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1.
Most studies of the organizational buying process assume that buyers acquire and use information “prosocially”—to make better
decisions and promote their company’s welfare. The authors propose, however, that demands to account for their behavior causes
organizational buyers to also gather and use information for political purposes—to protect their own self-interest. The authors
present the results of an empirical study that investigates the extent to which four types of accountability—informal, official,
process, and decision accountability—result in political (or symbolic) information search and prosocial information analysis
by organizational buyers. Study findings suggest that buyers accountable to superiors and those accountable to subordinates
or peers engage in more symbolic information search. Buyers accountable for their decision-making process analyze information
more extensively. Surprisingly, buyers accountable for decision outcomes neither search for symbolic information nor analyze
information more extensively.
She received her Ph.D. from the University of North Carolina at Chapel Hill. Her research interests include industrial buying
behavior, business-to-business relationships, and international marketing. She has published articles in theJournal of International Marketing and theJournal of Macromarketing, as well as various conference proceedings.
He received his Ph.D. from Northwestern University. His research interests are in the marketing strategy and public policy
areas. His work has been published inJournal of Marketing, Journal of Consumer Research, Journal of Public Policy and Marketing, Journal of Advertising Research, and several other journals. 相似文献
2.
Coping with organizational role stress: Intrinsic motivational orientation,perceived role benefits,and psychological withdrawal 总被引:2,自引:0,他引:2
Susan M. Keaveney Ph.D. James E. Nelson Ph.D. 《Journal of the Academy of Marketing Science》1993,21(2):113-124
Researchers have long recognized that individuals in stressful marketing roles find ways to cope with organizational role
stress. This study examines the effects of three psychological coping strategies—intrinsic motivational orientation, perceived
role benefits, and psychological withdrawal—in a model of organizational role stress. Results indicate that intrinsic motivational
orientations reduce perceptions of role conflict and role ambiguity, and increase job satisfaction; that perceived role benefits
positively influence job satisfaction; and that job dissatisfaction is the primary cause of psychological withdrawal. The
study supports the importance of coping efforts in models of organizational role stress among marketing personnel.
Dr. Keaveney’s research interests focus on retailing issues including retail buyer behavior, retail store image, and retail
price promotions. Dr. Keaveney has also published in the areas of marketing organizational behavior, services marketing, and
international marketing. She is co-author with Philip R. Cateora ofMarketing: An International Perspective, which has been published both in English and in Japanese. Dr. Keaveney has published articles in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Promotion Management, Journal of Marketing Channels, andJournal of Volunteer Administration.
Dr. Nelson’s research interests include topics in marketing research, consumer behavior, and advertising. He has published
in theJournal of Marketing, Journal of Advertising, Journal of Business Research, Journal of Marketing Research, and serves as occasional reviewer to these publications as well as to theJournal of the Academy of Marketing Science. He teaches courses in marketing management, marketing research, and multivariate statistics. 相似文献
3.
Daniel L. Sherrell Joseph F. Hair Mitch Griffin 《Journal of the Academy of Marketing Science》1989,17(4):315-324
Many universities have increased the emphasis on faculty research and publication productivity as a means of enhancing their
reputation. Such emphasis contributes to the increased competition for available journal space, heightened pressures on the
efficiency of the editorial system, and increases the temptation to lower ethical research and publication standards. A survey
of 328 marketing academicians about their perceptions of ethical and unethical research and publication practices for academicians,
editors, and review board members revealed wide variation among respondents’ perceptions of what constitutes ethical academic
conduct. In particular, the respondent’s level of publication experience was found to be significantly related to his/her
assessment of the ethicality of research practices. The authors suggest that a recognized code of ethics for the marketing
academic community would be valuable in maintaining professional standards, increase justice in the academic reward system,
and further the growth of knowledge in our discipline. 相似文献
4.
