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1.
Contracts, norms, and plural form governance 总被引:21,自引:0,他引:21
Joseph P. Cannon Ravi S. Achrol Gregory T. Gundlach 《Journal of the Academy of Marketing Science》2000,28(2):180-194
The organization of interfirm exchanges has become of critical importance in today’s business environment. Many scholars have
criticized the inadequacies of legal contracts as mechanisms for governing exchange, especially in the face of uncertainty
and dependence. Other scholars argue that it is not the contracts per se but the social contexts in which they are embedded
that determine their effectiveness. This study investigates the performance implications of governance structures involving
contractual agreements and relational social norms, individually and in combination (plural form) under varying conditions
and forms of transactional uncertainty and relationship-specific adaptation. Hypotheses are developed and tested on a sample
of 396 buyer-seller relationships. The results provide support for the plural form thesis—increasing the relational content
of a governance structure containing contractual agreements enhances performance when transactional uncertainty is high, but
not when it is low. Implications for theory and future research are discussed.
Joseph P. Cannon (Ph.D., University of North Carolina) is an assistant professor of marketing at Colorado State University. His areas of research
interest include the effective management of business-to-business buyer-seller relationships in domestic and international
markets. His research has appeared in theJournal of Marketing Research, theJournal of Marketing, theAcademy of Management Review, theJournal of Public Policy & Marketing, and other publications. He is a member of the Editorial Review Board of theJournal of Marketing.
Ravi S. Achrol (Ph.D., Northwestern University) is a professor of marketing and global management research professor in the School of Business
and Public Administration at George Washington University. Prior to joining George Washington University in 1991, he served
for 10 years on the faculty of the University of Notre Dame. His areas of research interests include interorganization theory
and marketing strategy. His articles have appeared in theJournal of Marketing, theJournal of Marketing Research, Social Science Research, theJournal of Business Strategy, theJournal of Public Policy and Marketing, and various other publications. He is a member of the Editorial Review Board of theJournal of Marketing.
Gregory T. Gundlach (Ph.D. J.D. University of Tennessee) is an associate professor of marketing in the College of Business Administration at
the University of Notre Dame. His areas of research interest include theories of exchange governance, industrial organization,
and antitrust policy. His articles have appeared in theJournal of Marketing, theJournal of Marketing Research, Marketing Science, theJournal of Public Policy & Marketing, theJournal of Business Research, Antitrust Bulletin, and other publications. He is a member of the Editorial Review Board of theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Public Policy & Marketing, and theJournal of Retailing. 相似文献
2.
Determinants of online channel use and overall satisfaction with a relational,multichannel service provider 总被引:2,自引:0,他引:2
Mitzi M. Montoya-Weiss Glenn B. Voss Dhruv Grewal 《Journal of the Academy of Marketing Science》2003,31(4):448-458
This study examines what drives customers' use of an online channel in a relational, multichannel environment. The authors
propose a conceptual model of the determinants of online channel use and overall satisfaction with the service provider. They
then conduct two large-scale studies in different service contexts to test the model. The results show that Web site design
characteristics affect customer evaluations of online channel service quality and risk, which in turn drive online channel
use. Customers' overall satisfaction with the service provider is determined by the service quality provided through both
the online channel and the traditional channel. The results offer insights into the trade-offs that multichannel service providers
face as they attempt to influence online channel use while maintaining or enhancing overall customer satisfaction.
Mitzi M. Montoya-Weiss (m_mw@ncsu.edu) (Ph.D., Michigan State University) is a professor of marketing in the Department of Business Management at
North Carolina State University. Her research interests include new product development and adoption, virtual teams, and knowledge
management. Her research has appeared inMarketing Science, Management Science, Decision Sciences, theAcademy of Management Journal, theJournal of Product Innovation Management, and other scholarly journals. She has taught courses in marketing management, product and brand management, and management
of technology.
Glenn B. Voss (gvoss@ncsu.edu) (Ph.D., Texas A&M University) is an associate professor of marketing in the Department of Business Management
at North Carolina State University. His research interests include relationship and services marketing, creativity and entrepreneurship,
and retail pricing strategies. His research has appeared in theJournal of Marketing, Organization Science, theJournal of Retailing, Marketing Letters, theJournal of the Academy of Marketing Science, and other scholarly journal. He currently serves on the editorial review board of theJournal of the Academy of Marketing Science and has served as an ad hoc reviewer for theJournal of Marketing, theJournal of Marketing Research, theJournal of Retailing, and theJournal of Business Research. He has taught courses in marketing strategy, electronic marketing, and nonprofit management in MBA programs in the United
States and Europe.
