Nessim Hanna | Northern Illinois University (original) (raw)
Papers by Nessim Hanna
206 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1969.U of I OnlyRestricted to t... more 206 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1969.U of I OnlyRestricted to the U of I community idenfinitely during batch ingest of legacy ETD
Services Marketing Quarterly, 1993
The above passage from ICC shows that utility rates are a product of cost, with costs allocation ... more The above passage from ICC shows that utility rates are a product of cost, with costs allocation a major determinant in arriving at a particular rate. However, even in such rate-setting procedure cost allocation is not done equally across the board, but rather is based on the type of electric user. Rates are reached by dividing customers into classes on the basis of related use.
Companies rarely produce and market just one product for which a single price and a specific mark... more Companies rarely produce and market just one product for which a single price and a specific marketing strategy is developed. Rather, they produce a line or several lines of products with a multiplicity of options that are marketed to defined customer segments. No longer is it possible or for that matter plausible to make pricing decisions with respect to a single product in isolation.
Choice Reviews Online, 1995
... Pricing policies and procedures. Post a Comment. CONTRIBUTORS: Author: Hanna, Nessim. Author:... more ... Pricing policies and procedures. Post a Comment. CONTRIBUTORS: Author: Hanna, Nessim. Author: Dodge, H. Robert (b. 1929, d. ----. ... PAGES (INTRO/BODY): xii, 216 p. SUBJECT(S): Pricing. DISCIPLINE: No discipline assigned. LC NUMBER: HF5416.5 .H364 1995. HTTP: ...
Psychology and Marketing, 1996
This empirical study illustrates an extension of the magnitude estimation measurement procedure, ... more This empirical study illustrates an extension of the magnitude estimation measurement procedure, coupled with a repeatedmeasures design, to assess a consumer's perceptual link between product quality and price. Respondents rated 14 competitive chocolate candy bars, with a given average price of 506, on two separate sensory measures to evaluate quality and price. The results indicate that consumer judgments about product quality influence the price they are willing to pay. These findings support the validity of the magnitude estimation procedure for product quality and price assessments, providing marketing management with a standardized benchmark to compare competitive products. Extending this. experimental methodology to small groups provides an inexpensive approach for marketers to quantify otherwise qualitative focusgroup investigations. @ 1996 John Wiley & Sons, Inc. Research suggests that consumers, lacking other obvious cues, will judge quality on the basis of price. Numerous research studies support the general acceptance of a price-quality relationship (Monroe & Krishnan, 1985). However, given the present constraints in evaluating
Journal of Product & Brand Management, 1995
Most recent work in the area of new product development has been of a theoretically prescriptive ... more Most recent work in the area of new product development has been of a theoretically prescriptive basis, ignoring, to a large degree, the current state of affairs in US corporations. The study examines, on a comparative basis, consumer and business products organizations, practices being utilized to guide the development process and key factors influencing the success/failure of the process. Results from an empirical study reveal that: (1) there is no one best means to structure the process; (2) top management commitment to and support of the process is a critical factor; (3) knowledge of markets and customers remains elusive; and (4) more similarities than differences exist between the practices undertaken by and the factors influencing success/failure in consumer versus business products organizations.
Health Marketing Quarterly, 1995
This paper presents the results of an exploratory study designed to (1) ascertain the primary sou... more This paper presents the results of an exploratory study designed to (1) ascertain the primary sources of information patients use when selecting physicians and (2) identify differences in patient selection factor importance by type of physician under consideration (specialists versus generalists). The results support previous research which finds word-of-mouth and physician referrals the primary sources of information. Selection factors considered important when selecting a generalist were significantly different from factors considered important when selecting a specialist. Implications of the study's findings for effective physician marketing and future research are discussed.