Panos Apostolidis Ph.D. 《Journal of the Academy of Marketing Science》1980,8(4):322-331
This research reports on the significance of identifying and measuring the attitudes of salespersons, especially on how they
perceive their self-development opportunities. The analysis of attitudes—after the employees were segmented into four age
groups—indicates that the salespersons between the ages of 26–35 display lower levels of enthusiasm than the norm. Seeds of
anxiety, excess mobility, new career demands and other reasons are examplified in related literature of the last decade. Some
marketing practices and implications are discussed. 相似文献
5.
J. Barry Mason William O. Bearden Lynne Davis Richardson 《Journal of the Academy of Marketing Science》1990,18(3):185-197
This paper describes the results of a mail survey to the educator membership of the American Marketing Association. Data were collected regarding beliefs about both the frequency of occurrence and severity of 59 ethical issues facing marketing faculty. The research questions examined include: What unethical practices are believed to most commonly occur? What practices are most severe? How do these beliefs vary by faculty rank and size and type of school? Implications for both the improvement of marketing education and for future research are provided. 相似文献
6.
David R. Lambert Paul D. Boughton Guy R. Banville 《Journal of the Academy of Marketing Science》1986,14(1):57-62
This article reports the results of a field study of buying center conflict and conflict resolution processes—factors often
seen as key ingredients in modeling the organizational buying process. The problem-solving and persuasion modes were found
to be more often used than the potentially destructive power and politics modes. As expected, increasing levels of conflict
were found to be associated with confrontation-oriented modes of resolution. Differences in resolution mode across stages
of the purchase process were not significant. 相似文献
7.
R. Kenneth Teas Ph.D. Stanley D. Sibley Ph.D. 《Journal of the Academy of Marketing Science》1980,8(3):277-293
The purpose of this study was to empirically test a model of channel member preferability status. The channel linkage examined
was the food manufacturer—food broker interface. The results of the study suggest that the preferability status of a food
manufacturer as perceived by a food broker is a function of manufacturer coercive and noncoercive power, food broker organizational
role stress, and food broker performance. The findings also suggest that some of the relationships are moderated by the size
of the respondent's firm.
Both authors contributed equally in this study. 相似文献
8.
Role-playing sales managers were asked to evaluate the personnel records of a salesperson who has been found to be using an
unethical selling practice. Overall, saleswomen and salespeople who were described as extremely overweight were evaluated
more harshly. Using excuses as justification did not neutralize the sales managers’ supervisory responses and, in the case
of blaming one’s unethical behavior on the unethical behavior of customers, harsher disciplinary treatment resulted. Attribution
theory is used to explain the findings. 相似文献
9.
Salesperson cooperation has become a crucial issue for the overall performance of most sales organizations. The authors examine
the antecedents of task-specific, cooperative behaviors of salespersons toward other salespeople working in the same organization.
The main theses of the study are that (1) the four major antecedent categories of factors—relational, task, organizational,
and personal— constitute, collectively, the primary determinants of salesperson cooperation and (2) each antecedent category
exerts, independently, significant influence on the cooperative behaviors of salespersons. The results support the main theses
and provide useful insights for sales managers attempting to foster cooperation among salespeople. The relative impact of
each antecedent category, as well as the effects of specific variables within each, is discussed.
Cengiz Yilmaz is an assistant professor of marketing at Gebze Institute of Technology, Turkey. He obtained his Ph.D. in marketing from
Texas Tech University in 1999. His research interests focus on sales management, distribution channels and relationship marketing,
and strategic issues concerning intra- and interfirm aspects in marketing systems and their links with business performance.
His research has been published in various conference proceedings.
