17. For semantic differential, see G.H.G Mc-Dougall and J.N.

Fry Combininig Two Methods of Image Measurement, Journal of Retailing, 50 (Winter 1974/1975), 53-61. For customer prototypes, see W.B.Weale, Measuring the Customers Image of a Department Store, Journal of Retailing, 37 (Spring 1961), 40-48. For Q-sort, see William Stephenson, Public Images og Public Utilities, Journal of Advertising Research, 3 (December 1963), 34/39. For Guttman scale, see Elizabeth A. Richards, A Commercial Application of uttman Attitude Scaling Techniques, Journal of Marketing, 22 (Octobar 1957) 166-173. For multidimensional scaling, see Peter Doyle and lan Fenwick, How Store Image Affects Shopping Habits in Grocery Chains, Journal of Retailing, 50 (Winter 1974/1975), 39-52. For psycholinguistics, see Richard N. Cardozo, How image Vary by Product Class, Journal of Retailing 50 (Winter 1974-1975), 85-98. For multiattribute approach, see Don L. James, Richard M. Durand, and Robert A. Dreves, The Use of Multi-Attribute Model in a Store Image Study, Journal of Retailing, 52 (Summer 1976), 23-3. 18. Gilbert D. Harell, Micheal D. Gutt, and James C. Anderson Path Analysis of Buyer Behaviorunder Conditions of Crowding, Journal of Marketing Research, 17 (February 1980), 45-51. See also Michael K. Hui and John E.G.Bateson, Perceived Control and the Effects of Crowding and Consumer Chois on the Service Experience, Journal of Consumer Research, 18 (September 1991). 174-184. 19. David B. Mackay and Richard W. Olshavsky, Cognitive Maps of Retail Locations: An Investigation of Same Basic Issues,Journal of Consumer Research, 2 (December 1975; and Edward M. Mazze Determining Shopper Movements by Cognitive Maps Journal of Retailing, 50 (Fall 1974), 43-48. 20.R.Mittelstaedt et al., : Psychophysical and Evaluative Dimensios of Cognized Distance in an Urban Shopping Environment, in R.C. Curhan, ed., Combined Proceedings(Chicago: American Marketing Assiociation, 1974), 190-193. 21. Charles Brooks, Patrick Kaufmann, and Donald Lichtenstein, Travel Configuration on Consumer Trip-Chained Store Choice, Journal of Consumer Research, 31 (September 2004), 241-249. 22. Hansen and Deutscher, An Empirical Investigation ; Lindquist, The Meaning of Image ; Gentry and Burns, How Importatnt ; and John D. Claxton and J.R.Brent Ritchie, Consumer Prepurchase Shopping Problems: A Focus on the Retailing Component, Journal of Retailing, 55 (Fall 1979), 24-43. 23.Walter K.Levy, Department Stores- The Next Generation: Form and Rationale,Retailing Issues Letter, 1 (August 1987),1. 24.Robert H. Williams, John J.Painter, and Herbert R. Nicholas, A Policy-Oriented Typology of Grocesy Shoppers, Journal of Retailing, 54 (Spring 1978), 27-42.

