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1.
Toward a theory of repeat purchase drivers for consumer services 总被引:1,自引:0,他引:1
Michael Paul Thorsten Hennig-Thurau Dwayne D. Gremler Kevin P. Gwinner Caroline Wiertz 《Journal of the Academy of Marketing Science》2009,37(2):215-237
The marketing discipline’s knowledge about the drivers of service customers’ repeat purchase behavior is highly fragmented.
This research attempts to overcome that fragmented state of knowledge by making major advances toward a theory of repeat purchase
drivers for consumer services. Drawing on means–end theory, the authors develop a hierarchical classification scheme that
organizes repeat purchase drivers into an integrative and comprehensive framework. They then identify drivers on the basis
of 188 face-to-face laddering interviews in two countries (USA and Germany) and assess the drivers’ importance and interrelations
through a national probability sample survey of 618 service customers. In addition to presenting an exhaustive and coherent
set of hierarchical repeat-purchase drivers, the authors provide theoretical explanations for how and why drivers relate to
one another and to repeat purchase behavior. This research also tests the boundary conditions of the proposed framework by
accounting for different service types. In addition to its theoretical contribution, the framework provides companies with
specific information about how to manage long-term customer relationships successfully.
相似文献
Caroline WiertzEmail: |
2.
Weathering product-harm crises 总被引:3,自引:0,他引:3
Kathleen Cleeren Marnik G. Dekimpe Kristiaan Helsen 《Journal of the Academy of Marketing Science》2008,36(2):262-270
To counter the negative effects of a product-harm crisis, brands hope to capitalize on their equity, and often use advertising
as a communication device to regain customers’ lost trust. We study how consumer characteristics and advertising influence
consumers’ first-purchase decisions for two affected brands of peanut butter following a severe Australian product-harm crisis.
Both pre-crisis loyalty and familiarity are found to form an important buffer against the product-harm crisis, although this
resilience decreases over time. Also heavy users tend to purchase the affected brands sooner, unless their usage rate decreased
significantly during the crisis. Brand advertising was found to be effective for the stronger brand, but not for the weaker
brand.
相似文献
Kristiaan HelsenEmail: |
3.
Chenting Su Kevin Zheng Zhou Nan Zhou Julie Juan Li 《Journal of the Academy of Marketing Science》2008,36(3):378-394
To market important products to families successfully, salespeople must understand how couples behave in concert to resolve
conflict across major decisions. The authors develop a model of spousal fairness and test it with a study of multi-period
family purchase decision making. The results show that a spousal sense of fairness serves as a mechanism for contemporary
couples to harmonize conflict over time in family decisions. Specifically, spouses’ perceived fairness mediates the relationship
between spousal prior influence and spousal decision behavior in subsequent decisions. Spouses also consider their partner’s
perceptions of fairness when taking action to restore fairness. Moreover, the effects of perceived fairness are moderated
by spousal traits of empathy, egalitarianism, and empowerment in a gendered pattern.
相似文献
Julie Juan LiEmail: |
4.
Suresh Sundaram Andrew Schwarz Eli Jones Wynne W. Chin 《Journal of the Academy of Marketing Science》2007,35(1):101-112
This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The
primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along
with the traditional measure of usage—namely, frequency of use—on two dimensions of individual-level outcomes: information
technology-enabled administrative performance and information technology-enabled salesperson performance. To maintain consistency
with the existing literature, the authors examine the effects of predeployment attitude toward or acceptance of technology
and pre-deployment intended use of technology. The authors discuss managerial implications and provide directions for future
research.
相似文献
Wynne W. ChinEmail: |
5.
Modelling trends and cycles in economic time series: historical perspective and future developments 总被引:1,自引:1,他引:0
Terence C. Mills 《Cliometrica》2009,3(3):221-244
This paper provides a retrospective on the modelling of trends and cycles in economic time series and considers where the
research agenda currently stands and where future developments might lie. A brief survey of the early empirical research on
trends and cycles is first provided before attention is focused on four papers published in 1961—our ‘annus mirabilis’ of
trend and cycle modelling—which we argue have been ‘prime movers’ in various aspects of research in this area. The links from
these papers to current research issues are then teased out before the likely future directions of research in both theoretical
and applied aspects of the modelling of trends and cycles are considered.
相似文献
Terence C. MillsEmail: |
6.