Dhruv Grewal (dgrewal@babson.edu) (Ph.D., Virginia Polytechnic Institute) is the Toyota Chair in E-Commerce and Electronic Business in
Babson College. His research and teaching interests focus on e-business, global marketing, value-based marketing strategies,
and understanding the voice of the customer (market research). He is also co-editor of theJournal of Retailing. He has published more than 50 articles in outlets such as theJournal of Marketing, theJournal of Consumer Research, theJournal of Marketing Research, and theJournal of Retailing. He currently serves on the editorial review boards of theJournal of Marketing, theJournal of Retailing, theJournal of Public Policy & Marketing, and theJournal of Product and Brand Management. 相似文献
3.
On the trait antecedents and outcomes of service worker job resourcefulness: A hierarchical model approach 总被引:3,自引:0,他引:3
Jane W. Licata John C. Mowen Eric G. Harris Tom J. Brown 《Journal of the Academy of Marketing Science》2003,31(3):256-271
In a series of three studies, a four-level hierarchical model of personality was employed to identify the antecedents and
three validating criteria of a newly developed trait labeledjob resourcefulness (JR). JR is defined as an enduring disposition to garner scarce resources and overcome obstacles in pursuit of job-related
goals. Across three service contexts, JR was shown to predict customer orientation, self-rated performance, and supervisor-rated
performance. The results also revealed that the hierarchical model accounted for more variance in performance ratings than
one version of the 5-Factor Model of personality. Results are discussed in terms of their implications for selecting high-performing
service employees.
Jane W. Licata (jwlicata@sosu.edu) is an associate professor of marketing at Southeastern Oklahoma State University. She has published articles
in theJournal of Public Policy and Marketing, theJournal of Marketing Research, and theJournal of Business Research.
John C. Mowen (jcmmkt@okstate.edu) is Regents Professor and holds the Noble Chair of Marketing Strategy at Oklahoma State University. He
has published articles in numerous journals, including theJournal of the Academy of Marketing Sciences, theJournal of Marketing Research, theJournal of Marketing, Decisions Sciences, theJournal of Applied Psychology, and theJournal of Personality and Social Psychology.
Eric G. Harris (eharris@lklnd.usf.edu) is an assistant professor of marketing at the University of South Florida. He has published articles
inPsychology & Marketing and theJournal of Marketing Management.
Tom J. Brown (tomb@okstate.edu) is an associate professor of marketing at Oklahoma State University. He has published in numerous journals,
including theJournal of Marketing, theJournal of Marketing Research, and theJournal of Consumer Research. 相似文献
4.
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
5.
Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction 总被引:1,自引:0,他引:1
Eric G. Harris John C. Mowen Tom J. Brown 《Journal of the Academy of Marketing Science》2005,33(1):19-35
Several scholars have noted the importance of relationship marketing and the critical role that salesperson knowledge plays
in the formation of buyer-seller relationships. However, research on salesperson learning motivations has been relatively
scarce compared with research on firm-level learning orientations. One promising stream of research in this area is salesperson
goal orientation. Drawing from previous work in control theory, the authors extend previous research in this area by proposing
relationships between personality influencers, goal orientations, customer/selling orientation, and overall work satisfaction.
Their hypotheses are tested using data obtained from a sample of 190 real estate agents. The results provide support for their
hypothesized model. Specifically, learning orientation is shown to positively influence customer orientation, while performance
orientation is shown to positively influence selling orientation.
Eric G. Harris (eharris@lklnd.usf.edu Ph.D., Oklahoma State University) is an assistant professor of marketing at the University of South
Florida. His current research interests include goal orientation, customer orientation, and personality models applied to
consumer and employee behavior. He has published articles in theJournal of the Academy of Marketing Science, Psychology & Marketing, theJournal of Consumer Marketing, theJournal of Business & Psychology, Services Marketing Quarterly, theJournal of Services Marketing, and theJournal of Marketing Management.
