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1.
Rajan Varadarajan Mark P. DeFanti Paul S. Busch 《Journal of the Academy of Marketing Science》2006,34(2):195-205
Brand portfolio management addresses, among other issues, the interrelated questions of what brands to add, retain, or delete.
A small number of brands in a firm’s brand portfolio can often have a disproportionately large positive or negative impact
on its image and reputation and the responses of stakeholders. Brand deletions can be critical from the standpoint of a firm
being able to free up resources to redeploy toward enhancing the competitive standing and financial performance of brands
in its portfolio with the greatest potential to positively affect its image and reputation. Against this backdrop, the authors
focus on the organizational and environmental drivers of brand deletion propensity, the predisposition of a firm to delete
a particular brand from its brand portfolio. The authors propose a conceptual model delineating the drivers of brand deletion
propensity and suggest directions for future research, including the related concept of brand deletion intensity.
Rajan Varadarajan (varadarajan@tamu.edu) is Distinguished Professor of Marketing and holder of the Ford Chair in Marketing and E-Commerce in
the Mays Business School at Texas A&M University. His primary teaching and research interest is in the area of strategy. His
research on strategy has been published in theJournal of Marketing, the Journal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, and other journals. Rajan served as editor of theJournal of Marketing from 1993 to 1996 and theJournal of the Academy of Marketing Science from 2000 to 2003. He currently serves on the editorial review boards of theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Marketing, theJournal of Interactive Marketing and other journals. He is a recipient of a number of honors and awards, including the Academy of Marketing Science Distinguished
Marketing Educator Award (2003), the American Marketing Association Mahajan Award for Career Contributions to Marketing Strategy
(2003), and the Texas A&M University Distinguished Achievement Award in Research (1994).
Mark P. DeFanti (mdefanti@tamu.edu) is a doctoral student in marketing at Texas A&M University. He received his M.B.A. from The University
of Texas at Austin and his B.A. from Amherst College. His current research interests include brand portfolio management, corporate
name changes, and business-to-business branding. His teaching interests include advertising, brand management, and marketing
strategy.
Paul S. Busch (p-busch@tamu.edu) is a professor of marketing in the Mays Business School at Texas A&M University. He received his Ph.D.
from Pennsylvania State University. His research has been published in theJournal of Marketing, theJournal of Marketing Research, Decision Sciences, theJournal of Business Research, andBusiness Horizons. He serves on the editorial review boards of theJournal of Business-to-Business Marketing, theAsian Journal of Marketing, andMarketing Management. His research interests include buyer-seller relationships, business-to-business branding, and brand portfolio management.
His teaching interests include promotional strategy and new product development. 相似文献
2.
Customer value,satisfaction, loyalty,and switching costs: An illustration from a business-to-business service context 总被引:18,自引:0,他引:18
Shun Yin Lam Venkatesh Shankar M. Krishna Erramilli Bvsan Murthy 《Journal of the Academy of Marketing Science》2004,32(3):293-311
Although researchers and managers pay increasing attention to customer value, satisfaction, loyalty, and switching costs,
not much is known about their interrelationships. Prior research has examined the relationships within subsets of these constructs,
mainly in the business-to-consumer (B2C) environment. The authors extend prior research by developing a conceptual framework
linking all of these constructs in a business-to-business (B2B) service setting. On the basis of the cognition-affect-behavior
model, the authors hypothesize that customer satisfaction mediates the relationship between customer value and customer loyalty,
and that customer satisfaction and loyalty have significant reciprocal effects on each other. Furthermore, the potential interaction
effect of satisfaction and switching costs, and the quadratic effect of satisfaction, on loyalty are explored. The authors
test the hypotheses on data obtained from a courier service provider in a B2B context. The results support most of the hypotheses
and, in particular, confirm the mediating role of customer satisfaction.
Shun Yin Lam (asylam@ntu.edu.sg; fax: 65-6791-3697) is an assistant professor of marketing and international business in the Nanyang Business
School at Nanyang Technological University in Singapore. Lam received his Ph.D. from the University of Western Ontario and
has research interests in a number of areas including retail marketing, customer loyalty, and customers’ adoption and usage
of technology. His work has appeared inMarketing Science, theJournal of Retailing, theInternational Journal of Research in Marketing, andAdvances in Consumer Research.
Venkatesh (Venky) Shankar (vshankar@rhsmith.umd.edu) is Ralph J. Tyser Fellow and an associate professor of marketing in the Smith School of Business
at the University of Maryland. His areas of research are e-business, competitive strategy, international marketing, pricing,
new product management, and supply chain management. His research has been published or is forthcoming in theJournal of Marketing Research, Marketing Science, theJournal of Marketing, theStrategic Management Journal, theJournal of Retailing, theInternational Journal of Research in Marketing, theJournal of Public Policy and Marketing, andMarketing Letters. he is co-editor of theJournal of Interactive Marketing; associate editor ofManagement Science; and serves on the editorial boards ofMarketing Science, theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Retailing, and theJournal of Academy of Marketing Science. He is a three-time winner of the Krowe Award for Outstanding Teaching and teaches Marketing Management, Digital Business
Strategy, Competitive Marketing Strategy, and International Marketing (http://www.venkyshankar.com).
