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1.
Jack J. Kasulis Fred W. Morgan David E. Griffith James M. Kenderdine 《Journal of the Academy of Marketing Science》1999,27(3):320-332
The use of trade promotions as a channel-programming tool has increased substantially in the past decade. In focusing on the
tactical implications of trade promotions, some firms appear to have underestimated the tendency of poorly planned trade promotions
to interfere with the implementation of a marketing strategy. In this article, the authors examine the complex issue of trade
promotion use from both long-term and short-term perspectives. Different trade promotions can produce dissimilar types of
channel cooperation, consumer responses, and postpromotion channel member behavior, resulting in differences in distribution-programming
preferences between suppliers and retailers. The authors argue that the adjudication of these different preference structures
is addressed through the market power of the channel participants. Based on an assessment of these channel relationships,
an approach for suggested courses of action is forwarded.
Jack J. Kasulis is an associate professor of marketing at the University of Oklahoma. He obtained his Ph.D. in marketing from Northwestern
University in Evanston, Illinois, and has research interests in marketing channels, retailing, and consumer behavior. His
articles have appeared in such journals as theJournal of Consumer Research, Journal of the Academy of Marketing Science, European Journal of Marketing, Journal of Business
Research, Journal of Advertising Research, and various other journals and proceedings.
Fred W. Morgan is the Ashland Professor of Marketing at the University of Kentucky. He obtained his Ph.D. in marketing from Michigan State
University in East Lansing and has research interests in legal issues in marketing, sales management, and marketing channels.
His articles have appeared in such journals as theJournal of Marketing, Journal of Marketing and Public Policy, Journal of the Academy of Marketing Science, Journal of Marketing
Channels, and various other journals and proceedings.
David E. Griffith is an associate professor and the Harvey Jones Chair of Marketing at Ouachita Baptist University. He obtained his Ph.D. in
marketing from the University of Texas in Austin and has research interests in marketing channels, marketing strategy, and
ethics. His research has appeared inMarketing Letters, Journal of the Academy of Marketing Science, Journal of Marketing Channels, and various other journals and proceedings.
James M. Kenderdine is an associate professor and director of the Distribution Research Program at the University of Oklahoma. He obtained his
D.B.A. from Indiana University in Bloomington. His research interests are in wholesaling, retailing, and marketing channels.
His publications have includedThe Changing Economics of Wholesaling: A North American Chart Book, Wholesaling in Transition: An Executive Chart Book, and articles in various journals and proceedings. 相似文献
2.
The perceived importance of ethics and social responsibility on organizational effectiveness: A survey of marketers 总被引:2,自引:0,他引:2
Anusorn Singhapakdi Kenneth L. Kraft Scott J. Vitell Kumar C. Rallapalli 《Journal of the Academy of Marketing Science》1995,23(1):49-56
A necessary but insufficient condition for marketers to act ethically and be socially responsible is that they must perceive
ethics and social responsibility to be important. However, little is known about marketers’ perceptions regarding the importance
of ethics and social responsibility components of business decisions. The objectives of this study are (1)to assess the marketing
practitioners’ perceptions regarding the importance of ethics and social responsibility in achieving organizational effectiveness,
and (2) to analyze the relative influences of selected personal characteristics and organizational factors underlying a marketer’s
perceived importance of ethics and social responsibility. The results from a mail survey of American Marketing Association
members indicate that the marketers generally believe that ethics and social responsibility are important components of organizational
effectiveness. The results partly indicate that there is a positive relationship between a marketer’s corporate ethical values
and his or her perceptions regarding the importance of ethics and social responsibility. The results also indicate that the
marketers’ perceptions regarding ethics and social responsibility can be explained by idealism and relativism.
He has also served on the marketing faculty at Thammasat University, Thailand. He received his Ph.D. from the University of
Mississippi. His research focusing on marketing ethics and social responsibility has been published inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Macromarketing, Journal of Personal Selling
& Sales Management, Journal of Public Policy & Marketing, and elsewhere.
He received his D.B.A. in management from the University of Maryland. His work on business ethics, organizational design,
and strategic planning has been published inAcademy of Management Review, American Business Review, andJournal of Business Ethics. His current research interest centers on the measurement of moral intensity.