25.Kent B. Monroe, Buyers Subjective Perceptions of Price, Journal of Marketing Research, 10 (February 1973), 73-80. 26.Joseph N. Fry and Gordon H. Mc.Dougall," Consumer Appraisal of Retail Price Advertisements Journal of Marketing, 38 (July 1974); V. Kumar and Robert P. Leone, Measuring the Effect of Retail Store Promotions on Brand and Store Substitution, Journal of Marketing Research, 25 (May 1988), 178-185. 27.Alan L. Montgomery and Peter E. Rossi, Estimaiting Price Elasticities with Theory-Based Priors, Journal of Marketing Research, 36 (November 1999), 413-423. 28.John Roberts, Developing New Rules for New Markets, Journal of the Academy of Marketing Science, 28 (Winter 2000), 31-44. 29.Randolf E. Bucklin, Sunil Gupta, and S.Siddarth, Determining Segmentations in Sales Response Across Consumer Purchase Behaviors, Journal of Marketing Research, 35 (May 1998), 189-197. 30.Greg Allenby, Reassessing Brand Loyalty, Price Sensitivity and Merchanding Effects on Consumer Brand Choise,working paper 1993. 31.Stephen K. Keiser and James R. Krum,Consumer Perception of Retail Advertising with Overstated Price Savings, Journal of Retailing, 45 (Fall 1976), 27-36. 32.Service: Retails No.1 Problem, Chain Store Age Executive (January 1987), 19. 33. Gilbert A. Churchill Jr., Neil M. Ford, Steven W.Hartley, and Orville C. Walker Jr., The Determinants of Sasperson Performance: A Meta-Analysis, Journal of Marketing Research, 22 (May 1985),103-118. 34. This categorization hai its roots in Peter H. Reingen and Arch G. Woodside, Buyer-Seller Interactions: Empirical Research and Noramative Issues (Chicago: American Marketing Association, 1981). 35. Arch G. Woodside and William Davenport Jr., The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior. Journal of Marketing Research, 11 (May 1974), 198-203. Also see Paul Busch and David T. Wilson, An Experimental Analysis of a Salesmans Expert and Referent Bases on Social Power in the Buyer-Seller Dyad, Journal of Marketing Research, 13 (February 1976), 3-11. 36. Paul H. Schurr and Julie Ozanne Influences on Exchange Processes: Buy-ers Preconceptions of a Seller Trust-worthiness and Bargaininig Toughness, Journal of Consumer Research, 11 (March 1985), 939-953.

37. Siew Meng Leong, Paul S. Busch, and Deborah Roedder John, Knowledge Bases and Salesperson Effectiveness: A Script- Theoretic Analysis, Journal of Marketing Research, 26 (May 1989), 164-178; Harish Sujan, Mita Sujan, and James R. Bettman, Knowledge Structure Differences between More Effective and Less Effective Sales People, Journal of Marketing Research, 25 (February 1988), 81-86; and David M. Syzmanski, Determinants of Selling Effectiveness, Journal of Marketing, 52 (January 1988), 64-77. 38. Greg Gattuso, Customer Rapport, Direct Marketing (January 1994), 46. 39. Howard Schultz and Dori Yang, Pour Your Heart Into It:How Starbucks Built A Company One Cup at a Time, (New York:Hyperion, 1999). 40. Joel A. Baglole, Loblaw Supermarkets Add Fitness Clubs to Offerings, Wall Sreet Journal (December 27, 1999), B4. 41. Rajeev Batra an Indrajit Sinha, Consumer-Level Factors Moderating the Success of Private Label Brands, Journal of Retailing, 76 (Summer 2000), 175-192. 42. Philip Kotler, Atmospherics as a Marketing Tool, Journal of Retailing, 49 (Winer 1973/1974), 48-63. Also see Robert J.Donovan and John R.Rossiter, Store Atmosphere: An Environmental Psychology Approach, Journal of Retailing, 58 (Spring 1982), 34-57; Elaine Sherman and Possible Behavioral Effects,in Melanie Wallendorf and Paul Anderson, eds., Advances in Consumer Research, 14 (Provo, UT: Association for Consumer Research, 1987), 251-254. 43.Peter Doyle and Ian Frenwick, How Store ImageAffects Shopping Habits in Grocery Chains, Journal of Retailing, 50 (Winter 1974/1975), 39/52. 44. Anna Mattila and Jochen Wirtz, Journal of Retailing, 77 (Summer 2001), 272-290. 45.For a review and analysis of music usefulness to marketers, see Gordon C. Bruner II, Music, Mood, and Marketing,Journal of Marketing, 54 (October 1990), 94-104. 46. Richard Yalch and Eric Spangenberg, Efects of Store Music on Shopping Behavior,Journal of Consumer Marketing, 7 (Spring 1990), 55-63. 47. Ronald E.Milliman, Using Background Music to Affect the Behavior of Super-market Shoppers, Journal of Marketing, 46 (Summer 1982), 86-91. 48. Ronald E.Milliman,The Influence of Background Music on the Behavior of Restaurant Patrons,Journal of Consumer Research, 13 (September 1986), 286-289. 49. Joseph A. Bellizzi,Ayn E. Crowley, and Rondla W.Hasty, The Effects of Color in Store Design, Journal of Retailing, 59 (Spring 1983), 21-45.

