The Art of High-Stakes Decision-Making: Tough Calls in a Speed-Driven World
Academy of Management Executive, 2002
The article presents a review of the book “The Art of High-Stakes Decision-Making: Tough Calls in... more The article presents a review of the book “The Art of High-Stakes Decision-Making: Tough Calls in a Speed-Driven World,” by J. Keith Murnighan and John C. Mowen.
Beyond Prospect Theory: Time and the Valuation of Outcomes
PsycEXTRA Dataset, 1989
Competitiveness
Springer eBooks, 2000
On Explaining and Predicting the Effectiveness of Celebrity Endorsers
The consumer trait and characteristic identification, and corresponding relationship to the genet... more The consumer trait and characteristic identification, and corresponding relationship to the genetically modified food product's negative reactions was determined from a 354 respondent, 130 item mailed survey. The survey and partially mediated model from Mowen's 3M Model of Personality and Motivation explained how personality traits influence genetically modified food reactions.
The Quality Lens Model: A Marketing Tool For Improving Channel Relationships
Developments in marketing science: proceedings of the Academy of Marketing Science, Dec 15, 2014
The Quality Lens Model suggests that parties in a channel relation act as though they assess prod... more The Quality Lens Model suggests that parties in a channel relation act as though they assess product attributes through a cognitive lens that may distort perceptions of service quality. This model provides a quantitative means of analyzing and comparing channel members’ perceptions with objective measures of product or service quality.
This research empirically investigated a phenomenon that may influence the exchange relationship ... more This research empirically investigated a phenomenon that may influence the exchange relationship between public policy makers and consumers-the tendency of consumers to exhibit an outcome bias in their evaluations of a public policy maker who makes a decision under uncertainty. An outcome bias occurs when evaluators assess performance based upon the outcome of the decision rather than upon the quality of the decision itself. The results of the study revealed that outcome and decision appropriateness information interacted to influence the evaluation of a public policy decision maker, thereby supporting a ''weak form'' of the outcome bias phenomenon. The results are discussed in terms of the importance of public policy makers marketing their decisions by publicizing the process through which decisions are made.
The first € price and the £ and $ price are net prices, subject to local VAT. Prices indicated wi... more The first € price and the £ and $ price are net prices, subject to local VAT. Prices indicated with * include VAT for books; the €(D) includes 7% for Germany, the €(A) includes 10% for Austria. Prices indicated with ** include VAT for electronic products; 19% for Germany, 20% for Austria. All prices exclusive of carriage charges. Prices and other details are subject to change without notice. All errors and omissions excepted. J. Mowen The 3M Model of Motivation and Personality
Two experiments were conducted to test the generality of the door-in-the-foce complionce techniqu... more Two experiments were conducted to test the generality of the door-in-the-foce complionce technique from nonbusiness to business contexts. Results indicote that the complionce-gaining procedure generalizes if a concession is emphasized by making the second request a smaller version of the first request rather than a new request, and if the second request is made large enough to avoid ceiling effects. On Implementing the Door-in-the-Face Compliance Technique in a Business Context Marketing researchers recently have begun to investigate compliance-gaining tactics that influence behavior directly (Tybout 1978), bypassing the cognitive or attitudinal change proposed as necessary in the persuasive approach to behavioral change (Bass, Pessemier, and Lehmann 1972; Ginter 1974; Sheth and Talarzyk 1972). The behavioral influence strategy receiving the greatest attention in the marketing literature is labeled the "foot-in-the-door" (foot) technique. In using this compliance-gaining tactic, a requester first makes a request so small that nearly anyone would comply, in effect getting a "foot in the door." After compliance with the first request occurs, a second, larger request is made-actually the one desired from the outset. In comparison with control conditions in which only the larger request is tendered, the foot technique has been shown to increase compliance reUably in a number of nonbusiness and business settings (
Waiting in the emergency room: how to improve patient satisfaction
PubMed, 1993
The authors conducted a field experiment in which emergency-room patients of a metropolitan hospi... more The authors conducted a field experiment in which emergency-room patients of a metropolitan hospital were either given or not given an expected waiting time to see a physician. Patients were then surveyed through the mail on their satisfaction and perceptions of service quality. The results revealed that satisfaction levels were higher when patients believed that they had received information on expected waiting time. Regression analysis revealed that service quality dimensions of trust, responsiveness, and staff service were significant predictors of patient satisfaction. In addition, satisfaction was independently influenced by whether patients' prior timeliness expectations were confirmed. The authors discuss the results in terms of the concept that the situational context of the service may influence the quality dimensions that most affect consumer satisfaction.
Uploads
Papers by John Mowen