He received his Ph.D. from Texas Tech University. His work has appeared inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing,
Journal of Personal Selling & Sales Management, Research in Marketing, and elsewhere.
He received his Ph.D. in marketing from the University of Mississippi. His research has been published inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Pharmaceutical Marketing and Management,
Journal of Social and Administrative Pharmacy, and elsewhere. His research interests include marketing ethics, health care marketing, international marketing, and direct
marketing. 相似文献
3.
The role of corporate social responsibility in strengthening multiple stakeholder relationships: A field experiment 总被引:6,自引:0,他引:6
Sankar Sen C. B. Bhattacharya Daniel Korschun 《Journal of the Academy of Marketing Science》2006,34(2):158-166
This research relied on a field experiment involving a real-world instance of corporate philanthropy to shed light on both
the scope and limitations of the strategic returns to corporate social responsibility (CSR). In particular, the authors demonstrate
that the impact of CSR in the real world is not only less pervasive than has been previously acknowledged but also more multifaceted
than has been previously conceptualized. The findings indicated that contingent on CSR awareness, which was rather low, stakeholders
did react positively to the focal company not only in the consumption domain but in the employment and investment domains
as well. Stakeholder attributions regarding the genuineness of the company’s motives moderated these effects.
Sankar Sen (sankar_sen@baruch.cuny.edu) is a professor of marketing at the Zicklin School of Business, Baruch College, City University
of New York. He received his Ph.D. in marketing in 1993 from the Wharton School, University of Pennsylvania. His research
focuses on consumer decision making. He is interested, more specifically, in consumer reactions to company actions, particularly
in the domain of CSR. His research has appeared inCalifornia Management Review, Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, Journal of
Economic Theory, and others.
C. B. Bhattacharya (cb@bu.edu) received his Ph.D. in marketing from the Wharton School of the University of Pennsylvania in 1993 and his M.B.A.
from the Indian Institute of Management in 1984. Prior to joining Boston University, he was on the faculty at the Goizueta
Business School, Emory University. His specific expertise is in the areas of customer retention and the roles of CSR and organizational
identification in designing marketing strategy. He served on the editorial review board of theJournal of Marketing from 2002 to 2005 and has published in journals such as theJournal of Marketing Research, theJournal of Marketing, Journal of Applied Psychology, andOrganization Science. He speaks frequently at many academic and business forums and won the William Novelli Best Paper Award at the Social Marketing
Conference in 1997. Dr. Bhattacharya received the 2001 Broderick Prize for Research Excellence at Boston University and the
Emory Williams Distinguished Teaching Award in 1995, the highest teaching award at Emory University. He is also part of the
select group of faculty members onBusiness Week’s Outstanding Faculty list. Prior to his Ph.D., he worked for 3 years as a product manager for Reckitt Benkiser PLC. He has
consulted for organizations such as the Hitachi Corporation, Procter & Gamble Company, Bell South, The Prudential Bank, Information
Resources Inc., Airwick Industries, Silo Inc., and the High Museum of Art.
Daniel Korschun (danielk@bu.edu) is a doctoral candidate in marketing at Boston University. His current research interests include brand
management, CSR, and interorganizational relationships. 相似文献
4.
Constantine S. Katsikeas Leonidas C. Leonidou Neil A. Morgan 《Journal of the Academy of Marketing Science》2000,28(4):493-511
Export performance is one of the most widely researched but least understood and most contentious areas of international marketing.
To some extent, this problem can be ascribed to difficulties in conceptualizing, operationalizing, and measuring the export
performance construct, often leading to inconsistent and conflicting results. This study reviews and evaluates more than 100
articles of pertinent empirical studies to assess and critique export performance measurements. Based on gaps identified in
this evluation, guidelines for export performance measure development are advanced, suggesting, however, a contingency approach
in their application. Several conclusions and implications for export strategy and future research are derived from this analysis.
Constantine S. Katsikeas holds the Sir Julian Hodge Chair in Marketing and International Business at Cardiff Business School, Cardiff University.