Journal of Product & Brand Management, 1995
An enormous volume of literature has evolved which promises remedies for any organization′s new p... more An enormous volume of literature has evolved which promises remedies for any organization′s new product development woes. Unfortunately, new product development is an inherently uncertain and complex process which is generally not amenable to standardized solutions. Based on extensive consulting experience, addresses three commonly held misconceptions regarding the new product development process. Provides examples to illustrate each of the misconceptions and presents the lesson to be learned from each. Finally, discusses recommendations for management.
Journal of International Consumer Marketing, 1994
The use of humor in advertising has been the subject of much scientific inquiry. One related area... more The use of humor in advertising has been the subject of much scientific inquiry. One related area of inquiry, still in its infancy stage, is the study of humor in advertising within the context of different cultures. This empirical study examines several aspects related to the use of humor as an executional style in Japanese advertising. Stage One of the
Http Dx Doi Org 10 1300 J026v12n02_04, Oct 18, 2008
Pricing, 1995
It is fairly obvious that a high price for a product tends to discourage a large portion of the m... more It is fairly obvious that a high price for a product tends to discourage a large portion of the market. Likewise, a low price typically encourages a large portion of the market to buy more of the product. It follows then that a high price tends to limit the potential market for a product, while a low price tends to expand the market. The quantity of any commodity that is produced and exchanged, and the price at which it sells, are determined primarily by conditions in the particular market for a product/service, given minimum quality differentiation between competing brands. In a competitive market, the principal forces that determine the price charged and the quantity produced and sold are contained in the prevailing conditions of supply and demand. The less competitive the market, the less the interaction of supply and demand.
Pricing, 1995
Although both are viewed as products, services as intangibles can be distinguished from goods. In... more Although both are viewed as products, services as intangibles can be distinguished from goods. Intangibility means that services cannot be grasped mentally, cannot be identified physically, but must be experienced for the customer to gain knowledge of with the intent to purchase. Services are not manufactured and shipped to the customer. Rather, services are dominated by experienced qualities and attributes that can be meaningfully evaluated only after purchase and during production-consumption.’ In combining goods and services into the same product package, goods give tangibility to services (for example, as souvenirs do to entertainment) while services augment goods (as, for instance, customer service does cars).
206 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1969.U of I OnlyRestricted to t... more 206 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1969.U of I OnlyRestricted to the U of I community idenfinitely during batch ingest of legacy ETD
Services Marketing Quarterly, 1993
The above passage from ICC shows that utility rates are a product of cost, with costs allocation ... more The above passage from ICC shows that utility rates are a product of cost, with costs allocation a major determinant in arriving at a particular rate. However, even in such rate-setting procedure cost allocation is not done equally across the board, but rather is based on the type of electric user. Rates are reached by dividing customers into classes on the basis of related use.
Companies rarely produce and market just one product for which a single price and a specific mark... more Companies rarely produce and market just one product for which a single price and a specific marketing strategy is developed. Rather, they produce a line or several lines of products with a multiplicity of options that are marketed to defined customer segments. No longer is it possible or for that matter plausible to make pricing decisions with respect to a single product in isolation.
Choice Reviews Online, 1995
... Pricing policies and procedures. Post a Comment. CONTRIBUTORS: Author: Hanna, Nessim. Author:... more ... Pricing policies and procedures. Post a Comment. CONTRIBUTORS: Author: Hanna, Nessim. Author: Dodge, H. Robert (b. 1929, d. ----. ... PAGES (INTRO/BODY): xii, 216 p. SUBJECT(S): Pricing. DISCIPLINE: No discipline assigned. LC NUMBER: HF5416.5 .H364 1995. HTTP: ...