John C. Mowen (jcmmkt@okstate.edu) Ph.D., Arizona State University) is Regents Professor and holds the Noble Chair of Marketing Strategy
at Oklahoma State University. He has published articles in numerous leading journals, including theJournal of the Academy of Marketing Science, theJournal of Marketing Research, theJournal of Marketing, Decisions Sciences, theJournal of Applied Psychology, theJournal of Personality and Social Psychology, Psychology and Marketing, and theJournal of Consumer Psychology. He is a past president of the Society for Consumer Psychology. His teaching and consulting interests focus on consumer behavior
and motivating the workforce. His research focuses on the factors that motivate and influence the decisions of consumers and
employees.
Tom J. Brown (tom.brown@okstate.edu; Ph.D., University of Wisconsin) is Ardmore Professor of Business Administration and an associate
professor of marketing at Oklahoma State University. His articles have appeared in leading marketing journals, including theJournal of Marketing Research, the Journal of Marketing, theJournal of Consumer Research, and theJournal of the Academy of Marketing Science. His current research interests include causes and effects of corporate reputation and the customer orientation of service
workers. He is cofounder of the Corporate Identity/Associations Research Group. Teaching interests include marketing research,
services marketing, and corporate communications. He is coauthor (with Gilbert A. Churchill Jr.) ofBasic Marketing Research (5th ed.). Consulting interests include marketing research, corporate reputation, and the customer orientation of service
workers. 相似文献
6.
7.
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
8.
Netemeyer Richard G. Brashear-Alejandro Thomas Boles James S. 《Journal of the Academy of Marketing Science》2004,32(1):49-60
This article proposes a model of job-related outcomes of four role variables in a retail sales context: work-family conflict
(WFC), family-work conflict (FWC), work role conflict (RC), and work role ambiguity (RA). We tested the applicability of the
model with three cross-national samples, that is, the United States, Puerto Rico, and Romania, and the results revealed that
the model's measures and effects are mostly similar across samples. It was also posited and mostly supported that the effects
that WFC and FWC have on the job-related outcomes are greater than the effects of RC and RA. Implications concerning the effects
of role variables for international retail managers are offered.
Richard G. Netemeyer (rgn3p@forbes2.comm.virginia.edu) is a professor of marketing in the McIntire School of Commerce at the University of Virginia.
He received his Ph.D. in marketing from the University of South Carolina in 1986. His research interests are primarily consumer
behavior and organizationbehavior issues. His research has appeared in theJournal of Consumer Research, theJournal of Marketing Research, theJournal of Marketing, theJournal of Applied Psychology, Organizational Behavior & Human Decision Processes, theJournal of the Academy of Marketing Science, and others.
Thomas Brashear-Alejandro (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an associate professor of marketing in the Isenberg School
of Management at the University of Massachusetts-Amherst. His research has appeared or is forthcoming in a number of academic
journals, including theJournal of the Academy of Marketing Science, theJournal of Advertising, theJournal of Business Research, theJournal of Personal Selling and Sales Management, theJournal of Marketing Theory and Practice, and theJournal of Business & Industrial Marketing.
James S. Boles (JBoles@gsu.edu) is an associate professor of marketing at Georgia State University (GSU). He received his Ph.D. from Louisiana
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. 相似文献
9.
Madhubalan Viswanathan Terry L. Childers Elizabeth S. Moore 《Journal of the Academy of Marketing Science》2000,28(3):406-424
This article develops and validates measures of intergenerational communication and influence about consumption. Despite the
widespread belief that parents play a pivotal role in the consumer socialization of their children, empirical research on
the skills, attitudes, and preferences transmitted from one generation to the next is quite limited. One factor that may explain
this deficiency is the lack of appropriate instruments for assessing intergenerational issues. Drawing on consumer socialization
theory and research, intergenerational transmission is defined in terms of three components directly relevant to marketplace
transactions: (1) consumer skills, (2) preferences, and (3) attitudes toward marketer-supplied information. Multi-item scales
are developed to measure each of these components. The findings of three studies supporting the reliability, dimensionality,
and validity of the intergenerational scales are reported. Validation efforts incorporate cross-cultural analyses from the
United States and Thailand, as well as dyadic-level comparisons between parents and children.
Madhubalan Viswanathan is an associate professor of marketing at the University of Illinois. He received his Ph.D. from the University of Minnesota.
