PREFACE

This is the twelfth edition of the ACRA Clearing House Catalogue and includes almost all the papers from the 1982 to April 2003. We are also continuing to expand the non-ACRA materials. I would ask everyone to send me any materials that you feel might be appreciated by other ACRA members. Papers from other professional societies, working papers, or any items that would benefit the general membership could be included. We also have the audio tapes from the NRF Winter Conference, 1998, 1999 and 2000..

To date, over 50% of the active ACRA members have ordered materials and I hope the service was satisfactory. We have also begun to get orders from businesses and retail students. Please let me know of any problems, concerns, or difficulties. It’s your Clearing House and can be as valuable as you wish.

You should note there has been no increase in pricing since last year, and we are still designed to operate at a break even level. The only big change is a response to the University Purchasing Departments. Over 90% of the orders have been purchased by personal checks with the order and have been no problem. Unfortunately purchase orders through your University cannot be processed as we do not keep a corporate checking account. Please pay with personal checks.

Cost = $.05/page, with a minimum charge of $.25. Shipping and handling is $1.00. Please make all checks payable to "Jack Gifford, Director, ACRA."  Borrowing of NRF Audio tapes are $1.00 for the first tape, and $ .50 for each additional tape (please a maximum of four at one time) to cover postage. Please return tapes within approximately two weeks. [See NRF Audio Tapes on home page for complete listing]

Thanks for your help and support.

John B. Gifford, Professor

Contents:

pp 1

• Food Retailing ...Adams, Kendall
• An Affordable Simplified.. Altman, Gene
• An Analysis of Transfer... Altman, Gene
• A Guide to Planning.... Altman, Gene
• International Council of... Altman, Gene

pp 2   

• Recruiting Qualified....Anderson, Carol
• Why Students Pursue Retailing.... Anderson, Carol
• Education-Industry Linkages... Anderson, Lenda Jo
• Scheduling Retail Sales People.. Anderson, Patricia
• Small Specialty Store Dissolutions....Arbuthnot, Jeanette
  

pp 3

• The Extent of Usage of Superficial... Ash, William
• Institutional Theory and Retail Store Patronage...Arnold, Stephen
• Consumer Perceptions of Private Fashion Labels...Ashinger, Phyllis
• Importance of Timing.... Ashinger, P
• Centralized Retail Management...Barley, Thomas
  

pp 4

• Global Retailers... Barry, Mary
• Apparel Sourcing Fair....Barry, Mary
• Apparel Sourcing Fair...Barry, Mary
• Role of Product Development in Retail education...Barry, Mary
• Serving the Hispanic Consumer.....Barry, Mary
  

pp 5

• Integrating Microcomputers into Univ. Education... Bastow-Shoop, Holly
• Impact of the Farm Crisis on Rural Retail Business...Bastow-Shoop, Holly
• Integrating Microcomputers into University...Bastow-Shoop, Holly
• Shoplifting: A Problem in n Dakota...Bastow-Shoop, Holly
• Factors Affecting Outshopping in Rural....Bastow-Shoop,Holly
  

pp 6    

• A Directory of Software...Berman, Berry
• The Impact of Foreign Ownership....Berman, Berry
• Shopper and Retailer Perceptions of Relative Strengths...Berman, Berry
• Reflections on Retailing's Price War...Berry, Dr. Leonard
• Methics...Bol, Jan Willem
  

pp 7

• Word of Mouth Advertising...Bolen,Jan William
• Product Talk...Brannon, Evelyn
• Teaching Retail Merchandise Management Brickley, George
• Use of a Company Problems as an aid to Teaching...Brickley, George
• Teaching Retail Management....Brickley, George
  

pp 8    

• Buying and Merchandising Procedures...Brooks, Maureen
• Retail Executives' Perceptions of Competencies...Buckingham, Lynn
• Retailing and Private Label Apparel: Preparing Students... Doreen Burdaiski
• The Antecedents and Consequences of Customer...Burgess, Brigitte
• The Consumer Culture...Burns, David
  

pp 9

• Children as Consumers...Burns, David
• Image Transference and Retail Site Location...Burns, David
• Security and the Suburban Regional Shopping Mall...Burns, David
• Suburban Regional Shopping Mall Image....Burns, David
• Exploring Supermarket Retailing...Burns, David
• Consumers' Decision-making Style: Relationships with Attitude Toward Consumer Free-Rising Activity....David Burns
• Materialism as a Manifestation of Hostility: Implications for Retailers...Burns
  

pp 10    

• The Evolution of the Suburban Regional Shopping Mall...Burns, David
• Ethics in Retail Buying...Burns, David
• An Examination of Ethical Perceptions of Retail Situations...Burns, David
• Image Advertising in Retailing...Burns, David
• Materialism: The Role of Locus of Control...Burns, David
  

pp 11    

• A Study in Retail Atmospherics...Burns, David
• Relative Influence of Husbands and Wives...Burns, David
• Direct Marketing....Burns, David
• Retail Ethical Perceptions of Business Students....Burns, David
• Site Selection...Burns, David
  

pp 12    

• Excuses: A Potential Result of an Unsatisfactory...Burns, David
• Abstract of Ethical Perceptions...Burns, David
• Retail Salespersons...Burns, David
• A Comparison Retail Fabric Customers.....Caldwell, Lark
  

pp 13    

• An Historical Perspective...Cannon, Hugh
• Fashion Retailing...Carlson, Phillip
• Fashion Retailing...Carlson, Phillip
• A Systems View...Carlson, Phillip

pp 14    

• Canadian Retailing....The University of Western Ontario
• Reasons Behind the Rush...Carter, Susan
• The Cataglia Story
• An Exploratory Study on...Behavior...Castellani, Gabriella
• Merchandising to the Hispanic Consumer...Cavender, Dororthy
• The Interaction of Retail Density and Music Tempo... Jean-Charles Chebat
• An Analysis of Mental Processes...Choi, Young-Eun
• Exploring the Role of Consumer Experience in Building Relationship Commitment within the Internet Channel...Carpenter, Moore
  

pp 15    

• Center for Apparel Marketing and Merchandising....University Stillwater, OK
• Pricing Accuracy at Stores That Use Scanners...Clodfelter
• Preemployment Integrity as Means of Controlling...Conchran, T. Kathleen
• Outshopping...Cosco, Laura
• Predicting Retail Sales Productivity...Cox, Charles
• Sourcing in Mexico...Craig, Jane
  

pp 16 

• An Investigation of Fashion Oriented Consumers...Crane, Tara
• Factors Influencing Training Effectiveness...Curry, Nettavia
• Quick Response Utilzation...Dandeo, Lisa M.
• Retail Business...Rayman, Dale
• Opportunities in Europe...Davies, Barry
  

pp 17    

• Visual Merchandising...Davis, Diane
• A Survey of Customer Services..Diamon, Saul
• Comparison of the Perceptions of Buyers...Dickinson, Roger

pp 18    

• The Compatibility Index...Dickinson, Roger
• Critical Success Factors...Dickinson, Roger
• Gordon Howell Revisited...Dickinson, Roger
• Large Retailers and Innovative Retail Forms...Dickinson, Roger
• The Marketing Concept Revisited...Dickinson, Roger

pp 19    

• Price Compatibility...Dickinson, Roger
• Risk in Decision Making....Dickinson, Roger
• Discount Rates and Retail Management...Dickinson, Roger
• Some Thoughts on the Philosophy of Science...Dickinson, Roger

pp 20    

• Capital Budgeting for Marketers--A Comment...Dickinson, Roger
• Pricing at Retail...Dickman, Roger
• The Intellectual Heritage of Retailing...Dixon, Donald F
• Consumer Perceptions of...Private Labels...Donnellan, John
  

pp 21    

• Hospital Gift Shops as retail Enterprises...Donnellan, John
• Educational Requirements for Mgt in Shopping Centers...Donnellan, John
• Functional Competencies for Managers...Donnellan, John
• Relationship Between Line and Staff...Donnellan, John
• Taiwan and US Off Price Apparel...Douglas, S.U.

pp 22    

• Retailing in Europe...Drtina, Tomas
• Patrons of Home Centers...Duganne, David
• Retailers Next Challenge...Dunne, Patrick
• Resolving Amibiguity in the Marketplace...Dunnett, Jane
• Retail Internship Program...DuPont, Ann
• Business Distance and Global Retailing...Dupuis, Marc
• Targeting the Older Consumer....Easterling, Cynthia
  

pp 23

• Management /Merchandising Training Program...Easterling, Cynthia
• Exploring Consumer Motives...in Shopping Malls...Easterling, Cynthia
• Understanding Retail Markets...Easterlick, Mary Ann
• Retail Sales...Easterlick, Mary Ann
• Assessing the Strength of Motives...Easterlick, Mary Ann
• Internet Retailing: Apparel Shopping By College Students  Easterling, Loyd, Lester

pp 24

• Hispanic-American and Mexican National Consumers...Easterlick, Mary Ann
• The Effects of Ethnicity and Product on Informational Influence
• Exploring the Relationships Between Consumers and Apparel...Endo, Seiji
• Teaching Retailing to the Non-Traditional Student...Everett, Judith
• An Exploratory Study of Canadian Cross-Border Shopping
• Investigation of the Job Content....Fairhurst, Ann E.

pp 25    

• Analysis of Retail Employee Work Stoppages...Feinburg, Richard A
• Strategic Planning in Retailing...Feinburg, Richard A
• So You Want to Be President...Feinburg, Richard A
• Retailing Training...Feinburg, Richard A
• There's Something Social Happening at the Mall...Feinburg, Richard

pp 26    

• Maybe We Want Them to Leave...Feinburg, Richard A
• Pay for Performance in Retailing...Feinburg, Richard A
• A Tale of Two Cities...Fernie, John
• Retail Change in The UK...Fernie, John
• Entrepreneurship Moves to the WWW...Fiorito, Susan

pp 27    

• Patterns in Marketing Strategies...Fiorito, Susan
• Human Resource Management in Retailing...Fiorito, Susan
• An Empirical Investigation...Fiorito, Susan
• Patterns in Marketing Strategies...Fiorito, Susan
• Development of computer Software...Fiorito, Susan
• Retail Inventory Management: The Current State of Affairs...Fiorito, Pretious

pp 28    

• Investigation of the Job Content...Fiorito, Susan
• Retailing and Service....Fiorito, Susan
• An Empirical Investigation...Fiorito, Susan
• The Uncertail Future of Electronic Data Interchange...Fiorito, McAllister
• Impact of Bi-Acculturation...Flores, Lorena
• Store Atmosphere...Forester, Cynthia

pp 29    

• Marketing Natural and Synthetic Fibers...Forsythe, Sandra
• A Communication-Based Model...Forsythe, Sandra
• Profiling Consumer Complaint...Forsythe, Sandra
• Apparel Purchase Decisions...Forsythe, Sandra
• Working Women...Forsythe, Sandra
• Building a Model for Predicting Consumer's Value Perception and Intention-to-buy Branded Apparel...Forsythe, Ahmed, Li

pp 30    

• Women Apparel Customers...Forsythe, Sandra
• Surrogate Usage in Apparel Purchasing...Forsythe, Sandra
• Selecting a Computer Program...Foster, Irene
• Commercial Activities...Freathy, Paul
• Comparison of the Consumer's Preferences...Frotenberry, Sally
• In-Store Video Retailing...Frotenberry, Sally

pp 31    

• Reducing Markdowns by Measuring Sell-Through....Frazier, Robert
• Effects of Country of Manufacture Cues....Frazier, Robert
• Predicting Retail Sales...Fuller, Barbara
• Wardrobe Consultant Clientele...Fuller, Barbara
• Retail Indices and Ordering for MSA's...Fuller, Barbara
• Marketing Competencies as Predictors of Rural Retailers' Performance...Frazier

pp 32    

• Shelf Space Strategy...Gable, Mark
• The Strategic Use of Direct Marketing....Gable, Myron
• Determining the Cost of Supplemental Benefits...Gable, Myron
• An Empirical Investigation...Gable, Myron

pp 33    

• Cost and Controlling Employee Turnover...Gable, Myron
• A Comparison of Personnel Practices...Gable, Myron
• A Longitudinal Analysis of the Quality of Work Life...Gable, Myron
• Purchasing Roles of Husbands and Wives...Gable, Myron
• An Empirical Investigation...Gable, Myron

pp 34    

• The Teaching of Retailing...Gable, Myron
• Machiavellianism and Retail Performance....Gable, Myron
• A Factor Analytic Study of the Perceived ....Gaskill, LuAnn
• The Role of Fruit in Japanese...Gehrt, Kenneth
• A Causal Investigation of A Retail Patronage...Gentry, James

pp 35    

• Introducing Micro-Computers into the Retail Learning...Gifford, Jack
• The Lecture Process...Gifford, Jack
• Teaching Assessment...Gifford, Jack
• Perceived Importance of Financial Ratios...Gifford, Jack
• Innovations in Classroom Technology...Gifford, Jack

pp 36    

• A Report on Company Wellness...Gillespie, Karen
• An Empirical test...Good, Linda
• Retail Department Store...Good, Linda
• Retail Turnover...Good, Linda
• Market Orientation: How do U.S. and Russian Retailers Differ...Linda Good
• The Use of Microcomputers in Teaching...Grashof, Jon
• E-Customer Loyalty Intentions Toward the E-Tailer...Good, Yun

pp 37    

• The Future of Catalog Marketing...Grassi, Mercia
• Hong Kong and the Chinese...Grassi, Mercia
• The Nation's Largest Single Regional Shopping Complex...Grassi, Mercia
• Apparel Manufacturer Involvement...Green, Rebecca

pp 38    

• An Examination of Store Type Preferences...Greenburg, C.J.
• Store Choice as a Function of Fashion Content...Greenburg, Jerome
• What's In a Name?....Greenburg, Jerome
• Fashion Lifestyle and Store Patronage...Gutman, Jonathan
• Retailing and Competitive Strategy...Hansen, Morman

pp 39    

• The Changing Face of Readers in the United States...Harmon, Susan
• Beef Consumption Patterns...Harp, Shelley
• Relationship of Perceived Customer Appearance....Harp, Shelley
• Visual Merchandising Floor Presentation...Harp, Shelley
• Today's Merchandising Students....Harp, Shelley
  

pp 40    

• The Relationship of Perceived Customer Appearance...Harp, Shelley
• History of Eta Mu Pi
• Internship...An Experimental Learning Challenge...Harp, Shelley
• Today's Merchandising Students....Harp, Shelley
• Undergraduate Retail Research....Harp, Shelley
  

pp 41    

• Methods for Involving Students...Harris, Albert
• Business Planning...Hart Brigid
• Application of A Choice Sets Model of Retail Selection
• B2B Forecasting for Fashion Apparel...Hauck, Bill
• Catalog Shopping Behavior of Rural...Haynes, Janice

pp 42  

• The New Role of Store Management...Hensel, James
• The Theory and the Reality of DCF...Herbst, Anthony
• Retail GIs: An International Perspective...Hernandez, Tony
• Career Perceptions...Hess, Colleen
• Elderly Consumers and Retail Sales...Hillery, Julie
• History Defines the Food Broker...National Food Brokers Association

pp 43    

• The Department Store...Hollander, Dr Stanley
• A Retailers Social Report... Hollander, Dr Stanley
• Retail Merchandising Internship Programs...Hopper, Joanne
• Do Lifestyle Characteristics of Mature Female...Huddleston, Patricia
• The Mature Female Department and Specialty Store...Huddleston, Patricia
• Factors Which Influence Market Orientation and Performance: A Comparison of Polish and US Retail Firms...Huddelston, Good, Choi

pp 44    

• Import Buying
• The Effect of Scale...Ingene, Charles
• A Survey of Internship/Work Experiences...Jernigan, Marian
• Facing the Challenge of the Americans with Disabilities...Kaufman, Carol
• Examination of Brand Personality...Kim, Hye-Shin
• Effects of Older Female Consumers' Participation in Social Activities on Apparel Shopping Behavior...Joung, Miller

pp 45    

• Identifying Store Attributes...Kunz, Michelle
• Internet Classroom Assistant...Kunz, Michelle
• Retail Card Usage...Kwon, Kyoung-nan
• Foreign Acquisition of U. S. Retail Firms...Kacker, Madhav

pp 46    

• Comparison of Information Search Formats...Kang, Keang-Young
• Comparison of Pre-Purchase Satisfaction...Kang-Park
• It's Time for One Stop Shopping...Kaufman, Carol
• Retail and Wholesale Trade in Finland...Kaupan, Keskusvaliokunta
• Use of GROMI as a Compensation Plan...Kelly, J. P

pp 47    

• Sales Effects of In-Store Signing...Kelly, J.P.
• Strategies and Implications...Kelly, J.P.
• The Importance of Research...Kelly, J.P.
• Approach to Allocating Space...Kelly, Patrick
• Retail-tainment versus Non-retail-tainment Stores...Tammy Kinley

pp 48    

• Behavioral Semblance Among Teenage...Kinnaird, Jerry
• Wal-Mart a New Frontier....Kinnaird, Jerry
• Liberal Arts...Kinnaird, Jerry
• Quick Response....Kincade, Doris
• Desired Shipping Center Attributes Based on Travel Motivation...Kinley, Tammy
• Retail Work Experiences...Knight, Dee
• Investigating Relationships Between Job Performance... Knight, Dee
• Values and Emotions...Kim, Hye-Shin
• The Effect of Store Image on Customer....Kothari, Vinay

pp 49    

• A Study on the Impact of Store Image...Kothari, Vinay
• The Relationship Between Store Image...Kothari, Vinay
• An In-depth Profile of the Mall Shopper....Kotsiopulos, Antigone
• Retail Consumer Profiles...Kridler, Jamie
• Career Development in the Retail Environment...Kuns, Grace

pp 50    

• Using a Real Client for Class...Kunz, Michelle
• References Used by Male Consumers...Lamb, Tammy R
• The State of Retail Selling...Lanasa, John
• Community Embeddedness and Retailer Patronage... Timothy Landry
• Effects of Coupons on Brand Categorization... Michel Laroche
• Retail Advertising in the Spanish-Language...Lavin, Marilyn
• Urban Grocery Initiatives...Lavin, Marilyn

pp 51    

• Retailer and Wholesaler in Mid-Nineteenth Century...Lavin, Marilyn
• Who Likes to Shop...Lavin, Marilyn
• Wives' Employment...Lavin, Marilyn
• Paradigm of Retailing with a Strategic Orientation...Lee, Tinkook
• Merchandising Theory Development...Lee, Seung-Eun
• Not in My Neighborhood: Community Resistance to Chain Drugstores...Lavin

pp 52    

• Perceived Benefits and Risks...Lee, Yoon-Jung
• Categorization of Korean American Consumers... Yoon-Jung Lee
• Characteristics of Retail Buying Market Selection...Lester, Deborah
• Successful Tenant Mix Strategies...Lester, Deborah
• A Comprehensive Study of Joslin’s Management...Levenson, Lawrence
• Utilization of a Retail Skills Test....Levenson, Lawrence

pp 53    

• Consumer Reaction to Urban Renewal...Levenson, Larry
• Using Residual Income Analysis to Make Merchandising Decisions...Levy, Michael
• Apparel Sourcing Opportunities...Loker, Suzanne
• An Ecomarketing Continuum Showing...Loyd, Dolly
• Casual Dress Codes...Loyd, Dolly
• Some Strategic Implications...Lyle, William

pp 54    

• Perceptions of the Discount Retailer...Mahoney, Marianne
• The Internationalization of the Apparel Retail...Mariotz, Elizabeth
• Increasing Productivity Through Quality Circles...Mariotz, Elizabeth
• An Assessment of Selected Cooperative Education...Mariotz, Elizabeth

pp 55    

• Should Management of Department Stores...Marquardt, Ray
• An Investigation of the Unit Pricing System...Marquardt, Raymond
• An Evaluation of the Performance...Marquardt, Raymond
• Retail Space Productivity.....Marquardt, Raymond

pp 56    

• Non Store Retailing...Marquardt, Raymond
• The Internationalization of European Retailers in America...Martinez, Norberto
• Interpersonal Influence Patterns in Teen Leisure Shopping...Mascarenhas, Oswald
• Functional Marketing Plan Development...Mason, Barry
• Trends in Retailing....May, Eleanor

pp 57    

• Trends in Retailing....May, Eleanor
• The New Strategic Era in Retailing...McCammon, Bert
• Teaching Retailing...McGinnis, John M.
• Is it Still Retaling?...McGoldrick, C. Robert

pp 58    

• A Comparison of Financial Rations...McGurr, Paul
• Gender Differences in Shopping Enjoyment...Paul McGurr
• Decision Strategies and Information-processing Biases of Retail Buyers: A Script-Theoretic Approach to Demand Estimation...Mendoza
• There's Something Social Happening at the Mall...Meoli, Jennifer
• Profiles of Organizationally Committed Retail Salespersons...Michaels, Paulos
• Merchant’s Attitudes Toward the CBD...Michaels, Paulos
• Leadership and the Professional...Miler, Judy

pp 59    

• An Evolving Department Store Structure...Miller, John
• Apparel Shopping Orientations...Minger, Diane
• Consumer Perception...Monger, Jodie
• Retail Management Education...Moore, Christopher
• A Decade of Information Technology...Moore, Marguerite
• Developing Profiles of Online Shoppers and Purchasers...Miley, Young

pp 60    

• Using Imagery to Understand Retail Store Image...Moran, Martha B.
• Linkages Between Import Status...Morganosky, Michelle
• The Rural Consumer...Morganosky, Michelle
• Attaining the Illusive Goals.....Munczyk, Jan
• What! Another Theory of Retail Change...Myers, Robert

pp 61    

• Direct Response Marketing....Nagourney, Donald
• Interactive Electronic Retail Systems...Nagourney, Donald
• Achieving Service Quality in rural Markets...Niehm, Linda S.
• External Information Search and Entrepreneurial Orientation...Niehm, Linda S.
• Does Entrepreneurial Orientation...Niehm, Linda S.

pp 62    

• Mergers and Acquisitions in Retailing....Neisner, Lewis
• A Study on the Devilment of a Brand Positioning Map... Oh, Hyunjoo
• Are Strategic Planning Techniques Useful in Retailing...Omura, Glen
• Marketing Oriented Frameworks for Retailing...Omura, Glen
• Hidden, Missing and Vague Prices: Consumer Reactions and Managerial Implications...Owens
• Retail management Training Programs...Ownbey, Shiretta

pp 63    

• Apparel Cross-Shopping...Paek, Soae
• A Comparative Analysis of Determinant...Paek, Soae
• A Comparative Analysis of Determinant...Paek, Soae
• The Effects of Product Attributes on Consumer...Park, Kyungae
• Responsibe Buying for Retail Organizations: Cognitive and Affective Reasctions...Park, H.
• Why the Big Cover-Up...Patton, Charles

pp 64    

• The Marketing Concept in Retailing...Patton, Charles
• Bolivia and Brazil....Patton, Charles
• Wholesaler Labels...Patton, Charles
• Influence of Customer Dress on Service...Paulins, V. Ann
• On Conducting a Shopping Area patronage....Pearce, Michael

pp 65    

• Incorporating Total Quality...Pearson, Michael
• The Legal Foundations of a Retail...Pearson, Michael
• The Potential of a Computerized Spreadsheet...Pearson, Michael
• Teaching Retailing With Exercises...Pearson, Michael
• Evolution of Retail Store Layout Model...Pearson, Michael

pp 66    

• The Future of Retail Merchandising...Pearson, Michael
• In Differentiation It's the Service That Counts...Pettijohn, Linda
• Factors Influencing the Success of Small Business...Petto, Anthony
• The Importance of Business Conditions....Petto, Anthony

pp 67    

• Promotional Strategies and Atmospheric Changes...Petto, Anthony
• Meeting Consumer Demand to Improve Retail...Poindexter, Martha
• Ethical Management...Porter, Catharine
• Tourist Retailing as an Employment Base...Pysarchik, Dawn
• The Changing consumer Product...Pysarchik, Dawn
• The Benefits of Relationship Marketing: Mitigation in Spite of Attribution  Priluck

pp 68    

• A Game Theoretic Approach...Reardon, JamesA Profile of the Wholesale Club Shopper....Rinne, Heikki
• Operating Profit in the Conventional Department Store...Risch, Ernest
• Internships: Are They an Asset...Robeck, Jacquelene
• Consumption Patterns of Infants' Wear...Robeck, Jacquelene

pp 69    

• Consumer Characteristics Affecting Store-Type Patronage Behavior
• A Preliminary Investigation of the Promotional Value...Rowold, Kathleen
• Market Segmentation...Rucker, Margaret
• Assessing Effective and Ineffective Leadership...Rumme, Amy
• Outshopping Behavior in Rural Areas...Schulz, Steven

pp 70    

• Retail Catalog Showrooms...Sherman Elaine
• The Sleeping Giants...Shim, Soyeon
• Consumer Intention to Shop Through An Electronic Mall...Shim, Soyeon
• Electronic Shoppers and Non-Shoppers....Shim, Soyeon

pp 71    

• Recent Home Buyers...Shlagel, Beth
• Communication Satisfaction ...Simpson, Ethel
• A Study in Retail Atmospherics...Smith, Peter
• Image Advertising in Retailing...Smith, Peter

pp 72    

• Textile Artists' Home Based Businesses...Soldressen, Lorna
• Job Satisfaction and Employee Compensation...Southwar, Cheryl
• Statistics on Retail & Wholesale Trade in Finland....Central Board of Finnish
• What's Really Happening in Retail Research?....Stein, Sidney
• Elevating the Profession...Steinberg, Margery S.

