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1.
This paper examines a tendency within existing marketing scholarship to compartmentalize ethical issues. It also shows how
this tendency can cause ethical tensions and conflicts in marketing practice. The emerging service-dominant (S-D) logic for
marketing, as proposed by Vargo and Lusch, is explored as an example of an approach to marketing that overcomes this tendency.
The S-D logic is found to be a positive development for marketing ethics because it facilitates the seamless integration of
ethical accountability into marketing decision-making. Specific recommendations are made for improving the ethical climate
in marketing using marketing performance measurement theory and practice.
相似文献
Patrick E. MurphyEmail: |
2.
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: |
3.
Xueming Luo Maxwell K. Hsu Sandra S. Liu 《Journal of the Academy of Marketing Science》2008,36(2):202-214
This study uncovers the ignored role of institutional environment for marketing strategy and customer relationship management.
Hypothesis tests in a sample of Chinese firms find support that channel networking strengthens the customer orientation–customer
trust/commitment–firm performance (CTP) causal chain. In addition, the results show that government networking moderates this
chain in a non-linear fashion. The CTP linkages are most salient when the firm develops a moderate level, rather than a high
or low level of networking ties with government agencies.
相似文献
Sandra S. LiuEmail: |
4.
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: |
5.
The practice of introducing new technologies into the corporate environment has become a well-accepted principle for sustaining
or advancing competitive advantages. The current study focuses on the environmental and managerial factors associated with
the successful utilization of new technologies. To this end, the suggested framework examines the efforts put forth by the
two parties involved (the firm buying and the firm supplying the new technology). We use 112 matched data collected from the
suppliers and buyers of the customer relationship management (CRM) system in business-to-business markets. We find that the
perceived turbulence of business environments stimulates adaptive efforts from both the supplying and buying firms, which
may lead to a high level of utilization of new technologies for the buying firm.
相似文献
Jae H. Pae (Corresponding author)Email: |
6.
A meta-analytic review of opportunism in exchange relationships 总被引:2,自引:1,他引:1
The potential to engage in opportunism is a central theme in institutional economics, yet prior research has not quantitatively
reviewed the role of opportunism in marketing research. This study uses meta-analytic techniques to synthesize research on
opportunism conducted over the last quarter century. The analysis of 183 effect sizes extracted from 54 publications from
the period 1982 to 2005 offers some support to extant channel theory. The research also indicates that the informant’s frame
of reference and the research design significantly influence the observed effects. Implications of the findings and future
research directions are discussed.
相似文献
Robert DahlstromEmail: |
7.
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: |
8.
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: |
9.
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: |
10.
The chain from customer satisfaction via word-of-mouth referrals to new customer acquisition 总被引:5,自引:1,他引:4
It has often been argued that word-of-mouth (WOM) can contribute significantly to a firm’s success in a variety of ways. Here,
we analyze the functional linkage between customer satisfaction, WOM, and new customer acquisition. Using data from two empirical
studies we conceptualize and test the direct, non-linear, and moderated relationship between satisfaction and WOM. We further
explore the circumstances under which WOM leads to new customer acquisition using a logistic regression model. We do so for
two groups (new customers and long-term customers) from the customer base of a large energy provider (n = 688), and for a random sample of B2B customers (n = 416) in the same market. Results indicate that the satisfaction-WOM link is non-linear and is moderated by several customer
involvement dimensions. Based on our results, we demonstrate how the satisfaction-WOM-new customer acquisition link can enrich
return on quality and satisfaction models. Further, we draw conclusions about how companies can make use of both the satisfaction-WOM
and the WOM-new customer acquisition link for better allocating their marketing resources.
相似文献
Tomás BayónEmail: |
11.
Self-service technology effectiveness: the role of design features and individual traits 总被引:1,自引:1,他引:0
Zhen Zhu Cheryl Nakata K. Sivakumar Dhruv Grewal 《Journal of the Academy of Marketing Science》2007,35(4):492-506
Self-service technologies (SSTs), such as in-store kiosks, are increasingly prevalent and becoming a critical component of
marketing. Researchers and practitioners alike have recognized the need to understand the effectiveness of these computer-based
innovations for self-services—in particular, how to strengthen customers’ perceived control over and evaluations of SSTs.