His research interests include consumer psychology and measurement. His research appears in several journals including theJournal of Consumer Psychology, theJournal of Marketing Research, theJournal of Applied Psychology, Personality and Social Psychology Bulletin, andPsychology and Marketing. He serves on the editorial review boards of theJournal of Consumer Psychology andPsychology and Marketing.
Terry L. Childers is a professor of marketing at the University of Minnesota. He received his Ph.D. from the University of Wisconsin. His research
interests include visual information processing, measurement, and psychometrics. His work has been published in several journals
including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Consumer Psychology, and theJournal of Mental Imagery. He serves on the editorial review boards of theJournal of Consumer Research and theJournal of Business Research.
Elizabeth S. Moore is an assistant professor of marketing at the University of Notre Dame. She received her Ph.D. from the University of Florida.
Her research interests include consumer decision processes within the household, the effects of advertising and promotion
on children, as well as marketing and society issues. Her work has been published in theJournal of Marketing, theJournal of Consumer Research (in press), and theJournal of Macromarketing, as well as other books and conference proceedings. 相似文献
10.
Victoria D. Bush Gregory M. Rose Faye Gilbert Thomas N. Ingram 《Journal of the Academy of Marketing Science》2001,29(4):391-404
Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases,
possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although
marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships,
the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive
selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication
competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance
in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural
communication into the development of successful buyer-seller relationships are discussed.
Victoria D. Bush (Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi. Her research has
appeared in such journals as theJournal of Advertising, theJournal of Advertising Research, Industrial Marketing Management, theJournal of Public Policy and Marketing, theJournal of Business Ethics, and theJournal of Services Marketing. Her research interests are in diversity, advertising, and ethics.
Gregory M. Rose (Ph.D., University of Oregon) is an associate professor of marketing at the University of Mississippi. His research interests
include consumer socialization and cross-cultural consumer behavior. He has published or has forthcoming articles in theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Advertising, theJournal of Marketing, and other journals and proceedings.
Faye Gilbert (Ph.D., University of North Texas) is an associate professor of marketing at the University of Mississippi. She has published
in theJournal of Business Research, Psychology and Marketing, theJournal of Health Care Marketing, theJournal of Research in Pharmaceutical Economics, theJournal of Applied Business Research, theJournal of Marketing Management, theJournal of Marketing Theory and Practice, and theJournal of Marketing Education, among others. Her work emphasizes the application of consumer behavior theory to health care and to channel relationships.
Thomas N. Ingram (Ph.D., Georgia State University) is a professor of marketing at Colorado State University. He has been honored as the Marketing
Educator of the Year by Sales and Marketing Executives International (SMEI) and as a recipient of the Mu Kappa Tau National
Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline. He has served as
the editor of theJournal of Personal Selling and Sales Management and is the current editor of theJournal of Marketing Theory and Practice. His primary research is in personal selling and sales management. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of the Academy of Marketing Science, among others. He is the coauthor of three textbooks:Professional Selling: A Trust-Based Approach, Sales Management: Analysis and Decision Making, andMarketing: Principles and Perspectives. 相似文献
11.
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
12.
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
13.
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
14.
Dong-Jin Lee M. Joseph Sirgy James R. Brown Monroe Murphy Bird 《Journal of the Academy of Marketing Science》2004,32(1):32-48
In this article, the authors report the development and testing of a model of importers' benevolence toward their foreign
export suppliers. The model posits that an importer's satisfaction with and commitment to its relationship with a foreign
export supplier will have a positive impact on the importer's benevolence toward that supplier, that an importer's benevolence
positively influences relationship performance, and that the benevolence-performance link is moderated by relationship duration.
The authors tested the model with a sample of U.S. importers who buy from foreign exporters. The results indicate that the
importers' commitment to the relationship significantly influenced its benevolence; however, importers' satisfaction with
the relationship did not significantly affect their benevolence. Importers' altruistic benevolence had a positive impact on
performance in mature relationships but not in new relationships. Importers' mutualistic benevolence had a significant influence
on performance regardless of relationship duration.
Dong-Jin Lee (djlee@base.yonsei.ac.kr) (Ph.D, Virginia Tech) is an associate professor of marketing at Yonsei University in Seoul, Korea.
His research has been published in theJournal of Marketing, theInternational Journal of Marketing Research, and theJournal of Advertising, among others. His research interests include relationship marketing and quality-of-life studies.