Shelby D. Hunt is the J. B. Hoskins and P. W. Horn Professor of Marketing at Texas Tech University, Lubbock, Texas. A past editor of theJournal of Marketing (1985–1987), he is the author ofModern Marketing Theory: Critical Issues in the Philosophy of Marketing Science (South-Western, 1991) andA General Theory of Competition: Resources, Competences, Productivity, Economic Growth (Sage Publications, 2000). He has written numerous articles on competitive theory, macromarketing, ethics, channels of distribution,
philosophy of science, and marketing theory. Three of hisJournal of Marketing articles, “The Nature and Scope of Marketing” (1976), “General Theories and Fundamental Explananda of Marketing” (1983),
and “The Comparative Advantage Theory of Competition” (1995) (with Robert M. Morgan) won the Harold H. Maynard Award for the
“best article on marketing theory.” His 1985Journal of Business Research article with Lawrence B. Chonko, “Ethics and Marketing Management,” received the 2000 Elsevier Science Exceptional Quality
and High Scholarly Impact Award. His 1989 article, “Reification and Realism in Marketing: In Defense of Reason,” won theJournal of Macromarketing Charles C. Slater Award. For his contributions to theory and science in marketing, he received the 1986 Paul D. Converse
Award from the American Marketing Association, the 1987 Outstanding Marketing Educator Award from the Academy of Marketing
Science, and the 1992 American Marketing Association/Richard D. Irwin Distinguished Marketing Educator Award. 相似文献
10.
Gregory T. Gundlach Joseph P. Cannon 《Journal of the Academy of Marketing Science》2010,38(4):399-417
Considerable extant research demonstrates the benefits of trust in buyer-seller relationships. More recent research points
out downsides of the vulnerability inherent with trust. Recognizing this dilemma of trust, partners may offset the vulnerability of trust with verification strategies—efforts to produce information relevant to the
exchange relationship. This research examines the use of three types of verification strategies—monitoring, assurances, and
corroboration—which may be employed to safeguard against the vulnerability of trust. When control mechanisms like trust and
information are combined, they may complement one another and enhance performance or function as substitutes, be redundant
or compete, and consequently detract from performance. Emerging theory on combined modes of governance provides insights.
We draw on this theory and develop hypotheses proposing that combinations of trust and verification may enhance or detract
exchange performance—depending on the specific verification strategy. The hypotheses are tested on a sample of 230 buyer-supplier
relationships. Results of the research provide some support for the proposed relationships and yield implications for the
management of cooperative exchange relationships. 相似文献
11.
Kelly D. Martin Jean L. Johnson Joseph J. French 《Journal of the Academy of Marketing Science》2011,39(4):574-591
Institutional theory implies that normative societal expectations create pressures for organizations to respond acceptably
to important institutional constituents. Although the role of the institutional environment on marketing has been studied,
the organizational mechanisms by which firms respond to societal pressures remain under-investigated. We suggest that an important
determining factor involves organizational identity, which drives firm response to societal norms and facilitates its quest
for legitimacy. Accordingly, this study contributes to organizational theory in marketing by casting identity as the focal
mechanism in the firm’s response to the institutional environment. Marketing ethics and CSR issues frame this research given
natural synergies with institutional and organizational identity theories and evidence that increasingly, firms must respond
to societal expectations involving ethics in their marketing practices. Using game theoretical models and economic experiments,
we find that the influence of the institutional environment emerges through firm identity, affecting resource allocation to
ethical product augmentation. 相似文献
12.
This article develops a conceptualization of bribery activity in organizational relationships at the international level.
Utilizing a coalitional viewpoint of organizational interaction across markets, this paper proposes that international exchange
environments are dimensioned by two critical factors: environmental constraints formed by cultural expectations and management
capability to resolve incongruent exchange demands on the international marketing organization. These factors are proposed
as determinants of a model of bribery behavior comprising four international exchange environments. Bribery activity in each
environment is examined as a form of “side payment substitution” for unresolvable demands, representing a rational response
to conflicting payment requirements and expectations. 相似文献
13.