pp 73    

• Community Solidarity and Activeness.....Sternquist, Barbara
• Department Store Employee Compensation...Sternquist, Barbara
• Retailer Buyer Dependence.....Sternquist, Barbara
• Group-Based Rivalry...Stoel, Leslie
• Group Identification, Frequency & Relationship Effectiveness...Stoel, Leslie

pp 74    

• Product Perceptions...Stoel, Leslie
• Within-Group and Between-Group Rivalry...Stoel, Leslie
• Factors Contributing to a Major Retailing Dilemma...Stone, William
• The Investigation of Retailing Mix Variables....Stoops, Glenn
• Profiling the Heavy Purchasing Credit Card User...Stoops, Glenn

pp 75    

• Customer Service in Women's Apparel Industry...Stretch Shrilly
• Factors Influencing Credibility and Effectiveness...Stretch, Shirley
• What Relationships are Found Between Experiential Learning... Susan Strickler
• Consumer Outshopping Patterns...Subramanian, Alka
• The Role of Retailers in Adopting Quick Response...Sullivan, Pauline

pp 76    

• Metropolitan Montrealer's...Sullivan, Pauline
• Discount Store Patronage Preferences...Summers, Teresa
• Fashion and Shopping Perceptions....Summers, Teresa
• Segmentation and Retail Markets...Swinyard, Williams
• Third Social Report of Migros...Federation of Migros cooperatives

pp 77    

• Marketing Natural and Synthetic fibers to Women...Thomas, Jane
• Apparel Involvement...Thomas, Jane
• Understanding Purchasing Behaviors...Thomas, Jane Boyd
• Shopping Behavior Characteristics...Tims, Mary

pp 78    

• Changing Demographics and Retail Investment...Topol, Martin
• A Preliminary Investigation...Topol, Martin
• Application of The Growth/ Share Matrix in Retailing...Topol, Martin
• A Teachig Module for Value-Oriented Retailing...Martin Topol
• University of Western Ontario Retail Case Materials
• An Initial Look Assessing Potential...Wachter, Kathy

pp 79    

• Wal-Mart Buy American Program
• Improving Manufacturer-Dealer Relation...Warshaw, Martha
• Modeling Consumers' Online Purchase Behaviors...Watravesringkan, Kittichai
• Improving Student's Job Search Techniques...Wellan, Dee
• Repeat-Buying in a Non-Stationary Market...Wellan, Dee

pp 80    

• Decision Making Styles Among Korean...Wickliffe, Vanessa
• Retail Location...Widdows, Richard
• Sears Financial Network...Wijnholds, Heiko
• Women's Preferences for and Satisfaction with Convenience...Williams, Janis
• Characterization of Internet Purchase Behavior: Does Product Category Matter? Wickliffe/Stoel

pp 81    

• Compliant Behavior Relative to the Price Paid...Williams, Theresa
• Tourist Dependent Retailers...Witter, Brenda
• Critical Success Factors and Creative Consultants...Wyatt, Robert
• Catalog User Segments of Professional Men...Youn, Kyung-Kim, Ph.D.
• Clothing adn Catalog usage Variables...Young, Allison
• An Analysis of Personality Types and Values...Young, Deborah

pp 82    

• Effects of Demographic and Store Characteristics...Young, Im
• Preparing a Six Method Plan....Yudelson, B.J.
• Bottomline, a Retail Gross Margin Calculator...Yudelson, Julian
• The Failure of the Sales Management...Yudelson, Julian
• The Impact of Consumer's Risk Perception on Etail...Yun, Zee-Sun
• Compulsive Buying Behavior and its Relationships... Jennifer Yurchisin
• Cash Flow Ratios...Zordan, Anthony

Page 1
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• Food Retailing as a Tool of Economic Development
• Adams, Kendall, Southern Illinois University, Carbondale, IL 62901
• ACRA, Spring 1982 10 pp. = $ .50
• A consideration of the role of improved food retailing as a vehicle for improving the general economic situation in under developed countries with particular reference to the situation in Cochabamba, Bolivia. The research indicates that the application of market analysis could do much to increase the economic level of the community.
  

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• An Affordable Simplified Sales Training Program for Retail Sales Clerks
• Altman, Gene, Syracuse University, Syracuse, NY 13210
• ACRA, Winter 1983 4 pp. = $ .25
• A step by step procedure for implementing a training program for employees in a retailing environment in order to improve sales staff performance. Includes such topics as what the objectives of such a program should be, and overcoming employee hostility.
  

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• An Analysis of Transfer Credits Accepted and Length of Time Taken to Complete Bachelor's Degrees by Selected Transfer Business Management Students
• Altman, Gene, Syracuse University, Syracuse, NY 13210
• ACRA, Winter 1982 4 pp. = $ .25
• A study that attempts to clarify the difficulties and facilitate the transfer process of business students from two year community college programs to the upper division of four year business management programs.
  

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• A Guide to Planning Your Christmas Season Sales Training Seminar
• Altman, Gene, Syracuse University, Syracuse, NY 13210
• ACRA, Winter 1983 3 pp. = $ .25
• A step by step guide to planning a seasonal promotion with the specific goals of improving sales staff performance in serving customers, and thus increasing sales.
  

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• International Council of Shopping Centers: A Report on the Management I Course
• Altman, Gene, Syracuse University, Syracuse, NY 13210
• ACRA, April 1983 7 pp. (bibl) = $ .35
• A paper describing the fundamental course (Mgmt. I) offered by ICSC. Discussed the relationship between retailers and mall developers, effects on the economy of mall development and management, causes of conflict between retail and mall management, and incorporating material on shopping centers into retail courses.
  

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• Recruiting Qualified Entry Level Employees: The Retail Manager's Dilemma (An Abstract)
• Anderson, Carol, Marilyn Detomasi
• ACRA, Spring 1989 11 pp. = $ .55
• Twenty-six managers in a regional mall reported problems in attracting qualified hourly employees. Few had systematic hiring procedures, job descriptions, formal training, or checked references. Results confirm the need for advance planning for hiring and retention. This includes recruiting sources and methods, interview techniques and selection tools, and employee evaluation.
  

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• Institutional Theory and Retail Store Patronage
• Arnold, Stephen  ACRA Spring Conference  Montreal 2003
• This paper identifies the utility of institutional theory in studying retail store patronage.  It uses the constructs of institutional norms, social actors, legitimacy and support and their corresponding measures to interpret the results of two surveys of value-oriented department store shoppers.

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• Why Students Pursue a Retailing Career: Decision Criteria and Influences (An Abstract)
• Anderson, Carol
• ACRA, Spring 1989 22 pp. = $1.10
• A survey of retailing students regarding career choice reasons and influences resulted in five career choice factors (Challenge, Creativity, Reward, Security, Personal Relations) and three influence factors (Academic, Professional, Personal). Results indicate job choice is driven by perceived importance and challenge, and that the eight factors significantly predict perceived prestige.
  

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• Education-Industry Linkages for Market Research
• Anderson, Lenda Jo, Evelyn L. Brannon
• ACRA, Spring 1989 10 pp. = $ .50
• This paper discusses successful linkages between retailing, manufacturing and an academic environment to develop a methodology for consumer style preference testing of apparel products prior to market entry. Discussion focuses on the time line for research, the quantitative phase, qualitative phase, the report to the research sponsor and future directions.
  

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• Scheduling Retail Sales People
• Anderson, Patricia, University of Mass., Amherst, MA 01003
• ACRA, Winter 1983 2 pp. = $ .25
• A case that deals with the integer linear programming solution to a cost minimization problem in the area of optimal scheduling of retail sales personnel.
  

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• Small Specialty Store Dissolutions as Related to Selected Demographics
• Arbuthnot, Jeanette Jaussaud
• ACRA, April 1992, Dallas 5 pp. = $ .60
• This study examines the survival of small apparel stores with regard to geographic location, store type, urban/non-urban, sales volume, and number years the store has been in business. A comparison will be made between stores identified as no longer in business and those continuing to operate in relation to the aforementioned demographic characteristics. For the purposes of the study, the businesses whose questionnaires were returned by the post office as undeliverable are representative of business dissolution and those who responded to the survey represent the continuing retail operations.
  

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• The Extent of Usage of Superficial Discounting By Selected Retailers in Los Angeles and Orange Counties in California
• Ash, William D., California State University at Long Beach, Long Beach, CA
• ACRA, Spring 1984 40 pp. = $2.00
• A pricing study of 150 items in 16 stores in the Los Angeles area indicates that many stores, particularly the "better department stores" have a policy of inflated prices and superficial price reductions to levels that are still above the reasonable price for the area. The author raises the legal and moral issues in this artificial pricing. The study was conducted as part of a retailing course and would be interesting to replicate in other areas.
  

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• Consumer Perceptions of Private Fashion Labels
• Ashinger, Phyllis, Wayne State University, Detroit, MI 48202
• ACRA, Spring 1985 15 pp. = $ .75
• A longitudinal study of women shoppers' attitudes toward private label apparel in 1984 and 1985. General recognition of brand and store declined. The number of new labels introduced appears to have contributed to the confusion.
  

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• Importance of Timing in Retailing -- The Merchandising of Desert Storm
• Ashinger, P., Ph.D., Wayne State University - Detroit, MI 48202
• ACRA, Spring 1993 11 pp. = $ .55
• A demonstraton for the need for accurate timing and speed in producers’ and retailers’ responses to societal trends and popular culture. Desert Storm and the resulting retail frenzy is used as an example.
  

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• Centralized Retail Management: A New Approach to the Revitalization of the Central Business District
• Barley, Thomas B., John F. P. Konarski, Syracuse University, Syracuse, NY
• ACRA, Spring 1986 13 pp. = $ .65
• The research report outlines a study of CBD redevelopment and revitalization, and the elements that lead to success in these projects.
  

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• Global Retailers - The New Explorers
• Barry, Mary E., Auburn University, Auburn, AL
• ACRA, Spring 1985 13 pp. = $ .65
• A brief examination of the role and activity of foreign retailers in entering the American market place.
  

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• Apparel Sourcing Fair: The Auburn Model
• Barry, Mary E., Auburn University
• ACRA, Winter 1988 12 pp. = $ .60
• The working paper describes the Auburn University Apparel Sourcing Fair, held in February, 1986.
  

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• Apparel Sourcing Fair
• Barry, Mary E., Carol L. Warfield, Auburn University, Auburn, AL 36849
• ACRA, Spring 1986 11 pp. = $ .55
• A description of the planning and implementation of the apparel sourcing fair held at Auburn University designed to enhance contact between apparel retailers and Alabama apparel producers. The fair was attended by nine retailers with combined sales of $100 billion and 75 manufacturers.
  

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• Role of Product Development in Retail Education
• Barry, Mary E., Carol L. Warfield
• ACRA, Spring 1989 18 pp. = $ .90
• Product development requires new skills of our graduates. Firms like Liz Claiborne, whose strength is in procurement, design and marketing, are retailers most profitable resource. Product development provides store differentiation through product differentiation. All aspects of the textile apparel retail pipeline become the playing arena for the product development specialist.
  

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• Serving the Hispanic Consumer
• Barry, Mary E., Auburn University, Auburn, AL
• ACRA, Spring 1990 10 pp. = $ .50
• A study of the very lucrative potential Hispanic market. A few innovative retailers are successfully addressing the market, but it is still largely untapped. For those retailers who can identify the Hispanic consumer's needs and provide the goods and services to meet those needs and wants with perceived value, the future is bright indeed.
  

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• Integrating Microcomputers into University Education: A Fashion Merchandising Application
• Bastow-Shoop, Holly, and Doris Hertsgaar, North Dakota State University
• ACRA, April 1985 45 pp. = $2.25
• This paper reflects the effectiveness of NDSUs attempt to foster computer literacy, focusing on the Fashion Merchandising component of the project, and evaluates the effectiveness of the software programs developed for use in a retail problems class.
  

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• Impact of the Farm Crisis on Rural Retail Business
• Bastow-Shoop, Holly E., Larry F. Leistritz, North Dakota State University, Fargo, ND
• ACRA 22 pp. = $1.10
• This paper exhibits data from business operators in 6 North Dakota rural communities. It is concerning the effect of the poor farm economy on local business. It suggests possible causes and solutions.
  

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• Integrating Microcomputers into University Education: A Fashion Merchandising Application
• Bastow-Shoop, Holly, and Doris Hertsgaar, North Dakota State University
• ACRA, Spring 1985 8 pp. = $ .40
• A description of a university wide effort to integrate microcomputers into the curriculum. This paper reports on using Lotus 1-2-3 to teach retail merchandising and the six month plan.
  

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• Shoplifting: A Problem in North Dakota
• Bastow-Shoop, Holly, North Dakota State University, Fargo, ND 58105
• ACRA, Spring 1986 8 pp. = $ .40
• A study of retailer response to shoplifting in Fargo, N.D. Eighty-one apparel, grocery, and drug merchants responded to the mail survey. Only summary statistics are given.
  

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• Factors Affecting Outshopping in Rural Communities: A Logit Analysis
• Bastow-Shoop, Holly E., Timothy L. Mortensen, Brenda L. Elkstrom, and F. Larry Leistritz
• ACRA, Spring 1989 14 pp. = $ .70
• This article examines the effect of both individual and community characteristics in determining the extent of outshopping in several relatively isolated nonmetropolitan communities that are typical of states in the Midwest and Great Plains. The sample for this study included over 500 households from six communities in North Dakota. Each respondent was asked in what town they obtained the majority of six goods or services, which were available in all six towns: food, hardware, banking services, furniture, automobiles, and clothing.
  

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• A Directory of Software for Marketing Educators
• Berman, Berry, Hofstra University, Hempstead, NY
• December 1985 9 pp = $ .45
• Contains a list of marketing related software available including short descriptions of the software, prices and sources.
  

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• The Impact of Foreign Ownership on U.S. Retailing
• Berman, Barry, Hofstra University, Hempstead, NY 11550
• Working Paper: Berman 13 pp. = $ .65
• A presentation and documentation of the extent of foreign involvement in American retailing primarily in the food and general merchandise areas. The report substantiates extensive foreign ownership and discusses some of the reasons for this involvement as well as the author's observations about the pattern and implications. Bibliography.
  

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• Shopper and Retailer Perceptions of Relative Strengths and Weaknesses of Sixteen Business Districts
• Berman, Barry, Hofstra University, Hempstead, NY 11550
• ACRA, April 1983 18 pp. = $ .90
• A comparison of the perceptions of retailers and shoppers regarding the positive and negative aspects of sixteen Long Island business centers.
  

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• Reflections on Retailing's Price War
• Berry, Dr. Leonard L., Texas A & M University
• 4 pp. = $ .25
• This paper analyzes the overuse of "Sales" in today's marketplace. It examines the effects; lessening the impact of a sale, sacrificing the trust of customers, and competing on a basis that can easily be matched by competitors. It also discusses alternative options to the sale.
  

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• Methics: Teaching Ethics in the Retailing Classroom
• Bol, Jam Willem, John B. Gifford, Miami University (Ohio)
• ACRA, Spring 1988 12 pp. = $ .60
• The authors outline a game similar to Scrupples which they have designed to expose students to ethics in the classroom.
  

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• Word of Mouth Advertising: An Exploratory Study
• Bolen, William H., Ph.D., Georgia Southern University, Statesboro, Georgia 30460-8154
• ACRA, Spring 1991 13 pp. = $ .65
• This is a study discussing if retailers really understand the importance of word-of-mouth advertising to the retail business and if "yes" do they understand how it might be promoted? Funded? Evaluated? Answers to these questions and related questions form the foundation for the exploratory research into the topic of word-of-mouth advertising from the retailer's point of view.
  

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• Product Talk: Focus Groups in Product Development
• Brannon, Evelyn L., Anderson, Lenda Jo, Auburn University, Auburn, AL 36849
• ACRA, Spring 1990 12 pp. = $ .60
• A paper that identifies specific issues in the interpretation of focus group interviews and suggests refinements in the reporting of focus group interviews. Factors that influence the flow of talk include the emergence of a dominant member, evidence of group solidarity, impression management strategies, psychographic characteristics, and consumers' experience level. Suggested techniques for exploring affective responses include projectiles, thought listings, and creative writing. The paper concludes with a discussion of the role of the academic researchers reporting on focus groups in the product development process.
  

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• Teaching Retail Merchandise Management: A Computer Model
• Brickley, George, University of Texas at Arlington, Arlington, TX 76019
• ACRA, Winter 1983 23 pp. = $1.15
• A detailed explanation of a computer model developed for an advanced merchandise management course. Discusses the purpose of the model, and how it directly related to other material covered in the course, and includes a detailed description of how the model was built. (Spread sheet can be used with super Calc; also with slight modification, with Visi Calc and Multi Plan).
  

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• Use of a Company Problems as an Aid to Teaching Retailing
• Brickley, George, College of Business, University of Texas at Arlington, Arlington, TX 76019
• ACRA 1982 15 pp = $ .75
• An example of a student research report on a store segmentation study. Includes conclusions of student report, questionnaire, and sample findings.
  

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• Teaching Retail Merchandise Management: A Computer Model Update
• Brickley, George, University of Texas-Arlington, Arlington, TX 76019-0469
• ACRA, Winter 1984 28 pp. = $1.40
• This is an update of the earlier application of micro computers to teaching retail merchandising. It reflects improvements based on actual class use and the increased availability of "spread-sheet" programs. This paper provides a detailed explanation of how to use the micro computer spreadsheet in a retail merchandising course, along with the formulas needed for computing a six month plan with either "Visicalc" or "Multiplan."
  

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• Buying and Merchandising Procedures Performed by Apparel Retailers Who Attended Educational Workshops at the Dallas Apparel Market 1979-1981
• Brooks, Maureen Webb, Delta State University, Cleveland, MS 38733
• ACRA, Spring 1984 29 pp. = $1.45
• A presentation of the profiles and merchandising activities of 50 small retailers who attended workshops held by the Fashion Merchandising Consultant Service (FMCS) at Oklahoma State University. The findings indicate that the small retailers are in fact using the merchandising tools that were taught in the FMCS classes at the Dallas Merchandise Mart.
  

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• Retailing and Private Label Apparel: Preparing Students
• Burdaiski, Doreen   ACRA Spring Conference, Montreal 2003
• This study identifies the executive position responsible for coordinating the development, execution and delivery of private label product for the retailer.  It also defines the various responsibilities of that executive

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• Retail Executives’ Perceptions of Competencies Essential for Entry-Level Success in Fashion Merchandising
• Buckingham, Lynn, Ann Paulins, Ohio University, Athens, OH 45701-9970
• ACRA, Spring 1993 14 pp. = $ .70
• A study examining how retail executives rank core competencies essential for entry-level positions. Among those discussed are merchandise buying, basic retail math, decision-making techniques, and ethical management practices. The degree to which executives agree on these competencies is also studied.
  

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• The Antecedents and Consequences of Customer Satisfaction Using Actual Garments and Actual Purchase Situations
• Burgess, Brigitte W. And Mary Frances Drake, University of Tennessee-Knoxville
• ACRA, April 1994 16 pp.= $.80
• This study looks at a model of antecedents and consequences of satisfaction. It examines how expectations, satisfaction, post-purchase attitudes and post-purchase intentions are related. The survey involves insulated gloves and jackets.
  

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• The Consumer Culture: Implications for Retail Strategy
• Burns, David J., Youngstown State University, Youngstown OH 44555
• The consumer culture of Western society is based on materialism and the acquisition of goods. The role of retailers includesnot only aiding in this acquisitional pursuit, but also fulfilling social needs and even personal self construction. This paper explores the relationship between retailing and the consumer culture from an historical perspective, examining issues of non-market need pairing and self construction and developing conclusions pertaining to retail strategy.
  

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• Children as Consumers: Implications for the Retail Offering
• Burns, David J., Youngstown State University; Lanasa, John M. and Lackman, Conway, Dusquesne University
• ACRA 1995 5 pp.= $.25
• The role of children (4-12) in consumer activities had undergone a significant change over the past several decades. Children are increasingly involved in the consumer activities of their households. The approaches available to retailers to address the role children play in such activities are discussed and evaluated.
  

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• Consumers' decision-making style: Relationships with attitude toward consumer free-riding activity
• Burns, David J.
• ICSC / ACRA Las Vegas Conference   May, 2002
• This study examines the relationship between consumer decision-making and attitudes toward consumer free-ricing.  Differences are observed.

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• Image Transference and Retail Site Location: An Intratype Analysis
• Burns, David
• NYC 1996 pp. 4 $ .20
• The focus of this paper is to investigate the image development of small, little-known retailers in shopping centers, particularly as they may be influenced be the other better known stores in the center.
  

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• Security and the Suburban Regional Shopping Mall: Where Should the Focus Lie?
• Burns, David J., Youngstown State University, Youngstown, OH
• Working Paper: Burns 4 pp. = $ .20
• The thesis of this research is that fear of crime and personal safety are issues of great concern for consumers as well as retailers and mall managers alike and that consumers will tend to increase their purchases through nonstore based retailing through catalogs, televisions shopping and computer shopping in the future.
  

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• Suburban Regional Shopping Mall Image: Relations with Mall Location and Mall Preference
• Burns, David J., Youngstown State University, and Rayman, Dale M., Tiffin University
• ACRA, Winter 1995 10 pp.=$.50
• The objective of this study was to determine the images which individuals hold of the regional shopping center closest to their place of residence as well as a more distant regional shopping mall, and to relate these images with individuals’ stated mall preferences.
  

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• Materialism as a manifestation of hostility: Implications for Retailers
• Burns, David J.
• ICSC / ACRA Las Vegas Conference  May, 2002
• Examines the correlation between hostility and materialism.

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• Exploring Supermarket Retailing: The Case of the Service Meat Counter
• Burns, David J., Youngstown State University; Peter W. Smith, University of Wisconsin-Green Bay
• ACRA, April 1994 4 pp.= $.20
• This study examines the consumers behavior in using the service meat counter in supermarkets, as compared to the self-service meat counter. The purpose is to examine those individuals who use the service meat counter and their reasons for doing so.
  

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• The Evolution of the Suburban Regional Shopping Mall
• Burns, David J., Youngstown State University, Dale M. Lewinson, University of Akron, E. Terry Deidrick, YSU
• ACRA, Spring 1993 5 pp. = $ .25
• This article presents the historical development of suburban regional shopping malls and its related effects on the department stores. It concludes with an analysis of their status today and the causes of their difficulties.
  

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• Materialism: The Role of Locus of Control
• Burns, David  ACRA Spring Conference Montreal 2003
• The focus of the study is to reexamine the relationship between locus of control and one=s adherence to the value of materialism using an improved scale to measure locus of control B Levenson=s (1974) revised scale which recognized three factors B internal, powerful others, and chance.

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• An Examination of Ethical Perceptions of Retail Situations and Machiavellianism
• Burns, David J., Youngstown State University
• ACRA, Spring 1993 7 pp. = $ .35
• A re-exploration of the possible relationship between one’s level of Machiavellianism and ethical perceptions of questionable retail situations. The study’s findings are consistent with previous research.
  

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• Burns, David J and Diane Ciba, E. Terry Deiderick
• ACRA Spring Conference, 1998 pp. 4 $ .20
• The objective of this study is to examine the issue of channel power with one industry - the automotive industry. This was accomplished by exploring the historical dimensions of channel power, examining the changes occurring in automobile distribution and promotional methods.
  

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• Ethics in Retail Buying: Perceptions of Future Retail Personnel: A Preliminary Examination
• Burns, David J and Jeanette Jaussand Arbuthnot
• ACRA Retail Conference, 1998 pp. 4 $ .20
• The objective of this empirical study is to provide a basis for understanding ethics in the relationship between retailers and vendors among future retail personnel. First, the literature on ethics in industrial buying will be explored to provide a foundation for this study. Second, the importance of examining the ethics of the relationships with vendors by retailer will be established, Finally the ethical perceptions of future retail buyers based on a number of potentially ethically troublesome situations involving vendors will be identified.
  