His main research interests lie in the areas of international marketing and purchasing, global strategic alliances, and competitive
strategy. He has published widely in these fields and his articles have appeared inJournal of International Business Studies, Journal of International Marketing, (formerly Columbia)Journal of World Business, Journal of Business Research, Industrial Marketing Management, andManagement International Review, among others.
Leonidas C. Leonidou is associate professor of marketing at the University of Cyprus. He obtained his Ph.D. in marketing from the University of
Bath, and has research interests in international marketing, relationship marketing, strategic marketing, and marketing in
emerging economies. He has published extensively in these fields and his articles have appeared in various journals includingJournal of International Business Studies, Journal of Business Research, Journal of International Marketing, andManagement International Review.
Neil A. Morgan is assistant professor of marketing in the Kenan-Flagler Business School at the University of North Carolina, Chapel Hill.
His research interests focus on strategic issues concerning marketing resources and capabilities, and marketing planning and
implementation processes and their links with business performance. His work has appeared inJournal of the Academy of Marketing Science, Journal of Business Research, Industrial Marketing Management, British Journal
of Management, European Journal of Marketing, and other journals. 相似文献
5.
Linda K. Good Thomas J. Page Clifford E. Young 《Journal of the Academy of Marketing Science》1996,24(2):148-156
A model of organizational turnover is expended from previously reported models to include an extraorganizational antecedent
and comparison across two different hierarchical levels of management. Role ambiguity, role conflict, and work-family conflict
were used as antecedents of job satisfaction, organizational commitment, intent to leave, and actual turnover. The basic model
of turnover was supported in both levels of management. In addition, several additional relationships that have been found
in previous studies were tested. Implications of these results for retail managers are discussed.
She received her Ph.D. from Oklahoma Stae University. Her research interests include retail turnover, socialization of entry-level
management trainees, the role of social support in reducing employee stress, consumer distribution systems in Russian and
Poland, and motivation of Russian and Polish employees. Her articles have appeared inJournal of Retailing, International Marketing Review, andMarketing Education Review.
He received his Ph.D. from Ohio State University. His research interests include attitude-behavior relationships, information
processing, and the use of structural equations in marketing. His research has appeared in theJournal of Marketing, Journal of Marketing Research, Journal of Experimental Social Psychology, Journal of Advertising, andJournal of Business Research.
He received his Ph.D. from University of Utah. He has extensive experinece in computer applications in marketing and business
and has conducted research and seminars for a variety of companies. His major interests are in quantitative methods and sales
manamgement. His articles have appeared inJournal of Retailing, Journal of Marketing, Journal of Personal Selling and Sales Management, Business Horizons, Journal of
Public Policy and Marketing, andJournal of Business Logistics and Business. 相似文献
6.
Building on behavioral decision research, this article provides guidelines to charitable marketing managers regarding the
effect of charitable direct marketing appeals on donor decision judgments. Several charitable direct mail appeals (factors)
were empirically tested simultaneously in a factorial experimental design involving 18,144 potential donors to determine how
donor decision strategies influenced choice judgments about whether to give and estimation judgments about how much to give.
The results indicate that suggested anchors and framing influence response rate (choice) but not size of gift. Reference information
(factual/statistical and narrative/experiential) influences size of gift (estimation) but not response rate. Implications
for charitable marketing managers are discussed.
He received his D.B.A. from Boston University, M.B.A. from Harvard University, and B.A. from Brandeis University. His research
interests include managerial pricing, marketing communication strategies, and customer value. His work has been published
in theCalifornia Management Review, Sloan Management Review, Pricing Strategy and Practice, Journal of Retailing, Journal of Marketing
Communication, Journal of Business and Industrial Marketing, andJournal of Promotion Management, among others.
He earned his S.B., S.M., and Ph.D. degrees from the Massachusetts Institute of Technology Sloan School of Management. He
is coauthor ofDirect Marketing Management (Prentice Hall) andCases in Business Statistics (Allyn & Bacon). He has published a variety of articles in journals such asManagement Science, Journal of Marketing Research, Journal of Direct Marketing, Harvard Business Review, Sloan Management
Review, Journal of Business Forecasting, American Statistician, andJournal of Finance. 相似文献
7.
