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This paper describes a preliminary validation study of the Instructional Material Motivational Survey (IMMS) derived from the Attention, Relevance, Confidence and Satisfaction motivational design model. Previous studies related to the IMMS, however, suggest its practical application for motivational evaluation in various instructional settings without the support of empirical data. Moreover, there is a lack of discussion regarding the validity of the instrument. Therefore, this study empirically examined the IMMS as a motivational evaluation instrument. A computer-based tutorial setting was selected owing to its wide application in teaching large entry-level college courses. Data collected from 875 subjects were subjected to exploratory and confirmatory factor analyses, and measurement modelling LISREL. Findings suggested that 16 original items should be excluded from the IMMS; the retained 20 items were found to fall into different constructs, indicating that instructional features of the tutorial may influence the validity of the survey items. The implication of the study supports the situational feature of the IMMS. Therefore, a preevaluation adjustment on the IMMS items is recommended to identify suitable items before the full motivational evaluation. Future research should focus on the further validation of the IMMS based on this preliminary evidence.

The purpose of the present study was to investigate the relationship between brand names and consumers' perceived risk. Hypotheses dealt with whether the presence of a product's brand name affects consumers' perceived risk towards shopping online; whether the familiarity with a brand name influences consumers' perceived risk; and whether online shoppers and non-shoppers perceive risk towards shopping online differently. Results indicate that the presence or absence of a product's brand name affects online shoppers' perceived risk, but in the opposite direction to that expected. There was no significant difference between online shoppers' perceived risk vis-à-vis brand familiarity; however, online shoppers possessed lower perceived risk than non-shoppers. Implications and limitations are discussed and recommendations for future research are provided.

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The traditional seven steps of personal selling have remained virtually unchanged since the early 1900s. Meanwhile, the actual roles and duties of salespeople have pushed far into customer relationship management (CRM). Psychologically and professionally, salespeople need greater empowerment for their expanding CRM responsibilities. However, empowerment is a complex process requiring several individual, managerial, and organizational changes for successful implementation. As part of the empowerment process for its salespeople, companies need to provide supporting structures, processes, and incentives for customer-oriented behavior. At the same time, the Internet and other telecommunications advances in the macroenvironment are accelerating empowerment changes in personal selling-mainly on the customer side of the exchange. To effectively and efficiently carry out their growing yet still poorly defined CRM roles, salespeople need to be comprehensively empowered, trained, motivated, and rewarded. Companies that most effectively empower their salespeople should reap substantial rewards in profitability and loyalty from both their salespeople and customers.

The relatively minimal literature on ethics in a retail selling context indicates that retail sales personnel perceive that their job creates ethical dilemmas. However, what drives those beliefs is virtually unknown. Investigations in non‐retailing venues have found that employees’ moral philosophy (or ideology) influences whether they view a particular situation, action, or behavior as unacceptable (ethically inappropriate). The present study extends previous retail sales ethics research by examining the impact of retail salespersons’ moral philosophy on their perceptions of situations that are potentially ethically troublesome. Findings reveal some evidence that moral philosophy does indeed have an effect on retail salespeople's ethical beliefs. The impact of these results on the consumer is brought out through a discussion of the various implications from the vantage point of consumer welfare.