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• Image Advertising in Retailing: A Conditioning Theory Perspective
• Burns, David J., Youngstown State University, Youngstown, OH 44555, Peter W. Smith, University of Wisconsin - Green Bay, Green Bay, WI 54311-7001
• ACRA, Winter 1993 5 pp. = $ .30
• Using fast-food franchises, this paper made a study of the positive and negative attitudes resulting from positive and negative advertising. It examines the existence of affect transfer as based on the theory of classical conditioning.
  

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• A Study in Retail Atmospherics: The Case of the "Power Aisle"
• Burns, David J., Youngstown State University, Youngstown, Ohio, Peter W. Smith
• ACRA, Spring 1993 6 pp = $ .30
• A study on the effects of environmental cues on the image of price, products, and the retailer as a whole. A case study of a warehouse grocery store using a "power aisle" floor plan is used. The seniotics of the power aisle is examined.
  

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• Relative Influence of Husbands and Wives Upon the Adoption of New Products
• Burns, David J., Purdue University, West Lafayette, IN
• 11 pp. = $ .55
• This study discusses the purchasing behavior of husbands and wives and those characteristics needed to try a new product. They determine which partner has the dominant influence and why. The study's sample is taken from a suburb of Cleveland.
  

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• Direct Marketing: Is Risk Minimization Always the Best Strategy?
• Burns, David J., Williamson School of Business, Youngstown State University, Youngstown, OH, 44555
• ACRA, Spring 1991 2 pp. = $ .10
• The objective of this paper is to examine the assumption that risk-reduction is a necessary part of a direct marketing strategy mix. This paper will present the proposition that risk-enhancement may actually be an appropriate strategy in some instances, because the appropriate strategy vis-a-vis risk is contingent upon the risk preferences of a given market segment, or a firm's target market.
  

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• Retail Ethical Perceptions of Business Students: An Interinstitutional Comparison
• Burns, David J., Purdue University, West Lafayette, IN 47907,Fawcett, Jeffrey K., Cedarville College, Cedarville, OH 45314
• ACRA, Spring 1990 12 pp. = $ .60
• A study that further investigates and compares the ethical perceptions of undergraduate business students attending a major midwest public university were compared to those students attending a private conservative protestant college.
  

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• Site Selection: Effects of Image Transference
• Burns, David J., Williamson School of Business, Youngstown State University, Youngstown, OH 44555
• ACRA, Spring 1991 5 pp = $ .25
• This article discusses the fact that Site Selection is a critical issue in the ultimate success of a retail establishment. Unlike other primary decisions in retailing, the selection of a poor site is a difficult decision to change and is a decision which usually cannot be adequately compensated for by changes in other store attributes (Goldstucker, Bellenger, Stanley and Otto 1978; Stern and Sturdivant 1987). Site Selection is even more important for small retailers than it is for retail chains. Since most small retailers are not traffic generators - most are unable to attract large numbers of customers to their places of business solely on their accord (Nielson 1958) - they depend largely on the customer traffic generated by larger stores, or the "anchors" of a shopping area.  The objectives of this study is to investigate whether the image of the anchor store of a shopping complex will materially affect the image given to a small retailer existing in the same complex.
  

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• Excuses: A Potential Result of an Unsatisfactory Shopping Experience
• Burns, David J.
• ACRA, 1992 Dallas 4 pp. = $ .20
• This paper will explore one type of common response to a suboptimal purchase situation which cannot be 'undone'--where the decision maker attempts to separate himself/herself from the decision via excuse-making. This investigation will begin by establishing the rationale or "need" for making excuses. It will further explore the role of excuses in purchasing behavior. Finally, it will identify several of the basic "types" of excuses.
  

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• Abstract of Ethical Perceptions of Business Students on Retail Situations: Residential Versus Commuter Campuses
• Burns, David J.
• ACRA, April 1992, Dallas 4 pp. = $ .20
• The objective of this study was to further investigate and compare the ethical perceptions of undergraduate business students attending differing universities. The ethical perceptions of students attending a public residential university will be compared with those of students attending public commuter universities.
  

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• Retail Salespersons: Improvements of the Prospecting Function
• Burns, David, Youngstown State University
• ACRA, January 1992, NYC Combined Conference with NRF 14 pp. = $ .70
• This article explains how the salesperson can be more efficient and productive when serving the customer. By asking the customer a few questions based on uniqueness and innovativeness, the salesperson can tailor his/her sales to better meet the customer's wants and needs.
  

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• A Comparison of Retail Fabric Customers of Fabric Chain Stores, Independent Fabric Stores and Home Sales Representatives
• Caldwell, Lark F., Texas Christian University, Fort Worth, Texas 76129; Marian H. Jernigan, Texas Woman's University, Denton, Texas 76204
• ACRA, Winter 1988 13 pp = $ .65
• A survey of 220 customers shopping for retail fabrics. The study shows an increase in sales of sewing machines, fabrics, patterns, and notions in the '80s. The need to respond to changing life-styles as pertains to the future of fabric retailing is examined.
  

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• An Historical Perspective on the Growing Importance of Retailing
• Cannon, Hugh M., Kelly, J. Patrick
• ACRA, April 1992, Dallas 21 pp. = $1.05
• This paper argues that the relative importance of marketing institutions is determined by the importance of the functions they perform. These functions, in turn, change with the economic development of society. Given the current stage of economic development in America, retailing is playing an increasingly important role as a marketing institution. Consistent with its growing importance. Retailing should emerge as the leading discipline among marketing educators and scholars. It should provide a body of theory that will help society interpret current marketing events and prepare future managers to address the changing needs of the marketplace.
  

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• Fashion Retailing - Effect of Markdown on the Rate of Sale
• Carlson, Phillip, Emory University, Atlanta, GA
• ACRA, Winter 1983 20 pp. = $1.00
• A visual and graphic presentation of implications of a consistent markdown policy upon control, profits, inventory, turnover, cash needs, and decisions in the retailing environments. These are the overheads to accompany "A Systems View Retail Fashion Planning and Operations." Item #RCarP 83.
  

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• Fashion Retailing: Economic Initial Orders
• Carlson, Phillip, G., Emory University, Atlanta, GA
• November 1986 8 pp. = $ .40
• A computer program in BASIC and an explanation which allows retailers to choose the optimal order size and service alternatives for their department. The method relates the frequency function of demand, the unit profit on a full retail unit sale and the unit loss on a marked down unit sale.
  

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• A Systems View of Retail Fashion Planning and Operations
• Carlson, Phillip, School of Business Administration, Emory University, Atlanta, GA 30322
• ACRA, Winter 1983 20 pp. $1.00
• A study of coordinating departmental functions in a retailing organization in order to maximize its profitability. Defines departmental functions (planning, style selection, timing, in-floor decisions, and data base design and maintenance). Concentrates almost exclusively on the areas of planning and on-floor decisions. See Item # PCarP83 for overheads to support this paper.
  

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• Canadian Retailing: A Profile as of 1983
• The University of Western Ontario, London, Ont., Canada N6A 3k7
• 63 pp. = $3.15
• This is an extensive reference note which provides a descriptive profile of the Canadian retailing industry and its consumer marketplace. A valuable tool for understanding Canadian retailing and an example of what might be done to profile a retail market.
  

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• The Interaction of Retail Density and Music Tempo
• Chebat, Jean-Charles    ACRA  Spring Conference, Montreal 2003

• This study examines the interactive effects of two often studied atmospheric cues – retail density and music tempo.  Based on a schema incongruity model it is found that shopper experience are highest under conditions of slow music/high density and fast music/low density.  The results underscore the need to examine interactive effects of atmospheric cues to more fully understand the effects of the store environment on shoppers.

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• Exploring the Role of Consumer Experience in Building Relationship Commitment with the Internet Channel
• Carpenter, Jason and Marguerite Moore
• ICSC / ACRA Las Vegas Conference  May, 2002
• The current study examines knowledge-based prior experience, communicatin and trust for their impact on relationship commitment.

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• Reasons Behind the Rush to Leave
• Carter, Susan G., J. Patrick Kelly, Brigham Young University, UT
• NRMA, January 1983 4 pp. = $ .25
• This paper analyzes the problem of junior executive turnover in retaining. It identifies some of the conflicts and advises the retailers.
  

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• The Catalogia Story
• ACRA, Spring 1984 1 p. = $ .25
• A brief explanation of the history and concept of Catalogia, an innovative world wide electronic catalogue shopping retailer.
  

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• An Exploratory Study on College Students’ Outshopping Behavior
• Castellani, Gabriella, Choi, Soonhwa, Wang, bin, and Schrank, Holly L., Purdue University, West Lafayette IN 47907-1262
• ACRA, Spring 1999 16 pp = $.80
• Consumers’ outshopping refers to purchases made outside their local communities. Local outshopping behavior is critical to economic well-being of the community, the employment rate, tax revenue, and community visibility and pride. This study investigates college students as a unique group of consumers. The paper studies college students’ outshopping behavior, characteristics of student outshoppers, and factors influencing their outshopping propensity.
  

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• Merchandising to the Hispanic Consumer: The Catalog Approach
• Cavender, Dorothy H., Auburn University, Auburn, AL
• ACRA, Spring 1990 5 pp. = $ .25
• A report of the 21 million Hispanic consumers that provide a golden opportunity for catalogers who are looking for new market riches.

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• An Analysis of Mental Processes, Behaviors, and Job Satisfaction of Apparel Product Developers and Traditional Retail Buyers
• Choi, Young-Eun and LuAnn Ricketts Gaskill
• This study presents an analysis of specific job characteristics, job contents and behaviors in the two diverse merchandising line development process of traditional retail buying and apparel product development." A random sample of 250 from each group was surveyed through self-administered questionnaires. ANOVA, MANOVA and Chi-Square statistics were performed in the analysis of the data. It was determined that "Significant differences were found between apparel product developers and traditional retail buyers.
  

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• Center for Apparel Marketing and Merchandising, Oklahoma State University, Stillwater, OK
• ACRA, Spring 1984 14 pp. = $ .70
• Copies of the newsletter and research report produced by the Center for Applied Marketing and Merchandising at Oklahoma State University.
  

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• Pricing Accuracy at Stores That Use Scanners in the USA: An Analysis of Three National Studies
• Clodfelter, Richard
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• Three national studies aimed at gauging the accuracy of scanners with regard to price have been conducted in recent years. The FTC presented an initial study in 1996 as well as a follow-up study in 1998. Meanwhile, the University of South Carolina was conducting a similar study that was released in 1997. This study is an analysis of these three studies that should provide detailed description of pricing accuracy by scanners in the United States. Included are recommendations that could have a "direct implications for retailers."
  

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• Preemployment Integrity as a Means of Controlling Employee Theft
• Cochran, T. Kathleen Ph.D., Jernigan, Marian Ph.D.
• ACRA, April 1992, Dallas 10 pp. = $ .50
• This study was designed to investigate the use of integrity tests by leading discount and full-price department and apparel specialty stores and to determine the relationship between an individual's integrity test score and his/her level of moral reasoning.
  

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• Outshopping: A Retail Dilemma for a Mid-Western Community
• Cosco, Laura
• ACRA, April 1992, Dallas 12 pp. = $ .60
• This study was conducted to determine the degree of outshopping in a mid-western community. Once the propensity for outshopping was established, the specific categories of goods sought were explored. The literature suggests that, demographically, outshoppers are younger, well educated and have a relatively high income. This study supports this premise but also found evidence of a broader group of outshoppers. Implications for strategic retail planning are discussed.
  

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• Predicting Retail Sales Productivity Using Pre-Employment Interview Data
• Cox, Charles E., Washington State University, Pullman, WA 99163; Barbara Kay Fuller, Winthrop College, Rock Hill, South Carolina 29733
• ACRA, Spring 1987 20 pp. = $1.00
• This study reports on the relationship between sales productivity and data about interviewees, such as personality characteristics, experience, and test scores. The research was completed by sampling 148 applicants hired for sales positions at a major retail department store.
  

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• Sourcing in Mexico - Experiences of Textile Apparel Manufacturers
• Craig, Jane S. and Ann DuPont, The University of Texas at Austin
• ACRA, Spring 1989 6 pp. = $ .30
• This preliminary study indicates substantial use of the maquiladora program by large scale, established U.S. apparel manufacturers in Texas.
  

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• An Investigation of Fashion Oriented Consumers and Their Use of Brand name and Store Type When Forming Perceptions of Apparel Quality
• Crane, Tara C
• Crane: 11 pp. = $ .55
• The purpose of this research was to investigate demographics and psychographics of high and low fashion oriented consumers. Differences between the two groups as they relate to brand name and store type were also investigated. The independent variables include high and low fashion orientation, four store types, and two brand names, the dependent variable was consumers' perception of apparel quality.
  

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• Factors Influencing Training Effectiveness for New Retail Sales Associates
• Curry, Nettavia D., Linda K. Good, Michigan State University
• ACRA, April 1994 17 pp.= $.85
• This paper studies the effectiveness of retail training programs and how training is related to and predicts trainee performance on the job. The study incorporates the following variables: locus of control, motivation to transfer, learning, performance and transfer of training. It also provides recommendations for improving the effectiveness of training programs.
  

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• Small Retail Businesses: If They're So Important, Why Isn't Anyone Looking at Them?
• Rayman, Dale, David J. Burns
• 10 pp. = $ .55
• A survey of existing literature revealed a surprising dearth of scholarly work focusing exclusively on small retail businesses. This article reviews such articles as do exist, offers possible reasons for the apparent oversight of this important economic segment, and presents a case for additional attention to small retail businesses.
  

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• Quick Response Utilization by the Supply Chain in Relation to Financial Goals
• Dandeo, Lisa M., and Fiorito, Susan., PhD. Florida State University, Tallahassee FL 32306-1492
• ACRA, Spring 1999 17pp = $.85
• The Quick Response strategy utilized by the textile and apparel industry was designed to shorten delivery times, improve quality, increase flexibility, and provide efficiency in the production and marketing of goods throughout the chain of distribution. This paper examines the effectiveness of the Quick Response strategy by observing the impact on firms’ financial performance.
  

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• Opportunities in Europe
• Davies, Barry J., Manchester Metropolitan University, U.K.
• ACRA, Winter 1993 11 pp. = $ .55
• A paper focusing on market development as an environmental trend in Europe based on contingent and contextual factors. Opportunities which arise from the new trends are discussed.
  

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• Visual Merchandising Education Research
• Davis, Diane, Purdue University, West Lafayette, IN 47907
• ACRA, Winter 1988 31 pp. = $1.55
• A survey of 25 individuals holding a variety of positions in department store, specialty store, and display specialty firms. The study identifies skills and abilities needed for effective visual merchandising in retailing. The backgrounds of professionals in the field and the activities involved in their jobs are examined.
  

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• A Framework for the Consideration of Changes in Retailing in the European Economic Area
• Dawson, John, University of Edinburgh, Edinburgh, EH8 9JY, Scotland
• The paper proposes changes to the retailing framework in the European Economic Area in response to the turbulent and challenging new environment developing. It discusses five dimensions from which the framework should be formed: market variety, industry structure, environmental dynamics, organizational dynamics, and governmental intervention.
  

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• A Survey of Customer Services Offered By Traditional Department Stores
• Diamond, Saul, University of Northern Iowa, Cedar Falls, IA
• ACRA, Winter 1980 20 pp. = $1.00
• The study addresses the question of services offered for sale in traditional department stores as they move to respond to the growing role of service in the American economy. The study is based on 214 responding stores in 43 states. The findings indicate that none of the innovative "profit making" services had moved into the top 25 services offered.
  

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• Comparison of the Perceptions of Buyers and Divisional Merchandise Managers Regarding Skills Necessary for a Successful Buyer: The Traditional Department Store
• Dickinson, Roger, Myron Gable, Elizabeth Mariotz, University of Texas - Arlington, Purdue University, Philadelphia College of Textiles
• ACRA, Spring 1985 13 pp. = $ .65
• A study of 70 buyers and 13 divisional merchandise managers found that for most items on the scale, the two positions agreed on the importance. Both groups ranked the skill of negotiating very high, and agreed that the use of computers for decision making was the lowest ranked skill by both groups.
  

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• The Compatibility Index: An Illustrative Case
• Dickinson, Roger, Fred Harris, Sumit Sircar
• NRMA, January 1987 7 pp. = $ .35
• An example of the compatibility index, which compares observed market share to the expected one, measures the ability to induce crossover purchases and determines the degree of multi-product market power. Data provided by Marvin Rothenberg in "The Merchandise Information Report developed by the Customer Intensification System for Management Planning Report."
  

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• Critical Success Factors and Retail Management
• Dickinson, Roger, Charles Ferguson, Sumit Sircar, University of Texas at Arlington, Arlington, TX 76019-0469
• Working Paper, February 1984 21 pp. = $1.05
• An analysis of the concept of Critical Success Factors and how they might be applied to retail management analysis. This is an update of the earlier item # M Dic 83.
  

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• Gordon Howell Revisited: Academic Business Research and the MBA
• Dickinson, Roger, Anthony Herbst, University of Texas at Arlington, Arlington, TX 76019; John O'Shaughnessy, Columbia Graduate School of Business, New York, NY 10027
• ACRA, Winter 1983 18 pp = $ .90
• A discussion of the future directions of academic business research. Specifically deals with the questions of how an institution can develop a quality MBA program, what the current defects in these programs are (with an emphasis in finance, management, and marketing), and how changes in the area of academic business research can remedy these defects.
  

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• Large Retailers and Innovative Retail Forms
• Dickinson, Roger, Department of Marketing, University of Texas at Arlington, Arlington, TX 76019
• ACRA, April 1982 17 pp. = $ .85
• An analysis of the conditions for innovation in retailing and the problems confronted by the large retailer in attempting to be a true innovator. Concludes with recommendations for the role of large retailers with regard to retail innovations. Bibliography.
  

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• The Marketing Concept Revisited
• Dickinson, Roger, Anthony Herbst, University of Texas at Arlington, Arlington, TX 76019; John O'Shaughnessy, ColumbiaGraduate School of Business, New York, NY 10027
• ACRA, Winter 1982 18 pp = $ .90
• A discussion which makes and reviews criticism of the marketing concept to help better identify its domain and work out the implications of its limitations; offers suggestions for the marketing discipline on the basis of these criticisms. Bibliography.
  

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• Price Compatibility: The Department Store
• Dickinson, Roger, University of Texas - Arlington, Arlington, TX 76019-0467; Myron Gable, Shippensburg University, Shippensburg, PA 17257; Marvin Rothenberg, Rothenberg Associates, New York; and Julian Yudelson, Rochester Institute of Technology, Rochester, NY 14623
• ACRA, Winter 1986 16 pp. = $ .80
• A working paper on the concept of Price Compatibility as a tool for relating merchandise classifications within a broader offering. The problem of defining and measuring market share in a complex scrambled, retail environment is discussed.
  

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• Risk in Retail Decision Making
• Dickinson, Roger, Mike Gable, Anthony Herbst, Beth Mariotz, University of Texas, Arlington, Arlington, TX 76019
• ACRA, Winter 1985 17 pp. $ .85
• A critical examination of the problems associated with the financial definition of risk as a basis for management decision making, particularly in a retail setting.
  

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• Discount Rates and Retail Management
• Dickinson, Roger, Charles Fergusen, and Sumit Sircar, University of Texas, Arlington, TX 76019
• ACRA, Winter 1983 14 pp. = $ .70
• Defines and examines the advantages of critical success factors in terms of their retail decision making applications. Applications discussed in detail are (1) avoidance of pitfalls, (2) goals and objectives, (3) planning, (4) organization, (5) other decision making, and (6) small business.
  

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• Some Thoughts on the Philosophy of Science
• Dickinson, Roger, University of Texas at Arlington, Arlington, TX 76019-0469
• ACRA, Winter 1984 21 pp. = $1.05
• A look at the intellectual and philosophical roots of the study of marketing and retailing as an intellectual discipline. The author decries the excessive reliance on quantified empiricism to the exclusion of creativity and insight in marketing research.
  

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• Capital Budgeting for Marketers--A Comment
• Dickinson, Roger, Anthony Herbst
• 10 pp. = $ .50
• This paper discusses the problems of various financial capital budgeting models used for marketing decisions. It also suggests possible alternatives.
  

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• Pricing at Retail
• Dickman, Roger
• ACRA, April 1992 Dallas 23 pp. = $1.15
• In this paper the author covers such things as strategy and price, characteristics and basics of pricing, passive pricing methods, aggressive pricing methods, neutral pricing methods, special pricing considerations, and possible ramifications. This is all done with respect to price.
  

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• The Intellectual Heritage of Retailing
• Dixon, Donald F., Temple University, Philadelphia, PA 19122
• UNK, October 1, 1982 29 pp. = $1.45
• The paper presents examples of retailing literature and instruction dating from the seventeenth century. It addressed the areas of store location and design, merchandise offering, promotion, and pricing. Starting with the Compleat Tradesman (1684), this paper provides gems of wisdom that are still valid today. It appears that the basic principles of retailing have not changed very much, and moreover, the right location, a good reputation, active turnover, and strong but honest selling have been recognized as the keys to success for over three hundred years. The advice concerning goods which are no longer in style that "one must not hesitate; one must take a loss in order to rid one's self of it at whatever price" is over 300 years old, and yet is not fully appreciated by many merchants in the 1980's. The materials from the 18th and 19th centuries are even more detailed and operational. The paper in total, provides a fascinating insight into the roots of the study of retailing which it portrays. It offers a well documented, insightful picture of the history and development of retail thought over a period of three centuries.
  

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• Consumer Perceptions of a Supermarket’s Private-Label Program
• Donnellan, John
• ACRA Spring Conference, 1998 (Washington, DC) pp. 14 $ .70
• In today’s over-assorted shopping environments, how do consumer perceive private labels as product-choice alternatives? Are there differences in these perceptions by product category? Do various demographic groups perceive private labels differently? These are the issues addressed in this research.
  

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• Functional Competencies for Managers in Retail Organizations
• Donnellan, John, Department of Consumer Studies, University of Massachusetts, Amherst, MA 01003
  ACRA, Winter 1999 16 pp = $ .80
• The continuing job-role changes within the retail industry necessitate an on-going assessment of the effectiveness of retail education in preparing students for retailing careers. This study is an industry perspective of the relevance and importance of specific academic and functional competencies as preparation for careers in retailing.
  

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• Hospital Gift Shops as Retail Enterprises
• Donnellan, John
• ACRA Spring Conference, 1998 (Washington, DC) pp. 18 $ .90
• The survey questions covered topics relating to sales and profitability, merchandise assortments, management structure, and promotional efforts in hospital gift shops. Questions concerning threats to the viability of hospital gift shops were also included in the survey.
  

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• Educational Requirements for Management-Level Positions in Shopping Centers
• Donnellan, John
• ACRA Spring Conference, 1998 (Washington, DC) pp. 19 $ .95
• This is a study of the educational preparation and functional competencies required for shopping-center management careers. The results are based on a survey of major shopping-center practitioners, and college educators with programs intended to prepare students for retailing careers.
  

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• The Relationship Between Line and Staff Managers in a Supermarket Chain
• Donnellan, John, University of Massachusetts, Amherst, MA 01003-6910
• ACRA, Spring 1999 16 pp = $ .80
• This paper examines the differences between line and staff managers in a supermarket chain, surveying each group’s perception of the other. Studies included empathy and cooperation, general effectiveness of communication, and work-related interactions between the two groups. Findings show no differences in demographics, but significant differences between mean responses of both groups.
  

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• Taiwan and U.S. Off Price Apparel Stores: a Comparative Analysis of Retail Institutional Evolution
• Douglas, S.U., Michelle A. Morganosky, University of Illinois, Urbana, IL 61801
• ACRA, Winter 1986 16 pp. = $ .80
• An examination of the cross cultural development of off price retailing in two contrasting retail environments based on a survey of retailers in the U.S. and Taiwan. In spite of the small sample of Taiwanese retailers, the paper provides a valuable insight into the development of retail institutional forms in diverse cultures.
  

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• Retailing in Europe: Crossing the Borders
• Dr. Drtina, Tomáš, INCOMA Praha, 101 00 Praha 10, Czech Republic
• ACRA, Spring 1999 13 pp = $ .65
• This is an explanation of the current state of retailing in Europe. Specifically, this study discusses the trend toward internationalization and globalization of trade and retailing. It looks in detail at the Czech Republic as a case example of this trend in retailing.
  

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• Retailers Next Challenge: Unions
• Dunne, Patrick, Texas Tech University and Laner, Alan of Laner, Muchin, Dombrow, Becker, Levin, and Tominberg, Ltd.
• ACRA, Winter 1992, NYC 15 pp. = $ .75
• Retailers in the latter half of this decade will begin to face a labor shortage in the 14 to 25 year old age group, as well as the women without children at home category. Some retailers believe that this could be the impetus for labor unions to enter the picture. This paper looks at the reasons that cause employees to seek out union support and suggests corrective actions that retailers can take now to prevent union problems.
  