M. Joseph (Joe) Sirgy (sirgy@vt.edu) (Ph.D., University of Massachusetts) is a consumer psychologist, professor of marketing, and Virginia Real
Estate Research Fellow at Virginia Polytechnic Institute and State University. He has published extensively in the area of
consumer behavior and quality-of-life research. He is the author/editor of several consumer behavior and quality-of-life research
books. He presently serves as an editor of the Quality-of-Life/Marketing section of theJournal of Macromarketing. He founded the International Society for Quality-of-Life Studies in 1995 and is currently serving as its executive director.
He coorganized at least seven conferences related to quality of life. He has served the Academy of Marketing Science (AMS)
in many positions dating back to the early 1980s (e.g., board of governors, VP-programs, president-elect, cochair of several
AMS conferences, conference track chairs).
James R. Brown (jamesb@vt.edu) (D.B.A., Indiana University) is a professor of marketing in the Pamplin College of Business at Virginia Polytechnic
Institute and State University. His research has been published in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Retailing, among others. He serves on the editorial review boards of several leading academic journals in marketing. His research interests
focus on the structure, behavior, and performance of marketing channels and channel institutions.
Monroe Murphy Bird (mobird@vt.edu) (Ph.D., University of Arkansas) is a professor of marketing and the National Association of Purchasing Managers
(NAPM) Carolinas-Virginia Professor of Purchasing in the Pamplin College of Business at Virginia Polytechnic Institute and
State University. His research has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Retailing, Industrial Marketing Management, and theAcademy of Management Journal, among others. He has served on the editorial boards of several of the business-to-business marketing journals for many years.
His major research interests have been in profit and productivity advances within the business-to-business area, with a special
emphasis in the industrial sector of that field. As of late, he has turned his interests to ethical issues in business-to-business
buying and selling. 相似文献
15.
A measure of long-term orientation: Development and validation 总被引:2,自引:0,他引:2
William O. Bearden R. Bruce Money Jennifer L. Nevins 《Journal of the Academy of Marketing Science》2006,34(3):456-467
Long-term orientation (LTO) is a salient aspect of national culture values and as such influences consumers’ decisionmaking
processes. This article describes the development and validation of measures to assess LTO. Scale development procedures resulted
in a two-factor, eight-item scale that reflects the tradition and planning aspects of LTO. A program of studies involving
more than 2,000 respondents in four countries demonstrated the psychometric properties of the measures, their discriminant
and convergent validities, and the relationship of the measures to other important theoretical concepts (e.g., consumer frugality,
compulsive buying, and ethical values). The measures are applicable for investigating individual differences in LTO both within
and across cultures.
William O. Bearden (bbearden@moore.sc.edu) is the Bank of America Chaired Professor of Marketing in the Moore School of Business at the University
of South Carolina. His articles have been published in journals such as theJournal of Consumer Research, theJournal of Marketing, the Journal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Retailing. His research interests include consumer perceptions of value and prices, the measurement of consumer and marketing constructs,
and the effects of marketplace promotions.
R. Bruce Money (moneyb@byu.edu) is the Donald Staheli Fellow and an associate professor of marketing and international business in the Marriott
School of Management at Brigham Young University. His articles have been published in journals such as theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Business Studies, andSloan Management Review. His research interests include the international aspects of national culture’s measurement and effects, business-to-business
marketing, word-of-mouth promotion, services marketing, and negotiation.
Jennifer L. Nevins (nevinsjl@appstate.edu) is an assistant professor of marketing in the Walker College of Business at Appalachian State University.
Her research interests include export marketing, distribution channels, and the influence of cultural values on international
channel relationships. 相似文献
16.
Recent studies on marketing and the natural environment have called for research that links environmental marketing strategies
to the performance of the firm. This research operationalizes the enviropreneurial marketing (EM) construct and examines its
relationship with firm performance. It is the first empirical research to operationalize the EM construct. The new scale,
albeit a first attempt, demonstrates encouraging psychometric properties. According to the resource-based view of the firm,
a resource such as EM should directly influence firms’ capabilities (e.g., new product development success) but not competitive
advantage (e.g., change in market share). A nationwide study of top-level marketing managers supports this perspective. In
addition, although market turbulence also affects new product development success, it does not have an impact on EM. This
suggests that EM formation is driven by internal rather than external forces.
