive style as measured by the sensing-intuiting and thinking-feeling components of the Myers-Briggs Type Indica…
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Need for Cognition
Statistical evidence indicates that need for cognition scores may be linked to the number of male children in the family. Responses from 33 female and 46 male university students indicated that the independent variable of number of male children in the family was related to need for cognition scores. The number of female children was not related. The concept of cognitive style as related to Jungian psychological type theory is discussed as a part…
Cognitive Style and Consumers' Ethnocentrism
The greater availability to consumers of foreign goods since the recent globalization of business has increased the need for measures to assess consumers' attitudes and preferences for domestic and foreign products. Consumers' ethnocentrism has been proposed as a construct that may partially explain why some consumers evaluate domestic products more favorably than foreign ones. The CETSCALE, developed to measure the ethnocentrism construct, has b…
Empirical Relationships between Need for Cognition and Cognitive Style
Earlier research by Cacioppo and Petty has shown need for cognition scores to be related to the early conceptualization of cognitive style of Witkin, Dyk, Faterson, Goodenough, and Karp. For a sample of 69 female and 98 male undergraduate business students, the present study investigated relationships between need for cognition and cognitive style as measured by the sensing-intuiting and thinking-feeling components of the Myers-Briggs Type Indica…
Birth Order and Need for Cognition in Marketing Entrepreneurship
Many researchers have profiled the typical entrepreneur as being firstborn. The present study investigated possible relationships between birth order and need for cognition scores as one reason for over-representation of firstborns among entrepreneurs. “Birth order” is rank by age among one's brothers and sisters. “Need for cognition” is the tendency to enjoy thinking and engage in it. Analysis of variance of responses from 33 female and 45 male …
Power, Dependence, and Satisfaction in a Marketing System
The effects of customers' higher dependence on a supplier as in a partnership on the customers' satisfaction was investigated. Data were collected from 409 intermediary customers in a marketing system. A regression model was used to quantify the relationship between the customers' dependence on the manufacturer and the customers' satisfaction. As hypothesized, the results suggest an inverse relationship between dependence on a supplier and custom…
Exploratory Relationships among Cognitive Style, Values, and Selected Consumption Behaviors
This study presents an exploratory structural model of relationships among dimensions of cognitive style, List of Values factors, and consumption activity factors. Analysis was based on questionnaire responses from 416 alumni of a major southwestern university The findings provide insight into how measurement of values may be modified to include individual personality differences; how values may relate to consumption behavior; and how personality…
Is Customers' Dependence on Manufacturers Equivalent to Manufacturers' Power
This study was done to replicate and extend prior research efforts as called for in 1996 by Gaski. Specifically, the relationship between customers' dependence on a manufacturer for products sold and customers' perception of the power of that manufacturer was investigated, where customers' dependence is the need to obtain resources from the manufacturers whose products they sell to increase their own performance and manufacturer's power is the ma…
Assertiveness and Aggressiveness as Potential Moderators of Consumers' Verbal Behavior following a Failure of Service
49 men and 37 women participated in a study of the relationships among assertiveness, aggressiveness, and verbal intentions. Findings suggest that as a person's social network extends out from family to others. Nonassertive and Aggressive persons are less likely to discuss a problem with service and their response. However, more assertive consumers are significantly more likely to discuss these same circumstances with acquaintances and others. Th…
Salespersons' Weight and Ratings of Characteristics Related to Effectiveness of Selling
A study was conducted to examine the effects of a salesperson's weight and the interaction of weight with sex on a variety of positive personal characteristics which have been previously established. 243 purchasing agents provided data on 410 male and female salespeople who were then divided into two groups by weight. Analyses of variance were conducted using weight and sex as the independent variables and a variety of personal characteristics as…
Industrial Buyers' Perception of Effective Selling
The most fundamental aspect of commerce is interaction between buyers and sellers. Accordingly, the psychological study of selling techniques can be considered as old as trade. This study investigated two categories of selling techniques composed of 17 objection-addressing and 13 sale-dosing strategies. Reported are survey responses from 242 industrial buyers, frequent targets of selling techniques, who were asked to identify which technique from…
Psychology (10 works) · Social Psychology (7 works) · Social Psychology (7 works) · Consumer Behavior in Brand Consumption and Identification (6 works) · Cognition (5 works) · Developmental psychology (5 works) · Business (4 works) · Cognitive style (4 works) · Customer Service Quality and Loyalty (4 works) · Marketing (4 works)