Drawing on the resource-matching theory and the technology-based services and self-services literature, the authors hypothesize
the interactive effects of two SST design features—namely, comparative information and interactivity—on customers’ perceived
control and interface evaluations. The authors then propose that the interaction pattern is further moderated by two individual
traits: prior experience and technology readiness. The hypotheses are tested in two separate computer-based experiments with
representative samples of the general U.S. population in a shopping environment. The findings support the hypotheses, enhancing
knowledge in this emerging domain and providing important implications for managers and researchers.
相似文献
Dhruv GrewalEmail: |
12.
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: |
13.
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: |
14.
Michael Song C. Anthony Di Benedetto Robert W. Nason 《Journal of the Academy of Marketing Science》2007,35(1):18-34
The Miles–Snow (M–S) strategic typology has continued to receive attention in the academic business press, even though it
has been criticized for not making explicit the relationships between strategic type and ultimate profit performance. Using
the market orientation and Resource-Based View literature, we develop hypotheses regarding relationships between M–S strategic
type and four firm capabilities (technology, information technology, market-linking, and marketing capabilities), relationship
between the four capabilities and performance, and the moderating role of M–S strategic type. An empirical test involves multiple
data collections from 216 firms. The study results suggest that there are significant relationships between capabilities and
performance if one does not account for the moderating role of strategic type. When strategic type is used as a moderating
variable, we find that only certain capabilities had significant effects on profitability. For example, technology and information
technology capabilities increase financial performance for prospector organizations, while a different set of capabilities
(market-linking and marketing) are positively related to financial performance for defender organizations. We discuss how
our findings are consistent with the expectations of the Resource-Based View of the firm. We conclude with a discussion of
theoretical and managerial implications.
相似文献
C. Anthony Di BenedettoEmail: |
15.
Myung-Soo Jo 《Journal of the Academy of Marketing Science》2007,35(2):184-196
The author examines the effectiveness of quality sub-brands in creating quality images through the formation of inferential
quality beliefs for both weak and strong brands. The sub-brands are examined as either headers (placed before the parent brand)
or modifiers (placed after the parent brand). In Study 1, alpha-numeric sub-brands show that both header (e.g., XL500 Hyundai
car) and modifier (e.g., Jaguar XL500 car) sub-brands enhance the perceived quality of weak and strong brands but provide
greater enhancement for weak brands. Ratings of the 141 subjects indicate that a header sub-brand is more effective than a
modifier sub-brand for weak brands (e.g., XL500 Hyundai car > Hyundai XL500 car), whereas a modifier sub-brand is more effective
for strong brands (e.g., Jaguar XL500 car > XL500 Jaguar car). The findings indicate greater differences between the header
and modifier sub-brands for weak brands than for strong brands. In Study 2, foreign sub-branding stimuli result in similar
findings.
相似文献
Myung-Soo JoEmail: |
16.
Serge A. Rijsdijk Erik Jan Hultink Adamantios Diamantopoulos 《Journal of the Academy of Marketing Science》2007,35(3):340-356
In the last decade, companies have developed a large number of intelligent products. Due to the use of information technology,
these products operate somewhat autonomously, cooperate with other products, or adapt to changing circumstances. Based on
a literature review and interviews with practitioners, the present article conceptualizes product intelligence and describes
a procedure to measure the construct. The article also explores the link of product intelligence to consumer satisfaction
through the innovation attributes of relative advantage, compatibility, and complexity. The article considers practical and
theoretical implications and identifies future research directions.
相似文献
Adamantios DiamantopoulosEmail: |
17.
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: |
18.
This paper investigates how financial market participants reacted to the US annexation of Hawaii in 1898 as well as prior
events like the overthrow of the monarchy in 1893 and US tariff moves affecting Hawaii's sugar industry. The empirical work
covers the trading of the Kingdom of Hawaii's major 1886 loan in both London and Honolulu as well as sugar company stock price
reactions to annexation. The economic implications of US tariff policy moves, and the unfettered US market access promised
by annexation, may well explain the continued uptrend in debt prices after the overthrow.
相似文献
Leroy O. Laney (Corresponding author)Email: |
19.
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: |
20.
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: |