Modeling the determinants of customer satisfaction for business-to-business professional services 总被引:5,自引:0,他引:5
Paul G. Patterson Lester W. Johnson Richard A. Spreng 《Journal of the Academy of Marketing Science》1997,25(1):4-17
This research empirically examines for the first time the determinants of customer satisfaction or dissatisfaction (CS/D)
in the context of business professional services. The simultaneous effect of key CS/D constructs (expectations, performance,
and disconfirmation) and several variables—fairness (equity), purchase situation (novelty, importance, and complexity)—and
individual-level variables (decision uncertainty and stakeholding) are examined in a causal path framework. Data were obtained
from a two-stage longitudinal survey of client organizations. The results indicated substantial support for the hypothesized
model. The effect of purchase situation and individual-level variables (via their indirect affects) rivals that of disconfirmation
and expectations in explaining CS/D. Performance was found to affect CS/D directly but not as powerfully as disconfirmation.
His current research interests include modeling customer satisfaction and service quality, services marketing (especially
in a business-to-business environment), and relationship marketing. His research has appeared in theInternational Journal for Research in Marketing, Industrial Marketing Management, Advances in Services Marketing and Management,
European Journal of Marketing, Journal of Business-to-Business Marketing, Psychology & Marketing, Asia-Pacific Journal of
Management, R & D Management, Journal of International Marketing, and others.
he has been on the faculty of a number of U.S. and Australian universities. His research interests focus on services marketing,
marketing research methods, and modeling satisfaction processes. He has published in theJournal of Advertising Research, Journal of Business, Journal of Services Marketing, and others. He is currently the editor of theAustralasian Journal of Market Research.
He received his Ph.D. from Indiana University. His research interests include consumer satisfaction, service quality, and
consumer information processing. His work has appeared in theJournal of Consumer Research, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, Journal
of Services Marketing, Journal of Product Innovation Management, and others. 相似文献
14.
Martin Reimann Oliver Schilke Jacquelyn S. Thomas 《Journal of the Academy of Marketing Science》2010,38(3):326-346
As managers and academics increasingly raise issues about the real value of CRM, the authors question its direct and unconditional
performance effect. The study advances research on CRM by investigating the role of critical mechanisms underlying the CRM-performance
link. Drawing from the sources → positions → performance framework, the authors build a research model in which two strategic
postures of firms—differentiation and cost leadership—mediate the effect of CRM on firm performance. This investigation also
contributes to the literature by drawing attention to the differential impact of CRM in diverse industry environments. The
study analyzes data from in-depth field interviews and a large-scale, cross-industry survey, and results reveal that CRM does
not affect firm performance directly. Rather, the CRM-performance link is fully mediated by differentiation and cost leadership.
In addition, CRM’s impact on differentiation is greater when industry commoditization is high. 相似文献
15.
I. Fredrick Trawick John E. Swan Gail W. McGee David R. Rink 《Journal of the Academy of Marketing Science》1991,19(1):17-23
A survey of purchasing professionals was conducted to investigate the effect of perceived unethical salesperson behavior on
intentions to choose a supplier. Results suggest that as salesperson behavior is perceived as more unethical, the purchaser
is less likely to choose the firm that the salesperson represents. This result is due to norm violations influencing intentions
in two ways: (1) through externally controlled rewards or punishments (e.g., harming the purchaser’s career), and (2) through
internally self-bestowed rewards or punishments (e.g., feeling bad for not doing the “right” thing). 相似文献
16.
Larry Yarbrough Neil A. Morgan Douglas W. Vorhies 《Journal of the Academy of Marketing Science》2011,39(4):555-573
Drawing on the organization theory literature concerning configuration theory, competing values theory, and fit assessment
methodologies, we examine the existence and performance impact of product market strategy–organization culture fit. Specifically,
we assess the relationship among three important elements of a firm’s product market strategy and the four cultural orientations
that comprise the competing values theory of organizational culture using primary and secondary data from the US trucking
industry. Using two different conceptualizations and operationalizations of fit, our results provide the first empirical support
for the existence of interrelationships among product market strategy decisions and organizational culture orientations consistent
with configuration theory conceptualizations of product market strategy–organizational culture fit. We also find support for
theorized but previously untested relationships between product market strategy–organizational culture fit and firms’ customer
satisfaction and cash-flow return on assets (CFROA) performance. Since product market strategy is heavily reliant on the input
of marketers, and organizational culture has long been recognized as having an important impact on marketing-related decision
making, these findings have important implications for marketing strategy research and practice. 相似文献
17.