Sridhar N. Ramaswami Rajendra K. Srivastava Mukesh Bhargava 《Journal of the Academy of Marketing Science》2009,37(2):97-116
While there is recognition that market-based capabilities contribute to a firm’s financial performance, the exposition is
largely conceptual (Srivastava et al. Journal of Marketing 62:2–18, 1998; Journal of Marketing 63:168–179, 1999). Using a
resource based view of the firm, the present study proposes that (1) market-based assets and capabilities of a firm impacts
(2) performance in three market-facing business processes (new product development, supply-chain and customer management),
which in turn, influence (3) the firm’s financial performance. It develops related hypotheses and tests the framework empirically.
The study also examines for the first time the interrelationship among the three business processes and their impact on the
market value of firms. Further, the study examines the moderating influence of two organizational variables—size and age of
the firm. Overall, the major contribution of the study is that it offers a process linkage between capabilities, process performance
and financial performance. The results of this research will provide strategic insights to managers on optimal customer management,
product development and supply chain strategies.
相似文献
Mukesh BhargavaEmail: |
7.
Integrating service and design: the influences of organizational and communication factors on relative product and service characteristics 总被引:1,自引:0,他引:1
Michael Antioco Rudy K. Moenaert Richard A. Feinberg Martin G. M. Wetzels 《Journal of the Academy of Marketing Science》2008,36(4):501-521
The aim of this study is to identify the organizational and communication antecedents, and evaluate the consequences on relative
product and service characteristics, of the use of service-sourced information by product designers during new product development.
An empirical study of 121 product design managers demonstrates that a firm’s market orientation is improved by a healthy working
relationship between product designers and service employees. Such a relationship motivates designers to use service-sourced
information disseminated to them, enhancing both product and service characteristics of the new offering. The authors discuss
how communication channels and information content affect the information use of product designers. Product designers value
written information most. Information use does not relate to the frequency of receiving verbal or electronic information.
Information about product ergonomics positively influences product designers’ perceptions of the information, whereas information
on product aesthetics negatively influences their perceptions.
相似文献
Michael Antioco (Corresponding author)Email: |
Rudy K. MoenaertEmail: |
Richard A. FeinbergEmail: |
Martin G. M. WetzelsEmail: |
8.
Roberto Ricciuti 《Cliometrica》2008,2(3):259-274
The Italian fiscal history is characterised by a number of fiscal consolidations. In this study, we characterise fiscal policy
in terms of non-linear deterministic processes. We find that government spending and taxes can be described as being non-linear
trend stationary processes instead of unit roots. A long run equilibrium relationship—a non-linear co-trend—does exist between
the two series, fulfilling the intertemporal government budget constraint. We interpret this result as evidence of a long
run fiscal rule that different policy makers have adopted, putting public finance in balance.
相似文献
Roberto RicciutiEmail: |
9.
Linking cause-related marketing to sales force responses and performance in a direct selling context
Brian V. Larson Karen E. Flaherty Alex R. Zablah Tom J. Brown Joshua L. Wiener 《Journal of the Academy of Marketing Science》2008,36(2):271-277
The influence of a firm’s cause-related marketing efforts on sales representative attitudes and behavioral performance is
investigated. Results from a field study indicate that the influence of a representative’s construed customer attitude toward
the cause campaign on selling behavioral performance is mediated through cognitive identification and selling confidence.
Further, the influence of construed customer attitude toward the campaign on selling confidence is moderated by cognitive
identification such that the effects are stronger for salespeople with lower levels of identification with the company. The
authors discuss the implications of the research and offer directions for further research.
相似文献
Joshua L. WienerEmail: |
10.
Donald R. Lehmann Jennifer Ames Stuart Gita Venkataramani Johar Anil Thozhur 《Journal of the Academy of Marketing Science》2007,35(3):309-316
This paper proposes that customers often respond to brand extension concepts by visualizing the product. We call this process
spontaneous visualization and suggest that it precedes concept evaluations. In two studies, we show that spontaneous visualization
is enhanced by the fit between the parent brand and the extension category and by the ease with which the product category
can be imagined. The appeal of the visualized image in turn determines whether visualization enhances or decreases concept
evaluations. In addition, we find a stronger link between product evaluations and delayed choice when evaluations are based
on visualization; evaluations based on visualization hence appear to be more “valid” in the sense of predicting subsequent
behavior. Implications of these findings and ideas for future research are discussed.
相似文献
Donald R. LehmannEmail: |
11.
