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1.
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
2.
积极情感与道德情感的内涵、特点不同,但它们又有生理、心理、相互包含等方面的密切联系,存在着相互作用的关系:积极情感对道德情感的形成和巩固有重要作用;道德情感在一定条件下能促进积极情感的产生和保持。而现实中的关爱情感和感恩情愫等,是融积极情感与道德情感为一体的情感。这就为实现积极情感与道德情感培养相结合提供了可能。 相似文献
3.
Ning Li William Boulding Richard Staelin 《Journal of the Academy of Marketing Science》2010,38(2):141-158
Drawing from transaction cost economics (TCE), the knowledge-based view (KBV), and real options theory (ROT), we propose that
the general alliance experience of alliance partner firms moderates the impact of market uncertainty and alliance-specific uncertainty on the benefits and costs of the two marketing alliance governance modes, i.e., non-equity alliances and joint ventures.
Based on our systematic study of 18,616 marketing alliances occurring in 48 industries across 164 countries between 1992 and
2008, we find general alliance experience significantly moderates firms’ marketing alliance governance mode choices. Our framework
reconciles some contradictory empirical results in the interfirm relationship governance structure literature by emphasizing
the moderating role of partner firms’ general alliance experience. Specifically, when alliances can be characterized has having
a large cultural distance between the partners or having a market with a broad geographic scope, it seems that TCE predictions
regarding the marketing alliance governance mode choice hold for inexperienced firms while KBV and ROT predictions hold for
experienced firms. In addition, by incorporating key aspects of all three theories, our proposed framework has the potential
to provide deeper insights into the role of alliance experience and uncertainty in firms’ marketing alliance governance mode
choices. 相似文献
4.
Jeffrey K. Sager 《Journal of the Academy of Marketing Science》1994,22(1):74-84
The study develops and tests a model of salespeople’s job stress relative to its proposed determinants and outcomes. The study
findings shed light on four questions concerning possible links between job stress and its precursors. The evidence gained
suggests that job stress may influence intention to leave through reduced organizational commitment and that job satisfaction
intervenes between salespeople’s role perceptions and job stress.
He researches primarily in the area of salesperson attitudes and behavior. He has published in theJournal of Personal Selling and Sales Management, Journal of Business Research, AMA Summer Educator’s Proceedings, Industrial
Marketing Management, andAkron Business and Economic Review. 相似文献
5.
Silvia Grappi Simona Romani Richard P. Bagozzi 《Journal of the Academy of Marketing Science》2013,41(6):683-704
This paper develops a unique theoretical framework for explaining consumer reactions to corporate offshoring by testing the impact of the decision to offshore or to maintain domestic activities on two dependent variables: consumer attitudes toward the company and word-of-mouth communication. We conduct two controlled experiments administered in the field with adult consumers. Study 1 analyzes the processes underlying consumer reactions to corporate offshoring from the perspective of the perceived moral harm and good that offshoring produces. Results verify the mediating role of positive and negative moral emotions (i.e., gratitude and righteous anger) felt by consumers. Study 2 demonstrates the moderating role of consumer perceived risk of offshoring on the linkage between company offshoring and the same moral emotions and through these moral emotions on consumer attitudes toward the company and word-of-mouth communication. An unexpected finding is the mediation of the positive moral emotion of elevation on consumer attitudes. 相似文献
6.
In this paper, we investigate whether information on the history of purchase intentions is useful in predicting actual purchase behavior. The research is motivated by two factors. The first
factor is the empirical finding in the literature that measuring intentions just prior to purchase provides better predictions
of actual purchase as compared to when these intentions are measured earlier. The second factor is the role of the timing
of the formation of intentions prior to purchase. While one stream of literature based on preference fluency predicts that
early formation of intentions is more likely to lead to actual purchase, the other stream based on the memory-based “recency”
effect predicts that formation of intentions just prior to purchase is more likely to lead to actual purchase. Together, these
two factors motivate the potential need to account for the entire history of intentions prior to purchase. A canonical example
of a market where intention histories are tracked is the movie industry, where “first choice” movie watching intentions are
tracked up to (and in some cases beyond) the time of release. Accommodating the history of intentions in an econometric model
that predicts actual box office performance is challenging due to the differing numbers of observations for the movies, the
large numbers of observations for certain movies, as well as the role of various time-invariant and time-varying covariates
influencing intentions. We propose a two-part model where the first part involves a hierarchical growth model that summarizes
the trajectories of intentions via “growth factors.” These growth factors also reflect the role of the various covariates.