Prior research provides evidence that manufacturer investment of specific assets dedicated to a particular supplier (manufacturer
asset specificity) is an antecedent of joint action in manufacturer-supplier relationships. The authors build on prior research
to identify several variables that moderate the effect of manufacturer asset specificity o on joint action. Drawing from transaction
cost analysis and relational exchange theory, the authors propose a conceptual model that explicates the moderating role of
three contextual variables: specific asset investments by the supplier (reciprocal asset investments), manufacturer decision-making
uncertainty, and manufacturer trust in the supplier. Consistent with their hypotheses, results from a survey of firms in three
SIC codes show that decision-making uncertainty and trust enhance the effect of manufacturer asset specificity on joint action.
Contrary to expectation, however, the moderating effect of reciprocal asset investments was not significant. Theoretical and
managerial implications of the results are discussed.
Ashwin W. Joshi is an associate professor of marketing at the University of Calgary. He received his Ph.D. from Queen’s University (Canada).
His research has been published inJournal of Business Research, Psychology and Marketing, Journal of Marketing Channels, Journal of Business-to-Business Marketing, as well as in many conference proceedings.
Rodney L. Stump is an associate professor of marketing at Morgan State University. He received his Ph.D. from Case Western Reserve University.
His research has appeared inJournal of Marketing Research, Journal of Business Research, Journal of Business-to-Business Marketing, Industrial Marketing
Management, The International Executive, and other journals. He has also presented his research at numerous national and international conferences. 相似文献
8.
9.
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
10.
An examination of selected marketing mix elements and brand equity 总被引:46,自引:0,他引:46
Boonghee Yoo Naveen Donthu Sungho Lee 《Journal of the Academy of Marketing Science》2000,28(2):195-211
This study explores the relationships between selected marketing mix elements and the creation of brand equity. The authors
propose a conceptual framework in which marketing elements are related to the dimensions of brand equity, that is, perceived
quality, brand loyalty, and brand associations combined with brand awareness. These dimensions are then related to brand equity.
The empirical tests using a structural equation model support the research hypotheses. The results show that frequent price
promotions, such as price deals, are related to low brand equity, whereas high advertising spending, high price, good store
image, and high distribution intensity are related to high brand equity.
Boonghee Yoo (Ph.D., Georgia State University) is an assistant professor of marketing at St. Cloud State University. His research interests
include brand equity, cross-cultural scale development, service quality, retail productivity, Internet marketing, and marketing
methodology. He has published previously in theJournal of Retailing, theJournal of Business Research, theJournal of Business & Industrial Marketing, theJournal of Service Research, and theJournal of Marketing Channels.
Naveen Donthu (Ph. D., University of Texas, Austin) is a professor of marketing at Georgia State University. His research interests center
on research methodology, site selection models, comparative and outdoor advertising, brand equity, Hispanic consumer research,
cross-cultural issues, and customer satisfaction. His work has appeared in journals such asMarketing Science, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Advertising, theJournal of Advertising Research, theJournal of Retailing, and theJournal of Business Research.
Sungho Lee (Ph.D., University of Illinois at Urbana-Champaign) is an assistant professor of marketing at the University of Seoul, South
Korea. His research focuses on understanding consumers’ cognitive processing of brand and price information, brand extension
and brand equity, and advertising-driven persuasion processes. He has published previously inAdvances in Consumer Research, Asia-Pacific Advances in Consumer Research, Academy of Marketing Science-World Marketing Congress,
Korean Marketing Review, andKorean Management Review. 相似文献
11.
David Strutton James R. Lumpkin Lou E. Pelton 《Journal of the Academy of Marketing Science》1995,23(2):132-140
The issue of whether salespeople cope with sales stressors in ways consistent with their personality characteristics remains
largely unaddressed in the empirical literature. Should certain personality characteristics make salespeople more stress resistant,
implications for the selection of sales candidates already possessing such characteristics or for the cultivation of such
characteristics within existing salespeople could be developed. A framework is developed suggesting why salespeople with certain
personality characteristics—those high on challenge, self-determination, and involvement in self and surroundings—may employ
different coping strategies. Support for hypotheses was developed in a study that used a stratified random sample of 322 sales
organizations. Salespeople high on challenge, self-determination, and involvement were found to use more problem-focused coping
strategies.