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• Patrons of Home Centers and Small Hardware Chains: An Exploratory Comparison
• Duganne, David, David Burns andE. Terry Deiderick
• ACRA/NRF January 2000 Conference, New York City
• Consumers today are faced with a plethora of choices when it comes to these home improvement centers. While some of the smaller competitors have disappeared with the arrival of the larger national chain center, some have survived, and even flourished. "The purpose of this study… is exploratory in nature…and examines the patrons of (these) chain home centers and small hardware stores." The focus of this study is "how do the patrons of these stores differ?"

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• Resolving Ambiguity in the Marketplace.  The Continuing Impact of a Market Spoiler
• Dunnett, Jane, Stephen Arnold and Jay Handelman
• ACRA Spring 2000 Conference, Toronto, Canada
• In addition to theoretical implications (discussed), understanding the ability of some organizations to influence the market and consumers’ attitudes by modifying the relative saliency of specific store attributes in consumers’ minds may have significant managerial and social benefits. Retailers should realize the importance of managing their image in the public eye.  Discussed are theories and previous studies, a background of the research, the author’s methodology and their results. Also provided are tables and charts for clarification and understanding.
  

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• Retail Internship Program: Building a Strong Infrastructure
• DuPont, Ann M., The University of Texas at Austin
• ACRA, Spring 1989 6 pp. = $ .30
• The purpose of this study is to take a longitudinal look at an internship program that has been developed, implemented, and reviewed in a twelve year period as a critical portion of a four year university program.
  

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• Business Distance and Global Retailing, A Model of Analysis of Key Success/Failure Factors
• Dupuis, Marc, Paris graduate School of Management, Paris, France 75011
• Dupuis 17 pp. = $. .85
• The purpose of this article is to propose a preliminary model of analysis of the retail format internationalization success (the French Hypermarket in Asia)and failure(the French Hypermarket in the U.S.A.) factors due to a business distance between the domestic an d target markets creating a "prism effect" on the original competitive advantages.
  

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• Targeting the Older Consumer: Retail Marketing Strategies (a survey of the nation’s top retailers)
• Easterling, Cynthia R., Henthorne, Tony L., Loyd, Dolly D., University of Southern Mississippi
• ACRA/ICSC May 1995 13 pp.= $.65
• This study examines programs and activities utilized by some of the nation’s largest retailers in an effort to reach this important and growing segment of our population.
  

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• Management/Merchandising Training Program: A Survey of the Top 100 Retail Department Store Divisions
• Easterling, Cynthia R., Ph.D.
• ACRA, Spring 1989 12 pp. = $ .60
• This study examined retail/management/merchandising training programs in the top 100 department stores as identified in Stores, July, 1988. Data was sought concerning the history of the programs, duration of the programs, number of participants, and the length of time a newly hired trainee remained with the company.
  

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• Internet Retailing: Apparel Shopping by College Students
• Easterling, Cynthia, Dolly Loyd and Deborah Lester
• ICSC / ACRA Las Vegas May 2002 Conference
• This study focused on college-age consumers' response to apparel shopping on the Internet.  438 students in undergraduate marketing and fashion merchandising courses were asked a series of questions on why the do, or did not, buy apparel on the Internet.

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• Exploring Consumer Motives for Pursuing Retail-tainment Offerings in Shopping Malls
• Eastlick, Mary Ann, Patti Warrington, Sherry Lotz and Soyeon Shim
• ACRA Spring Conference, 1998 (Washington, DC) pp. 14 $ .70
• This exploratory study reports the results of two surveys on intrinsic and extrinsic motives for pursuing entertainment, service, and/or merchandise offerings in regional shopping malls.
  

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• Understanding Retail Markets Through the Shift Approach
• Eastlick, Maryann, Richard Feinberg, Richard Widdows, Purdue University
• ACRA, Spring 1988 21 pp. = $1.05
• The authors compare relative gains or losses in individual market areas to those experienced in the total market as a measure of economic change.
  

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• Retail Sales: More Basic Than People Think
• Eastlick, Mary Ann, Richard A. Feinberg, Richard Widdows, Purdue University, West Lafayette, Indiana 47907
• ACRA, Winter 1988 21 pp. = $1.05
• A study showing the stability of retailing within the various states. Individual states are not prominent in the total retail world. Data included is total annual retail sales, total annual value added by manufacture, and annual population estimates for each state.
  

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• Assessing the Strength of Motives For Mail - Catalog Patronage
• Eastlick, Mary Ann, University of Kentucky, Lexington, KY 40506-0050; Feinberg, Richard A., Purdue University
• ACRA, Spring 1990 25 pp. = $1.25
• A study whose purpose was to examine patronage motives of mail catalog shoppers.
  

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• Hispanic-American and Mexican-National Consumers, Ethnic Identity and Retailer Attribute Preferences
• Eastlick, Mary Ann, The University of Arizona, Tucson, AZ 85721
• ACRA April, 1996 15 pp.= $.75
• The purpose of this study was to compare retailer attribute preferences of Hispanic-American and Mexican-national shoppers in a southwestern city located in close proximity to the Mexico border and to examine the influence of their cultural identities on these preferences to help retailers develop effective marketing strategies for Mexican markets as well as target diverse ethnic groups of many U.S. retail markets.
  

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• The Effects of Ethnicity and Product on Informational Influence
• Increases in minority population lead to increased purchasing power for that population. Companies need to focus sales and advertising on these markets, and this article reviews several steps to focus on these markets
  

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• Exploring ther Relationships Between Consumers and Apparel manufacturers Through Profit Communication
• Endo, Seiji and Doris Kincade
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• The purpose of this study was to investigate how to reduce the communications distance between consumers and manufacturers by identifying consumer preferences for and barriers to participation in the apparel manufacturing process." Using a random sample of graduate students, this study was able to analyze responses and provide suggestions for improvement. Included is an extensive background of current market conditions, description of research methods used and the results of the research.
  

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• Teaching Retailing to the Non-Traditional Student: Instructing the Artisan/Entrepreneur through Seminar Approach
• Everett, Judith, Greenwood, Kathryn Dr., Joy, Kay, Swanson, Kris
• ACRA, April 1992, Dallas 3 pp. = $ .15
• This panel discussion proposal reviews the successful "pilot program" which brought together non-traditional students and traditional university students with educators and business professionals in a seminar emphasizing basic retailing concepts. A one day seminar for artisan/entrepreneurs included discussions of pertinent issues to artists without a background in business principles or sales.
  

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• An Exploratory Study of Canadian Cross-Boarder Shopping Motivation
• This article dicusses the decline of Canadian shopping in the Unites States and the increase of U.S. shopping in Canada during the mid-nineteen-nineties. Cross-boarder shopping impacts the development and growth of the local area retail industries. The decline of Canadian shopping at U.S. retailers has resulted in business losses in the U.S. while the Canadian retailers are experiencing an incline in sales

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• Investigation of the Job Content of Small Apparel Store Buyers
• Fairhurst, Ann E., Indiana University, Bloomington, IN 47405; Susan S. Fiorito, University of Iowa, Iowa City, IA 52242
• ACRA, Winter 1988 26 pp. = $1.30
• A sample of 153 retailers from 42 different states was used in the study. The purpose was to investigate the content of a buyer's job in a small apparel store.
  

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• Analysis of Retail Employee Work Stoppages, 1953 - 1980
• Feinberg, Richard A., Charles Trappey, Purdue University
• ACRA/NRMA, Winter 1989 21 pp. = $1.05
• The patterns of American retail employee work stoppages are described for a 35 year period, including measures of duration, breadth and frequency.
  

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• Strategic Planning in Retailing: Findings From a Survey of the Top 100 Department Stores
• Feinberg, Richard A., Donna Doscica, and Stephen Recobs, Purdue University, West Lafayette, IN
• ACRA, Winter 1984 14 pp. (bibl) = $ .70
• The results of a survey of the Presidents of the top 100 department stores which asked about their perception of key issues facing retailing, the role and character of strategic planning in their organization, and the time frame they use for strategic planning. The findings indicate that the Presidents see retailing as different from other businesses, have a shorter planning horizon and generally do not see themselves as involved in planning.
  

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• So You Want to Be President: A Look at the Executives of the Top 100 Department Stores
• Feinberg, Richard A. and Patricia Gifford, Purdue University, West Lafayette, IN 47907
• ACRA, Winter 1985 7 pp. = $ .35
• An examination of the educational and professional backgrounds of the heads of the top 100 department store divisions. A comparison with the heads of the Fortune 500 found the retailers to be younger, less educated, equally male and white. Harvard is the major source of MBA degrees for this group.
  

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• Retailing Training: A Descriptive Survey of the Top 100 Retail Department Stores
• Feinberg, Richard A., and Patricia Gifford, Purdue University, West Lafayette, IN
• ACRA, Spring 1984 16 pp. = $ .80
• The results of a survey sent to the top 100 department stores indicates that the average training program lasts 42 weeks and consists of 53 trainees per year. The time is divided between floor/apprentice training (70%) and class/lecture (30%). The evidence indicates that leadership and human relations skills were becoming the greatest single portion of the training program.
  

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• There's Something Social Happening at the Mall
• Feinberg, Richard A., Jennifer Meoli, Amy Rummel, Indiana University of Pennsylvania, Indiana, PA 15705
• ACRA, January 1988 17 pp. = $ .85
• An explanation of the success of the retail mall, based on the idea that the mall is a socially stimulating environment. One study on the social behavior observed in a regional mall and a second study on the image of the mall are included.
  

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• Maybe We Want Them to Leave: Functional and Dysfunctional Turnover in Retail Management
• Feinberg, Richard A., Amy Powell Rummell, and Lisa Mataro, Purdue University, West Lafayette, IN
• ACRA, Winter 1984 14 pp. = $ .70
• An examination of the personnel records of a midwestern retailer provided the opportunity to look at turnover as either functional (serving the needs of the organization) or dysfunctional (not in the best interest of the organization). The study points out that high turnover is not necessarily a sign of problems. Many good people leave for totally uncontrollable reasons, and many poor ones do not leave soon enough. Management is encouraged to take a new look at turnover as both a positive and negative indicator of organizational health.
  

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• Pay For Performance in Retailing
• Feinburg, Richard A., Yoon, S.J., Trappey, Charles V., Purdue University
• ACRA, Spring 1990 11 pp. = $ .55
• A study that assesses two questions. First, do paying for performance compensation plans work in retailing? Second, to what extent is retailing the leader or the follower in using pay for performance incentives?
  

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• A Tale of two Cities: An Examination of Fashion Designer Retailing within London and New York
• Fernie, John, Christopher M. Moore and Alexander Lawrie
• ACRA Spring Conference, 1998 (Washington, DC) pp. 17 $ .80
• This paper examines the growth strategies adopted by fashion design houses to transform and reposition their businesses from relatively small, niche market and privately-owned companies to stock market listed conglomerates and the geographic implications of these strategies.
  

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• Retail Change in the U.K.: Implications for Logistics and Distribution Management
• Fernie, John, University of Abertay Dundee, Dundee, Scotland
• ACRA April, 1996 14 pp. = $ .70
• Then purpose of the paper is to discuss the factors which have influenced retail change in the UK and the impact of these changes on the logistical support to shops. It gives an overview of the main changes in the UK retail environment to date, the logistical responses to these changes and the possible impact of future changes upon logistical strategies of both retailers and manufacturers
  

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• Entrepreneurship Moves to the World Wide Web
• Fiorito, Susan S., Greenwood, Bonnie B., Oh, Jungmi, and Southerland, Joanna, Florida State University, Tallahassee, FL 32306
• ACRA, Spring 1999 9 pp = $ .45
• This paper describes the goals and processes of a grant used to increase entrepreneurship awareness through two vehicles. The first was the development of a web-site on how to start a business and the second is through the design of a marketing brochure that explains sources of information and education available to individuals interested in self-employment.
  

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• Patterns in Marketing Strategies of Small Apparel Stores
• Fiorito, Susan, Raymond W. Laforge, and Kathryn Greenwood, University of Iowa, Iowa City, IA 52242
• ACRA, Spring 1985 36 pp. = $1.80
• A study of the patterns of marketing strategy of small apparel retailers which relates those strategies to net sales and sales per square foot. The results suggest the use of different strategies at different stages in the firms life cycle. The number of sales personnel was found to be significantly related to the measures of success.
  

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• Human Resource Management in Retailing
• Fiorito, Susan S., Jack Fiorito, University of Iowa, Iowa City, IA
• ACRA, January 1987 22 pp. = $1.10
• A study of the retailing industry in contrast to other industries. Areas that are covered include employee characteristics and behavior, job characteristics and context, job satisfaction, unions, productivity in retailing, job compensation human resource and industrial relations, management practices, and functional responsibilities.
  

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• An Empirical Investigation: The Growth of Stages of Small Apparel Retail Firms
• Fiorito, Susan, University of Iowa, Iowa City, IA, 52242; Katherine Greenwood, Oklahoma State University, East Stillwater, OK 74078
• ACRA, Winter 1986 20 pp. = $1.00
• An attempt to relate the operating characteristics of small apparel firms to the life cycle stages spelled out by Davidson, Bates, & Bass. A useful look at the marketing, behavior of a select group of small apparel retailers.
  

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• Development of Computer Software for the Inventory Merchandising Process
• Fiorito, Susan, Charles Kacmar and Larry Weinstein
• ACRA Spring Conference, Toronto, Canada (May 2000)
• Computer graphics and visualization systems are being used to enhance business decisions through the display of visual abstractions that represent real world, hypothetical, and imaginary elements. This paper discusses the development of computer software to assist student in the decision making process involved with retail inventory merchandising... We discuss (influences), findings and make recommendations concerning the visualization software operations, student team management and interaction, and the need for private training sessions for selected team members.
  

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• Retail Inventory Management: The Current State of Affairs
• Fiorito, Susan and Mike Pretious
• ICSC / ACRA Las Vegas Conference   May, 2002
• This manuscript pulls together data from sources that begin to present a comprehensive picture of the status of retail inventory management today.  Trends in inventory management will also be presented.

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• Patterns in Marketing Strategies of Small Apparel Stores
• Fiorito, Susan, University of Iowa; Laforge, Raymond, Greenwood, Kathryn, Oklahoma State University
• ACRA, Winter 1985 38 pp. = $1.90
• The purposes of this article are to report the results of a study that identified patterns in marketing strategies of small apparel retailers, and investigate the relationship between those marketing strategy variables and two financial performance measures.
  

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• Investigation of the Job Content of Small Apparel Store Buyers
• Fiorito, Susan, The University of Iowa, and Fairhurst, Ann, Indiana University
• ACRA, Winter 1988 27 pp. = $1.35
• The purpose of this study is to investigate the content of a buyer's job in a small apparel store using the Position Analysis Questionnaire.
  

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• Retailing and Service Sector Unionization
• Fiorito, Susan, Ph.D., Jack Fiorito, Kenny Law
• ACRA, Spring 1989 20 pp. = $1.00
• This study uses two independent national surveys of employees conducted in 1977 and 1984 to explore the reasons for inter-industry differences in unionism. In particular, it attempts to describe the current status of unionization in the retailing and service industries as compared to manufacturing industries.
  

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• The Uncertain Future of Electronic Data Interchange
• Fiorito, Susan and Todd McAllister
• ICSC / ACRA Las Vegas Conference  May, 2002
• The purpose of this paper is to review the concept of EDI and the main barrier to its widespread implementation, and investigate the potential of XML as EDI's replacement in terms of the electronic transmission of business documents.

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• An Empirical Investigation: The Growth of Stages of Small Apparel Retail Firms
• Fiorito, Susan, University of Iowa, Iowa City, IA 52242; Katherine Greenwood, Oklahoma State University, East Stillwater, OK 74078
• ACRA, Winter 1986 20 pp. = $1.00
• An attempt to relate the operating characteristics of small apparel firms to the life cycle stages spelled out by Davidson, Bates, & Bass. A useful look at the marketing, behavior of the select group of small apparel retailers.
  

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• The Impact of Bi-Acculturation and Situational Influence on Shopping Orientations among Mexican-American Consumers
• Flores, Lorena, Lotz, Sherry, Ph.D., and Eastlick, Mary Ann, Ph.D., The University of Arizona, Tucson, AZ 85721-0033
• ACRA, Spring 1999 16 pp = $ .80
• The study of Hispanic-Americans’ socialization processes and situational influences helps examine their shopping patterns. Using an adaptation of the Immigrant Consumer Acculturation and Consumer Socialization Retail Patronage models, this study examines the relationship among bi-acculturation, shopping orientations, and situational influences of Mexican Americans within an apparel context.
  

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• Store Atmosphere and Consumer Approach Avoidance Behavior
• Forester, Cynthia, Eastlick, Mary Ann Ph.D.
• ACRA, April 1992, Dallas 14 pp. = $ .70
• The purpose of this research was to conduct an exploratory study designed to investigate consumer response to environmental cues of crowding, color, and light and their interactions using a controlled laboratory setting. A convenience sample consisting of 56 students enrolled at a large southeastern university was used for the study.
  

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• A Communication-Based Model of Online Marketing
• Forsythe, Sandra and Shi, Bo, Auburn University, Auburn, AL 36849-5603
• ACRA, Spring 1999 12 pp = $ .60
• The rapid growth of the Internet as a viable medium for commerce has led companies to rethink the marketing process, and in particular the role of communication. A new model is necessary to guide Internet marketing and online marketing strategies. This paper discusses a suggested model which incorporates the interactive nature of the medium by incorporating communication theory.
  

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• Marketing Natural and Synthetic Fibers to Women Apparel Consumers
• Forsythe, Sandra M., Miami University, Oxford, OH 45056; Jane Boyd Thomas, Winthrop College, Rock Hill, SC 29733
• ACRA 20 pp. = $1.00
• A survey of 177 women mall shoppers revealing their thoughts on clothing involvement and fiber preferences. The study identifies women consumers' preferences and perceptions of natural and synthetic fibers and their relationship to demographics.
  

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• Profiling Consumer Complaint Behavior
• Forsythe, Sandra, University of Georgia, Athens, GA 30602
• ACRA, Winter 1986 15 pp. = $ .75
• A study of complaint behavior of women's and children's apparel consumers to assess the public and private behavior in response to unsatisfactory purchases.
  

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• Building a model for predicting consumers' value perception and intention-to-buy branded apparel
• Forsythe, Sandra, Samah Ahmed, Xue Li
• ICSC / ACRA Las Vegas Conference  May, 2002
• The purpose of this research was to provide a conceptual framework to assess the contribution of branded product attributes to consumer's value perceptions and intention-to-buy apparel products.

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• Apparel Purchase Decisions: When is Fiber Information Important?
• Forsythe, Sandra M., Miami University, Oxford, OH 45056
• ACRA, Spring 1987 11 pp. = $ .55
• A survey of 270 women about their knowledge of fiber and their desire for more information. The objective to study the relationship between certain independent variables, such as occupation and education, and the dependent variables of fiber information.
  

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• Working Women: Some Implications for Retailing Strategies
• Forsythe, Sandra M., University of Georgia, Athens, GA 30602
• ACRA, Winter 1984 11 pp. (bibl) = $ .55
• An abstract and analysis of a wide range of published items on the changing characteristics of the American Woman, particularly as the changes impact her behavior as a retail consumer.
  

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• Women Apparel Customers: A New Look at a Changing Market
• Forsythe, Sandra M., University of Georgia, Athens, GA 30602
• ACRA, Winter 1985 14 pp. = $ .70
• The results of a survey of 794 female apparel customers across the state of Georgia. Findings support the notion of changing lifestyles, concern for quality, and identify bases for dissatisfaction in apparel purchases.
  

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• Surrogate Usage in Apparel Purchasing
• Forsythe, Sandra, Department of Family and Consumer Sciences, Miami University, Oxford, OH 45056
• ACRA, Spring 1991 6 pp. = $ .30
• This article discusses the use of surrogate shoppers--agents employed to assist consumers with the decision making process--to facilitate apparel purchase decisions is becoming increasingly popular as evidenced by the growing number of personal shopping services offered by retail companies.
  

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• Commercial Activities and the European Airport Sector: Current Issues and Future Threats
• Dr. Freathy, Paul, Frank O’Connell, Institute for Retail Studies, University of Stirling, Stirling, Scotland
• ACRA, Spring 1999 8 pp = $ .40
• Changes in the infrastructure of the European air transport industry, airline liberalization, and legislative provision have led to an increase in private sector airport management and a greater emphasis upon commercial activities. The role of these commercial activities and the issues that influence their future strategic direction are discussed in this paper.
  

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• A Comparison of the Consumer's Preference for Sales Service and the Training of Apparel Retail Sales Personnel
• Fortenberry, Sally L., Northwood Institute, Cedar Hill, TX
• 23 pp. = $1.15
• A study that compares apparel retail sales personnel training to consumer's preference in regard to sales service. The paper analyzes management's communication with employees, the initial training program, testing the effectiveness of sales training, and determining if sales service influences customer loyalty.
  

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• In-Store Video Retailing: Apparel Impact on Viewer Product Awareness
• Fortenberry, Sally L., Shelley S. Harp, Texas Technical University, Lubbock, TX 79409; Shirley M. Stretch, California State University, Los Angeles, CA
• ACRA, Spring 1988 27 pp. = $1.35
• A survey of 650 shoppers in a large suburban shopping mall in a metropolitan Texas city. The study completed examined the relationship between the apparel style differences, selected demographics, and the impact of apparel style worn in video infomercials.
  

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• Selecting a Computer Program as an Aid for Teaching Assortment Planning
• Foster, Irene M.
• ACRA/NRF January 2000 Conference, New York City
• The purpose of this paper is to inventory concepts taught in college retail adn merchandising course, identify software programs used to teach these concepts, describe criteria used in the selection of a program dn compare software packages to those criteria.

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• Effects of Country of Manufacture Cues on Product Evaluation, Attitudes Toward Purchase and Intention to Buy in Bi-National Settings
• Frazier, Barbara and Dawn Thorndike Pysarchik
• ACRA Spring Conference, 1998 (Washington, DC) pp. 18 $ .90
• The purpose of this research is to assess the impact of bi-national brand and country of manufacture cues on consumer product evaluations, attitude toward purchase and intention to buy.
  

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• Marketing Competencies as Predictors of Rural Retailers' Performance
• Frazier, Barbara J.
• ICSC / ACRA Las Vegas Conference May 2002
• This study focused on one dimension of distinctive competencies for retailers - marketing competence.  The aim of this paper was to identify specific marketing competencies that predict performance for small, rural retailers.

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• Reducing Markdowns by Measuring Sell-Through: A Plea for Improving Merchandising Productivity in Retail Stores
• Frazier, Robert M.
• NRMA, 1985 17 pp. = $ .85
• The speech delivered by Robert M. Frazier, Executive Vice President of Kurt Salmon Associates, at National Retail Merchants Association Convention in 1985. The speech supports the sell-through approach, and compares it to the traditional method of markdowns.
  

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• Predicting Retail Sales Productivity Using Pre-Employment Interview Data
• Fuller, Barbara Kay, Winthrop College, Rock Hill, SC; Charles E. Cox, Washington State University, Pullman, WA
• ACRA, Spring 1987 22 pp. = $1.10
• This paper discusses hiring techniques that successfully predict retail sales productivity. Possible factors included are ability tests, background information, personality tests, skill's level, and honesty tests.
  

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• Wardrobe Consultant Clientele: An Identification of Customer Profiles
• Fuller, Barbara Kay, Winthrop College, Suzanna C. Blackwell, Winthrop College
• The objective of this study was to determine if shopping attitudes could be used to group consumers in a manner that is meaningful for retail strategy. Once consumers were grouped by shopping attitudes, then the group could be compared to determine if differences exist in personal characteristics or expenditure patterns.
  

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• Retail Indices and Orderings for MSA's
• Fuller, Barbara, and Darrell Parker
• ACRA, Spring 1991 14 pp. = $ .70
• This article links the BPI (Buying Power Index) with the economic literature on indexing and clarify adjustments important for the retailer as an indexing agent. As an illustration the article includes a numerical example including differential cost of living measures for MSA's. The article concludes with a discussion of the orderings generated by customizing the BPI and the robustness of such measures.
  

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• Shelf Space Strategy for No- or Low-salt and Sugar Products
• Gable, Mike, Lynn Harris, Susan Sipkoff and Martin Topol, Shippensburg University, Shippensburg, PA, 17257; Pace University, NY 11375
• ACRA, Spring 1986 22 pp. = $1.10
• Examines consumer preferences for stocking and merchandising reduced sugar and salt products in supermarkets. Younger and more educated customers preferred integrated stocking while older and less educated respondents preferred separate sections for both categories. Implications for food store management are discussed.
  