The second part is a regression of the box office performance on the growth factors and other covariates. The models are simultaneously
estimated within a Bayesian framework. Consistent with the previous literature, we find that including information on intentions
improves our ability to predict behavior, with the recent intentions being the most informative. Importantly, when the history
of intentions is accounted for, our results indicate that the data support the “recency” literature—intentions grow over time
leading up to purchase, and this growth has a positive impact on opening box office performance. While a linear growth model
performs best for most movies, there exists a subset of movies for which the quadratic growth model better captures the “spike”
in intentions just prior to purchase. Further, accounting for information on the history of intentions dramatically improves
model fit and forecasting performance relative to when only the intentions at one point in time (e.g., the ones just prior
to purchase) are accounted for. 相似文献
7.
8.
Subin Im Charlotte H. Mason Mark B. Houston 《Journal of the Academy of Marketing Science》2007,35(1):63-75
Empirical studies provide an inconsistent picture of the relationship between an innovative personality predisposition (i.e.,
innate consumer innovativeness [ICI]) and innovative behavior (i.e., new product adoption behavior). Such inconsistencies
suggest intervening variables that may mediate the relationship have not been considered. Using data from a panel of consumers
(n = 296 in a cross-sectional phase, n = 147 in a matched, two-phase longitudinal analysis), we find that ICI does not directly influence adoption behavior but
does so indirectly through two of three components of vicarious innovativeness (modeling and engagement in word of mouth but
not exposure to advertising). Furthermore, despite the evidence that consumers’ decision processes differ for service versus
product adoption, extant studies largely ignore the role of ICI in new service adoption. Our findings suggest that vicarious
innovativeness plays a similar intervening role in service contexts. Finally, divergent operationalizations of adoption behavior
(ownership, relative time of adoption) appear to perform equally well.
相似文献
Mark B. Houston (Corresponding author)Email: |
9.
Willem Verbeke Bart Dietz Ernst Verwaal 《Journal of the Academy of Marketing Science》2011,39(3):407-428
It has been 25 years since the publication of a comprehensive review of the full spectrum of sales-performance drivers. This
study takes stock of the contemporary field and synthesizes empirical evidence from the period 1982–2008. The authors revise
the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales
performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five
sub-categories demonstrate significant relationships with sales performance: selling-related knowledge (β = .28), degree of adaptiveness (β = .27), role ambiguity (β = −.25), cognitive aptitude (β = .23) and work engagement (β = .23). (2) These sub-categories are moderated by measurement method, research context, and sales-type variables. The
authors identify managerial implications of the results and offer suggestions for further research, including the conjecture
that as the world is moving toward a knowledge-intensive economy, salespeople could be functioning as knowledge-brokers. The
results seem to back this supposition and indicate how it might inspire future research in the field of personal selling. 相似文献
10.
Jiangang Du Xiucheng Fan Tianjun Feng 《Journal of the Academy of Marketing Science》2011,39(3):449-466
This paper investigates the dynamic impact of multiple sequential emotional displays by employees on customers’ negative emotions.
Using video-based stimuli to manipulate emotional displays by employees, this study shows the sequential occurrences of negative
and positive emotional contagions in service failure and recovery encounters. The results suggest that higher levels of employees’
negative emotional displays lead to a greater increase in customers’ negative emotions through the process of negative emotional
contagion during service failure. More importantly, we find that positive emotional displays by employees can decrease customers’
negative emotions through the process of positive emotional contagion during service recovery, i.e., higher levels of employee
positive emotional displays lead to a greater decrease in customers’ negative emotions. In addition, no matter whether customers
experience higher or lower levels of employee positive emotional displays during service recovery, their final negative emotions
cannot fully return to their emotional levels prior to service failure. However, for customers experiencing higher levels
of employee positive emotional displays, their final negative emotions can be greatly mitigated and are closer to their initial
emotional levels, as compared to customers experiencing lower levels of employee positive emotional displays. The results
further indicate that susceptibility to emotional contagion increases the effect of employees’ negative (positive) emotional
displays on customers’ negative emotions during service failure (recovery). The findings of this study suggest that service
firms should provide effective training to their frontline service employees so that they can display proper positive emotions
during service encounters. 相似文献
11.
Standard economic indicators suggest that the USA experienced long-run economic growth throughout the nineteenth century.
However, biological indicators, including human stature, offer a different picture, rising early in the century, falling (on
average) mid-century, and rising again at the end of the century. This pattern varied across geographical regions. Using a
unique data set, consisting of mean adult stature by state, we test for convergence in stature among states in the nineteenth
century. We find that during the period of declining mean stature (1820–1870), heights actually diverged. Later in the century
(1870–1890) we find a type of “negative” convergence indicating that stature among states tended to converge to a new, lower
steady state. Only towards the end of the century (1880–1900) do we find classic convergence behavior. We argue that the diversity
of economic experiences across regions, including urbanization, industrialization, and transportation improvements, explain
this pattern of divergence and then convergence.