He received his Ph.D. from the University of Mississippi. Before entering academe, he was in sales with the Tenneco Corporation
and was president of a retailing firm in North Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. His current research interests include issues relating to sales and channels management.
He received his Ph.D. from the University of Mississippi in 1992. His research has appeared in theJournal of International Consumer Marketing, Developments in Marketing Science, Advances in Marketing, andHealth Marketing Quarterly, among others. His current research interests include business ethics and channels management. Prior to entering academe,
he was vice president of a marketing consulting firm in Lubbock, Texas.
He has a B.S. in chemistry, an M.B.A. in management, and received his Ph.D. in marketing from the University of Arkansas.
Before entering academe, he worked in marketing research for Phillips Petroleum Company. His primary research interests include
retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly consumer.
His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal
of Advertising, Journal of Advertising Research, and other scholarly journals. 相似文献
12.
The e-marketing mix: A contribution of the e-tailing wars 总被引:2,自引:0,他引:2
In the context of the wars between the upstart Internet retailers and the existing bricks-and-mortar retailers, many e-marketing
techniques were invented. This article develops a single unifying and theoretically based taxonomy for e-marketing techniques:
the e-marketing mix. Drawing on the paradigms of exchange, relationships, and digital interactions in networks, 11 e-marketing
functions are identified that form the elements of the e-marketing mix. Nine of the 11 e-marketing functions are considered
basic, while 7 functions moderate the effects of others and are termedoverlapping. The 11 e-marketing functions provide a categorization of the e-marketing techniques. Compared to the conventional marketing
mix, the e-marketing mix has more overlapping elements and directly represents personalization, an aspect of segmentation,
as a basic function. The existence of multiple elements that are basic and overlapping in the e-marketing mix indicates that
integration across elements should be more commonplace compared to the traditional marketing mix.
Kirthi Kalyanam is the J. C. Penney Research Professor in the Department of Marketing and the director of E*Business Initiatives at the Leavey School of Business at Santa Clara University. The Leavey School offers the premier M.B.A.
program for working professionals in Silicon Valley. He teaches e-business, channel marketing, and retailing in the EMBA,
M.B.A., and undergraduate programs. His research interests are in e-business, retailing, and pricing. His publications have
appeared as lead articles inMarketing Science, Journal of Marketing Research, Marketing Letters, Journal of Retailing, andJournal of Interactive Marketing. His research paper, published in theJournal of Marketing Research on GeoDemographic Marketing, was selected as a finalist for the American Marketing Association’s Paul E. Green Award for impact on the practice of marketing.
Professor Kalyanam has received the dean’s award for outstanding teaching and/or research contributions. He has also taught
at the Graduate School of Business at Stanford University, the Krannert School of Management, and the Department of Consumer
Sciences and Retailing at Purdue University and at DePaul University in Chicago. He received his Ph.D. in business administration
from the Krannert School of Management, Purdue University.
Shelby McIntyre is a professor of marketing at the Leavey School of Business, Santa Clara University. He is also a research associate at
the Retail Workbench, a research and education center dedicated to applying advanced information technology to the problems
of retailing. He earned a B.S. in engineering (1965), an M.B.A. (1973), and a Ph.D. (1979), all from Stanford University.
He has subsequently published more than 50 articles in leading marketing journals, including 5 in theJournal of Marketing Research, 2 inManagement Science, and 11 in theJournal of Retailing. He is on the editorial board of theJournal of Marketing. He has twice received the annual award from theJournal of Retailing for the article “Best Contributing to Theory and Practice in Retail Marketing.” He teaches marketing information systems,
marketing research, brand management, and marketing management and was the chair of the Marketing Department at Santa Clara
University from 1983 to 1991. His research interests currently focus on decision support systems, retail-related decision
models, and e-commerce. 相似文献
13.