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• The Strategic Use of Direct Marketing by Retailers
• Gable, Myron, Shippensburg State University, Shippensburg, PA 17257; Martin Topol, Pace University, New York 11375
• ACRA/NRMA, 1986 14 pp. = $ .70
• Discusses the balance between using direct marketing to generate separate sales vs. in-store traffic building. Studies impact of direct marketing on traffic for non-food merchandise. Based on random sample of 476 from city of approximately 20,000. Of those who visited a store in response to direct mail, 47% bought other merchandise as well.
  

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• Determining the Cost of Supplemental Benefits
• Gable, Myron, Stephen Holoviak, Shippensburg State College, Shippensburg, PA
• ACRA 1983 1 p. = $ .25
• A consideration of the various components of a supplemental benefit package for employees of a typical specialty retailing organization.
  

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• An Empirical Investigation: Employee Turnover of Managerial (Part I) Trainees in a Department Store Chain
• Gable, Myron, Charles Hollon, Shippensburg University, Shippensburg, PA
• 9 pp. = $ .45
• Retail employee turnover is analyzed. Factors such as: sex, education, major in college, previous experience, recruitment source and others are researched.
  

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• Cost and Controlling Employee Turnover in Retailing (Part II)
• Gable, Myron, Charles Hollon, Shippensburg State College, Shippensburg, PA 17257
• ACRA, Winter 1983 3 pp. = $ .25
• A brief study of the organizational consequences of employee turnover; methods of assessing turnover; methods of analyzing turnover; cost of separation, replacement, and training; and how to control turnover.
  

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• Comparison of Personnel Practices of Unionized vs. Non-Unionized Retailers
• Gable, Myron and Charles Hollon, Shippensburg State College, Shippensburg, PA 17257
• ACRA, Winter 1983 29 pp. = $1.45
• An extensive comparison of unionized and non-unionized retailers' personnel policies and practices. Includes areas such as recruitment, training, salary, supplemental benefits, etc.
  

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• A Longitudinal Analysis of the Quality of Work Life in the Retail Sector
• Gable, Myron and Charles Hollon, Shippensburg State College, Shippensburg, PA 17257
• Myron Gable and Charles Hollon
• 5 pp. = $ .25
• A brief report of the findings of a study of the perception of working conditions as seen by retail managers over the five year span, 1971-1976. Sample questionnaire.
  

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• Purchasing Roles of Husbands and Wives in a Rural Area
• Gable, Myron, Lynn Harris and Susan Stone, Shippensburg University, Shippensburg, PA 17257
• ACRA, Spring 1984 9 pp. = $ .45
• An attempt to replicate a study of the relative importance in a number of retail purchase decisions of husbands and wives. No specific comparisons were made with the earlier study due to the different sample populations and time lag.
  

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• An Empirical Investigation: Employee Turnover of Managerial Trainees in a Department Store Chain
• Gable, Myron and Charles Hollon Shippensburg University, Shippensburg, PA 17257
• ACRA, Winter 1984 9 pp. = $ .45
• A study of managerial turnover in a large department store chain (23 stores with sales in excess of $125,000,000). The paper reports the results of a five year study of 273 managers in this chain. One significant contribution of the study is the classification of individuals who left the firm as voluntary versus involuntary leavers.
  

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• The Teaching of Retailing: A Preliminary Investigation
• Gable, Myron, Mary Boesen, Shippensburg State College, Shippensburg, PA 17257
• ACRA, Winter 1983 13 pp. = $ .65
• The results of a survey of ACRA members eliciting certain opinions concerning initial courses in the field of retailing - the desirable background for such courses, prerequisite course requirements, appropriate evaluative projects, usefulness and degree of student awareness of marketing concepts, and the instructional modes utilized in such courses.
  

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• Machiavellianism and Retail Performance
• Gable, Myron, Martin Topol
• ACRA, Spring 1989 13 pp. = $ .65
• This study investigates the relationship between Machiavellianism and job performance, as measured by sales per square foot, gross margin percentage, and inventory turnover, among 60 retail store managers. Except for a significant relationship between male store managers' gross margin percentage no other relationships were observed between Machiavellianism and job performance. Several explanations for the absence of significant relationships were discussed.
  

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• A Factor Analytic Study of the Perceived Causes of Small Business Failure
• Gaskill, LuAnn Ricketts, Howard E. VanAuken, Ronald A. Manning, Iowa State University - Ames, Iowa 50011
• ACRA, Winter 1993 24 pp.= $1.20
• An analysis of causes contributing to failures of small businesses. Using examples from the apparel and accessory retailing industry, this work brings together findings from previous studies in order to provide a more comprehensive outlook of small business failure.
  

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• The Role of Fruit in the Japanese Gift Market: Situationally Defined Competitive Market Structure
• Gehrt, Kenneth C and Soyeon Shim
• ACRA Spring Conference, 1998 (Washington, DC) pp. 19 $ .95
• This research demonstrates the importance of situational influence on Japanese fruit consumption by delineating a situationally defined competitive market structure for a broadly defined array of gifts including fruit.
  

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• A Causal Investigation of a Retail Patronage Model
• Gentry, James W., Thomas L. Brown, Stephen J. Grove, Gary McLain, Clifford E. Young, Oklahoma State University
• Oklahoma State University, January 1983 25 pp. = $1.25
• The study builds on the retail gravitational models of Huff and Reilly and more recent work which incorporates retail image into the model. A general model of retail patronage is hypothesized and tested with data from four grocery stores using the LISREL II program. The results cast some doubt as to the validity of a single general patronage model. The research does provide an excellent basis for similar studies to refine or validate the model. Bibliography.
  

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• Introducing Micro-Computers into the Retail Learning Environment
• Gifford, Jack, Miami University, Oxford, OH 45056
• ACRA, Winter 1983 35 pp. (bibl) = $1.75
• A paper that deals with problems associated with the teaching of retailing as an academic subject - specifically with the task of reorienting the student away from his long - established attitudes as a customer and toward the retailer's point of view. To this end, the author provides two field projects that have proved effective in accomplishing the above objective.
  

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• The Lecture Process
• Gifford, Jack, Department of Marketing, SBA Miami University, Oxford, OH 45056
• ACRA, Spring 1982 20 pp. = $1.00
• A complete guide to the effective use of the lecture process as a teaching method. Contains a rationale for the lecture method, and evaluation of its strengths and weaknesses, and a clear guide to preparing and delivering better lectures in a classroom setting.
  

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• Teaching Assessment: Is the Teaching Portfolio a Viable Answer?
• Gifford, Jack
• ACRA, April 1992, Dallas 2 pp. = $ .10
• This workshop discussion content would be current governmental and institutional pressure for teaching assessment in four year colleges and universities. What is a Teaching Portfolio? The Teaching Portfolio is a diagnostic vs. evaluative tool. The relationship between the preparation of Teaching Portfolios and successful bids for promotion and tenure. What is included in a major Teaching Portfolio?
  

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• Innovations in Classroom Technology: Using Blackboard
• Gifford, Jack, Miami Univeristy, Oxford, OH
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• This is a comprehensive study of Blackboard Technologies involving in depth coverage of the applications available and how they are to be used. Included in this study are example pages, explanations and illustrations.
  

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• Perceived Importance of Financial Rations as Indicators of Corporate Health and Vitality in the Retail Field
• Gifford, John and James M. Stearns, Miami University, Oxford, OH 45056
• ACRA, Spring 1985 19 pp. = $ .95
• A study of which financial ratios are perceived as being meaningful measures of corporate health by both practitioners and academics. One hundred thirty-six ratios were initially considered and ultimately reduced to thirty-two. These ratios were ranked by practitioners in department stores, specialty stores, and retail academicians. There was general agreement between the three groups but specialty store representatives tended to rank operating expenses higher while the department stores placed more emphasis on financial ratios.
  

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• Report on Company Wellness, Health Maintenance, and Employee Assistance Program
• Gillespie, Karen R., New York University, New York, NY
• ACRA, Spring 1984 9 pp. = $ .45
• A study of the health related programs of a wide range of firms. Twenty percent of the respondents were retailers. The findings indicated that retailers offered fewer services to their employees than did any other industry responding. The only service offered by over 50% of the retailers was performance appraisal. The overall report raises some serious questions of the concern for employees' health and well being expressed by the retail industry.
  

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• Market Orientation: How do U.S. and Russian Retailers Differ
• Good, Linda  ACRA Spring Conference, Montreal 2003
• The purpose of this study is to examine whether organizational characteristics of American and Russian retail firms affects their market orientation and business performance.  This knowledge will help corporate executives assess the relationship between firm characteristics and marketing orientation and whether this relationship helps or hinders the company's success.

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• An Empirical Test of Job Satisfaction: Antecedents and Satisfaction Types
• Good, Linda, Chen, Zhengyi, and Huddleston, Patricia, Michigan State University, East Lansing, MI 48824
• ACRA, Spring 1999 16 pp = $ .80
• Job satisfaction is an appraisal of one’s actual job experiences to expectations. In this paper, research explored the effects of family and individual characteristics on job satisfaction in the field of retailing. In addition, different types of job satisfaction and their differential importance are discussed.
  

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• Retail Department Store "Stayers" vs. "Leavers"
• Good, Linda K., Clifford E. Young 20 pp. = $ .50
• Predictor variables of role conflict, work-family contact, role ambiguity, job satisfaction (work, pay, promotion, co-workers, supervisor), organizational commitment and intent to leave were used to generate a discriminate function to classify retail department store "stayers" and "leavers."
  

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• E-Customer Loyalty Intentions Toward the E-Tailer
• Good, Linda K. and Zee-Sun Yun
• ICSC / ACRA Las Vegas Conference  May, 2002
• This study was conducted to examine the relationship among e-tailer attributes, consumers' attitudes, e-patronage intentions, and e-loyalty toward the e-tailer. 

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• Retail Turnover: Does Hierarchical Level Yield Different Relationships?
• Good, Linda K.
• ACRA, April 1992 Dallas 30 pp. = $1.50
• This paper first presents reasons why examining the antecedents of turnover based on hierarchical level within the organization is preferable to other indicators of career stage. Next, the model of turnover is presented along with the rationale of the expected relationships. Subsequently, the method, including sampling and instrumentation is articulated. The results of structural equations analysis of the model are then presented and discussed. Finally, the theoretical and managerial implications of the study are discussed.
  

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• The Use of Microcomputers in Teaching Retailing
• Grashof, John F., Kennesaw College, Marietta, GA 30061
• ACRA, Spring 1985 18 pp = $ .90
• A collection of innovative applications of micro computers to retail course materials. The paper gives a brief background of the potential for computers in retailing and provides three applications that were used in teaching the retailing courses.
  

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• The Future of Catalog Marketing to Upscale Women
• Grassi, Mercia M.T., Drexel University, Philadelphia, PA 19194
• ACRA, Spring 1985 23 pp. = $1.15
• An excellent descriptive analysis of the evolving role of catalog shopping for the new woman shopper of the 1980's and 1990's. The concept of catalog includes the emerging electronic/video concepts. The conclusion is that while there are clearly dangers ahead for catalogs, they must be confronted by retailers who want to hold or increase their share of this upscale market.
  

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• Hong Kong & the Chinese vs. the United States & the Americans
• Grassi, Mercia, Drexel University, Philadelphia, PA 19194
• ACRA, Spring 1984 12 pp. = $ .60
• A general report on the nature of Hong Kong and its role as a supplier to American retailers. The report is based on research and interviews conducted in June 1983 as part of Drexel's International Marketing Seminar to Hong Kong. An excellent, brief introduction to a physically small, but economically significant, foreign trade partner.
  

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• The Nation's Largest Single Regional Shopping Complex: Success or Failure
• Grassi, Mercia, Drexel University, Philadelphia, PA 19194
• Mercia Grassi 9 pp. = $ .45
• A brief presentation of the development of the King of Prussia regional mall with 2,468,000 total square feet. The center will have seven major department stores.
  

 
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• Apparel Manufacturer Involvement in Retail Selling
• Green, Rebecca, Kenner, Janie O.
• ACRA, April 1992, Dallas 3 pp. = $ .15
• The purpose of this study was to investigate involvement in retail selling by apparel manufacturing firms.
  

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• An Examination of Store Type Preferences of Suburban Shoppers
• Greenberg, C. Jerome, Martin Topol, Elaine Sherman, Leon Schiffman, Rutgers University, Department of Marketing, New Brunswick, New Jersey 08903
• Rutgers University, Spring 1982 12 pp = $ .60
• An analysis of 283 consumers for "Perceived Fashion Content" as related to the types of stores shopped and preferred. This was contrasted to traditional demographic variables as a discriminating function.
  

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• Store Choice as a Function of Fashion Content
• Greenberg, Jerome C., Elaine Sherman, Leon Schiffman, Rutgers University, Hofstra University & Baruch College -CUNY
• Research Report 6 pp. = $ .30
• The study examines the questions of how consumers' store choices are affected by their perceptions of the fashion content of diverse products. A variable called Perceived Fashion Content (PFC) is developed to provide a measure of these perceptions and then the individual PFC ratings are aggregated by store to yield a method of measuring the store's fashion image.
  

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• What's In a Name?
• Greenberg, Jerome, Canavan, Michael, Rutgers University, New Brunswick, NJ
• ACRA, Spring 1990 9 pp. = $ .45
• A study of the ignored aspect of the store image - the store name.
  

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• Fashion Lifestyle and Store Patronage: A Different Approach
• Gutman, Jonathan and Michael K. Mills, University of Southern California, Los Angeles, CA 90007
• May 1981 20 pp. = $1.00
• A major study based on mail response of over 235 mail responses to a 36 page questionnaire for the greater Los Angeles region. It attempts to link lifestyle characteristics to store patronage and retail fashion purchase behavior. Substantial differences were found in shopping behavior related to the lifestyles defined by the study. Bibliography.
  

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• Retailing and Competitive Strategy in the 1980's
• Hansen, Morman E.
• ACRA, April 1992 Dallas 8 pp. = $ .40
• This paper centers on those factors of uniqueness in approach, or competitive strategy, which can be identified to separate the companies who can be said to have emerged successfully and are now poised to continue their earlier gained success in the '90's.
  

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• The Changing Face of Readers in the United States: How the Demographics of Spending for Reading materials have Changed From 1973 to 1994.
• Harmon, Susan K. And Robert A. Robicheaux
• ACRA Spring Conference, 1998 (Washington, DC) pp. 12 $ .60
• The research investigates the changing demographics and purchasing habits of readers of books and magazines over a ten year period using published government documents.
  

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• Beef Consumption Patterns: Implications and Opportunities for Causal Dining Restaurants
• Harp, Shelley S., Texas Tech University, Lubbock, TX 79409
• Crockett 11 pp. = $ .55
• The objective of this research was to assist in the development, introduction, and marketing of a new beef product into the Texas foodservice market. Focus group interviews were conducted by researchers to investigate trends in beef consumption, restaurant patronage, appetizer preferences and to obtain sensory perceptions regarding the beef appetizer with causal dining restaurant consumers and kitchen managers in Lubbock, Texas.
  

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• The Relationship of Perceived Customer Appearance to the Level of Selling Service Priority in Department Stores
• Harp, Shelley S., Susan C. Strickler, Patricia E. Horridge, Texas Tech University; Stretch, Shirley, M., Valdosta StateCollege
  ACRA, Spring 1986 16 pp. = $ .80
• This article focuses on the differential impact of perceived customer appearance on the level of selling service priority expected to be utilized by selling associates.
  

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• Visual Merchandising Floor Presentation Guide
• Harp, Shelly S., and Sally Fortenberry, Texas Tech University; Shirley M. Stretch, California State University
• ACRA, Spring 1988 2 pp. = $ .25
• The authors discuss the development of a series of teaching modules to be used in visual merchandising.
  

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• Today's Merchandising Students: Who They Are and What They Want to Do
• Harp, Shelley S., and Shirley M. Stretch, Texas Tech University, TX
• ACRA, 1985 10 pp. = $ .50
• A study taken during the spring of 1984 of junior and senior merchandising majors to determine how they perceive themselves in relation to managerial skills and personality traits deemed necessary to assume future administrative positions and employment goals.
  

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• The Relationship of Perceived Customer Appearance to the Level of Selling Service Priority in Department Stores
• Harp, Shelly S., Susan Strickler, Pat Horridge and Shirley M. Stretch, Texas Tech University, 79409, Valdosta State College, 31698
• ACRA, Spring 1986 15 pp. = $ .75
• A study of 103 sales associates responses to customer apparel as depicted in photographs as measured by a self reported Likert scale of selling services offered to that customer. No significant differences in reported reactions were discovered, but there were significant differences in the reported evaluation of the depicted customer's income, education, intelligence and social class.
  

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• History of Eta Mu Pi
• ACRA, Winter 1983 8 pp. (bibl) = $ .40
• A paper that covers the history of Eta Mu Pi, a professional fraternity for retailers and students of retailing, since its inception in 1939.
  

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• Internship: An Experiential Learning Challenge
• Harp, Shelley S., Texas Tech University; Shirley M. Stretch, California State University
• Experiential learning has become popular in many disciplines. The presence of this teaching technique offers significant opportunity for retail educators. This paper examines internship in the realm of experiential learning. Authors outline a structurally controlled experience in which the written component merges theory and practice.
  

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• Today's Merchandising Students: Who Are They and What They Want to Do
• Harp, Shelley W. and Shirley M. Stretch
• ACRA, Spring 1985 10 pp. = $ .50
• The BEM Sex Role Inventory was administered to 432 retail merchandising students from 18 colleges and universities in the state of Texas. The general demographic profile is reported along with the students' preferred power usage patterns.
  

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• Undergraduate Retail Research: The Poster Format Alternative
• Harp, Shelly S., Deborah D. Young, Deborah C. Fowler, Texas Tech University, Lubbock, TX; Shirley M. Stretch, California State University - Los Angeles, Los Angeles, CA
• ACRA, Spring 1991 14 pp. = $ .70
• This article discusses the overall undergraduate curriculum in a discipline that should provide experiences which foster creative behavior and divergent thinking. Research ability has been linked to creativity and critical thinking skills (Strauss, 1966). Additionally, conducting research is essential for the further development of a discipline (Fulton and Trow, 1974). Hence, preparing undergraduate students to engage in research should be one of the primary responsibilities of educators in university setting.
  

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• Methods for Involving Students in Retail Research: A Study of Older Shoppers
• Harris, Albert J., Ann Babic and Peter Grey, Syracuse University, Syracuse, NY 13210
• ACRA, Winter 1986 37 pp. = $1.85
• Primarily a description of the use of students in a cooperative research effort with a local department store. Contains instructions sheet, questionnaire, results and student reactions papers. Emphasis is on the student project aspect, not the actual findings.
  

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• B2B: Forecasting for Fashion Apparel
• Hauck, Bill ACRA Spring Conference Montreal 2003

• This paper addresses the B2B use of the Internet to facilitate fashion forecasting by consultants to entrepreneurial apparel retailers using Web-based resources to learn about products and consumer trends.

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• Business Planning: A Comparison of Retailers in Tourism-Dependent and Nontourism-Dependent Locations
• Hart, Brigid M., Dawn Thorndike Pysarchik
• ACRA, Spring 1989 16 pp. = $ .80
• When the business planning dimensions and level of sophistication of tourism-dependent and nontourism-dependent (control group) were compared, it was determined that tourism-dependent retailers were not unlike other small non-tourism-dependent retailers in their business planning profiles. Both groups were predominantly operational planners; more concerned with the day-to-day tactical operations of their businesses than strategic planning.
  

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• Application of a Choice Sets Model of Retail Selection to Assess Store Patronage of High Involvement Consumers
• ACRA, Spring 1989 13 pp. = $ .65
• This study examined the patronage behavior of maternity apparel consumers through application of a choice sets models of retail selection. This is part of an ongoing study designed to assess the application of this type of modeling and incorporate findings into retailing practices.
  

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• Catalog Shopping Behavior of Rural and Urban Consumers: Characteristics, Attitudes and Motivations
• Haynes, Janice L., Phyllis C. Lave, William C. Black, Louisiana State University, Baton Rouge, LA 70803
• ACRA, Spring 1991 33 pp. = $1.65
• This article discusses facts on catalog and direct mail shopping, the way they have become popular methods of purchasing goods in America (Fishman 1988; Hamilton 1988; McLaughlin 1988; and Smallwood 1986) and it is expected that these sales will continue to be important in the upcoming decades (Hamilton 1988). The variety of shopping methods and merchandise offered by non-store retailers is enormous, and the popularity of this type of shopping is clear. What is not clear is the reason behind this popularity, although, there has been some speculation about, and some support for, the existing demographic, psychographic, and behavioral profiles of the in-home shopper.
  

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• The New Role of Store Management in a Marketing Oriented Retail Firm
• Hensel, James S., University of South Florida, Tampa, FL
• AMA's 1986 Winter Conference
• 13 pp . = $ .65
  
• This paper focuses on the pivotal role the store management function plays in the retail company's pursuit of marketing prowess. The store manager's job will need to be restructured to emphasize intelligence gathering, strategy/plan formulation and implementation, and customer encounter management activities.
  

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• Theory and the Reality of DCF Methods in Capital Investment Evaluation
• Herbst, Anthony, Roger Dickinson, University of Texas, Arlington, TX
• ACRA, 1986 16 pp = $ .80
• A discussion of the strengths and weaknesses of the Discounted Cash Flow Theory and Net Present Value Theory. Past Criticisms are analyzed and placed in perspective. Arguments are presented in support of it's correct usage.
  

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• Retail GIS: An International Perspective
• Hernandez, Tony
• ACRA Spring 200 Conference, Toronto, Canada
• This paper reports findings from ongoing international research into the development of GIS within retail organizations. Survey based evidence is reported, which provides the context for retail GIS research. Qualitative findings from a series of interviews with retail GIS users in Canada, the UK and the Netherlands are presented, which provides insight into retailers’ actual use of GIS. The paper raises a number of issues concerning the process of GIS diffusion and the integration of geographical technologies within decision-making activities.

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• Career Perceptions of Women Soft Goods Retail Managers
• Hess, Colleen Ann, Sarah Williams Jacobson, Ph.D., Holly E. Bastow-Shoop, Ph.D., North Dakota State University
• ACRA, April 1994 35 pp.= $1.75
• This paper examines the individual and organizational factors found in influencing and defining women’s career experiences. The research focuses on women managers in soft goods retailing, as compared to women managers in banking.
  

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• Elderly Consumers an detail Sales Personnel: Attitudes and Retail Service Satisfaction
• Hillery, Julie L Johnson, PhD., DeKalb, IL 60115
• ACRA Spring,1996 11 pp.= $ .55
• The objective of this research was to test assumptions of the elderly consumers' attitudes toward older and younger retail sales personnel as well as the elderly consumers' level of service satisfaction compared to the retail sales personnel's perceptions of elderly consumers' service satisfaction. The intention is to give retailers more knowledge of how best to serve the growing market of persons over age 65.
  

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• History Defines the Food Broker
• National Food Brokers Association, Washington, DC
• NFBA Pamphlet 5 pp. = $ .25
• This is a reprint of a pamphlet prepared by the National Food Brokers Association that relates the history and development of the food broker from the 16th century to their role and position in modern American distribution. An interesting item for a lecture on channels or wholesaling.
  

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• The Department Store: Purchasing Agent for the Public or Yuppie Playpen
• Hollander, Dr. Stanley, Discussant, Michigan State University, East Lansing, MI 48824-1121
• ACRA/NRMA, 1986 10 pp. = $ .50
• A comparison of GAF-general apparel and furnishings sales as percent of the total in 1939 and 1982. The conclusions are that the GAF category has lost market share and that department stores in particular have lost share to discounts.
  

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• A Retailer's Social Report
• Hollander, Stanley C., Michigan State University, East Lansing, MI 48824
• ACRA, Winter 1985 7 pp. = $ .35
• A brief description of the Swiss Cooperative, MIGROS, and an analysis of its third social report. This paper is particularly valuable for its understanding of the full report (ACRA item IMigC 84).
  

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• Retail Merchandising Internship Programs: Benefits, Problems, and Viable Options for Implementation in Marketing Curriculum
• Hopper, Joanne, Joseph H. Miller, Joseph H. Morris, Southeastern Louisiana University
• 5 pp. = $ .25
• This paper presents several options of integrating and administering retail internship programs within a marketing department for both small and large universities and also the benefits from integrating internships into the curriculum.
  

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• Do Lifestyle Characteristics of Mature Female Consumers Predict the Importance of their Retail Store Attributes?
• Huddleston, Patricia, Michigan State University; Imogene Ford, University of Tennessee - Knoxville; Marianne Mahoney, Michigan State University
• ACRA/NRMA, Winter 1989 31 pp. = $1.55
• The paper discusses the development of merchandising strategies to reach the affluent mature female consumer.
  