M. Krishna Erramilli (amkerramilli@ntu.edu.sg) is an associate professor of marketing and international business in the Nanyang Business School
at Nanyang Technological University in Singapore. He has undertaken many studies on marketing strategy issues in service firms,
particularly in an international context, and has published his work in journals like theJournal of Marketing, theJournal of International Business Studies, theColumbia Journal of World Business, and theJournal of Business Research. He has presented numerous papers at international conferences. His current research interests center on the international
expansion of Asia-based service firms.
Bvsan Murthy (abmurthy@ntu.edu.sg) is an associate professor of marketing and international business in the Nanyang Business School at
Nanyang Technological University in Singapore. Prior to turning to the academe a decade ago, he had 20 years of international
industry experience. He has published in journals likeThe Cornell H.R.A. Quarterly and theInternational Journal of Contemporary Hospitality Management and has also written industry white papers/monographs and chapters in books. His current research interests center on strategic
services marketing/management and customer value management. 相似文献
3.
Sundar Bharadwaj Terry Clark Songpol Kulviwat 《Journal of the Academy of Marketing Science》2005,33(3):347-359
Market growth plays a central role in virtually all strategic marketing models developed in the past 30 years. Although marketing
scholars seem implicitly to assume that marketing efforts contribute in some way to market growth, market growth per se remains
a conceptual black box in marketing. Using new developments in endogenous growth theory, this article explores the link between
marketing actions and market growth. In particular, the authors develop a conceptual model arguing that the effect of endogenous
actions on market growth is mediated by knowledge creation, matching, and diffusion. Propositions are proposed to guide future
research. The authors discuss the implications for marketing strategy at both business discipline and public policy levels.
Sundar Bharadwaj (Sundar_Bharadwaj@bus.Emory.edu) is an associate professor of marketing in the Goizueta Business School at Emory University.
He received his Ph.D. from Texas A&M University. His research interests focus on marketing strategy, performance, and risk.
His research has appeared in theJournal of Marketing, Management Science, and theitJournal of the Academy of Marketing Science, among others.
Terry Clark (tclark@cba.siu.edu) is a professor and chair in the marketing department at Southern Illinois University, Carbondale. He
received his Ph.D. from Texas A&M University. His research interests include the intersection of international marketing and
marketing strategy. His research has appeared in theJournal of Marketing and theJournal of the Academy of Marketing Science, among others.
Songpol Kulviwat (mktszk@hofstra.edu) is an assistant professor of marketing and international business at Hofstra University. He received
his Ph.D. in marketing from Southern Illinois University. His research interests include Internet marketing, hightech marketing,
international business (sncross-cultural research), and information technology. Prior to his academic career, he worked in
the area of international sales management in Thailand. 相似文献
4.
Consumer evaluations of corporate brand redeployments 总被引:1,自引:0,他引:1
Anupam Jaju Christopher Joiner Srinivas K. Reddy 《Journal of the Academy of Marketing Science》2006,34(2):206-215
There has been little attention paid to the management of corporate brand names as part of the merger and acquisition process.
As an initial step towards developing a better understanding of this brand redeployment decision the authors consider the
reactions of one important stakeholder group—consumers—to alternative strategies. Specifically, the authors discuss the importance
of the corporate branding decision in the M&A process and present a typology of alternative redeployment strategies as well
as an exploratory study examining reactions to different postmerger branding strategies. The authors find evidence that the
brand equity related to corporate brands is often decreased as a result of M&A activities and that individuals react differently
to mergers employing different redeployment strategies. These results emphasize the need for firms to evaluate the corporate
branding component of M&A activities as part of the process of managing corporate brands and should generate interest and
research in this managerially relevant area.
Anupam Jaju (ajaju@gmu.edu) is an assistant professor of marketing at George Mason University. He received his Ph.D. from the University
of Georgia at Athens. His articles have appeared in leading marketing journals, including theJournal of the Academy of Marketing Science, theJournal of International Management, Marketing Theory, andMarketing Education Review. His current research focuses primarily on exploring three interrelated domains of business: the link between corporate and
functional (marketing) strategy, the market orientation of corporate strategies, and the market and customer-related consequences
of corporate strategy.
Christopher Joiner (cjoiner@gmu.edu) is an assistant professor of marketing at George Mason University. He received his Ph.D. from the University
of Minnesota. His articles have appeared in leading marketing journals, including theJournal of Marketing, theJournal of Consumer Psychology, the Journal of Current Issues and Research in Advertising, andAdvances in Consumer Research.
Srinivas K. Reddy (sreddy@terry.uga.edu) is the Robert O. Arnold Professor of Marketing and the director of the Coca-Cola Center for Marketing
Studies at the Terry College of Business, University of Georgia. He received his Ph.D. from Columbia University. He has taught
previously at New York University, Columbia University, and the University of California, Los Angeles, and was a visiting
professor at Stanford Business School. His research on brand and marketing strategy and has been published in theJournal of Marketing, theJournal of Marketing Research, Management Science, Marketing Letters, theJournal of the Academy of Marketing Science, and theJournal of Business Research. His current research interests include the financial and marketing impacts of brand failure and understanding the value
of creative products such fine art. 相似文献
5.