How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions 总被引:1,自引:0,他引:1
Kenneth R. Evans Timothy D. Landry Po-Chien Li Shaoming Zou 《Journal of the Academy of Marketing Science》2007,35(3):445-459
In this study, the authors propose a theory that incorporates the mediating effects of three important organizational sales-related
psychological climate perceptions (e.g., the organization’s customer orientation, sales innovativeness, and sales supportiveness)
to explain how sales force controls affect sales-related outcomes. Based on a survey of 293 salespeople and using path analysis,
the authors find that the inclusion of these psychological climate perceptions allows for explanatory improvement in linking
sales controls to salesperson job satisfaction and performance. These results complement previous studies in that formal controls
were found to affect outcomes directly. However, they also provide important insight into the indirect effects of sales controls—through
salespeople’s perceptions of managerial commitment to making the salespeople effective (i.e., the sales-related psychological
climate). 相似文献
18.
Harold W. Berkman Ph.D. Christopher C. Gilson 《Journal of the Academy of Marketing Science》1974,2(1):189-200
Consumer behaviorists faced with the task of segmenting markets increasingly turn to the study of consumer life styles. The
life style concept and its role in predicting consumer decisions are analyzed here. One methodology known as AIO or life style
research has proven especially useful in identifying heavy users of specific product categories. Three representative AIO
portraits—for beer, eye make-up, and bank credit cards—are outlined. An evaluation of life styles as a systems concept suggests
bright prospects for presenting research findings to clients, formulating creative strategies, positioning products and services
and selecting media.
C. W. Post Center, L.I.U.
Doubleday Advertising Co. 相似文献
19.
The determinants of consumers’ online shopping cart abandonment 总被引:1,自引:0,他引:1
Monika Kukar-Kinney Angeline G. Close 《Journal of the Academy of Marketing Science》2010,38(2):240-250
Despite placing items in virtual shopping carts, online shoppers frequently abandon them —an issue that perplexes online retailers
and has yet to be explained by scholars. Here, we identify key drivers to online cart abandonment and suggest cognitive and
behavioral reasons for this non-buyer behavior. We show that the factors influencing consumer online search, consideration,
and evaluation play a larger role in cart abandonment than factors at the purchase decision stage. In particular, many customers
use online carts for entertainment or as a shopping research and organizational tool, which may induce them to buy at a later
session or via another channel. Our framework extends theories of online buyer and non-buyer behavior while revealing new
inhibitors to buying in the Internet era. The findings offer scholars a broad explanation of consumer motivations for cart
abandonment. For retailers, the authors provide suggestions to improve purchase conversion rates and multi-channel management. 相似文献
20.
Christopher R. Plouffe John Hulland Trent Wachner 《Journal of the Academy of Marketing Science》2009,37(4):422-439
Sales researchers have spent decades developing and empirically testing various scales that reflect distinct theoretical perspectives
of salesperson behavior and job functioning. Despite extensive research in this area, little comparative work has been done
to assess the relative effectiveness of these different scales in explaining salesperson performance or to explicate whether
or not they are best considered in isolation or as working together—even potentially interacting—to influence sales success.
We examine four established scales related to customer-directed salesperson job functioning, and look at how well they relate
to both self-reported and objective job performance measures. Our analyses are based on responses from 524 salespeople drawn
from three different firms. The results show that two scales (ADAPTS, Selling Skills) outperform the others. Furthermore,
we find an important interaction between ADAPTS and Selling Skills that helps to predict superior objective performance. 相似文献