相似文献
Lee A. CraigEmail: |
12.
The role of interpersonal liking in building trust in long-term channel relationships 总被引:10,自引:0,他引:10
Carolyn Y. Nicholson Larry D. Compeau Rajesh Sethi 《Journal of the Academy of Marketing Science》2001,29(1):3-15
This article explores the important role of liking in the development of the buyer’s trust in the sales rep. The authors argue
that liking’s role is richer and qualitatively different from that of the more cognitive antecedents of trust. They posit
that many cognitive antecedents of trust operate mainly through liking. They argue that as the buyer-sales rep relationship
matures, liking plays an even more important role in influencing trust. The authors empirically test a model delineating the
mediating role of liking in developing trust. They find that when the relationship between the buyer and the sales rep is
young, liking partially mediates the effect of similarity of business values and fully mediates the influence of frequency
of personal interaction on trust. Moreover, as the buyer’s relationship with the rep ages, liking takes the foreground in
trust development, while more cognitive antecedents recede into the background.
Carolyn Y. Nicholson (Ph.D., Virginia Polytechnic Institute and State University) is an assistant professor of marketing at Stetson University.
Her current research areas include forms and uses of communication in distribution channels, trust and commitment in marketing
relationships, and Internet marketing. Her research has appeared in theJournal of Retailing, along with numerous national conference proceedings.
Larry D. Compeau (Ph.D., Virginia Polytechnic Institute and State University) is an associate professor of marketing at Clarkson University.
His research has appeared in theJournal of Public Policy & Marketing and theJournal of Business Research. He has recently coedited a special issue of theJournal of Public Policy & Marketing on pricing. His research has appeared in numerous national conference proceedings.
Rajesh Sethi (Ph.D., University of Pittsburgh) is an assistant processor of marketing at Clarkson University. His current research areas
include new product development, cross-functional teams, Web-based new product development, and electronic commerce. He has
published in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Social Policy and Public Management. He also has published in numerous national conference proceedings. 相似文献
13.
Understanding the adoption of new brands through salespeople: a multilevel framework 总被引:1,自引:0,他引:1
Jan Wieseke Christian Homburg Nick Lee 《Journal of the Academy of Marketing Science》2008,36(2):278-291
So far there has been scant empirical attention paid to the role of the sales force in the adoption of new brands in the early
implementation stages. We test a framework of internal (sales manager and salespeople) brand adoption using an empirical multilevel
study. Our findings suggest that the construct of expected customer demand (ECD) plays an important role in sales force brand
adoption. First, ECD directly influences salespeople’s and sales managers’ brand adoption. Second, ECD serves as a cross-level
moderator of new brand adoption transmission. We find the influence of sales managers’ brand adoption on salespeople’s brand
adoption to be stronger when salespeople’s ECD is lower. 相似文献
14.
John Hulland Gergana Y. Nenkov Donald W. Barclay 《Journal of the Academy of Marketing Science》2012,40(3):450-467
There is a compelling need to improve the relationship between managers in marketing and sales departments. This paper argues
that one critical way of enhancing individual managers’ perceptions of relationship effectiveness between these departments
is to view the issue as a matter of justice and suggests that perceived marketing–sales relationship effectiveness is positively
influenced by managers’ perceptions of organizational justice. Furthermore, it proposes that interfunctional communication
has the potential to enhance the proposed positive effects of justice and hence needs to be considered and effectively managed
when looking at marketing–sales relationship effectiveness. Data drawn from a survey of 203 marketing and sales managers in
38 consumer packaged goods companies are used to empirically test these predictions. The authors find that perceived sales–marketing
relationship effectiveness is influenced by perceptions of distributive, procedural and interactional justice. Greater interfunctional
communication is found to further enhance the positive effects of distributive and procedural justice on perceived relationship
effectiveness, but it does not contribute to the already strong positive effects of interactional justice. Furthermore, results
reveal important differences in the effects of justice on perceived relationship effectiveness across the marketing and sales
departments. 相似文献
15.