Anthony J. Capraro Susan Broniarczyk Rajendra K. Srivastava 《Journal of the Academy of Marketing Science》2003,31(2):164-175
Customer satisfaction is the predominant metric firms use for detecting and managing customers' likelihood to defect. But
while satisfaction and defection are related, satisfaction is only a weak predictor of whether a customer will defect. This
article suggests that for repurchase decisions that involve an information-based evaluation of alternatives to the incumbent,
likelihood of defection will be influenced by “how much” customers know about those alternatives. The relationship between
level of knowledge about alternatives and defection is examined in the context of actual health insurance choices. Results
suggest that the level of objective and subjective knowledge about alternatives has a direct effect on likelihood of defection—above
and beyond satisfaction level. The view of defection forwarded in this article suggests that managers may be able to gain
additional control over customer defection through actions aimed at influencing how much customers know (or come to know)
about alternative vendors.
Anthony J. Capraro (tcapraro@unca.edu), an assistant professor at the University of North Carolina at Asheville, earned his Ph.D. in marketing
in 1999 from the University of Texas after having spent 20 years in industry in marketing and marketing management positions.
His current research interest focuses on developing and enhancing the value of a firm's customer base.
Susan Broniarczyk (Susan.Broniarczyk@bus.utexas.edu), an associate professor at the University of Texas at Austin, earned her Ph.D. in marketing
from the University of Florida. She serves on the editorial boards of theJournal of Consumer Research and theJournal of Marketing Research and the advisory board for the Association for Consumer Research. Her research, which examines consumer decision making and
how consumers' knowledge structures affect their reaction to missing or conflicting product information, appears in theJournal of Consumer Research, theJournal of Marketing Research, andOrganizational Behavior and Human Decision Processes.
Rajendra K. Srivastava (Rajendra.Srivastava@bus.utexas.edu) is the Jack R. Crosby Regent's Chair in Business and a professor of marketing and management
science and information systems (MSIS) in the McCombs School of Business at the University Texas at Austin. He is also the
Daniel J. Jordan Research Scholar at Emory University. He earned his doctorate from the University of Pittsburgh. His research,
which spans marketing and finance, has been published in theJournal of Marketing, theJournal of Marketing Research, Marketing Science, and theJournal of Banking and Finance. His current research interests focus on the impact of marketing strategy and market-based assets on corporate financial
performance, particularly in the context of technology-intensive products and services. 相似文献
6.
Siva K. Balasubramanian Ike Mathur Ramendra Thakur 《Journal of the Academy of Marketing Science》2005,33(4):413-422
Marketing managers face increasing pressure to justify any strategic action with financial metrics that facilitate comparative
evaluations with alternative options. Using event study method, the authors focus attention on the impact of high-profile
quality achievement awards on the stock prices of the award-winning firms. Two types of awards are investigated: the Malcolm
Baldrige National Quality Award (MBNQA) and J. D. Power and Associates Awards (JDPAA). Previous event studies found no major
impact of MBNQA announcements on the stock price of MBNQA winners; in contrast, this study’s results show that these awards
generate significant shareholder value for MBNQA winners. With respect to the JDPAA, the authors— analyses did notfind any
such impact in the Automotive, Travel, and Finance categories. Multiple regression analyses suggest that firms with higher
amounts of intangible assets are more likely to create shareholder value. Implications of the results for different decision
horizon perspectives are derived.
Siva K. Balasubramanian (siva@cba.siu.edu) is the Henry J. Rehn Professor of Marketing in the College of Business Administration at Southern Illinois
University, Carbondale. His research investigates the impact of marketing strategies on shareholder value, new product diffusion,
marketing communications, and methodological issues in measurement. His publications have appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theInternational Journal of Research in Marketing, theJournal of Advertising, theJournal of Current Issues and Research in Advertising, theJournal of Consumer Affairs, Review of Agricultural Economics, theJournal of Agricultural and Resource Economics, AgBioForum, and theBritish Food Journal.
Ike Mathur (imathur@cba.siu.edu) is a professor of finance at Southern Illinois University (SIUC). He has served as interim dean for
the College of Business and chair of the Department of Finance, all at SIUC. He is the author or coauthor of more than 100
articles and 14 books. He has published in theJournal of Financial and Quantitative Analysis, the Journal of Banking and Finance, theJournal of International Money and Finance, theJournal of Futures Markets, Economic Letters, the Journal of International Business Studies, the Journal of Business Research, theJournal of Business, theJournal of Advertising, theJournal of Advertising Research, and the Journal of Macromarketing. He serves on the editorial board of a number of journals and is the editor of theJournal of International Financial Markets, Institutions & Money, and theJournal of Multinational Financial Management.