Psychology and Marketing, 1996
This empirical study illustrates an extension of the magnitude estimation measurement procedure, ... more This empirical study illustrates an extension of the magnitude estimation measurement procedure, coupled with a repeatedmeasures design, to assess a consumer's perceptual link between product quality and price. Respondents rated 14 competitive chocolate candy bars, with a given average price of 506, on two separate sensory measures to evaluate quality and price. The results indicate that consumer judgments about product quality influence the price they are willing to pay. These findings support the validity of the magnitude estimation procedure for product quality and price assessments, providing marketing management with a standardized benchmark to compare competitive products. Extending this. experimental methodology to small groups provides an inexpensive approach for marketers to quantify otherwise qualitative focusgroup investigations. @ 1996 John Wiley & Sons, Inc. Research suggests that consumers, lacking other obvious cues, will judge quality on the basis of price. Numerous research studies support the general acceptance of a price-quality relationship (Monroe & Krishnan, 1985). However, given the present constraints in evaluating
Journal of Product & Brand Management, 1995
Most recent work in the area of new product development has been of a theoretically prescriptive ... more Most recent work in the area of new product development has been of a theoretically prescriptive basis, ignoring, to a large degree, the current state of affairs in US corporations. The study examines, on a comparative basis, consumer and business products organizations, practices being utilized to guide the development process and key factors influencing the success/failure of the process. Results from an empirical study reveal that: (1) there is no one best means to structure the process; (2) top management commitment to and support of the process is a critical factor; (3) knowledge of markets and customers remains elusive; and (4) more similarities than differences exist between the practices undertaken by and the factors influencing success/failure in consumer versus business products organizations.
Health Marketing Quarterly, 1995
This paper presents the results of an exploratory study designed to (1) ascertain the primary sou... more This paper presents the results of an exploratory study designed to (1) ascertain the primary sources of information patients use when selecting physicians and (2) identify differences in patient selection factor importance by type of physician under consideration (specialists versus generalists). The results support previous research which finds word-of-mouth and physician referrals the primary sources of information. Selection factors considered important when selecting a generalist were significantly different from factors considered important when selecting a specialist. Implications of the study's findings for effective physician marketing and future research are discussed.
Journal of Product & Brand Management, 1995
An enormous volume of literature has evolved which promises remedies for any organization′s new p... more An enormous volume of literature has evolved which promises remedies for any organization′s new product development woes. Unfortunately, new product development is an inherently uncertain and complex process which is generally not amenable to standardized solutions. Based on extensive consulting experience, addresses three commonly held misconceptions regarding the new product development process. Provides examples to illustrate each of the misconceptions and presents the lesson to be learned from each. Finally, discusses recommendations for management.
Journal of International Consumer Marketing, 1994
The use of humor in advertising has been the subject of much scientific inquiry. One related area... more The use of humor in advertising has been the subject of much scientific inquiry. One related area of inquiry, still in its infancy stage, is the study of humor in advertising within the context of different cultures. This empirical study examines several aspects related to the use of humor as an executional style in Japanese advertising. Stage One of the
Http Dx Doi Org 10 1300 J026v12n02_04, Oct 18, 2008
Pricing, 1995
It is fairly obvious that a high price for a product tends to discourage a large portion of the m... more It is fairly obvious that a high price for a product tends to discourage a large portion of the market. Likewise, a low price typically encourages a large portion of the market to buy more of the product. It follows then that a high price tends to limit the potential market for a product, while a low price tends to expand the market. The quantity of any commodity that is produced and exchanged, and the price at which it sells, are determined primarily by conditions in the particular market for a product/service, given minimum quality differentiation between competing brands. In a competitive market, the principal forces that determine the price charged and the quantity produced and sold are contained in the prevailing conditions of supply and demand. The less competitive the market, the less the interaction of supply and demand.
Pricing, 1995
Although both are viewed as products, services as intangibles can be distinguished from goods. In... more Although both are viewed as products, services as intangibles can be distinguished from goods. Intangibility means that services cannot be grasped mentally, cannot be identified physically, but must be experienced for the customer to gain knowledge of with the intent to purchase. Services are not manufactured and shipped to the customer. Rather, services are dominated by experienced qualities and attributes that can be meaningfully evaluated only after purchase and during production-consumption.’ In combining goods and services into the same product package, goods give tangibility to services (for example, as souvenirs do to entertainment) while services augment goods (as, for instance, customer service does cars).