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• Factors Which Influence Market Orientation and Performance: A Comparison of Polish and US Retail Firms
• Huddelston, Patricia, Linda K. Good and Eun-Jung Choi
• ICSC / ACRA Las Vegas Conference  May, 2002
• The study examined level of marketing orientation of US and Polish retail firms and performance relationships.

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• The Mature Female Department and Specialty Store Customer: Segmentation by Retail Attributes
• Huddleston, Patricia, Michigan State University, East Lansing, MI 48824
• ACRA, Spring 1990 10 pp. = $ .50
• A study that develops a profile of retail characteristics desired by mature female consumers for each type of shopper. It also determines whether differences exist between department store and specialty store customers regarding the importance of selected retail store services and characteristics.
  

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• Import Buying
• 10 pp. = $ .50
• Four scenarios which give the students an opportunity to practice the roles of Divisional Merchandise Manager, Buyer, and Assistant Buyer in a fictitious dealing with Eastern Asian manufacturers. It requires that the students market research on the country and manufacturer, determine buying decision and negotiating Procedures and Policies.
  

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• The Effect of Scale, Localization and Urbanization Economies on Productivity in Retailing
• Ingene, Charles A., University of Washington, Seattle, WA
• AMA, 1984 15 pp. = $ .75
• Discusses how scale, localization and urbanization economies affect labor productivity in retailing in twelve important retail trades. The basis of this concept is in the production function.
  

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• A Survey of Internship/Work Experiences in Retailing Fashion Marketing/-Merchandising Programs
• Jernigan,Marian H., Texas Woman's University,76204; Cynthia R. Easterling, University of Southern Mississippi 38401
• ACRA, Spring 1986 14 pp. = $ .70
• A study based on 222 responding business and home economic programs in the fashion retailing, marketing areas. Home economics programs were much more likely to require a work experience course, but less likely to require class meetings in the course. Discriminant analysis was used to determine the key differences between business and home econ based programs.
  

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• Effects of older (55+) female consumers' participation in social activities on apparel shopping behavior
• Joung, Hyun-Mee and Nancy J. Miller
• ICSC / ACRA Las Vegas Conference  May, 2002
• The purpose of this study was to explore relationships among older female consumers; participation in social activities, apparel shopping orientations, and apparel shopping activities.

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• Facing the Challenge of the Americans with Disabilities Act: A Research Agenda
• Kaufman, Carol Felker and Paul M. Lane
• New York City, 1996 11 pp. $ .55
• The ADA issued in an era of enforced accommodations adopted by retail businesses for challenged shoppers. However, while the act outlined numerous accessibility issues, retailers may find that implementation is difficult due to their incomplete understanding of the experience of challenged shoppers in their stores. In the present paper, the authors propose a framework which may uncover hidden problems which retail environments may pose.
  

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• Examination of Brand Personality and Brand Attitude within the Apparel Product Category
• Kim, Hye-Shin, Department of Consumer Studies, University of Delaware, Newark, DE
• ACRA, Spring 1999 15 pp = $ .75
• This study examines the relationship between perceptions of five brand personality traits for various apparel brands and the contribution of these brand personality traits in forming positive or negative brand attitude. Also explored was whether brands within a product category could be grouped based on similarity of brand personality traits.
  

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• Identifying Store Attributes which Contribute to Online Shopping
• Kunz, Michelle B. And Carl L. Dyer
• ACRA Spring Conference, 1998 Pp 9 $ .45
• The purpose of this research was to analyze store characteristics of the WWW, as gleaned from alternative shopping mediums which included catalog, TV, and the Internet, and determine what influences these variables had on the intent of online users to shop via the Web. Additionally, another objective was to survey current online users, who were using the WWW for additional activities by using an online survey instrument.
  
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• Internet Classroom Assistant: A Tool for Collaborative Teaching Between Universities
• Kunz, Michelle B., Morehead State University, Morehead, KY 40351-1689; Miller, Nancy J., Iowa State University, Ames, IA 50011-1120
• ACRA, Spring 1999 3 pp = $ .15
• This paper describes the implementation of a couple of class projects designed to provide students with insights into retail merchandising and display activities through student collaboration between classes at two universities located in different regions of the United States. Additionally this collaboration provided students with development of telecommunication skills and computer technology skills.
  

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• Retail Card Usage: In Relation with Other Credit Lines Available and Credit Need
• Kwon, Kyoung-nan, Lee, Jinkook, University of Tennessee, Knoxville, TN 37996
• ACRA, Winter 1999 32 pp = $1.60
• This study discusses consumers’ use of store credit cards by investigating how the use of bank cards influences activity or inactivity of store cards. Both store and bank cards provide distinctive functions for consumers: payment instrument and financing source, yet this paper investigates how the two types of cards compete with one another.
  

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• Foreign Acquisitions of U.S. Retail Firms: Impact at Micro and Macro Levels
• Kacker, Madhav
• ACRA, Spring 1989 13 pp. = $ .65
• The paper makes an attempt to examine the impact of a foreign acquisition on the business performance of retail firms in the post-acquisition period and see if such performance could be attributed to the change in ownership. The paper concludes with an assessment of the impact of foreign acquisitions on the U.S. retail industry and the economy in general.
  

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• Comparison of Information Search Formats for Apparel Decision Making
• Kang, Keang-young, Doris H. Kincade
• ACRA Spring Conference,1998 (Washington, DC>) pp. 15 $.75
• The purpose of this study is to identify a useful information search format for apparel retailers. It includes a literature review and apparel specific suggestions for information decision models.
  

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• Comparison of Pre-Purchase Satisfaction: Misses Sized Women vs. Petite Sized Women
• Kang-Park, Jikyeong
• ACRA, April 1992, Dallas 3 pp. = $ .15
• The purpose of the current study was to investigate consumers' pre-purchase satisfaction with the women's clothing market segmented by size category, utilizing and adapted model of the consumer decision process. In the adapted model, satisfaction is presented as a construct which can be measured at other stages of the consumer decision process, i.e., search, alternative evaluation, and purchase, as well as at the more traditional stage, i.e., outcome.
  

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• It’s Time for One-Stop Shopping
• Kaufman, Carol Felker, Rutgers University, and Lane, Paul M., Western Michigan University
• ACRA, Winter 1995 12 pp.= $.60
• The present paper extends the notion of one-stop shopping to include time congruity, which involves the matching of shoppers’ preferred hours with those actually scheduled by stores. The results of a study of store hours is presented, and recommendations are given for fine-tuning store schedules when target consumers seek one-stop shopping opportunities.
  

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• Retail and Wholesale Trade in Finland
• Kaupan Keskusvaliokunta, Kasarmikatu 33, 00130 Helsinki 13, Finland
• Industry Facts and Data, Kaupan Keskusvaliokunta
• ACRA, Spring 1989 5 pp. = $ .25
• A brochure describing the nature and structure of retail and wholesale trade in Finland. Lists the main retailers and trade associations in Finland.
  

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• Use of GROMI as a Compensation Plan
• Kelly, J. Patrick, Michael Guerts, Brigham Young University, Provo, UT 84602
• ACRA, Spring 1982 9 pp. = $ .45
• An evaluation of the use of gross margin return on investment for evaluating the effectiveness of retailing professionals. Considers the value of GROMI as a measure of efficiency, how to create necessary data from company records, and the acceptance of GROMI goals as part of the formula used to calculate buyer reward systems.
  

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• Sales Effects of In-Store Signing: A Field Study
• Kelly, J. Patrick, E. Doyle Robinson, Gary F. McKinnon, Brigham Young University, Provo, UT 84602
• Working Paper: Brigham Young University 16 pp. = $ .80
• A report of the findings of a controlled study of the impact of signing on the sales of specific items on three cities, four store types, and 33 products. An excellent example of research design in a retail situation. The findings that signing does well is not surprising, but is clearly documented.
  

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• Retail-tainment versus Non-retail-taintainment Stores
• Kinley, Tammy  ACRA Spring Conference, Montreal 2003
• This study compares female consumers' perception of service quality between stores with a mission to entertain the customer and stores that do not have an entertainment mission and to determine the importance of retail-tainment to various demographic groups

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• Strategies and Implications from Daily Product Movement of Seasonal Merchandise
• Kelly, J. Patrick and James B. McDonald, Brigham Young University, Provo, UT 84602
• ACRA, Winter 1984 16 pp. = $ .80
• A study of the weekly sales of several categories of highly seasonal merchandise (Christmas wrap, ribbons, boxes, etc.) indicates that there may be different peak demand points which have to be considered in deciding when to cut price to insure the maximum selling off of seasonal goods. Although the study is specific, the concept of shifting demand curves is useful for a wide range of seasonal items.
  

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• Importance of Research in Developing Point-of-Purchase Signing
• Kelly, J. Patrick, Brigham Young University, Provo, UT 84602
• ACRA/NRMA, Winter 1985 7 pp. = $ .35
• A description of the process and results of a major signing study conducted for KMart photo finishing. This paper is the script of the slide presentation made at NRMA.
  

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• An Approach to Allocating Space to Departments in a Retail Store
• Kelly, Pat, Michael Guerts and Heikki Rinne, Wayne State University, Detroit, MI 48202 and Brigham Young University,Provo, UT 84602
• ACRA/NRMA, 1986 29 pp. = $1.45
• This paper describes a retail space allocation model for department stores. The procedure uses past sales and profits, along with managerial judgement to allocate floor space to departments. The space for each department is allowed to vary monthly to account for seasonal fluctuations in demand and profits for each department.
  

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• Values and Emotions: A Cross Cultural Study of Multinational Advertisements
• Kim, Hye-Shin, Byung-Sook Hong and Eun-Young Jo
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• In this study, (they) examine the emotional response of female consumers in the United States and Republic of Korea. Specifically, (they) assess how consumer values may impact emotional response to and attitude toward three multinational brand apparel advertisements: Benetton, Calvin Klein, and Guess… This study provides insight into whether standardized advertising strategies are cross-culturally acceptable based on emotional response of consumers. Also, we examined whether values may explain for differences in emotional response, if any, to the advertisements

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• Desired Shopping Center Attributes Based on Travel Motivations
• Kinley, Tammy  ACRA Spring Conference, Montreal 2003

• The purpose of the study was to determine desired shopping center attributes based on the travel motivation of tourist shoppers.  Objectives of the study included identifying travel motivation for tourist shoppers, identifying categories of shopping center attributes desired by tourist shoppers, determining whether motivation for travel affects the tourist shoppers' desired shopping center attributes, and determining whether motivation for travel and desired shopping center attributes varied with the particular type of shopping center being patronized by the tourist shoppers in the sample.

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• Retail Work Experiences
• Knight, Dee  ACRA Spring Conference, Montreal 2003

• The purpose of this study was to determine how retail work experiences influence student' decisions to remain in the industry.  The broad objectives of this study were to investigate college students': a) perception of retail work experiences, b) retail job satisfaction, and c) intent to pursue retail careers.
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• Behavioral Semblance Among Teenage Fashion Adopters
• Kinnaird, Jerry V., Mary Cotton, Mary Warnock, University of Arkansas
• ACRA/NRMA, Winter 1989 15 pp. = $ .75
• The purpose of this study was to identify specific fashion consumer segment behavioral descriptors that proved to be significantly important between two contrasting age populations with the same general demographical characteristics.
  

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• Investigating Relationships Between Job Performance
• Knight, Dee  ACRA Spring Conference, Montreal 2003
• Most research on contact employees' job performances has been in the industrial sector, little is known about the relationships between retail contact employees' job performances and other variables.  The researchers examined the relationships between job performance, personal characteristics, and employment characteristics.  Results indicated very limited relationships between the variables.

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• Wal-Mart: A New Frontier
• Kinnaird, Jerry and Mary Cotton, University of Arkansas, Fayetteville, AK 72701
• ACRA, Spring 1986 15 pp. = $ .75
• An extensive description of the rise and present position of Wal-Mart based on secondary sources and company report.
  

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• Liberal Arts: An Essential Component of Retail Education
• Kinnaird, Jerry
• ACRA, Winter 1987 10 pp. = $ .50
• A paper proposing that Liberal Arts coursework be required for Marketing majors. It suggests that there are many benefits to a well rounded education, typical of liberal arts programs.
  

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• Quick Response: The Building of Partnerships

• Kincade, Doris H., Auburn University, Auburn, AL; Cassill, Nancy L., University of NC - Greensboro,

• Greensboro, NACRA, Spring 1990 10 pp. = $ .50

• A study that investigates the strategy of Quick Response. Shifts in the market, restructures of the industry, and advances in technology keep the retail environment in a state of constant change. Quick Response has become an attitude and a mode of business operation for companies who want to survive in this changing world.
  

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• The Effect of Store Image on Customer Deviant Behavior: An Exploratory Study
• Kothari, Vinay and Robert H. Solomon, Austin State University, Austin, TX 75962
• Austin State University 8 pp. = $ .40
• An exploratory report of an experiment conducted to establish the relationship between store image and the reaction to shoplifting and other forms of customer theft. 807 university students were surveyed and the findings indicate a relationship between store image and the response to theft by students. Bibliography.
  

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• A Study of the Impact of Store Image on Customer Deviant Behavior
• Kothari, Vinay, Solomon, Robert
• ACRA, 1992 Dallas 12 pp. = $ .60
• This research study investigates the nature of relationships between store image and customer deviant behavior. Attitudes concerning such deviant behavior as shoplifting are examined in terms of store policies and practices which could be classified as "good" or "bad." The study, which is a replication of a 1980 study, also compares data and highlights some changes in the relationships over a ten-year period.
  

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• The Relationship Between Store Image and Customer Deviant Behavior
• Kothari, Vinay, Solomon, Robert H.
• ACRA, April 1992 Dallas 7 pp. = $ .35
• This research study investigates the nature of relationships between store image and customer deviant behavior. Attitudes concerning such deviant behavior as shoplifting are examined in terms of store policies and practices which could be classified as "good" or "bad." The study which is a replication of a 1980 study, also compares data and highlights some changes in the relationships over a ten-year period.
  

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• An In-depth Profile of the Mall Shopper: Frequent Patrons vs. Nonpatrons
• Kotsiopulos, Antigone, Soyeon Shim, Colorado State University
• ACRA, Spring 1988 4 pp. = $ .25
• The study explored the feasibility of developing profiles for patrons and nonpatrons of shopping centers in a manner similar to the profiling of consumers for individual retail operations.
  

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• Retail Consumer Profiles Developed from Real-Buy Situation
• Kridler, Jamie Branam Kridler, Mary Frances Drake, Larry C. Wadsworth, University of Tennessee
• ACRA, Spring 1989 9 pp. = $ .45
• The purpose of this investigation was to determine whether or not profiles can be drawn for retail consumers of insulated apparel. Lifestyles was the independent variable and demographics, price of the garment, and sources of information on the insulated material were the dependent variables.
  

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• Career Development in the Retail Environment: A Taxonomy
• Kuns, Grace, Iowa State University, East Ames, IA 50011
• ACRA, Spring 1986 22 pp. = $1.10
• An ethnographic description of career development in retail organizations dealing with career advancement, different types of retail organizations, and differences of opportunity by sex. An extensive sociological methodology is applied to 42 retail executives and generated a taxonomy of retail careers. The anecdotal nature of the findings make it difficult to develop definitive conclusions, but the research is extremely valuable for a better understanding of retail career development.
  

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• Using a Real Client for Class Required Project
• Kunz, Michelle B., Morehead State University, Morehead, KY 40351
• Working Paper: Kunz 4 pp.= $ .20
• The objective of this project was to revise an existing in-class project designed by the instructor to accommodate the needs of a local business, the Kentucky Folk Art Center (FAC). The FAC staff wanted to provide students a learning opportunity, and to gather innovative and creative ideas regarding the merchandise display and inventory stocking for their new facility.
  

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• Community Embeddedness and Retail Patronage
• Landry, Timothy  ACRA Spring Conference, Montreal 2003
• The framework presented in this paper addresses how community embeddedness helps retailers to ensure community patronage.  Based on this framework, empirical results are discussed that demonstrate the value of a retailer being embedded within the community.

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• Effects of Coupons on Brand Categorization
• Laroche, Michel   ACRA Spring Conference, Montreal 2003
• The objective of this study is to explore the effects of coupons on consumers' brand categorization and choice processes using fast-food restaurants in China.  Results are discussed in light of the important implications they have for brand management in multibrand situations and international management of sales promotions.

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• References Used by Male Consumers for the Selection of Apparel Items for Themselves
• Lamb, Tammy R., Ph.D., Louisiana Tech University; Jinger Eberspacher, Ph.D., Texas Tech University
• ACRA, April 1994 15 pp.= $.75
• The purpose of this study is to identify reference groups and/or significant others used by male consumers in the purchase decisions of apparel and their perceived extent of influence. The paper also discusses how these influences can be incorporated into marketing and sales strategies.
  

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• The State of Retail Selling: Has It Improved?
• Lanasa, John, Duquesne University; David J. Burns, Youngstown State University
• ACRA, April 1994 5 pp.= $.25
• This paper looks at the present state of retail selling. It examines and compares the state of retail selling in department stores and specialty stores to see whether improvements in performance may have occurred or if significant problems still exist.
  

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• Urban Grocery Initiatives: A Comparison Between London and New York City
• Lavin, Marilyn, Department of Marketing, University of Wisconsin – Whitewater, Whitewater, WI 53190
• ACRA, Spring 1999 15 pp = $ .75
• The paper examines a number of grocery initiatives that occurred in London and New York during the 1990s. It considers formats that have been designed specifically for urban locations, as well as more traditional types of food outlets that have been transferred from suburbia to the city. The findings indicate that chains in both locations have been profitable, but circumstances unique to each city have contributed to the types of stores established.
  

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• Retail Advertising in the Spanish-Language Press: Evidence from "El Diario/La Prensa"
• Lavin, Marilyn, University of Wisconsin-Whitewater
• ACRA, April 1994 13 pp. = $.65
• This paper looks at the way retailers in New York are attempting to meet the needs of the city’s increasing Hispanic customers in relation to the kinds of goods they offer and the nature of appeal they put forth. It focuses on those retailers who advertise in "El Diario/La Prensa," New York’s leading Spanish language newspaper.
  

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• Not in My Neighborhood: Community Resistance to Chain Drugstores
• Lavin, Marilyn
• ICSC / ACRA Las Vegas Conference May, 2002
• The present paper compares the protests that CVS experienced as it attempted to establish a new store on the Upper West Side of Manhattan with those Walgreen's encountered in a neighborhood shopping area in Madison, Wisconsin.

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• William Bostwick: Retailer and Wholesaler in Mid-Nineteenth Century America
• Lavin, Marilyn, University of Wisconsin-Whitewater, Whitewater, WI
• ACRA, Spring 1985 12 pp. = $ .60
• An interesting description of the activities of a retail entrepreneur in Augusta, Georgia in the early part of the 19th Century.
  

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• Who Likes to Shop: An Extension of Earlier Findings
• Lavin, Marilyn, University of Wisconsin - Whitewater
• ACRA, Spring 1990 13 pp. = $ .65
• A paper reviewing the studies that have given primary consideration to shopping attitudes and behaviors. It also presents some unpublished results that may be useful in understanding "liking of shopping" in contemporary society.
  

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• Wives' Employment, Time Pressure, and Mail/Phone Shopping: An Exploratory Study
• Lavin, Marilyn
• ACRA, April 1992 Dallas 17 pp. = $ .85
• This paper considers whether employment outside the home contributes to the feelings of time pressure experienced by working wives and their husbands. It then examines, for both spouses, whether or not feelings of greater time pressure are associated with mail/phone order preferences. Data gathered from 197 married persons residing in 34 states and the District of Columbia suggest that wives' employment outside the home is related to husbands' feelings of time pressure, but not to wives' experience of temporal constraints. For neither spouse are feelings of greater time pressure linked with preference for non-store shopping alternatives.
  

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• Merchandising Theory Development - Assortment Diversity in Relation to Financial Productivity
• Lee, Seung-Eun and Grace Kunz
• ACRA Spring 2000 Conference, toronto, Canada (May 2000)
• The purpose of this study is to contribute to merchandising theory development by testing and refining VSA and ADI using multiple merchandising performance measures.  Included are implications for Apparel Merchandisers and recommendations for future research.

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• Paradigm of Retailing with a Strategic Orientation
• Lee, Tinkook and Maria Vryza, University of Tennessee-Knoxville, TN 37996-1900.
• ACRA, Spring 1993 13 pp. = $ .65
• A development of a retailing paradigm building on three weaknesses from traditional paradigms: channel environment, retailers as innovators, and the necessity of a framework for strategy.
  

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• Perceived Benefits and Risks of Shopping for Apparel by Catalog: A Korean Example
• Lee, Yoon-Jung, Cynthia Jasper, University of Wisconsin-Madison; Eun-Young Rhee, Seoul National University
• ACRA, April 1994 17 pp.= $.85
• This study examines whether there are distinctive types of benefits and risks consumers perceive when they purchase apparel from catalogs and which of these influence consumers’ intention to purchase from the catalog. The paper focuses on the growing popularity of in-home catalog shopping in South Korea.
  

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• Categorization of Korean American Consumers
• lee, Yoon-Jung    ACRA Spring Conference, Montreal, 2003
• The purpose of this study is to examine Korean-American ethnic identity and acculturation patterns and how they influence fashion behavior.  The focus was given on categorizing Korean Americans based on their acculturation patterns in order to identify the diversity within the ethnic group and understand Korean American fashion and shopping behavior. The study indicated that there is heterogeneity within a single ethnic group, i.e. Korean Americans.

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• Characteristics of Retail buying Market Selection and Their Ability to Delineate Between Large and Small Retail Organizations
• Lester, Deborah H., Kennesaw State College, Kennesaw, GA 30144
• ACRA Spring, 1996 12 pp. = $ .60
• Characteristics used by retail organizations to select the retail buying market with which they will trade are examined in this article. The study also investigated whether there was a significant difference between the way large and small retail organizations responded to these factors. the results revealed that significant differences do exist between large and small retail firms on factors they consider when selecting a regional market.
  

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• Successful Tenant Mix Strategies for the 90's
• Lester, Dr. Deborah, Kennesaw State College, School of Business Administration, Marietta, Georgia 30061
• ACRA, Spring 1991 15 pp. = $ .75
• For shopping malls to be successful, it is imperative that a thorough analysis be conducted to determine who the right tenants will be. This is more challenging than in the past. The right tenants then have to be matched with the appropriate environment that will ultimately lead to a complementary and profitable venture.
  

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• A Comprehensive Study of Joslins Management Training Program: Findings, Recommendations, Implementation
• Levenson, Lawrence A., The University of Northern Colorado
• ACRA, Spring 1988 17 pp. = $ .85
• The study summarizes interviews with employees of Joslins concerning training practices, strengths, weaknesses, and suggestions for improvement.
  

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• Utilization of a Retail Skills Test for Practitioners - Can Analysis Reveal Areas for Remedial, Instruction
• Levenson, Lawrence A., The University of Northern Colorado, Greeley, CO 80639
• ACRA, Spring 1987 11 pp. = $ .55
• A skills test given to trainees, department managers, & buyers of Joslins. The study shows that many have a lack of understanding of the open-to-buy system. The test can be given to evaluate what skills an employee is lacking.
  

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• Consumer Reaction to Urban Renewal: The Impact of Aesthetic Changes in Revitalizing Retailing
• Levinson, Larry and Joseph Clithe, University of Northern Colorado, Greeley, CO 80639
• ACRA, Winter 1986 18 pp. = $ .90
• A study of consumer reaction to a downtown redevelopment project. Improvements in aesthetic aspects, increased promotional efforts and redesigned parking did not solve the problems of the lack of an anchor store and limited selections of merchandise.
  

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• Using Residual Income Analysis (RIA) to Make Merchandising Decisions
• Levy, Michael, Southern Methodist University; Charles A. Ingene, University of Washington
• ACRA/NRMA, Winter 1985 13 pp. = $ .65
• This paper suggests the use of RIA as superior to GMROI as a merchandise buying decision criterion. It is argued that RIA is simpler, better tuned to the realities of retailing, and is easier to use than GMROI.
  

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• Apparel Sourcing Opportunities in Hungary and the Czech Republic: Case Studies in Progress
• Loker, Suzanne, University of Vermont
• ACRA, Winter 1993 18 pp.= $.90
• Using the case study method, apparel sourcing opportunities for U.S. retailers in Hungary and the Czech Republic were evaluated. Sourcing and production opportunities were outlined and presented along with the challenges of long-term commitment to the area, language and cultural barriers, lack of advanced technology, design and marketing expertise needs, and evolving firm structures.
  

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• Casual Dress Codes - Gaining Acceptance in the Banking Industry
• Loyd, Dolly and Cynthia Easterling
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• This study, which is descriptive in nature, is based upon a national survey of Human Resources Officers employed in banks. The objectives of the study were to identify the nature and extent of usage of dress codes in the banking industry and to determine relaxed dress code trends in the workplace.