Ramendra Thakur (ramendra@siu.edu) is an assistant professor at Utah Valley State College. His research interests are in customer relationship
management, e-commerce, high-tech marketing, and marketing models. He has published in theMarketing Management Journal, the International Journal of E-Business Research, and theJournal of Website Promotion. In addition, his scholarly works have been published in several national and international conference proceedings. He is
also on the editorial board ofIndustrial Marketing Management. 相似文献
7.
Interactivity in the electronic marketplace: An exposition of the concept and implications for research 总被引:1,自引:0,他引:1
It is widely recognized that a better understanding of interactivity and its implications is essential for facilitating research
focused on the emerging electronic marketplace. However, deficiencies persist in our understanding of this important concept.
Building on research in various fields of study (e.g., information systems, marketing, and computer-mediated communication),
this article presents a conceptualization of interactivity from a marketplace perspective that is missing or inadequately
articulated in the literature. Specifically, interactivity is conceptualized as a characteristic of computer-mediated communication
in the marketplace that increases with the bidirectionality, timeliness, mutual controllability, and responsiveness of communication
as perceived by consumers and firms. The article concludes with a research agenda focusing on issues relating to measurement,
conceptual refinement, and management of interactivity in the electronic marketplace.
Manjit S. Yadav (yadav@tamu.edu) is an associate professor of marketing and Mays Research Fellow, Department of Marketing, Mays Business
School, Texas A&M University. He obtained his Ph.D. in marketing from Virginia Tech. His current research focuses primarily
on strategic issues related to the Internet and the electronic marketplace. He has published in a number of journals including
theJournal of Marketing Research, the Journal of Consumer Research, the Journal of the Academy of Marketing Science, andSloan Management Review. He is a member of the Editorial Review Board of theJournal of the Academy of Marketing Science and theJournal of Interactive Marketing. He is a recipient of the Faculty Distinguished Achievement Award in Teaching (Mays Business School, Texas A&M University).
He cochaired the American Marketing Association’s Faculty Consortium on Electronic Commerce held at Texas A&M University.
Rajan Varadarajan (varadarajan@tamu.edu) is a distinguished professor of marketing and holder of the Ford Chair in Marketing and E-Commerce
in the Mays Business School at Texas A&M University. His primary teaching and research interest is in the area of strategy.
His research on strategy has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, and other journals. He served as editor of theJournal of Marketing from 1993 to 1996 and theJournal of the Academy of Marketing Science from 2000 to 2003. He currently serves on the Editorial Review Boards of theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Marketing, theJournal of Interactive Marketing, and other journals. He is a recipient of a number of honors and awards including the Academy of Marketing Science Distinguished
Marketing Educator Award (2003), the American Marketing Association Mahajan Award for Career Contributions to Marketing Strategy
(2003), and the Texas A&M University Distinguished Achievement Award in Research (1994). 相似文献
8.
This article introduces the special issue of theJournal of the Academy of Marketing Science on the marketing/finance interface. In addition to previewing the nine subsequent articles in the special issue, it surveys
early research on, suggests the scholarly foundations of, and recommends future directions for this boundary-spanning research
domain.
Michael R. Hyman (mhyman@nmsu.edu) (B.S., University of Maryland; M.S.M. and Ph.D., Purdue University) is Wells Fargo Professor of Marketing
at New Mexico State University (http://cbae.nmsu.edu/~mktgwww/hyman). He serves on seven editorial review boards, including
theJournal of the Academy of Marketing Science and theJournal of Advertising. His scholarly work has appeared in journals such as theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Advertising, the Journal of Business Research, theJournal of Personal Selling and Sales Management, theInternational Journal of Advertising, theJournal of Current Issues and Research in Advertising, theJournal of Marketing Theory and Practice, Business Horizons, theJournal of Business Ethics, andMarketing Education Review. His research interests include the effect of advertising on consumers, marketing ethics, marketing theory, and knowledge
acquisition in academia.
Ike Mathur (imathur@cba.siu.edu) is a professor of finance at Southern Illinois University. He has served as interim dean for the College
of Business, chair of the Department of Finance, and director of Doctoral Programs, all at Southern Illinois University. He
is the author or coauthor of more than 100 articles and 14 books. He has published in theJournal of Financial and Quantitative Analysis, theJournal of Banking and Finance, theJournal of International Money and Finance, theJournal of Futures Markets, Economic Letters, theJournal of International Business Studies, theJournal of Business Research, theJournal of Business, theJournal of Advertising, theJournal of Advertising Research, and theJournal of Macromarketing. Two of his recent books areEuropean Equity Markets and Corporate Financial Decisions andWealth Creation in Eastern Europe. He serves on the editorial board of a number of journals and is the editor of theJournal of International Financial Markets, Institutions & Money and theJournal of Multinational Financial Management. 相似文献
9.
An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships 总被引:1,自引:0,他引:1
Thomas G. Brashear James S. Boles Danny N. Bellenger Charles M. Brooks 《Journal of the Academy of Marketing Science》2003,31(2):189-200
This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based
on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes
(predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust
was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism,
and indirectly related to organizational commitment and turnover intention.
Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School
of Management at the University of Massachusetts-Amherst.
James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business
at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business
relationships.
Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson
College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing.
Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing
and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice. 相似文献
10.
Satish Jayachandran Rajan Varadarajan 《Journal of the Academy of Marketing Science》2006,34(3):284-294
Previous research provides conflicting evidence of the association between the past performance of a business and its competitive
responsiveness, with researchers observing both positive and negative relationships. To clarify this issue, the authors test
a model using survey data from the retailing industry. The model delineates direct and indirect mediated paths through ability
to respond, motivation to respond, and awareness of competitors’ actions to show how past performance can have both positive
and negative influence on competitive responsiveness. However, the overall impact of past performance of an organization on
its competitive responsiveness is positive. The implications of these findings for research, practice, and theory are discussed.
Satish Jayachandran (satish@moore.sc.edu) is an assistant professor of marketing in the Moore School of Business at the University of South Carolina.
His research interests are focused on issues related to the market responsiveness of firms. His research has been published
in theJournal of Marketing and theJournal of the Academy of Marketing Science. He was a recipient of the Harold H. Maynard Award for 2001 from theJournal of Marketing. He was nominated a young scholar by the Marketing Science Institute in 2003.
Rajan Varadarajan (varadarajan@tamu.edu) is Distinguished Professor of Marketing and holder of the Ford Chair in marketing and e-commerce at
Texas A & M University. His teaching and research interests are in the areas of strategy, international marketing, and e-commerce.
His research on these topics has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, Strategic Management Journal, Sloan Management Review, California Management Review, Business
Horizons, theJournal of Business Research, and other journals. 相似文献
11.
Fang Wu Vijay Mahajan Sridhar Balasubramanian 《Journal of the Academy of Marketing Science》2003,31(4):425-447
Across industries, firms have adopted e-business initiatives to better manage their internal business processes as well as
their interfaces with the environment. In this study, a unified framework that captures the antecedents of e-business adoption,
adoption intensity, and performance outcomes is proposed and empirically tested using data collected from senior managers
in four technology-intensive industries. Applying a framework that captures the intensity of e-business adoption across four
business process domains, the authors find that the antecedents and performance outcomes of e-business adoption are best studied
in a process-specific context. They find, for example, that while the communication and internal administration aspects of
e-business positively affect performance outcomes, the more high-profile activities related to online order taking and e-procurement
do not. The authors' findings provide the foundation for a more rigorous study of e-business.
Fang Wu (fangwu@msu.edu) (Ph.D., University of Texas at Austin) is an assistant professor of marketing at the Eli Broad College of
Business, Michigan State University. Her current research interests include e-business adoption strategy, knowledge transfer
in new product alliances, interfirm learning dynamics, and marketing knowledge management.
Vijay Mahajan (vijay.mahajan@bus.utexas.edu) (Ph.D., University of Texas at Austin) is the John P. Harbin Centennial Chair in Business
and a professor of marketing at the McCombs School of Business, University of Texas at Austin, and dean of the Indian School
of Business at Hyderabad, India. He has written extensively on product diffusion, marketing strategy, and marketing research
methodologies. He has written and/or edited eight books. His research appears in journals such as theJournal of Marketing Research, theJournal of Marketing, Marketing Science, Management Science, andHarvard Business Review. He has received the Best Research Paper Award from theJournal of Retailing (1982, 1985), theJournal of Marketing (Maynard Award, 1990), and theInternational Journal of Research in Marketing (Prentice Hall Award, 1995). He also received the American Marketing Association (AMA) Charles Coolidge Parlin Marketing
Research Award (1997) and the AMA Marketing Research Special Interest Group Gilbert Churchill Award in 1999, recognizing lifetime
achievement in marketing research.
Sridhar Balasubramanian (balasubs@bschool.unc.edu) (Ph.D., Yale University) is an assistant professor of marketing at Kenan-Flagler, the University
of North Carolina Business School. His research interests cover multiple areas including marketing strategy, channel portfolio
management, e-commerce and m-commerce, direct marketing and customer relationship management, game theory and the management
of competition, digitization, and strategic compensation. His research has been published or is forthcoming in journals such
asMarketing Science, Management Science, Statistica Neerlandica, theInternational Journal of Electronic Commerce, Decision Support Systems, and theJournal of Retailing. He received the John D. C. Little Award for 1998 from the Institute for Operations Research and the Management Science (INFORMS)
for the best marketing paper inMarketing Science andManagement Science. He has worked as a marketing strategy adviser to start-up companies and served as guest coeditor of the Centennial Issue
of theJournal of Retailing. 相似文献
12.
Xueming Luo K. Sivakumar Sandra S. Liu 《Journal of the Academy of Marketing Science》2005,33(1):50-65
Two important areas are underexplored in the relationship between marketing resources and performance. First, the subject
has been primarily investigated in the context of Western countries, and inadequate attention has been given to emerging economies.
