Hank Pruden Archival Collection: Database Articles

Article unavailable electronically. Inquire at GGU Business Library for Inter-Library-Loan options. The article discusses the relationship between technical analysis and behavioral finance. According to Henry Pruden, professor of business, that technical analysis and behavioral finance are one and the same in their origins. He added that both are rooted in the assumption that people act for behavioral reasons, which, by the standards of classical economics, seem irrational. The historical relations of the two terms were emphasized.

Article available via Business Source Complete database (GGU-students, staff, faculty). The article discusses cyclical theories behind economics. Specifically the article focuses on the Kondratieff Wave, or long waves economics. The theory is that a nation's economy goes through cyclical waves of upswing or prosperity, recession, and economic depression. The cycle was named for the Russian economist Nicholas D. Kondratieff. He studied the capitalist economies of the U.S., England, France, and Germany based on wholesale price levels, rates of interest, wages and foreign trade, and production and consumption levels of key commodities. Based on this theory analysts speculate that the U.S. economy will be in a period of decline in the 1970's.

Article available via Proquest database (GGU-students, staff, faculty). Advanced industrial civilization is characterized by obtuse alienation of the individual from major institutions of society. Maladies of isolation have spread to clerical, engineering and other assemblages of white-collar workers. Consumers are more alienated than marketing professionals, and this demands a special focus on the issue. Government intervention in the market place also provides an index for possible government actions and economic assistance to overcome alienation in the market place. The article presents a comparison of consumers with professional marketers on alienation from market places. It proposes options of strategic planning to overcome dissatisfaction with product, guided by this market alienation. Combating alienation at the market place can be successful by getting some structuring of ideas. The study builds on a sampling and analysis of the biographical list of the American Marketing Association Directory of Marketing Services and Membership Roster.

Article available via Business Source Complete database (GGU-students, staff, faculty). This article presents a classification of consumer service establishments based on the degree to which the consumer views the service as a means to an end, (i.e. an instrumental service) or considers the service to be an end in itself (i.e. an expressive service). Elements of the marketing mix should be shaped to fit the classification of the service. The instrumental service is a means to an end and for this reason the customer wilt wish to minimize the time, effort, and money necessary to obtain and use the service. Convenient location, fast service, and competitive prices will be important in the marketing mix. Expressive services, considered as ends in and of themselves, attract customers by providing better quality. [ABSTRACT FROM AUTHOR]

Article available via Proquest database (GGU-students, staff, faculty). This article focuses on a study on the occurrence of negative attitudes and anti-marketing behavior in consumers of France. The study was devoted to find the answer of the following questions: First, Is the French consumer alienated from the marketplace? Second, Do increasing instability in the geographical, economical or market place patterns of the French family increase feelings of alienation? Third, Does the French consumer support the French consumer movement? Fourth, Does support of government intervention in the marketplace increase with increasing alienation? In order to find answer for these questions, a survey of consumers was carried out in the city of Aix-en-Provence during the Spring of 1973 by the authors. The study was conducted among a sample of household consumers, almost exclusively female. A questionnaire was used to gather information from these consumers. The questionnaire contain approximately 50 items. The findings of this study are far from conclusive. There are only fragmentary data to support the contention that the social condition of instability is associated with increasing alienation from the marketplace which in turn is associated with support for the consumerism movement.

Article available via Business Source Complete database (GGU-students, staff, faculty). Investigates the attitudes of business executives and consumers toward consumer activism and involvement in the U.S. Dissatisfaction with any goods or services purchased; Sharing of the unsatisfactory experience with friends, neighbors or relatives; Lawsuits filed as a results of dissatisfaction.

Article available via Business Source Complete database (GGU-students, staff, faculty). The article presents a response by the authors to criticisms by E. Laird Landon, Jr. and William J. Lundstrom of the article "Race, Alienation, and Consumerism," appearing in the July 1972 issue of "Journal of Marketing." The article reported the findings of a survey of Anglo-Americans, Mexican-Americans and Blacks which revealed that a positive and significant relationship exists between alienation and belief in government intervention in the marketplace. The authors summarize the claims and criticisms of Landon and Lundstrom and discuss their reactions.