Can Uslay Robert E. Morgan Jagdish N. Sheth 《Journal of the Academy of Marketing Science》2009,37(1):47-60
The authors review Peter Drucker’s contributions to marketing theory and practice. A bibliometric analysis of Drucker’s academic
influence in marketing is presented. The five main tenets that are derived from the bibliometric study are expanded upon as
follows: (1) The Marketing Concept: Creating Value for Customers; (2) Broadened Role of Marketing in Society: Corporate Social
Responsibility, Consumerism, Social Marketing, and Lessons from Non-Profit Organizations; (3) Contributions to Marketing Strategy:
The Obvious and Not So Obvious; (4) Marketing-Innovation Interface: New Product Development; (5) Future of Globalization:
Rise of Non-National Enterprises.
相似文献
Jagdish N. ShethEmail: |
12.
An expanded and strategic view of discontinuous innovations: deploying a service-dominant logic 总被引:1,自引:1,他引:0
Stefan Michel Stephen W. Brown Andrew S. Gallan 《Journal of the Academy of Marketing Science》2008,36(1):54-66
The service-dominant logic (S-D logic) provides a novel and valuable theoretical perspective that necessitates a rethinking
and reevaluation of the conventional literature on innovation. This literature is built upon a goods-dominant logic and has
resulted in a restricted and out-moded perspective that overlooks many major discontinuous innovations. In this article, we
show how many innovations can be better understood by deploying a S-D logic perspective. We present six S-D logic categories
of discontinuous innovation positing that they can help scholars and managers analyze, design and implement breakthrough advances
in resource use. We argue that discontinuous innovation can arise by changing any of the customers’ roles of users, buyers
and payers on the first dimension. On the second dimension, the firm changes its value creation by embedding operant resources
into objects, by changing the integrators of resources, and by reconfiguring value constellations. Finally, we offer some
managerial and research implications of this expanded and strategic view of discontinuous innovation.
相似文献
Andrew S. GallanEmail: |
13.
On the importance of matching strategic behavior and target market selection to business strategy in high-tech markets 总被引:1,自引:0,他引:1
Stanley F. Slater G. Tomas M. Hult Eric M. Olson 《Journal of the Academy of Marketing Science》2007,35(1):5-17
Business strategy is fundamentally concerned with the actions required to create superior customer value in the firm’s target
markets with the ultimate goal of achieving superior performance. Marketing theory suggests that two critical marketing activities
required to achieve this end are: (1) the adoption of appropriate strategic behaviors (i.e., customer-oriented, competitor-oriented,
technology-oriented) and (2) targeting of the appropriate market segments (i.e., innovators, early adopters, early majority,
late majority, laggards). This study builds on prior research which demonstrates that the strategic behavior—firm performance
relationship is contingent on the firm’s strategy by examining this relationship in high tech markets and by considering the
incremental contribution of appropriate target market selection. Responses from 160 senior marketing managers in high-tech
firms reveal strong support for our framework. Thus, this study provides useful guidance to executives and managers in high-tech
firms regarding the steps that they should take to increase their probability of success.
相似文献
Eric M. OlsonEmail: |
14.
Researchers have typically studied the relationship between technology alliances and market value from a direct tie or dyadic
perspective. Yet any given technology alliance is typically embedded in a network of indirect ties created by the alliance
partners’ relationships with other firms. We argue that whether an indirect tie enhances or detracts from the market value
a firm creates in a technology alliance depends upon factors related to inter-firm competencies at both an alliance- and partner-level
of analysis. Empirical analysis of abnormal stock returns reveals support for the hypothesized contingent relationship between
indirect ties and value creation within technology alliances. Theoretically, the paper clarifies opposing perspectives in
the literature regarding the performance implications of indirect ties and identifies market value as a hitherto unrecognized
effect associated with this type of tie. Managerially, the findings improve marketers’ ability to leverage the complex interactions
that occur between technology alliances in a value-creating manner.
相似文献
D. Eric Boyd (Corresponding author)Email: |
Robert E. SpekmanEmail: |
15.
How do enhanced and unique features affect new product preference? The moderating role of product familiarity 总被引:2,自引:1,他引:1
Companies often introduce products with enhanced or unique features to compete with the dominant brands in the market. This
paper examines the moderating role of product familiarity in consumer preferences of products with enhanced or unique features
in two experimental studies. Study 1 (208 participants) operationalizes product familiarity at the product category level
and Study 2 (168 participants) measures it at the individual level as one’s prior experience with the product. The findings
of two experiments show that when consumers are unfamiliar with a product category, they prefer a product with enhanced features
to one with unique features. In contrast, when consumers are experienced, they perceive a product with unique features more
favorably than an enhanced one. Furthermore, this effect is due to consumer perceived differentiation of and performance uncertainty
about new products with enhanced or unique features.