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• An Ecomarketing Continuum Showing How Retailers Respond to the Green Marketing Concept
• Loyd, Dolly D., University of Southern Mississippi; Betty Pritchett, Kennesaw State College
• ACRA, April 1994 12 pp.= $.60
• This paper examines the growing level of environmental concern among consumers and the level of response that retailers are taking. A continuum showing retailer’s response to ecomarketing was presented.
  

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• Some Strategic Implications of Generic Products in Atlanta, GA 1978-1982
• Lyle, William F., Atlanta University, Atlanta, GA 30314
• ACRA, Spring 1982 30 pp. = $1.50
• An analysis of the pricing behavior and management implications of the introduction of generic products into a specific retail market area. It examines the establishment and extension of generics on a chain basis. Bibliography.
  

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• Perceptions of the Discount Retailer: An Analysis of the Hypothetical Ideal Discount Store
• Mahoney, Marianne Young, Brenda Sternquist, Michigan State University, East Lansing, MI
• ACRA, Spring 1988 19 pp. = $ .95
• The purpose of this study is to investigate the perceived image of three discount department stores from the perspective of the consumer and from the perspective of retail managers.
  

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• Perceptions of the Discount Retailer: An Analysis of the Hypothetical Ideal Discount Store
• Mahoney, Marianne Y. and Brenda Sternquist, Michigan State University, East Lansing, MI 48824
• ACRA, Spring 1986 18 pp. = $ .90
• An investigation of the perceived images of three discount department stores from the perspective of consumers and store managers. Emphasis is on the variation between the ideal image and the actual perceptions. The responses of 180 consumers and 37 managers were forced into a constant sum scale to determine saliency. Contains a good bibliography of image research.
  

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• The Internationalization of the Apparel Retail Industry: The Import Dimension
• Mariotz, Elizabeth and Shahid Siddiqi, Philadelphia College of Textiles, Philadelphia, PA 19144
• ACRA, Spring 1984 6 pp. = $ .30
• An attempt to identify and analyze the factors affecting the trend toward the increase in imported products in apparel retailing. Comparisons are made between the firms that are heavy importers versus light or non importers. Four major categories of retailers were surveyed.
• Research Report 55 pp. = $2.00
• ID# RMarE 284
• The complete research design, instruments and findings concerning apparel retailing and imports.
  

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• Increasing Productivity Through Quality Circles: Implications for Retailing
• Mariotz, Elizabeth, Philadelphia College of Textiles and Science, Philadelphia, PA 19144
• ACRA, 1983 6 pp. = $ .30
• A discussion of the use of Japanese management techniques, particularly the quality circle, to reduce the traditional hierarchical and technocratic aspects of retail management, with the specific goals of increasing productivity and decreasing turnover.
  

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• An Assessment of Selected Cooperative Education Activities in Retail Management Programs in Four Year Colleges
• Mariotz, Elizabeth, Temple University, Philadelphia, PA 19122
• ACRA, Winter 1983 4 pp. = $ .25
• A study which attempts to determine the degree of relevance a cooperative education program has to a prospective employer in the retailing industry considering four year degree candidates for positions in mid-management.
  

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• Should Management of Department Stores or Small General Merchandise Outlets Use a Price Reduction Strategy to Generate Sales Volume?
• Marquardt, Ray, Robert Roe, Department of Business Administration, University of Wyoming, Laramie, WY 82071
• ACRA, Winter 1983 8 pp. = $ .40
• A study that attempts to determine the impact that an overall price reduction policy is likely to have upon profits for department stores. Discusses and exhibits calculations from data incorporated into a breakeven model for both specialty store and sporting goods store.
  

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• An Investigation of the Unit Pricing System in Three Supermarket Chains
• Marquardt, Raymond, Robert Roe, College of Commerce and Industry, University of Wyoming, Laramie, WY 82071
• ACRA, Winter 1983 13 pp. (bibl) = $ .65
• A study that investigates the types and numbers of discrepancies inherent in unit pricing systems, based on observations in three major supermarket chains. Utilizes the results of this study to make a case for establishment of national standards and consumer education programs relating to the mechanics of unit pricing.
  

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• An Evaluation of the Performance of the Leading Department Stores from 1953-1982
• Marquardt, Raymond A., Robert E. Roe, University of Wyoming, Laramie, WY 82071
• ACRA, Spring 1984 7 pp. = $ .35
• A study of the balance sheets and operating ratios of department stores based on the Harris Bank Annual Retail Study for the last seven years and 1953. The study found that there has been a shift from current to fiscal assets, to more current liabilities, and a general decline in liquidity. Turnover is down over the period as is the sales to receivables ratio.
  

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• Retail Space Productivity--The Battleground of the 1980's
• Marquardt, Ray, University of Wyoming, Laramie, WY 82071
• ACRA/NRMA, Winter 1985 28 pp. = $1.40
• An analysis of the sales per square foot performance records of different retailers and different retail forms. The study clearly indicates the pressures on real sales per square foot, and points out that this may be the critical element in retail success through the balance of the 1980's.
  

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• Non Store Retailing: Is It Really More Productive Than Instore Retailing
• Marquardt, Ray, University of Wyoming, Laramie, WY 82071
• ACRA, Spring 1985 14 pp. = $ .70
• A look at the growth of non store and in store retailing presents an uncertain picture since it is almost impossible to separate out the extent of catalog sales of traditional retailers. Mail order has been increasing more rapidly than retailing in general, but other categories such as vending machines and direct selling have not kept pace.
  

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• The Internationalization of European Retailers in America the U.S. Instance
• Martinez, Norberto Muniz, Ph.D., Camous de Vegazana Leon, Spain 24071
• Working Paper: Martinez-Muniz 10 pp. = $ .50
• In this paper an empirical analysis was undertaken of the moves of the leading 200 European retail distributors to internationalize America (with emphasis on the United States). It studies the most appropriate strategies for different formats of corporation as well as reasons why leading businesses seek to establish themselves in areas which are more unfamiliar to them than any other European states.
  

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• Interpersonal Influence Patterns in Teen Leisure Shopping
• Mascarenhas, Oswald A.J., Ph.D., and Mary A. Higby, Ph.D., University of Detroit-Mercy
• ACRA, Spring 1991 16 pp. = $ .80
• This paper explores interpersonal influence patterns affecting teen leisure shopping in relation to low-involvement (causal) and high-involvement (formal) shopping items. Data from 234 high school teens indicate four types of significant influences: those passively sought by teens, those actively sought, normative influences from peers, and informative - normative influences from parents. All four influence patterns are almost identical across causal and formal leisure shopping. Passively sought teen influences are predominantly normative, while actively sought are informative and dominate all other influences. Major sociodemographic determinants of leisure shopping influence patterns include gift money, teen earned income, gender, and mother's working status.
  

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• Functional Marketing Plan Development in Department Store Retailing
• Mason, Barry J., Mayer L. Morris and Anthony Koh, University of Alabama, University, AL 35486
• ACRA/NRMA, Winter 1984 29 pp. = $1.45
• A study of the nature and development of functional marketing planning at multi unit department stores across the country. It is based on 92 replies from 672 firms. Tables present the findings and compare the characteristics of the firms which do and do not indicate having formal marketing plans.
  

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• Trends in Retailing: A Look at Retailing to 1990
• May, Eleanor G., University of Virginia, Charlottesville, VA
• ACRA, Spring 1985 8 pp. = $ .40
• A short summary of an extensive Marketing Science Institute report on the future of retailing. The paper details the expected economic changes, the institutional changes and the nature of the changes in consumer demographics over the next decade.
  

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• Trends in Retailing
• May, Eleanor G., University of Virginia
• ACRA, Spring 1985 7 pp. = $ .35
• This paper discusses the economic conditions in the United States in the 1980's and forecasts the total retail sales for 1990.
  

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• The New Strategic Era in Retailing: A Management Summary
• McCammon, Bert C., Jr., Distribution Research Program, The University of Oklahoma
• ACRA/NRMA, Winter 1984 17 pp. = $ .85
• Notes, outline, and data for a presentation on changing issues for strategic retailing for the balance of the 80's. An insightful view of where the retail industry may be headed with a presentation of causes and cures.
  

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• Teaching Retailing with "Real World" Spreadsheet Application Projects
• McGinnis, John M.
• ACRA Spring Conference, 1998 (Washington, DC) pp. 15 $ .75
• This paper examines the literature relating to the personal traits and skills needed by future retailing executives in order to gain a better understanding of the computer expectations the industry has of retailing graduates. In addition, the challenges of integrating computer activities into the retailing classroom are discussed.
  

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• Is It Still Retailing?
• McGoldrick, C. Robert, University Level
• ACRA, Spring 1984 8 pp. = $ .40
• An analysis of the overlap and ambiguity seen in the concepts of retailing and marketing. Part of the confusion comes about because of the use of both macro and micro concepts in both fields. Marketing has become more macro, dealing with total societal issues while retailing has stressed the operational or micro perspective. The author points out the growing overlap as marketing moves to include the service sector and retailing moves from the entrepreneurial signal store to the challenge of consciously shaping retail institutions to the structure of consumer markets.
  

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• A Comparison of Financial Ratios Between Small and Large Retail Firms
• McGurr, Paul T., Purdue University, West Lafayette, IN
• McGurr 10 pp. = $ .50
• The purpose of this article is to report a study that compares financial ratios between large and small retail firms. The study will test the hypothesis that there is no difference in the mean ratios between large and small retail firms. If the hypothesis can't be supported, the results of the study will indicate that financial ratios are no linear in relation to size in the retail industry.
  

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• Gender Differences in Shopping Enjoyment
• McGurr, Paul  ACRA Spring Conference, Montreal, 2003

• This paper challenges the declaration that men do not enjoy shopping.  Over 700 college-age participants are asked to visit various stores and complete a questionnaire summarizing their shopping experience.  It is found that there is no significant difference between the measurement of shopping enjoyment between male and female participants.

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• Decision strategies and information-processing biases of retail buyers: A Script-Theoretic approach to demand estimation
• Mendoza, Norma A.
• ICSC / ACRA Las Vegas Conference  May, 2002
• This paper proposes taking a cognitive approach to the study of decision criteria and information processing biases or retail merchandise buyers in the process of estimating demand.

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• There's Something Social Happening at the Mall
• Meoli, Jennifer, Indiana University at Pennsylvania; Richard Feinberg, Purdue University; Amy Rummel, University of Otago, New Zealand
• ACRA, Spring 1988 17 pp. = $ .85
• The purpose of this paper was to outline the results of two studies designed to investigate the social nature of the retail mall.
  

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• Profiles of Organizationally Committed Retail Salespersons
• Michaels, Paulos, Marshall University, Huntington, WV 25701
• ACRA, Fall 1987 16 pp. = $ .80
• Profiles of a sample of 464 salespersons employed by a nationwide retail chain which markets phonograph records. The study shows that an organization needs to choose to have committed or noncommitted salespersons and to recruit on that basis.
  

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• Merchants' Attitudes Towards the Central Business District Shopping Areas
• Michaels, Pavols North Carolina A & T State University
• ACRA, Spring 1989 20 pp. = $1.00
• The preliminary results of a questionnaire survey conducted to collect attitudes toward shopping in Central Business Districts.
  

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• Leadership and the Professional and , April 1994 16 pp.= $.80
• This paper analyzes the increasing percentage of the American population who are users of mail-order catalog shoppingservices. The study looks at the different personality types and values of those potential mail-order catalog users.
  

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• Effects of Demographics and Store Characteristics on Job Satisfaction Among Store Managers
• Young, Im, Jennigan, Marian
• ACRA, April 1992 Dallas 1

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• Developing Profiles on Online Shoppers and Purchasers
• Miley, Patti K. and Deborah D. Young
• ICSC/ACRA Las Vegas May 2002
• As the number of viable e-commerce sites continues to increase, and the profitability of these sites becomes more critical, understanding Internet shoppers and purchasers to a greater degree is essential. In order to develop usable profiles, the researchers examined the Internet axxess and purchasing habits of Internet users in combination with their demographic profiles in order to develop a profile of Internet shoppers and purchasers.

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• An Evolving Department Store Structure: A case study for the 90's
• Miller, John D., Sanger-Harris, Dallas, Texas
• NRMA, January 1984 29 pp. = $1.45
• This speech, given at the January 1984 NRMA meeting, describes the unsatisfactory organization structure at a large department store along with the process for developing a new structure and its results. The job of "buyer" was completely redesigned and a commitment was made to support both buying and selling as the key activities of the firm. This was the first public disclosure of the organizational changes which had completely restructured the store since 1978.
  

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• Apparel Shopping Orientations of Hispanic College Students: An Analysis Based on Strength of Ethnic Identification
• Minger, Diane M., Cedar Valley College, Lancaster, TX; Marian H. Jernigan, Texas Woman’s University, Denton, TX
• ACRA, April 1994 12 pp.= $.60
• The purpose of this study was to determine if differences in apparel shopping orientations exist between Hispanics who are strong ethnic identifiers and Hispanics who are weak ethnic identifiers.
  

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• Consumer Perception of Retail Service as Related to Locus of Control and Locus of Causality
• Monger, Jodie E., Schrank, Holly L., Purdue University, West LaFayette, IN 47907
• ACRA, Spring 1990 19 pp. = $ .95
• A study that looks at the relationship between a customer's interpretation of service, which varies with the individual, and the perceived level of satisfaction. If elements of consumer personality are responsible for assessments of the sales situation, an awareness of such factors might well be used to increase levels of satisfaction and to reduce customer turnover.
  

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• A Decade of Information Technology Research in Retailing (1990-1999) An Emergent Scheme in Future Research Directions
• Moore, Marguerite and Heesun Seo
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• The purpose of this review is to content analyze the past decade (1990-1999) of retailing, marketing, and logistics research that considers the role of IT in the retailing process. In order to attain a realistic, supply-chain perspective of IT research, we examined published manuscripts from logistics and physical distribution management journals that related directly to retail channels—in addition to retailing and marketing manuscripts. Ten years of IT research was considered…

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• Retail Management Education: A Technological Void
• Moore, Christopher M., Glasgow Caledonian University, Glasgow, Scotland
• Working Paper: Moore 13 pp. = $ .65
• This paper examines undergraduate retail management degree programs within the UK from the perspective of the nature and characteristics of Information Technology teaching within these courses. While effective management of information has been recognized as being pivotal to the generation of strategic advantage within retailing this research suggests that there is a large difference between the expectations held by retailers of graduate IT capability and the actual level of the graduate's IT.
  

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• Using Imagery to Understand Retail Store Image
• Moran, Martha Baker
• ACRA Spring Conference, 1998 pp. 16 $ .80
• Students were asked to put together collages of materials which represent their image of a particular store or type of store.
  

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• Linkages Between Import Status, Store Type, and Brand Type: Influences on Perceptions of Quality
• Morganosky, Michelle A., University of Illinois, Urbana, IL
• ACRA, January 1987 20 pp. = $1.00
• This paper proposes that a brand or store association with imported or U.S. made apparel may increase or decrease the perception of apparel quality. It further discusses the implications for advertisers, manufacturers, and retailers.
  

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• The Rural Consumer: Attitudes Toward Imports and Prices
• Morganosky, Michelle, University of Illinois; Sara Douglas, University of Indiana
• ACRA, Spring 1988 25 pp. = $1.25
• A national probability sample of rural and non-rural consumers is compared in relationship to their attitudes toward imports and prices.
  

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• Attaining the Illusive Goals of Performance Evaluation in Retailing: A Three Dimensional Approach
• Muczyk, Jan P., Cleveland State University; Gable, Myron, Shippensburg University
• ACRA 14 pp. = $ .70
• This paper proposes an evaluation system for performance appraisal technique. The method involves Management by Objective, Behaviorally Anchored Rating Scales or Behavioral Observation Scales, and "forced choice" personality measures.
  

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• What! Another Theory of Retail Change
• Myers, Robert H., Miami University, Oxford, OH 45056
• ACRA, Winter 1983 3 pp. = $ .25
• The paper first defines the concept of retailing institutions and then examines several currently existing important forces that have and/or likely to continue to affect retailing. Discusses how these forces may cause waning of existing retail institutions and generate the development of new ones.
  

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• Direct Response Marketing - The "Stealth Bomber of Industry"
• Nagourney, Donald, New York Institute of Technology
• ACRA, Spring 1983 9 pp. = $ .45
• A brief profile of the field of Direct Response Marketing and an attempt to determine the actual volume of business in this field. The real problems of determining the scope of direct response and even a good definition are examined.
  

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• Interactive Electronic Retail Systems: Videotex and Morality Issues
• Nagourney, Donald, New York Institute of Technology
• ACRA, Spring 1982 22 pp. = $1.10
• An analysis of some of the moral and legal implications of the linkage between computer data bases and retail computer merchandising.
  

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• Achieving Service Quality in Rural Markets: What it Really Means to Consumers and Retailers
• Niehm, Linda S. And Brenda Sternquist
• ACRA Spring Conference, 1998 (Washington, DC) pp. 20 $ 1.00
• This research attempts to identify the perceived meaning of service quality for rural customers and retailers in three economically diverse community settings. The study incorporates existing service and retailing literature, together with data from a 12-state study on rural retailing.
  

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• External Information Search and Entrepreneurial Orientation: A Pilot Study
• Niehm, Linda, Fernandes-Plank, Linda, and Huddleston, Patricia, Michigan State University, East Lansing, MI 49008
• ACRA, Spring 1999 19 pp = $ .95
• This research focuses on success strategies for small-scale retailers. Small retailers must react to constant and rapid change in order to maintain and build market share, requiring development and support of strategies using monitoring and scanning of the environment. This study investigates the relationship of individual dimensions of entrepreneurial orientation, such as innovativeness, proactiveness, competitive aggressiveness, and risk tolerance, with the extent to which micro-retailers use information sources.
  

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• Does Entrepreneurial Orientation Predict Technology Adoption for Small Retailers?
• Niehm, Linda, Frazier, Barbara, Plank, Linda, and Huddleston, Patricia, Michigan State University, East Lansing, MI 49008
• ACRA, Spring 1999 17 pp = $ .85
• Small retailers face heightened competitive pressure with changes in economic and demographic trends over the past decade, emphasizing a need for innovation. Technology is a key tool in the innovation process, enhancing decision making, operational efficiency, market knowledge, customer service, and ultimately the bottom line. This study examines the relationship between small retailers’ individual levels of entrepreneurial orientation and their patterns of technology adoption.
  

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• Mergers and Acquisitions in Retailing as Viewed by Retailing Executives
• Neisner, Lewis J., State University of New York, Buffalo, NY 14222
• ACRA, Spring 1990 31 pp. = $1.55
• A paper that investigates the responses and attitudes of retailing executives to the opportunities and risks that mergers and acquisitions in the retail industry create.
  

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• A Study on the Development of a Brand Positioning Map for Ladies' Ready-to-Wear Utilizing a Multidimensional Scaling Method
• Oh, Hyunjoo, Rhee, Eun-Young
• ACRA, April 1992, Dallas 3 pp. = $ .15
• The purpose of the study was to develop a brand positioning map for ladies' ready-to-wear, to discover consumers' evaluative criteria in the perception of and preference for brands, and to understand the relationship between consumer characteristics and brand preference.
  

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• Are Strategic Planning Techniques Useful in Retailing?
• Omura, Glen and M. Bixby Cooper, Michigan State University, East Lansing, MI
• ACRA, Winter 1983 5 pp. = $ .25
• A study of corporate strategic planning using the market attractiveness approach (based on company's competitive position and prospects for market profitability). Utilizes Dayton Hudson as an example of a retailing organization using this approach.
  

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• Marketing Oriented Frameworks for Retailing Strategy Development
• Omura, Glenn S., Michigan State University, East Lansing, MI 48824
• ACRA, Winter 1984 7 pp. = $ .35
• A collection of six conceptual illustrations dealing with retail strategy development. Retail strategy is related to the market orientation, the retail life cycle, corporate direction, the market/merchandise match, and time frame. A useful presentation for an advanced retailing course.
  

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• Hidden, Missing and Vague Prices: Consumer Reactions and Managerial Implications
• Owens, Jan
• ICSC / ACRA Las Vegas Conference  May, 2002
• This exploratory study examines consumers' cognitive and behavioral reactions to missing price information across a range of retail contexts. (grocery, convenience, discount, department stores)

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• Retail Management Training Programs: Variables adn Outcomes of the Training Process
• Ownbey, Shiretta F. and Jill Fogle Hines
• ACRA/NRF January 2000 Conference, New York City
• The purpose of this study was to investigate a major retailer’s training program for store managers, and the training techniques utilized. In addition, the study investigated manager’s perceptions of the training in relation to managers’ learning styles, job satisfaction level, degree of organizational commitment, and intent to stay with their employing firm." Included is a description of methods used and the results of the their research along with an analysis of their results and recommendations for future research.
  

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• Apparel Cross-Shopping of Rural Consumers: A Comparative Analysis
• Paek, Soae, Northern Illinois University
• ACRA, April 1994 3 pp.= $.15
• This study examines apparel store patronage of consumers, the clothing types purchased and the perceived store characteristics. The study focuses on consumers residing in midwestern rural towns in relation to seven different store types.
  

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• A Comparative Analysis of Determinant Attributes in Retail Store Patronage
• Paek, Soae L.
• ACRA, April 1992 Dallas 12 pp. = $ .60
• The purpose of this study was to investigate the apparel store patronage of career women in a non-urban academic community. The specific objectives were (1) to investigate apparel purchase decision making factors and store patronage of four (4) types of retail stores, i.e., department stores, specialty stores, national chain stores, and discount stores and (2) to determine the relative importance of purchasing decision making factors which discriminate patrons from non-patrons of those store types.
  

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• A Comparative Analysis of Determinant Attributes in Retail Store Patronage
• Palk, Sue L.
• ACRA, April 1992 Dallas 4 pp. = $ .20
• The purpose of this study was to investigate apparel store patronage of career women in a non-urban academic organization. The specific objectives were: (1) to investigate the selected customer profile (characteristics) and store patronage of four retail store types (i.e. department stores, specialty stores, and national chain and discount stores), and (2) to determine customer characteristics which discriminate between patrons and non-patrons of four store types.
  

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• The Effects of Product Attributes on Consumer Symbolic Innovative Behavior
• Park, Kyungae, Eastern Michigan University and Carl Dyer, University of Tennessee
• ACRA, April 1994 17 pp.= $.85
• The purposes of this study were to identify important product attributes for symbolic innovations and to examine the effects of the attributes on the two types of innovatives: purchase and use. The results indicated that use innovative consumers were more involved in the evaluation of attributes for symbolic innovations.
  

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• Responsible buying for retail organizations: cognitive and affective reasctions
• Park, Haesun
• ICSC / ACRA Las Vegas Conference   May, 2002
• This study explores the socially responsible decision making process in businesses selling goods at retail.

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• Why the Big Cover-Up? The Trend Toward "Blind Subsidiary" Dealer Brands
• Patton, Charles R. and William W. Thompson, Pan American University at Brownville
• ACRA/NRMA, Winter 1989 15 pp. = $ .75
• The paper discusses the growing use of blind subsidiaries, those wholly owned by the parent retailer, but not acknowledged on the labels.
  

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• The Marketing Concept in Retailing--Why Must We Learn It in the School of Hard Knocks?
• Patton, Charles R., William W. Thompson, M. Wayne Delozier
• ACRA, Spring 1989 9 pp. = $ .45
• Any student who has taken a course in Retailing has had the marketing concept pounded into his head. This paper outlines the mistakes made by Safeway, a giant retailer, in trying to open 500 identical stores, using a new untested model with no windows, in a short period, as a guide toward between retail planning in the future.
  

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• Bolivia and Brazil - Hours Away But Worlds Apart
• Patton, Charles R., University of Texas - Brownsville, Texas 78520-4991; Barry, Mary, Auburn University; Thompson, WilliamW., University Texas - Edinburg
• ACRA, Spring 1990 16 pp. = $ .80
• A compilation of systematic observations made by retailing professors in their visits to the South American neighboring countries of Brazil and Bolivia. The dominant forms of retailing institutions are discussed for both countries. An effort is made to partially account for the almost total dissimilarity between the two countries, so close together in space, but so far away in time.
  

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• Wholesaler Labels - An Alternative to Supermarket Private Labels
• Patton, Charles R.
• ACRA, April 1992 Dallas 12 pp. = $ .60
• Medium sized chains and independent supermarkets are at a disadvantage in that they rarely can compete with a larger chain's well established private label programs. In recent years, many of this first group have turned to wholesalers to supply a label which only they, or a small group of stores, will carry in a market. The wholesaler can accept this restriction because he often has several labels which are suitable for this use. The cost is also considerably lower than developing a complete private label program for a smaller size supermarket group.
• The paper also discusses in some detail the most successful wholesaler-sponsored labeling program, Topco Associates, and how they have handled competitive situations in some markets.
  