The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople 总被引:1,自引:0,他引:1
Ken Grant David W. Cravens George S. Low William C. Moncrief 《Journal of the Academy of Marketing Science》2001,29(2):165-178
The primary emphasis of previous research concerning salespeople has been focused on their attitudes and behavior. The relationship
between organizational variables and salesperson attitudes and behavior has received very limited attention. Sales territory
design is largely uncontrollable by the salesperson, yet is acknowledged by managers and researchers as an important factor
enabling salespeople to perform well. The objective is to examine satisfaction with territory design from the perspective
of the salesperson. A conceptual model and hypotheses are developed linking the satisfaction with territory design with role
ambiguity, intrinsic motivation, job satisfaction, and performance. Role conflict, met expectations, organizational commitment,
and intention to leave are also included in the model. Survey results provide strong support for 19 of the 21 hypotheses examined.
The findings offer significant insights concerning the role of territory design satisfaction in face-to-face selling and its
consequences. Several managerial implications and avenues for future research are discussed.
Ken Grant is the deputy head in the Department of Marketing, Monash University, Melbourne, Australia. He is a member of the editorial
boards of theEuropean Journal of Marketing and theJournal of Marketing Practice: Applied Marketing Science. He has published in theInternational Journal of Research in Marketing, European Journal of Marketing, Industrial Marketing Management, and several other journals. He advises companies on marketing planning, new products, and sales management and conducts
research and publishes in these areas.
David W. Cravens holds the Eunice and James L. West Chair of American Enterprise Studies at Texas Christian University. His research on sales
management and marketing strategy has been published in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and other leading journals in marketing and management. Before becoming an educator, he held various industry and government
executive positions. He is internationally recognized for his research on marketing strategy and sales management. He has
been a visiting scholar at universities in Austria, Australia, Chile, Czech Republic, England, Ireland, Germany, Mexico, the
Netherlands, New Zealand, Singapore, and Wales. His textbook,Strategic Marketing (Irwin/McGraw-Hill 2000), is widely used in strategy and management courses.
George S. Low is an associate professor of marketing in the M. J. Neeley School of Business, Texas Christian University. He received a
B.A. in advertising from Brigham Young University, an M.B.A. from the Richard Ivey School of Business at the University of
Western Ontario, and a Ph.D. in marketing from the University of Colorado-Boulder. His research on the management of integrated
marketing communications and brands has been published in theJournal of Marketing Research, Journal of Retailing, Journal of Advertising Research, Marketing Management, Marketing Science
Institute’s Working Paper Series, and other journals.
William C. Moncrief is a senior associate dean and professor of marketing at Texas Christian University in Fort Worth, Texas. He received his
B.Sc. in political science and his M.B.A. from the University of Mississippi. He completed his Ph.D. at Louisiana State University
in 1983. His work has been published in leading marketing and sales journals, including theJournal of Marketing Research, Journal of the Academy of Marketing Science, European Journal of Marketing, Journal of Business
Research, Industrial Marketing Management, andJournal of Personal Selling and Sales Management, among others. His research interests are in the field of sales management and include topics such as sales deployment, sales
contests, international sales, telemarketing, turnover, laptop computers, sales job activities, and quality control. He has
taught in Germany, conducted research in Europe, and has most recently consulted in Mexico. 相似文献
14.
Ruby Roy Dholakia Jean L. Johnson Albert J. Della Bitta Nikhilesh Dholakia 《Journal of the Academy of Marketing Science》1993,21(4):281-292
This study reports an empirical investigation focusing on the length of time firms take in making major purchase decisions
(DMT) and examines antecedents such as buyclass, firm size, decision-making unit (DMU) size, information sources, and size
of the consideration set. Data were provided by a national sample of organizations involved in the purchase of telecommunications
systems. Findings suggest that firm size, buyclass, DMU size, information sources, and size of consideration set all significantly
affect DMT. Antecedent relationships among the independent variables were also largely as expected. This study provides a
starting point for a fertile area of research with important implications for organizational buyers and sellers as well as
researchers.
She holds a B.S. in Marketing and an MBA from the University of California at Berkeley and a Ph.D. in Marketing from Northwestern
University. Her research interests are in the areas of technology diffusion and management as well as consumer behavior, advertising,
and macromarketing. She has published in theJournal of Consumer Research, Public Opinion Quarterly, Journal of Business Research, Journal of Macromarketing, European
Journal of Marketing, IEEE Transactions on Engineering Management, Telematics and Informatics, andJournal of Economic Psychology. She is a member of the Editorial Policy Board of the Journal of Macromarketing and President of the International Society
for Marketing and Development.