相似文献
Kent NakamotoEmail: |
16.
Michael Song C. Anthony Di Benedetto Yushan Zhao 《Journal of the Academy of Marketing Science》2008,36(2):215-233
We develop a conceptual model for studying the antecedents and consequences of achieved and optimal levels of manufacturer–distributor
(M–D) cooperation. We hypothesized that levels of market turbulence, competitive intensity, and the manufacturing firm’s strategic
type (i.e., prospector, analyzer, or defender) affected the optimal level of M–D cooperation. We also hypothesized that the
level of under- and overachieving the optimal levels of cooperation negatively affects firm performance. The conceptual model
is tested using empirical data collected from 295 manufacturing firms in the U.S. and validated using data collected from
104 distributors in the U.S. We also collect data from 255 Japanese manufacturing firms and 98 Japanese distributors. The
empirical results support the model’s hypotheses with only one unexpected finding: in the Japanese sample, overachieving the
optimal level of cooperation has a greater negative effect on performance than underachieving. We conclude by discussing theoretical
and managerial implications.
相似文献
C. Anthony Di BenedettoEmail: |
17.
Michael Antioco Rudy K. Moenaert Adam Lindgreen Martin G. M. Wetzels 《Journal of the Academy of Marketing Science》2008,36(3):337-358
Although various manufacturing companies have developed into total solution providers, no research addresses their service
orientations. Building on the literature on organizational service climate, this study explores the organizational parameters
and service business orientations that explain relative product sales and service volume of manufacturing companies. Following
an exploratory study involving in-depth interviews, the authors conducted an empirical survey of 137 companies in The Netherlands,
Belgium, and Denmark. The study assesses the effects of organizational parameters on the implementation of service business
orientations and validates the important distinction between services in support of the client’s actions (SSC) and services
in the support of the product (SSP). The findings demonstrate that services in support of the client’s action leverage relative
product sales, while services in support of the product generate service volume. In addition to the main effects, the moderating
effects of the organizational parameters are discussed.
相似文献
Martin G. M. WetzelsEmail: |
18.
Christian Homburg Wayne D. Hoyer Ruth Maria Stock 《Journal of the Academy of Marketing Science》2007,35(4):461-474
Most research in the field of customer relationship management has focused on keeping existing customers. However, some companies
also systematically address lost customers and try to revive these relationships. This facet of customer relationship management
has been largely neglected by academic research. Our study provides a theoretical discussion and an empirical analysis of
factors driving the success of relationship revival activities. Drawing on equity theory, we find that the customer’s perceived
interactional, procedural, and distributive justice with respect to revival activities positively affect his or her revival-specific
satisfaction which in turn, has a strong impact on revival performance. Furthermore, revival performance depends on customer
characteristics (variety seeking, involvement, age), and the overall customer satisfaction with the relationship.
相似文献
Ruth Maria StockEmail: |
19.
Evangelia Katsikea Marios Theodosiou Robert E. Morgan 《Journal of the Academy of Marketing Science》2007,35(2):270-283
The authors extend sales management theory by considering the role of export sales management in small- and medium-sized firms,
and they develop an integrated model of export sales organization effectiveness. Specifically, the authors test 16 hypotheses
that examine the relationships among export sales management control, export territory, psychic distance, export sales performance,
and export sales organization effectiveness. Using a mail-survey approach, data were collected from U.K.-based export sales
managers in 146 direct exporters of industrial products. Though certain anomalies are observed, the research findings support
many of the hypothesized associations, confirming the robustness of existing sales management concepts and theories in an
export-marketing context.
相似文献
Robert E. MorganEmail: |
20.
In the War of the Pacific (1879–1883), Chile defeated Peru and Bolivia, and acquired territories that contained vast deposits
of sodium nitrate, a leading fertilizer. Chile’s export tax on nitrates later accounted for at least one half of all government
revenue. We employ a multi-country model of export taxation in order to simulate the potential government revenues that Bolivia,
Chile and Peru could have earned under the counterfactual scenario that Chile did not conquer the nitrate-rich provinces of
its adversaries. Our results are that Peruvian and Bolivian government revenues could have been at least double their historical
levels. We estimate that, over the remainder of the nineteenth century, Chile’s earnings from nitrates would have fallen by
80%.
相似文献
Kirsten WandschneiderEmail: |