Second, despite the recent growth in globalization, the moderating role of globalization on the link between marketing resources
and performance has not been investigated. Addressing these important gaps, this article focuses on an emerging economy (China)
and explores the moderating effect of globalization on this link. Specifically, the authors develop several hypotheses highlighting
the moderating role of globalization activities (global product sourcing, global market seeking, and global partnership) on
the link between marketing resources (market orientation, entrepreneurial orientation, and innovative capability) and firm
performance. The findings of the moderating role of globalization provide several important implications for marketing theory
development and managerial practice.
Xueming Luo (luoxm@uta.edu) is an assistant professor in the Department of Marketing in the College of Business Administration at the
University of Texas at Arlington. Before joining the University of Texas at Arlington faculty, he was on the faculty of the
State University of New York at Fredonia. His research has appeared in various journals, including theJournal of Business Research, the International Journal of Research in Marketing, the Journal of Advertising Research, the
Journal of Interactive Advertising, and Industrial Marketing Management.
K. Sivakumar (Ph.D., Syracuse University; k.sivakumar@lehigh. edu) is the Arthur Tauck Professor of International Marketing & Logistics
and a professor of marketing at Lehigh University. Prior to joining Lehigh in 2001, he spent 9 years at the University of
Illinois in Chicago. His research interests include pricing, global marketing, and innovation management. His research has
been published or is forthcoming in theJournal of the Academy of Marketing Science, the Journal of Marketing, the Journal of International Business Studies, Decision
Sciences Journal, Marketing Letters, the Journal of Business Research, International Marketing Review, the Journal of Product
Innovation Management, Pricing Strategy & Practice: An International Journal, Psychology & Marketing, and other publications. He has won several awards for his research (including theDonald Lehman Award) and is on the editorial board of several scholarly journals. He has won outstanding reviewer awards from two journals.
Sandra S. Liu (liuss@purdue.edu) is an associate professor in the Department of Consumer Sciences and Retailing at Purdue University. She
received her Ph.D. from the University of London, and her current research interest focuses on strategic marketing issues
in the context of customer contact, including knowledge management in a corporation in transition and sales management in
a knowledge economy. With her extensive industry experience, she has written a number of books and journal articles, which
have appeared in theInternational Journal of Research in Marketing, the Journal of Business Research, theEuropean Journal of Marketing, Marketing Intelligence and Planning, among others. 相似文献
13.
John Kim Jeen-Su Lim Mukesh Bhargava 《Journal of the Academy of Marketing Science》1998,26(2):143-152
This study investigates the role of affect in attitude formation. Two experiments, using established conditioning procedures,
assessed the impact of affect on attitude formation. The results of Experiment 1 indicate that affect can influence attitudes
even in the absence of product beliefs. The results of Experiment 2 suggest that affect plays as important or more important
a role than the belief mechanism in attitude formation, depending on the number of repetitions. Implications of the results
for understanding the role of affect in advertising are discussed.
John Kim is an associate professor of marketing in the School of Business Administration at Oakland University. He earned his Ph.D.
in marketing from the University of Cincinnati. His research interests include consumer decision making, advertising effectiveness,
and brand equity. His work has appeared in theJournal of Marketing Research, theJournal of Consumer Research, and theJournal of Business Research.
Jeen-Su Lim is Interim Chair and a professor of marketing at the University of Toledo. He received his Ph.D. in marketing from Indiana
University. His work has appeared in many journals, including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, Industrial Marketing Management, International Marketing Review, Management International Review,
Psychology and Marketing, and theJournal of Health Care Marketing, among others. His research interests include consumer inference processes, new product development and competitive strategy,
and export marketing.
Mukesh Bhargava is an assistant professor in the Department of Marketing and Management at Oakland University. He has a Ph.D. in marketing
from the University of Texas, Austin, and several years of practical experience in advertising and marketing research. His
research includes areas such as advertising effectiveness and evaluation of marketing strategy in business and nonprofit organizations.
His work has appeared in theJournal of Advertising Research, Marketing Letters, theJournal of Business Research, and theJournal of the Academy of Marketing Science, among others. 相似文献
14.
Psychological climate, empowerment, leadership style, and customer-oriented selling: An analysis of the sales manager-salesperson dyad 总被引:2,自引:0,他引:2
This study examined antecedents and performancerelated consequences of customer-oriented selling. The antecedents include
sales managers’ leadership styles, psychological empowerment, and the psychological climates of organizations. Data were gathered
on two separate performance outcome measures. Responses from 106 sales managers and 313 sales representatives were analyzed.
The results indicate that transformational leadership, empowerment, and specific components of the psychological climate are
important predictors of customer-oriented selling.
Craig A. Martin (craig.martin@wku.edu), PhD, is an assistant professor of marketing in the Department of Marketing at Western Kentucky University.
He received his PhD from the University of Memphis. He specializes in sales and sales management, the consumer socialization
of adolescents, sports marketing, and advertising to adolescents. He has had research accepted for publication in theJournal of Advertising, theJournal of Advertising Research, theJournal of Consumer Marketing, theJournal of Business and Industrial Marketing, theJournal of Marketing Theory and Practice, theMarketing Management Journal, theInternational Journal of Retail and Distribution Management, theInternational Journal of Internet Marketing and Advertising, and multiple national and regional conferences.