Article available via Business Source Complete database (GGU-students, staff, faculty). The actual career and job orientation attributes of a sample of 150 American businessmen show a high degree of approximation to the typology of upward mobile, indifferent, and ambivalent patterns of accommodations to complex organizations constructed by Robert Presthus. The resulting managerial types might pose a contingency for the appropriate form of organizational governance.

Article available via Business Source Complete database (GGU-students, staff, faculty).Nonfinancial incentives of privilege pay, status pay, and power pay have a direct effect on the level of a salesmen's job satisfaction. Some significant relationships between nonfinancial incentives and job satisfaction of industrial salesmen are discussed in this article.

Article available via Business Source Complete database (GGU-students, staff, faculty). This article reports findings of a survey of Anglo-Americans, Mexican-Americans and Blacks which reveal that a positive and significant relationship exists between alienation and belief in government intervention in the marketplace.

Article available via Business Source Complete database (GGU-students, staff, faculty). In this study, the outside salesman was viewed as engaging in power, authority, and status interactions to coordinate an exchange relationship and these relationships were seen as determining his performance and satisfaction. Linear discriminant functions were developed, one for performance and one for satisfaction. Findings from a survey of ninety-one outside salesmen showed that high and low performance and satisfaction were significantly different from each other along dimensions of power, authority, and status, as determined by the discriminant function. Two distinct discriminant functions for performance and satisfaction emerged.

Article available via Business Source Complete database (GGU-students, staff, faculty). The article presents information on employees who act as an interorganizational link between their company and their customers. This role is usually one held by an outside salesman and the author notes that this job done more productively and with greater satisfaction when the salesman has a greater amount of power, authority and a more equal status relationship with clients. The author suggests that a proper balance of these three components makes this individual the most effective which, in turn, increases the organization's effectiveness.

Article available via Business Source Complete database (GGU-students, staff, faculty). In attempting to trace the links between salesmen's personality attributes and their sales performance and job satisfaction, researchers typically select either of the latter two as the dependent variable and account for its variance with respect to one or more personality constructs The purpose of this study was the same, but the objective was to examine the relationship between a set of personality variables and a variate consisting of job satisfaction and job performance. The study was exploratory because, first, satisfaction and performance were considered simultaneously as dependent variables even though previous research indicated they were unrelated [2, 8, 18]. Second, the study attempted to apply personality variables derived from Ziller's theory of Self-Other Orientation. The primary implication of the study is that there is a significant canonical relationship between perceived performance-satisfaction and power, social interest, marginality, identification intensity, and openness for this sample. The low satisfaction-performance correlation and the significant canonical correlation imply that the two dependent variables should be studied in concert for the most meaningful results. This study suggests that as a salesman's perceived power over customers increases, sales performance and job satisfaction increase. A high power positioning may be interpreted as a search for security in interpersonal relations without respect for objective information [22, 24]. Our findings are consonant with the observation that in order to close a transaction a salesman must dominate his customer [12] and with a study which revealed that low aggression was related to less successful performance [13]. Marginality in this study referred to the positioning of the salesman between employer and customers; it was, in a restricted sense, a measure of interorganizational marginality, which the findings associate with high sales performance. A marginal self-orientation,

Article available via Business Source Complete database (GGU-students, staff, faculty). This study focuses on industrial salesmen as interface managers who link their employer with their customers. The linking process behavior of salesmen as an approach to interorganizational coordination is examined by two propositions which interrelate interorganizational conflict, linkage and exchange.

Article available via Business Source Complete database (GGU-students, staff, faculty). The article discusses an organization theory developed by sociologist Robert Dubin, which can be used to explain the behavior of outside salesmen and interorganizational exchange relations. The theory's components are power, authority, and status relations and relate to technological, formal, non-formal, and informal behavior systems. A flow chart shows the concept of a salesman as an interorganizational linking pin who maintains the company-customer relationship by participating in the social systems of both. The concept of the salesman as a man-in-the-middle refers to conflict between the seller and buyer, double talk, two-way persuasion, and social isolation. Four suggestions for sales force management include a mix of financial and nonfinancial incentives and team selling.