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• Influence of Cutomer Dress on Service Quality at Specialty Stores
• Paulins, V. Ann
• ACRA/NRF January 2000 Conference, New York City
• Sixty-two subjects identified 24 different specialty retail stores and, prior to visiting the stores, completed modified SERVQUAL instruments designed to measure customer service expectations. The retailers were then visited three separate times; with the style of customer dress the independent variable in the study. Levels of customer service were compared to expectations and among dress styles. Differences were observed between customer expectations of service and service received and among the level of service offered customers in the three dress styles.

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• On Conducting a Shopping Area Patronage Study
  
• Pearce, Michael R., Carman Cullen, Donna Green, Chow-Hou Wee, University of Western Ontario, London, Ontario, Canada N6A 3K7
• ACRA, Winter 198 40 pp. = $2.00
• This paper reports in detail the design and execution of a city-wide major shopping area patronage study. The study involved 482 households, a lengthy questionnaire, and two week shopping diaries.
  

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• The Legal Foundations of a Retail Transaction: Contract Law and the Uniform Commercial Code
• Pearson, Michael and John Brockhoeft
• ACRA/NRF January 2000 Conference, New York City
• This article examines the legal foundation of a retailer transaction. A ten-question test is presented to introduce students to some of the interesting coverage areas of contract law and the Uniform Commercial Code (UCC). Following the administration of this test, brief summaries of contract law, relevant legal terms, and the history of the UCC are presented. After this introduction each question is answered and discussed. The paper’s main objective is to present an interesting way in which the legal implication of a typical retail sale can be presented in the classroom

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• Incorporating Total Quality Management in Retail Management: Developing Measures for Self-Evaluation
• Pearson, Michael, Ph.D., Fisher, Caroline, Ph.D., and Mehta, Rajiv, Ph.D., Loyola University, New Orleans
• ACRA, Spring 1999 27 pp = $1.35
• Total Quality Management has become an accepted part of culture and management of organizations worldwide. It is foundation for the ISO 9000 quality standard and the Malcolm Baldridge Awards. No retailer has won a Malcolm Baldridge Award, and customer satisfaction is lower than for manufacturing. This paper develops TQM questions adapted to retailing to help retailers self-evaluate their quality status.
  

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• The Potential of a Computerized Spreadsheet Store Location Model as a Retail Teaching Tool
• Pearson, Michael M., Bowling Green State University, Bowling Green, OH
• ACRA, Spring 1985 11 pp. = $ .55
• This paper traces the development of a store location model using a computerized spreadsheet (VISICALC). The original purpose of the model was to explain and predict individual store volume. However, it shows better potential as a teaching tool.
  

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• The Potential of a Computerized Spreadsheet Store Location Model as a Retail Teaching Tool
• Pearson, Michael M., Bowling Green State University, Bowling Green, OH 43403
• ACRA, Spring 1985 11 pp. = $ .55
• This paper traces the development of a store location model using a computerized spreadsheet (VISICALC). The specific purpose of the model was to explain and predict individual store volume within a trade area. Once developed, the model showed great potential as a teaching tool for store location and trade area topics within retailing.
  

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• Teaching Retailing with Exercises
• Pearson, Michael M., Bowling Green State University, Bowling Green, OH 43402
• ACRA, Spring 1982 9 pp. = $ .45
• A brief outline covering the use of short experiential exercises in the basic retailing course. The materials included several actual exercises used at Bowling Green including a store layout problem, an administrative in-basket, and some blank mind teasers for the students to work out in class as a basis for discussion.
  

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• The Evolution of a Retail Store Layout Model
• Pearson, Dr. Michael M., Dr. Glenn T. Stoops, Bowling Green State University
• ACRA, Spring 1991 12 pp. = $ .60
• This paper presents three versions of a retail teaching exercise - a store layout model. This model has evolved over the years from a relatively simple student handout to an interactive, computerized Lotus 1-2-3 model. This paper presents three versions of this exercise and discusses teaching objectives, subject objectives and student reaction to each.
  

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• The Future of Retail Merchandising: Comparison of Student, Practitioner, and Expert Opinions
• Pearson, Michael M., Steeps, Glenn T., Bowling Green State University, Bowling Green, OH
• ACRA, Spring 1990
• Over a period of years the authors have used a relatively unique teaching tool, a "survival game," to gather information on the practitioners. The authors present this method and some key discussion points on the future of retailing merchandising.
  

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• In Differentiation It's The Service That Counts
• Pettijohn, Linda S., Pettijohn, Charles E., Southwest Missouri State University, Springfield, 65804
• ACRA, Spring 1990 15 pp. = $ .75
• A study that examines how retailers attempt to create excitement and differentiate themselves from other retailers. The study is important because many retailers may be competing in a fashion that is outmoded and ineffective, in an environment in which more and more retailers are providing the same merchandise and the same service, at the same prices.
  

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• Factors Influencing the Success of Small Business Retailing Seminars
• Petto, Anthony C., DePaul University, Chicago, IL 60604
• ACRA, Winter 1985 13 pp. = $ .65
• A description of the design and development of a small business retailing seminar along with an analysis of the evaluations of the participants based on several demographic and experience criteria.
  

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• The Importance of Business Conditions Upon Retail and Total Business Failures
• Petto, Anthony and Michael Z. Massel, DePaul Unviersity, San Diego State University
• ACRA, Spring 1984 15 pp. = $ .75
• ACRA, Spring 1984 5 pp. = $ .25
• An attempt to determine what impact, if any, various external business conditions have on the rate of business failures in general, and retail failures in particular. Time series and regression analysis over the period from 1956 to 1980 shows that the general economic climate has very little impact on business failures.
  

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• Promotional Strategies and Atmospheric Changes for Revitalizing a Major Downtown Mall
• Petto, Anthony, DePaul University, Chicago, IL
• ACRA, Winter 1983 15 pp. (bibl) = $ .75
• A study which provides information regarding shopper attitudes toward the downtown mall's effectiveness (specifically based on observation of Chicago State Street Mall). This study has attempted to determine, through personal survey techniques, whether the new mall has improved the shopping atmosphere and increased shopping, and the relative importance of proposed promotions and atmospheric changes for increasing shopping in the downtown mall.
  

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• Meeting Consumer Demand To Improve Retail Performance: A Quick Response Simulation
• Poindexter, Martha L., Thomas, Jane Boyd, Charlotte, NC 28210
• ACRA, Spring 1990 19 pp. = $ .95
• The purpose of this paper was to (1) provide some background information about Quick Response, (2) provide an introduction to a retail simulation (The Apparel Retail Model, ARM) designed to demonstrate the impact of QR on retail performance, and to (3) discuss the implications of QR for the retailer.
  

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• Ethical Management: Where Does It Begin?
• Porter, Catharine
• ACRA, April 1992 Dallas 2 pp. = $ .10
• This article asks questions of how retailers present and future are viewing ethical management. It covers things that should be thought about when considering ethical management.
  

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• The Benefits of Relationship Marketing: Mitigation in Spite of Attribution
• Priluck, Randi
• ICSC / ACRA Las Vegas Conference May 2002
• This study examines a situation in which consumers are exposed to an instance of poor product performance for which blame is attributable to the marketers; difference of response depending upon "loyalty or existing relationship with the retailer prior to the negative experience.

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• Tourist Retailing as an Employment Base
• Pysarchik, Dawn, Michigan State University, East Lansing, MI 48824
• ACRA, Spring 1986 18 pp. = $ .90
• A study of the impact of tourism on retail employment in six rural areas in Michigan as reported by 96 tourism dependent retailers. Contains useful information on employment patterns of these predominantly small (under $500,000) retailers.
  

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• The Changing Consumer Product Distribution System in India
• Pysarchik, Dawn Thorndike, Michigan State University-East Lansing, MI 48824-1030; Vivek Bhargara, Rener Arvra
• ACRA, Spring 1993 16 pp. = $ .80
• Through the use of Porter’s Five Forces model and value chain, this paper describes India’s distribution channels and the effects of moving from a sellers’ to a buyers’ market has on the systems. It then presents opportunities based upon the analysis.
  

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• A Game Theoretic Approach to International Retailer-Vendor Relations
• Reardon, James and Ronald Hasty
• ACRA Spring Conference, 1998 (Washington, DC) pp. 20 $1.00
• This paper uses game theory to examine the conflict issues that can arise in international sourcing agreements. Problems of achieving cooperation are discussed. Three strategies for cooperation and vendor relations are presented and tested.
  

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• A Profile of the Wholesale Club Shopper
• Rinne, Heikki and William Swinyard, Brigham Young University
• ACRA, Winter 1993 15 pp. = $ .75
• Due to rapid growth in warehouse clubs in the early 1990's, this analysis was performed to describe the warehouse club shopper. The spectrum was segmented into non-shoppers, light and heavy shoppers. An examination of the factors used to evaluate these stores by the customers is also discussed.
  

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• Operating Profit in the Conventional Department Store: A Statistical Prognosis
• Risch, Ernest, University of Rhode Island, Providence, RI
• ACRA/NRMA, 1986 45 pp. = $2.25
• A documentation and statistical projection of the decline in the traditional department store as a retail institution. The question is, will the institution be able to evolve before it expires, or take some other action to reverse the persistent decline in market share and operating profits.
  

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• Internships: Are They an Asset in Retail Management?
• Robeck, Jacquelene, University of Wisconsin-Stout, Monomonie, WI 54751
• ACRA 3 pp. = $ .25
• A study of the importance of college internships and their usefulness to students in regards to career satisfaction. A survey of 232 marketing major graduates from a small private college.
  

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• Consumption Patterns of Infants' Wear Buyers and Retailers
• Robeck, Jacquelene, University of Massachusetts - Amherst, MA
• ACRA, Spring 1985 14 pp. = $ .70
• A study of the infants' wear purchase patterns of Amherst, Massachusetts, a town of 33,000. The findings are largely descriptive, but include limited recommendations for merchandising. The paper could be an example for students on how to gather data for retail decision making.
  

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• Consumer Characteristics Affecting Store-Type Patronage Behavior for Women's Apparel: A Literature Review
• ACRA, Spring 1989 17 pp. = $ .85
• This paper reports the findings of previous research efforts that addressed the effect of selected consumer characteristics on consumers' generic store-type patronage behavior for apparel products.

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• A Preliminary Investigation of The Promotional Value of Shopping Bags
• Rowold, Kathleen, Richard Feinberg, Jennifer Meoli and Amy Rummel, Indiana University, Bloomington, IN 47401; Purdue University, West Lafayette, IN 47907
• ACRA, Winter 1986 7 pp. = $ .35
• A survey of 50 consumers to determine the recall and promotional value of shopping bags as a promotional tool.
  

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• Market Segmentation, Targeting and Positioning in Apparel Retailing: A Comparison of U.S. and Belgian Strategies and Practices
• Rucker, Margaret, Erwin Danneels and Anthony Freitas, University of California
• ACRA, April 1994 10 pp.= $.50
• The objective of this study was to evaluate reasons retailers conduct business in other countries. The paper focuses on the importance of whether principles of strategy are used in the same way in different countries, while comparing U.S. and Belgian retailers.
  

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• Assessing Effective and Ineffective Leadership in Retailing Using a Critical Incident Technique
• Rumme, Amy, Richard Feinberg, Purdue University, West Lafayette, IN 47907
• ACRA, Winter 1986 12 pp. = $ .60
• Critical incidents of effective/good and ineffective/bad leadership were obtained from 26 retail department managers and buyers in a large retail department store. The results show that effective and ineffective managers and buyers differ in salient leadership characteristics. In addition, leadership characteristics of effective managers may differ in significant ways from effective buyers and ineffective managers from ineffective buyers. Since retailers report leadership training to be important, this study suggests that training should be focused on those leadership characteristics empirically determined to lead to effective leadership in a given position.
  

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• Outshopping Behavior in Rural Areas: A Snapshot of the Big Meadow
• Schulz, Steven A., Fort Hays State University; Marquardt, Raymond A., University of Nebraska-Lincoln
• ACRA, Winter 1995 9 pp. = $ .45
• This paper summarizes the results of four studies on shopping behavior in Western Kansas. In particular, the shopping behavior of four rural counties with nearby shopping centers is addressed.
  

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• Retail Catalog Showrooms: Do They Follow the Wheel of Retailing
• Sherman, Elaine, Hofstra University, Hempstead, NY 11550
• ACRA, Spring 1983 17 pp. = $ .85
• An examination of the growth of retail catalog showrooms in the context of the Wheel of Retailing model based on secondary sources. A good concise presentation of the catalog showroom movement through 1982. Bibliography.
  

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• The Sleeping Giants: An Untapped Market
• Shim, Soyeon
• ACRA, Spring 1989 16 pp. = $ .80
• This study explores big and tall men as an untapped market. The big and tall men reflected a wide range of clothing involvement, and were classified into three groups: "low," "medium," and "high" involved consumers. These three groups were compared on consumer characteristics such as clothing orientations, lifestyle activities, and demographic characteristics and clothing shopping behaviors such as satisfaction with clothing shopping experiences and clothing buying practices.
  

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• Consumer Intention to Shop Through An Electronic Mall: The Fishbein Behavioral Intention Model
• Shim, Soyeon
• ACRA, Spring 1989 15 pp. = $ .75
• By utilizing the Fishbein Behavioral Intention theoretical framework, this study examined consumers' intention to use an electronic shopping model. First, it was found that attitudinal component and normative belief were similarly important in predicting electronic shopping intention level without motivation to comply. Second, a profile of the potential users of electronic shopping was developed in terms of shopping habits, computer ownership and usage, mail order purchase experience, and demographics.
  

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• Electronic Shoppers and Non-Shoppers Among Videotex Users: Shopping Orientations, Videotex Usages and Demographics
• Shim, Soyeon, The University of Arizona, Tuscon, AZ 85721; Marianne Y. Mahoney, Colorado State University, Fort Collins, CO 80523
• ACRA, Spring 1991 29 pp. = $1.45
• This study investigates differences between electronic shoppers and non-shoppers among videotex users in terms of shopping orientations, videotex usages, and demographics. Data (N=551) were collected via questionnaires sent to 1,000 current subscribers to a major videotex company. By utilizing discriminant analysis, it was found that shopping orientations and videotex usages were overall successful in distinguishing electronic shopping from non-shoppers; however, demographics were relatively unsuccessful. Significant variables included eight factors of shopping orientations (easy use of electronic shopping, high-tech in-home shopper, home shopping phone, low perceived ambiguity, recreational shopper, low perceived high cost, shopping opinion leader, and less convenient/time conscious shopper), and six factors of videotex usages (general information, information exchange, financial information, computer/professional forum, length of videotex usage, and satisfaction with videotex services); and one demographic variable (education).
  

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• Recent Home Buyers: Active Consumers in the Home Furnishings Retail Market
• Shlagel, Beth, Kinnaird, Jenny
• ACRA, April 1992, Dallas 4 pp. = $ .20
• This study examines the extent to which households who have recently purchased a primary residence have made home furnishings decisions. The study is specifically designed to determine: 1) the types of home furnishings selected; 2) the retailer of the home furnishings; and 3) the timing of these selections in relation to the time the home was purchased.
  

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• Communication Satisfaction and the Specialty Store Employee
• Simpson, Ethel M., University of Tennessee, Knoxville, TN 37996-1900; Cummings, H. Wayland, University of Oklahoma, Norman, OK 63019
• ACRA, Spring 1990 5 pp. = $ .25
• The task of this study is to focus only on the Communication Satisfaction Construct in an effort to (a) clarify the construct, and (b) identify those variables that effect the level of communication satisfaction among those who work in apparel specialty store environments.
  

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• A Study in Retail Atmospherics: The Case of the "Power Aisle"
• Smith, Peter W., University of Wisconsin-Green Bay, and Burns, David J., Youngstown State University
• ACRA, Winter 1995 6 pp.= $.30
• The objective of this study is to examine the power aisle in a warehouse grocery setting and how the merchandising of that power aisle can affect consumers’ image of the prices of the products in the power aisle as well as the overall store.
  

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• Image Advertising in Retailing: A Conditioning Theory Perspective
• Smith, Peter W., University of Wisconsin-Green Bay, and Burns, David J., Youngstown State University
• ACRA, Spring 1993 5 pp.= $.25
• The purpose of this paper is to investigate whether such affect transfer exists. This will be accomplished by examining ads which engender positive affect and ads which engender negative affect for a fast-food franchise restaurant for which the respondents have no previous experience of awareness.
  

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• Textile Artists' Home Based Businesses: Personal Success Factors
• Soldressen, Lorna S., Florida State University, Tallahassee, FL 32303
• Working Paper: Soldressen 15 pp. = $.75
• ACRA April, 1996
• The purpose of this study was to determine which factors contribute to the success of textile artists who operate home based businesses. Two factors that were considered were textile artists' business practices and demographic profiles. It questions whether there is a relationship between business practices/ demographics identified by the respondent and the percentage of financial family support provided by the textile artist through their home based business.
  

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• Job Satisfaction and Employee Compensation Among Department Store Sales Associates
• Southward, Cheryl Leigh, and Ethel M. Simpson Ph.D., The University of Tennessee, Knoxville, TN
• ACRA, Spring 1991 16 pp. = $ .80
• The purpose of this study is to compare job satisfaction among department store sales associates who work on a commission plan as opposed to those who do not. This research was based on Locke's (1976) concept of job satisfaction, Vroom's (1964) work concerning employee motivation and job satisfaction, and the determinants of job satisfaction developed by Smith, Kendall, and Hulin (1969).
  

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• Statistics on Retail and Wholesale Trade in Finland
• Central Board of Finnish Wholesale and Retail Associations
• Industry Facts and Data, Central Board of Finnish Wholesale and Retail Associations
• ACRA 4 pp. = $ .25
• A brief recap of retail and wholesale statistics for Finland 1979 and 1980. Includes types of retail establishments, total sales, number of units, and other information.
  

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• What's Really Happening in Retail Research? - One Company's Activities
• Stein, Sidney, JCPenney Co.
• Industry Facts and ACRA, Winter 1983 5 pp. = $ .25
• A breakdown of retail research activities of JCPenney Co.

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• Elevating the Profession: A Movement Toward Certification in Retail
• Steinberg, Margery S and Mary L. Carsky
• ACRA Spring Conference, 1998 (Washington DC) pp. 18 $ .90
• This paper describes the process and outcomes of an effort to integrate the NRF skill standards with job skills developed as part of a school-to-career program in one state. The authors briefly describe the two sets of standards, delineate the process used to integrate them, provide the results of a validation study, and finally, offer recommendations for retail educators.
  

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• Community Solidarity and Activeness: Perceptions of Rural Retailers
• Sternquist, Barbara
• Working Paper: Sternquist 16 pp.= $ .80
• The purpose of this study is to increase understanding of the role of community activeness and solidarity in the success of rural retail firms as retailers in rural communities have experienced declining sales and business failures due to penetration of rural markets by retail giants, changes in transportation , changes in income levels, spending patterns, etc.

• Retailer Buyer Dependence, the Use of Coercion and Reciprocal Actions in the Japanese Distribution System
• Sternquist, Brenda and Rod C. Runyan, Michigan State University - East Lansing, MI 48824-1030; Tomoyoshi Ogawa, Bunkyo Women’s University, Tokyo
• ACRA, Spring 1993 29 pp. = $ 1.45
• This paper examines the relationship between supplier and retail buyer, classiying the retailers as either dependent or non-dependent on the supplier. The differences between these two categories are demonstrated by profit contribution, role performance, coercive strategies used by suppliers, and reciprocal actions.

• Group Identification, Frequency and Relationship Effectiveness of Recent Hardware Cooperatives
• Stoel, Leslie
• ACRA Spring 2000 Conference, Toronto, Canada
• As a result of the intense rivalry faced by independent hardware retailers trying to co-exist with the "big-box retailers", retail hardware cooperatives enjoyed increased membership. It is unknown as to whether these cooperatives will have an influence on the structure of this industry as their competitive edge grows. The purpose of this study was to determine whether these cooperatives will be influenced by the same dynamics, with regard to size, as social groups do.

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• Product Perceptions and Store Choice of Ethnocentric Consumers
• Stoel, Leslie, Linda K. Good, Patricia Huddleson, Michigan State University
• ACRA, April 1994 6 pp.= $.30
• This study looks at the level of ethnocentrism among consumers. The research showed that ethnocentrism alone does not significantly indicate the consumer’s product perception or store choice.

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• Customer Service in the Women's Apparel Industry
• Stretch, Shirley, The Ohio State University, Columbus, OH
• Research Report 2 pp. = $ .25
• This is an abstract of the study of comparison of apparel retailers and manufacturers' view of customer service importance and satisfaction and the possibility of using customer service as a market segmentation tool. The study is based on almost 900 responses from manufacturers and retailers.

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• Metropolitan Montrealers’ Cross-Border Shopping Practices
• Sullivan, Pauline, The University of Vermont; Lavoie, Dina, Ecole des Hautes Etudes Commerciales
• ACRA, Winter 1995 17 pp.= $.85
• An examination of why Canadians shop in the United States (cross-border shopping) in terms of patronage attributes, taxation and economic impact.

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• Marketing Natural and Synthetic Fibers to Women Apparel Consumers
• Thomas, Jane Boyd, Winthrop College, Rock Hill, SC; Forsythe, Sandra M., Miami University, Oxford, OH 45056
• ACRA, 1987 20 pp. = $1.00
• This paper presents the relationship between women's perceptions of apparel materials and selected demographic characteristics.

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• Changing Demographics and Retail Investment Decisions: A Macro-Level Perspective
• Topol, Martin T. and Mel Fisher, Pace University; Gable, Myron, Shippensburg
• 20 pp. = $1.00
• This paper explains the impact of changing demographics on the retail market. It is a study of population characteristics in relation to effects on demand and supply.

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• Wal-Mart Buy American Program
• ACRA, Spring 1986 23 pp. = $1.15
• A presentation of internal memos, press releases and news clippings relating to the new (1985) Wal Mart commitment to buy American made goods. A basis for an interesting "case" on the broader economic role of retailing.

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• Decision making Styles Among Korean and  American Consumer Groups
• Wickliffe, Vanessa and Dawn Thorndike Pysarchik
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• This study compared the decision making styles of Korean and American consumers using a self-report survey questionnaire developed by Sproles and Kendall (1986) and revised by Hafstrom, Chae, and Chung (1992). An examination of psychometric properties of the instrument used revealed that it is somewhat reliable in both cultures. When compared to previous studies, variations are found in the constructs.

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• Compliant Behavior Relative to the Price Paid and the Store Patronized
• Williams, Theresa D., Drake, Mary Frances, Ph.D.
• ACRA, April 1992 Dallas 24 pp. = $1.20
• The purpose of this study was to examine complaint alternatives, identify the relationship between consumer complaint behavior (CCB), the store patronized and CCB relative to the price of the garment purchased.
• Questionnaires from 479 respondents who purchased garments from either mass merchant, a department store, a local discounter, or a national discounter were analyzed based on their response to a nine-item complaint activity measure. Results indicated that these respondents engaged in various complaint behaviors. It is on those behaviors to which this study is focused. It was found that these respondents engaged in both "public" and "private" complaint behavior; and a correlation was indicated between store, price and the type of complaint behavior.

• An Analysis of Personality Types and Values Systems Among Consumers as Indicators of Catalog Purchase Behavior
• Young, Deborah D., Texas Woman’s University, Denton, Texas; Shelley S. Harp, Texas Tech University, Lubbock, Texas
• ACRA, April 1994 16 pp.= $.80
• This paper analyzes the increasing percentage of the American population who are users of mail-order catalog shopping services. The study looks at the different personality types and values of those potential mail-order catalog users.

• Clothing and Catalog Usage Variables and African American Attitudes Toward Afrocentric Apparel Catalogs
• Young, Allison
• ACRA Spring 2000 Conference, Toronto, Canada (May 2000)
• The objectives for this study are to first measure the attitudes held by African American women towards Afrocentric apparel catalogs. Next is an examination of the relationship between African American women’s attitudes toward the Afrocentric apparel catalogs and selected clothing and catalog variables. The clothing catalog variables include clothing purchases and the frequency of participants receiving both Afrocentric and general catalogs as well as how the catalogs are used.

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• Effects of Demographics and Store Characteristics on Job Satisfaction Among Store Managers
• Young, Im, Jennigan, Marian
• ACRA, April 1992 Dallas 17 pp. = $ .85
• The primary purpose of this study is to a) examine job satisfaction of store managers who work in apparel specialty stores, b) to identify personal managers, and c) to identify specialty store criteria that appear to promote job satisfaction among store managers. A further purpose for the study was to determine the relationship between the job satisfaction of store managers and job performance.

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