Alan J. Bush (alanbush@memphis.edu), PhD, is a professor of marketing in the Department of Marketing and Supply Chain Management at the
University of Memphis. He received his Ph.D. from Louisiana State University. His current research interests are primarily
sales force research and sports marketing. His research has appeared in theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Retailing, theJournal of Advertising, theJournal of Advertising Research, theJournal of Personal Selling and Sales Management, and others. 相似文献
15.
Anusorn Singhapakdi Scott J. Vitell George R. Franke 《Journal of the Academy of Marketing Science》1999,27(1):19-36
This study uses responses from a survey of marketing professionals in a structural equation model linking antecedents and
consequences of two dimensions of personal moral philosophies (idealism and relativism) and perceived moral intensity (PMI).
Mixed support is found for hypothesized effects of gender, religiosity, education, experience, salary, and corporate ethical
values on idealism and relativism. Idealism increases and relativism decreases PMI in four ethical scenarios. PMI increases
perceptions of ethical problems, which reduce intentions to act unethically. The study tests whether relationships between
variables, revealing that PMI has direct as well as indirect effects on intentions. Intentions are also influenced by gender:
women have more ethical intentions than men, on average, and this effect is not mediated by other variables in the model.
Anusorn Singhapakdi is an associate professor of marketing at Old Dominion University. He has also served on the marketing faculty at Lamar University,
Texas, and at Thammasat University, Thailand. His papers on topics in marketing ethics and social responsibility have been
published in theJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing,
Journal of Public Policy & Marketing, and various other journals and proceedings.
Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi. He received his Ph.D. in marketing from Texas
Tech University. His work has previously appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Macromarketing, Journal of Business
Ethics, Research in Marketing, International Marketing Review, and in other journals and proceedings.
George R. Franke is an associate professor and Reese Phifer Fellow of Marketing at the University of Alabama. His research interests include
ethics, public policy, advertising, and research methodology. His publications have received best-paper awards from theJournal of Advertising, Journal of Marketing Research, American Marketing Association, and Southern Marketing Association. 相似文献
16.
17.
Hyokjin Kwak Anupam Jaju Trina Larsen 《Journal of the Academy of Marketing Science》2006,34(3):367-385
Consumer ethnocentrism is an important concept that is used to understand international marketing phenomena. In this article,
the authors conduct two empirical studies. Using consumer data from the United States, South Korea, and India (three diverse
cultural and economic environments), they explore six hypotheses. In Stage 1, the results suggest that across all three countries,
consumer ethnocentrism provokes negative attitudes toward both foreign advertisements and foreign products. The authors identify
a set of consumer variables (i.e., consumers’ global mind-set) that may mediate consumers’ unfavorable attitudes toward foreign
advertisements and products derived by consumer ethnocentrism. In Stage 2, the authors find that consumer ethnocentrism dampens
consumers’ online consumption activities on a foreign Web site. Finally, the authors find that marketers’ e-mail communications
to foreign consumers mediate consumer ethnocentrism in online environments.
Hyokjin Kwak (hkwak@drexel.edu) is an assistant professor of marketing at Drexel University. His research interests include advertising
effects, consumer communications, and strategic marketing. He has publications in theJournal of Consumer Psychology, theJournal of Advertising Research, theJournal of Current Issues and Research in Advertising, theJournal of Consumer Marketing, and other marketing journals.
Anupam Jaju (ajaju@gmu.edu) is an assistant professor of marketing in the School of Management at George Mason University. His main research
interests are in marketing strategy, marketing-technology interface, and international marketing. His work has been published
in theJournal of International Management, Marketing Theory, andMarketing Education Review.
Trina Larsen Andras (published as Trina Larsen, larsent@ drexel.edu) is a professor and the head of the Marketing Department at Drexel University.
Her research has been published in many of the major professional journals in her field, includingHarvard Business Review, theColumbia Journal of World Business, International Marketing Review, Industrial Marketing Management, Management International
Review, theJournal of Global Marketing, and theJournal of International Marketing, among others. Her research is focused on international marketing, specifically, cross-cultural behavioral and relationship
issues in international marketing management. 相似文献
18.
Nigel F. Piercy David W. Cravens Nikala Lane Douglas W. Vorhies 《Journal of the Academy of Marketing Science》2006,34(2):244-262
Interest in management control approaches and organizational factors associated with higher levels of salesperson performance
is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors
(OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors
and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance
to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager
control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent
to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in
prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly,
and POS has a strong impact on salesperson OCB.
Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United
Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh.
His current research interests focus on strategic sales and account management. His work has been published in many journals
including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006).
David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing
in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration
from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product
planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing.
Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United
Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University.
Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published
widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management.
Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University
of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities,
the links between innovation, strategic market management and performance, and professional selling and sales management.
His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management. 相似文献
19.