Babu John Mariadoss Raj Echambadi Mark J. Arnold Vishal Bindroo 《Journal of the Academy of Marketing Science》2010,38(6):704-719
This paper examines the relationship between extension difficulty, defined as the perceived difficulty of manufacturing the
extension product, and attitudes toward brand extensions. Although extant literature has hitherto modeled this relationship
as a simple monotonic relationship, a study by Bottomley and Holden (Journal of Marketing Research, 38(4):494–500, 2001) has questioned its empirical generalizability. We suggest that the relationship between extension difficulty and extension
attitudes may be far more complex than a simple linear relationship. Based on theoretical evidence drawn from the concept
of evaluation difficulty, we suggest that the relationship between extension difficulty and extension attitudes is best modeled
as a curvilinear (inverted U-shaped) relationship. Further, we explore the specific role of perceived transferability as a
moderator of this curvilinear relationship. Empirical tests conducted using two studies provide support for both the theoretical
mechanism and the proposed hypotheses. Entry into “easy” or “extremely difficult” extension categories carries its own penalties
while entry into “moderately difficult” categories appears to garner high consumer attitudes for brand extensions. 相似文献
16.
Janet Y. Murray Gerald Yong Gao Masaaki Kotabe 《Journal of the Academy of Marketing Science》2011,39(2):252-269
Our study focuses on the internal process through which market orientation influences performance in export markets, and develops a model of market orientation–marketing
capabilities–competitive advantages–performance relationships. Using survey data of 491 export ventures based in China, we
find that marketing capabilities mediate the market orientation–performance relationship, while competitive advantages partially
mediate the marketing capabilities–performance relationship. Moreover, coordination mechanism strengthens, and cost leadership
strategy weakens, the effects of market orientation on new product development and marketing communication capabilities, respectively.
Market turbulence attenuates the effect of market orientation on new product development capability while competitive intensity
strengthens this effect. 相似文献
17.
杨俊 《广西商业高等专科学校学报》2014,(1):75-78,83
《搜神记》是魏晋南北朝志怪小说的翘楚,虽多“丛残小语”,却又具有自身鲜明的特色,产生了一系列新的故事类型,为后世志怪小说的发展奠定了基础。本文即以《搜神记》中的报恩故事为中心,探析故事中的报恩主角、报恩方式及其这一主题的来源。 相似文献
18.
We explore superstitious beliefs as a basis of product performance expectations and their impact on initial purchase likelihood
and subsequent satisfaction. In doing so, we demonstrate instances when superstition-driven expectations cause consumers to
make purchase decisions that run counter to economic rationality. In the first set of studies we find that Taiwanese consumers
are relatively more likely to purchase a product with positive superstitious associations based on its “lucky” color, and
are more likely to purchase and are willing to pay more money for a product with a smaller but “lucky” number of units contained
in the package (e.g., eight tennis balls compared to ten). In contrast, consumers who do not hold such superstitious beliefs
adhere to the more rational choice paradigm. Next, we show that the differences in purchase likelihood are driven by superstition-based
performance expectations. We further generalize these findings to product satisfaction, and find support for expectation disconfirmation
sensitivity as a moderator of the effect.
相似文献
Thomas Kramer (Corresponding author)Email: |
19.
Satish Jayachandran Rajan Varadarajan 《Journal of the Academy of Marketing Science》2006,34(3):284-294
Previous research provides conflicting evidence of the association between the past performance of a business and its competitive
responsiveness, with researchers observing both positive and negative relationships. To clarify this issue, the authors test
a model using survey data from the retailing industry. The model delineates direct and indirect mediated paths through ability
to respond, motivation to respond, and awareness of competitors’ actions to show how past performance can have both positive
and negative influence on competitive responsiveness. However, the overall impact of past performance of an organization on
its competitive responsiveness is positive. The implications of these findings for research, practice, and theory are discussed.
Satish Jayachandran (satish@moore.sc.edu) is an assistant professor of marketing in the Moore School of Business at the University of South Carolina.
His research interests are focused on issues related to the market responsiveness of firms. His research has been published
in theJournal of Marketing and theJournal of the Academy of Marketing Science. He was a recipient of the Harold H. Maynard Award for 2001 from theJournal of Marketing. He was nominated a young scholar by the Marketing Science Institute in 2003.
Rajan Varadarajan (varadarajan@tamu.edu) is Distinguished Professor of Marketing and holder of the Ford Chair in marketing and e-commerce at
Texas A & M University. His teaching and research interests are in the areas of strategy, international marketing, and e-commerce.
His research on these topics has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, Strategic Management Journal, Sloan Management Review, California Management Review, Business
Horizons, theJournal of Business Research, and other journals. 相似文献
20.
张蓉 《福建商业高等专科学校学报》2010,(2):51-54
大学生是社会主义现代化建设的主力军,近年来大学生感恩意识的缺乏引起了社会的关注,感恩教育作为高校思想道德教育的重要环节又显得十分薄弱。在构建和谐社会的现代,加强大学生的感恩教育刻不容缓。本文通过大学生感恩意识现状和感恩教育缺失原因的分析,阐述了感恩教育的内涵和意义,并提出加强大学生感恩教育的具体方法和措施。 相似文献