William E. Baker (william.baker@sdsu.edu) is an associate professor of marketing at San Diego State University. His research interests lie
primarily in advertising effectiveness, new product success, organizational learning, and market orientation. He has published
in leading scholarly journals including theJournal of the Academy of Marketing Science, theJournal of Product and Innovation Management, theJournal of Consumer Psychology, theJournal of Advertising, Psychology & Marketing, and theJournal of Market Focused Management. He has also served as the head of research in a major communications firm and is actively involved in consulting.
James M. Sinkula (james.sinkula@uvm.edu) is John L. Beckley Professor of Marketing in the School of Business Administration at the University
of Vermont. His research interests lie primarily in the areas of organizational learning, market orientation, product innovation,
environmental marketing strategy, and organizational performance. He has published in the leading scholarly journals, including
theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Product and Innovation Management, theJournal of Business Research, theJournal of Advertising Research, theJournal of Market Focused Management, theJournal of Business and Industrial Marketing, theJournal of International Marketing, and others. 相似文献
17.
Jeen-Su Lim William K. Darley John O. Summers 《Journal of the Academy of Marketing Science》1994,22(3):274-282
Empirical research concerning the effects of country of origin (COO) on consumers’ evaluative reactions to products has produced
mixed and sometimes inconsistent results. Potential explanations for this situation include differences in the countries considered,
populations sampled, products investigated, availability of product cues other than COO, the format in which the product cues
were presented to the subjects, and the types of evaluative reactions considered. The authors present the results of three
experiments designed to investigate the impact of three presentation formats (i.e., single cue, explicit multiple cues, and
implicit multiple cues) on COO effects for four evaluative reactions (i.e., perceived quality, product evaluations other than
quality, affect, and purchase intentions). COO effects were strongest for the single-cue format and weakest for the implicit
multiple-cues condition. Perception of product quality was most strongly affected by COO, followed by product evaluations
other than quality; COO had its smallest effect on purchase intention. Implications of these results and future research directions
are discussed.
He received his Ph.D. in marketing from Indiana University. His work has appeared in many journals including theJournal of Marketing Research, Journal of Consumer Research, Journal of Business Research, Industrial Marketing Management,
International Marketing Review, Management International Review, Psychology and Marketing, andJournal of Health Care Marketing, as well as conference proceedings. His research interests include consumer inference and decision-making processes, research
methods, export marketing, and competitive strategy.
He received his MBA from Notre Dame and his Ph.D. from Indiana University. His research interests include consumer choice
processes, consumer response to advertising, and marketing communications. His work has been published in theJournal of Marketing, Journal of Business Research, Journal of Consumer Research, Journal of Consumer Affairs, Psychology
and Marketing, and elsewhere.
He received his Ph.D. in Industrial Administration from Purdue University. His research interests include buyer-seller negotiations,
channel relationships, and marketing strategy. His work has appeared in theJournal of Marketing Research, Journal of Marketing, andJournal of Consumer Research. 相似文献
18.
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
19.
This article introduces a conceptualization of corporate social responsibility (CSR) that emphasizes the role and potential
contribution of the marketing discipline. The proposed framework first depicts CSR initiatives as the actions undertaken to
display conformity to both organizational and stakeholder norms. Then, the article discusses the managerial processes needed
to monitor, meet, and even exceed, stakeholder norms. Finally, the analysis explains how CSR initiatives can generate increased
stakeholder support.
Isabelle Maignan (imaignan@feweb.vu.nl) is an assistant professor of marketing at the Vrije Universiteit in Amsterdam in the Netherlands.
Her research focuses on corporate social responsibility and its marketing dimensions in an international setting. Her work
has appeared in theJournal of the Academy of Marketing Science, theJournal of International Business Studies, theJournal of Business Research, theJournal of Advertising, among other journals and conference proceedings.
O. C. Ferrell (oc.ferrell@colostate.edu) is chair and a professor of marketing at Colorado State University. His research focuses on marketing
ethics and corporate social responsibility. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Public Policy and Marketing, as well as other leading journals. In addition, he is the coauthor ofMarketing: Concepts and Strategies, Business Ethics: Ethical Decision Making and Cases, Business and Society: A Strategic
Approach to Corporate Citizenship, Marketing Strategy, and other textbooks. 相似文献
20.
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