Beverly T. Venable Gregory M. Rose Victoria D. Bush Faye W. Gilbert 《Journal of the Academy of Marketing Science》2005,33(3):295-312
Marketing concepts such as corporate identity, image, and branding are important strategies for nonprofit organizations. In
particular, brand personality has been advocated by practitioners but has not been empirically investigated in the nonprofit
context. According to social exchange theory and trust, the authors argue that nonprofit stakeholders perceive nonprofit organizations
at an abstract level because of the organizations’ intangibility and social ideals. This study develops and refines a parsimonious
measure of brand personality specifically for the nonprofit context. The authors conduct a series of six multimethod studies
of nonprofit stakeholders to validate the role of brand personality in nonprofit organizations. The results yield four dimensions
of brand personality for nonprofits: integrity, nurturance, sophistication, and ruggedness. Thus, current and potential donors
ascribe personality traits to nonprofit organizations and differentiate between nonprofits on the basis of the organizations’
personality. Finally, nonprofit brand personality may influence potential donors’ likelihood to contribute.
Beverly T. Venable (venable_beverly@colstate.edu; Ph.D., University of Mississippi) is an assistant professor of marketing at Columbus State
University. Her research interests are in nonprofit marketing, branding, and ethics. She has published in theJournal of Business Ethics and several national and international proceedings.
Gregory M. Rose (rosegm@u.washington.edu; Ph.D., University of Oregon) is an associate professor of marketing at the University of Washington,
Tacoma. His research interests include consumer socialization and cross-cultural consumer behavior. He has published articles
in theJournal of Consumer Research, theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Advertising, and theJournal of Consumer Psychology, as well as other journals and proceedings.
Victoria D. Bush (vbush@bus.olemiss.edu; Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi.
Her research interests include cultural diversity in buyer-seller relationships, advertising ethics, and Internet marketing.
Her research has been published in theJournal of the Academy of Marketing Science, theJournal of Advertising Research, theJournal of Advertising, theJournal of Public Policy and Marketing, andIndustrial Marketing Management, as well as other journals and proceedings.
Faye W. Gilbert (faye.gilbert@gcsu.edu; Ph.D., University of North Texas) is a professor of marketing and dean of the J. Whitney Bunting
School of Business at Georgia College and State University. Her research interests are in customer relationship management,
health care marketing, and sales management. She has published in theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Retailing, Psychology and Marketing, as well as other journals and proceedings. 相似文献
20.
Sangphet Hanvanich K. Sivakumar G. Tomas M. Hult 《Journal of the Academy of Marketing Science》2006,34(4):600-612
Extensive research has documented how firms’ learning orientation and memory are related to organizational performance. The
objective of this study is to examine the moderating role of turbulence on the relationships between firms’ learning orientation
and memory and their organizational performance and innovativeness. The study also provides insight into the differential
relationships of firms’ learning orientation and memory to their performance and innovativeness. Using survey data collected
from 200 supply management professionals, the results suggest that the extent to which learning and memory are associated
with organizational performance is contingent on the level of environmental turbulence. Specifically, under low environmental
turbulence, learning orientation and organizational memory appear to be related to performance and innovativeness; however,
under high environmental turbulence, only learning orientation is a useful predictor.
Sangphet Hanvanich (hanvanich@xavier.edu) is an assistant professor of marketing at Xavier University. She received her PhD from Michigan State
University. She has published in various journals including theJournal of Service Research andStrategic Management Journal. Her primary research interests are in the areas of marketing strategy, marketing alliances, international business, and
international marketing.
K. Sivakumar (k.sivakumar@lehigh.edu) (PhD, Syracuse University) is the Arthur Tauck Professor of International Marketing and Logistics,
chairperson, and a professor of marketing in the Department of Marketing at Lehigh University. Before joining Lehigh in 2001,
he spent 9 years as a faculty member with the University of Illinois at Chicago. His research interests include pricing, global
marketing, and innovation management. His research has been published in theJournal of the Academy of Marketing Science, the Journal of Marketing, theJournal of International Business Studies, Decision Sciences Journal, Marketing Letters, the Journal of Business Research,
the Journal of Interactive Marketing, theJournal of International Marketing, International Marketing Review, theJournal of Product Innovation Management, Pricing Strategy & Practice: An International Journal, Psychology & Marketing, Marketing
Science Institute’s Working Paper Series, and other publications. He has won several awards for his research (including the Donald Lehmann Award) and is on the editorial
review board of several scholarly journals. He has won outstanding reviewer awards from two journals. Home page: www.lehigh
.edu/~kasg.
G. Tomas M. Hult (nhult@msu.edu) is a professor of marketing and supply chain management and director of the Center for International Business
Education and Research at Michigan State University. He serves as executive director of the Academy of International Business.
He is associate editor of theJournal of International Business Studies, Decision Sciences, and theJournal of Operations Management. His research has been published in theJournal of the Academy of Marketing Science, Academy of Management Journal, Strategic Management Journal, theJournal of Marketing, Decision Sciences, theJournal of Operations Management, theJournal of Management, and theJournal of Retailing, among others. 相似文献