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Scott B. MacKenzie - Indiana University, Kelley School of Business. Bloomington, IN, US

Scott B. MacKenzie Scott B. MacKenzie

Neal Gilliat Chair | Indiana University, Kelley School of Business

Bloomington, IN, UNITED STATES

Scott B. MacKenzie's research focuses on research methodology, advertising effectiveness, organizational behavior, and leadership.

Secondary Titles (1)

  • Professor of Marketing



Scott B. MacKenzie Publication






Scott is Neal Gilliat Chair and professor of marketing at the Kelley School of Business at Indiana University. He received a BA in psychology in 1976, an MBA in marketing in 1978, and a PhD in marketing in 1983, all from the University of California at Los Angeles.

In addition to a long running stream of research on advertising effectiveness which has appeared in the Journal of Marketing Research, Journal of Marketing, Journal of Consumer Research, and Journal of Advertising, in recent years Professor MacKenzie has also published a series of articles on: the impact of organizational citizenship behavior on performance evaluations of sales personnel and sales unit effectiveness; transformational leadership and its effect on trust in a leader, job satisfaction and organizational citizenship; and subordinate, task and organizational characteristics that limit a leader's effectiveness. This research can be found in the Journal of Marketing Research, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, Personnel Psychology, Journal of Management, and The Leadership Quarterly. Professor MacKenzie is a member of the American Marketing Association, the Association for Consumer Research, and the Society for Consumer Psychology; has chaired the AMA Summer Educators', AMA Winter Educators', and SCP conferences; and currently serves on the ACR Advisory Board and the Editorial Boards of the Journal of Consumer Research, Journal of Consumer Psychology, Journal of Marketing Research, Journal of Marketing, and the Journal of the Academy of Marketing Science.

In addition, Professor MacKenzie has worked on consulting projects for The General Agents and Managers Association of the life insurance industry, Prudential Insurance Co., Ashland Chemical Inc., Eli Lilly Co., and several other organizations.

Industry Expertise (4)




Market Research

Areas of Expertise (4)

Research Methodology

Organizational Citizenship Behavior


Advertising Effectiveness

Accomplishments (6)

Research Excellence Award (professional)

Awarded by the Kelley School of Business.

William A. Owens Scholarly Achievement Award (professional)

Awarded by the Society for Industrial and Organizational Psychology.

Distinguished Teaching Award (professional)

Awarded by the Kelley School of Business.

Outstanding Reviewer Award (professional)

Awarded by the Journal of Academy of Marketing Science.

Outstanding Research Award (professional)

Kelley School of Business Alumni Association.

Harold H. Maynard Award (professional)

For significant contributions to marketing theory and thought. Awarded by the American Marketing Association.

Education (3)

University of California, Los Angeles: Ph.D., Marketing 1983

University of California, Los Angeles: M.B.A., Marketing 1978

University of California, Los Angeles: B.A., Psychology 1976

Articles (5)

Recommendations for Creating Better Concept Definitions in the Organizational, Behavioral, and Social Sciences Organizational Research Methods


Despite the importance of establishing good, clear concept definitions in organizational research, the field lacks a comprehensive source that explains how to effectively develop and articulate a concept's domain. Thus, the purpose of this article is to explain why clear conceptual definitions are essential for scientific progress and provide a concrete set of steps that researchers can follow to improve their conceptual definitions. First, we define what is meant by a concept, describe the functions served by concepts in ...

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Determinants of transitions from harmful to low-risk substance use and gambling What Determines Harm From Addictive Substances and Behaviors?


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Consequences of unitā€level organizational citizenship behaviors: A review and recommendations for future research Journal of Organizational Behavior


During the past 30 years, interest in organizational citizenship behaviors (OCBs) has grown substantially. Although much of the early empirical research in this domain was directed at the individual level of analysis, more recently, researchers have focused their attention on identifying the outcomes of group-level or unit-level OCBs, as well as the mediating mechanisms and boundary conditions of the relationships between OCBs and unit-level outcomes. Therefore, the purpose of this article is to provide a summary of the ...

Are we really measuring what we say we're measuring? Using video techniques to supplement traditional construct validation procedures Journal of Applied Psychology


Several researchers have persuasively argued that the most important evidence to consider when assessing construct validity is whether variations in the construct of interest cause corresponding variations in the measures of the focal construct. Unfortunately, the literature provides little practical guidance on how researchers can go about testing this. Therefore, the purpose of this article is to describe how researchers can use video techniques to test whether their scales measure what they purport to measure. First, we ...

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Common Method Bias in Marketing: Causes, Mechanisms, and Procedural Remedies Journal of Retailing


There is a great deal of evidence that method bias influences item validities, item reliabilities, and the covariation between latent constructs. In this paper, we identify a series of factors that may cause method bias by undermining the capabilities of the respondent, making the task of responding accurately more difficult, decreasing the motivation to respond accurately, and making it easier for respondents to satisfice. In addition, we discuss the psychological mechanisms through which these factors produce their biasing effects ...

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