50. Rick Brooks, Alternating Customers Isnt Always a Bad Idea, Many Firms Discover, Wall Street Journal (January 7, 1999), A1,A12. 51. V. Kumar and Robert P. Leone, Measuring the Effect of Retail Store Promotions on Brand and Store Promotions on Brand and Store Substitution, Journal of Marketing Research, 25 (May 1988), 178-185; Gary E. McKinnon, J.Patrick Kelly, and E.Doyle Robinson, Sales Effect of Point-of-Purchase In-Store Signing, Journal Of Retaililng, 57 (Summer 1981), 49-63; Arch G. Woodside and Greald L. Waddle, Sales Effects of In-store Advertising, Journal of Advertising Research, 15 (June 1975). 29-33. 52.Yimko Ono, Wobblers and Sidekicks Clutter Stores, Irc Retailers, Wall Street Journal (September 8, 1998), B1, B4. 53. John A. Quelch and Kristina Cannon- Bonventre, Better Marketing at the Point of Purchase, Harvard Buissnes Review, 61 (November 1983), 162-169. 54.Howard Schlossberg, P-O-P Display Designer Wants to KeepShoppers Shoping Longer, Marketing News (November 11, 1991), 15. 55. As defined in Roger Blackwell and Tina Blackwell, Understanding Your Customer: Consumer Logistics, International Mass Retail Association (1998). 56.Michael K. Hui and John E.G. Bateson, Perceived Control and the Effects of Crowding and Consumer Research, 18 (September 1991), 174-184. 57. Julie Baker and Michaelle Cameron, The Effects of the Service Environment on Affect and Cosumer Perception of Waiting Time: An Integrative Review and Research Proposition, Journal of Academy of Marketing Science, 24 (Summer 1996), 338-349. \58.Benedict Dellaert, Theo Arentze, Michel Bierlaire, Aloys Borgers, and Harry Timmermans, Investigating Cosumers Tedency to Combine Multiple Shopping Purposes and Destinations, Journal of Marketing Research, 35 (May 1998). 59.Roger D. Blackwell and Wayne Talarzyk, Lifestyle Retailing:Competitive Strategies for the 1980s, Journal of Retailing: Competitive Strategies for the 1980s, Journal of Retailing, 59 (Winter 1983), 7-27. 60. Frederick E. Webster, Understanding the Relationships among Brands, Consumers and Resellers, Journal of the Academy of Marketing Science, 28 (Winter 2000), 17-23. 61. The Changing Face of Retail, The Retailer, The Retailer (Winter 1994), 6-15. 62.See, for example, Peterson and Albaum, Nonstore Retailing in the United States, International Academic Symposium on Nonstore Retailing, Berlin, Germany, September, 1993; Martin P.Block and Tamara S. Brezen, A Profile on the New In-Home Shopper, in Rebecca

Holman, ed., Proceedings of the 1991 Conference of the American Academy of Advertising(New York: Rebecca H.Holman, D Arcy Masius Benton &Bowles, Inc., 1991), 169-173; Paul I. Edwards, Home Shopping Boom Forecast in Study, Advertisinig Age (December 15,1986),88. 63.Erin White, Ding-Dong, Avon Calling (On the Web, Not Your Door), Wall Street Journal (December 28,1999),B4. 64. Ibid. 65.Behavior and Attitudes of Telephone Shoppers, Direct Marketing (September 1987), 50. 66. Ricardo A. Davis, QVC Clicks for Kodak Cameras, Advertising Age (January17, 1994), 17. 67. Kevin J.Delaney, Where the E in E-Shopping Stands for Extreme, Wall Street Journal (October 14, 1999), B1ff; and company and www.webcamer.com 68. Ann Schlosser, David Mick, and John Deighton, Experiencing Products in the Virtual World:The Role of Goal and Imagery in Influencing Attitudes versus Purchase Intentions, Journal of Consumer Research, 30 (September 2003), 184-199. 69. This conceptual framework is developed originally in Justin Voss and Roger