Michael T. Elliott
University of Missouri–St. Louis
AdvertisingCommercial broadcastingTheory of reasoned actionMarket segmentationSocial influenceClutterProduct (category theory)World Wide WebEthnic groupSales managementCritical mass (sociodynamics)CurrencyBusinessProduct categoryBrand awarenessCommunication channelPsychologyEconomicsContent analysisMarketingMid priceUsabilityPsychographicMarketing managementNew product developmentSurvey data collectionKey (cryptography)NewspaperClass (computer programming)Consumer behaviourPerceptionPraiseOrder (business)Technology acceptance modelValue (mathematics)DistractionWillingness to payContent (Freudian dream analysis)CoachingQuality (business)Orientation (mental)Context (language use)Service (business)Elaboration likelihood modelTelevision MediaGeneral perceptionsWeb siteIntrinsic motivationSales forceTheoretical researchAdoption modelProduct trialProduct availabilityConsumer surveyProduct involvementSubjective normMail surveyConsumer evaluationIndividual differencePredictor variablesMedia useInteractive effectsObject (philosophy)Affect (psychology)Return on marketing investmentComputer scienceInterruptTertiary sector of the economyNormativeProduct (business)EntertainmentSocial mediaAutomotive industryCommerceKnowledge managementBrand managementContrast (statistics)Social psychologyIndividualistic cultureCriticismAudience measurementMarketing mix modelingTheory of planned behaviorMarketing strategyDifferential (mechanical device)CategorizationCollectivismSternDigital marketingMarketing mix
17Publications
12H-index
840Citations
Publications 17
Newest
#1Dhoha AlSaleh (Gulf University for Science and Technology)H-Index: 3
#2Michael T. ElliottH-Index: 12
Last. Ramendra Thakur (University of Louisiana at Lafayette)H-Index: 9
view all 4 authors...
As social media have become very popular and an integral part of the world economy in recent years, identifying factors that influence consumers’ attitudes toward social media sites has become a major goal of many researchers in academia and industry. This paper aims to identify factors that predict consumers’ attitudes and intentions toward usage of Instagram, a relatively new social media tool. In addition, it examines the role of an important dimension of culture – individualism vs collectivi...
13 CitationsSource
#1Frank Q. Fu (UMSL: University of Missouri–St. Louis)H-Index: 11
#2Michael T. Elliott (UMSL: University of Missouri–St. Louis)H-Index: 12
Last. Chris GallowayH-Index: 8
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This research delineates the effects of salespeople’s affective brand commitment on their brand sales effort by proposing an integrated model incorporating the Theory of Planned Behavior (TPB) and the Motivation, Opportunity, and Ability (MOA) Theory. Using survey data collected from 136 field salespeople, the authors demonstrate that affective brand commitment not only positively influences sales effort, but also mediates the effects of salespeople’s attitude, self-efficacy, and intrinsic motiv...
7 CitationsSource
#1Frank Q. Fu (UMSL: University of Missouri–St. Louis)H-Index: 11
#2Michael T. Elliott (UMSL: University of Missouri–St. Louis)H-Index: 12
Incorporating the theory of reasoned action and the elaboration likelihood model, this paper examines the effects of perceived product innovativeness and product knowledge on consumers' intention to purchase and willingness to pay for a consumer technology product. Responses from 312 study participants reveal that perceived product innovativeness and product knowledge not only influence consumers' purchase intention directly but also moderate the effects of attitude and subjective norm on their ...
41 CitationsSource
#1Michael T. Elliott (UMSL: University of Missouri–St. Louis)H-Index: 12
#2Frank Q. Fu (UMSL: University of Missouri–St. Louis)H-Index: 11
Last. Paul Surgi Speck (UMSL: University of Missouri–St. Louis)H-Index: 5
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For many consumer service industries, it is critical that marketers understand the segmentation implications of online information search. The potential migration of consumers from “brick-and-mortar” to “bricks-and-clicks” offers a unique perspective on multichannel strategies. This research considers how competitive forces, availability of consumer information, and the changing role of traditional channel structures (e.g., sales agents) might affect the search and purchase phases. In the contex...
10 CitationsSource
#1Michael T. ElliottH-Index: 12
#2Frank Q. FuH-Index: 11
This study applies an extended adoption model based on the technology acceptance model (TAM) and theory of reasoned action (TRA) to examine the impact of three specific sales tactics (i.e., product-focused, competitive-focused, and customer-focused) on the adoption of a consumer technology innovation. The findings indicate that the selling tactics had a differential effect on the relationships between perceived usefulness, perceived ease of use, normative pressures, perceived enjoyment, and adop...
12 Citations
#1Michael T. Elliott (UMSL: University of Missouri–St. Louis)H-Index: 12
#2Paul Surgi Speck (UMSL: University of Missouri–St. Louis)H-Index: 5
As the expectations of online shoppers rise, their satisfaction with online retailers has declined. Using an online shopping scenario, undergraduate marketing students evaluated the effects of six web site factors and two individual difference variables on attitude toward a retail web site. Results indicate that five web site factors (ease of use, product information, entertainment, trust, and currency) affect consumer attitude toward a retail web site. The two individual difference variables (p...
216 CitationsSource
#1Michael A. Kamins (SC: University of Southern California)H-Index: 25
#2Frank Alpert (Monash University)H-Index: 22
Last. Michael T. Elliott (UMSL: University of Missouri–St. Louis)H-Index: 12
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Prior theoretical research has established 3 sources of pioneer brand advantage: exposure sequence, product trial, and pioneer status. Researchers have studied only 1 source at a time and have not differentiated among the sources. Therefore, the question as to whether these sources contribute additively or nonadditively to the pioneer brand advantage is still an unanswered question. Moreover, this question increases in importance in proportion to the degree to which consumers are able to identif...
17 CitationsSource
#1Paul Surgi Speck (UMSL: University of Missouri–St. Louis)H-Index: 5
#2Michael T. Elliott (UMSL: University of Missouri–St. Louis)H-Index: 12
Abstract The authors examine the predictors of ad avoidance in four media: magazines, newspapers, radio, and television. A national survey of 946 adults found that ad avoidance is most prevalent for television and magazines. The predictor variables were demographic characteristics, media-related variables, attitudes toward advertising in each medium, and communication problems related to advertising. Ad perceptions were the strongest predictors of ad avoidance and were best in differentiating pr...
301 CitationsSource
Abstract This research examines the causes and consequences of perceived ad clutter. Study 1 employs a national consumer survey to examine perceived ad clutter in magazines and television. It considers communication problems that impair search for content (hinder search), interrupt processing (disruption), or degrade the quality of media processing (distraction). Survey findings for both media suggest that the communication problems caused by advertising increase perceived ad clutter and that pe...
21 CitationsSource
#1Paul Surgi Speck (UMSL: University of Missouri–St. Louis)H-Index: 5
#2Michael T. Elliott (UMSL: University of Missouri–St. Louis)H-Index: 12
Last. Frank Alpert (Monash University)H-Index: 22
view all 3 authors...
Abstract Infomercials are the object of both praise and criticism. A mail survey was conducted to determine the level and consequences of beliefs about infomercials-in-general. Results suggest that viewers hold positive and negative beliefs about infomercials and that these beliefs differentially affect general attitude and purchase intent regarding infomercials. The study also considers the effect of overall infomercial exposure on these relationships. The most influential beliefs are identifie...
4 CitationsSource