She received her Ph.D. from the University of Nebraska. Dr. Johnson’s research interests focus on interorganizational relationships
in marketing contexts, such as distribution channels or business-to-business marketing with emphasis on cross-culture interorganizational
marketing relationships. Dr. Johnson’s research has appeared in theJournal of Marketing, Journal of International Business Studies, Journal of Business Research, andCurrent Issues and Research in Advertising, among other journals and conference proceedings. She has also presented her work at a variety of domestic and international
conferences.
He received his Ph.D. from the University of Massachusetts at Amherst. His research interests are in the areas of pricing,
consumer behavior, and marketing research. He is coauthor ofConsumer Behavior: Concepts and Applications, currently in its fourth edition, and his research has been published inDecision Sciences, Journal of Marketing Research, Journal of Business Research, Journal of the Academy of Marketing Science,
Journal of Macromarketing, Journal of Retailing, Journalism Quarterly, and other leading journals and publications of professional societies.
He holds degrees in engineering and management from India and a Ph.D. in marketing from Northwestern University. Dr. Dholakia’s
research deals with technology, innovation, market processes, globalization, and consumer culture. Dr. Dholakia has published
over 70 papers in professional journals and proceedings in management, marketing, and technology. Among his books areEssentials of New Product Management (coauthored, Prentice-Hall, 1987). 相似文献
15.
Robert Dahlstrom Kevin M. McNeilly Thomas W. Speh 《Journal of the Academy of Marketing Science》1996,24(2):110-124
This study presents a two-phase model of interfirm exchange in the logistical supply industry. The first phase uses transaction
cost analysis to identify conditions leading to market-based transactions, unilateral agreements, and bilateral alliances.
The second phase illustrates how formal controls and relational norms yield performance in market, unilateral, and bilateral
governance systems. A test of the model with data from 189 logistical supply relationships suggests that bilateral alliances
emerge through the interaction of user investments in the logistics supplier, supplier logistical services, and marketplace
uncertainty. Bilateral alliances attain desired outcomes through participative management and flexibility. By contrast, market-based
transactions yield desired outcomes through formalization and solidarity. Unilateral agreements gain performance through formalization,
participation, information sharing, and solidarity. Implications for logistics management and theory are discussed.
He received his Ph.D. in marketing from the University of Cincinnati. His research interests include relationship marketing
and marketing channels. His articles have appeared in theJournal of Retailing, Journal of Personal Selling and Sales Management, Marketing Letters, Omega: The International Journal
of Management Science, and elsewhere.
She received her Ph.D. from the University of North Carolina, Chapel Hill. Her research has concentrated on business-to-business
marketing relationships, with a focus on means to improve coordination, and on sales management, with an emphasis on ways
to enhance diversity, improve performance, and reduce turnover. Her articles have appeared in theJournal of Personal Selling and Sales Management, Journal of Business Research, Marketing Letters, Journal of Business-to-Business
Marketing, and elsewhere.
He is also the director of the Warehousing Research Center (WRC). He received his Ph.D. from Michigan State University. Industrial
marketing strategy, marketing and logistics interfaces, logistics and warehousing management are his primary areas of expertise
and interest. He has published articles in theJournal of Marketing, Journal of Retailing, Journal of Business Logistics, Industrial Marketing Management, and elsewhere. He has also written a leading industrial marketing text and a variety of warehousing and logistics monographs. 相似文献
16.
The structure of marketing channel relationships 总被引:3,自引:0,他引:3
Distribution channel research has been advanced in recent years by contributions based on the political economy paradigm,
transaction cost analysis, and relationship marketing. Drawing on these bodies of thought, we propose a new conceptualization
of the structure of marketing channel relationships. Relationship structure is defined in terms of decision-making structure
and operational integration. The proposed model of channel structure antecedents and consequences is consistent with the major
research paradigms but extends beyond simple categorical assemblages of constructs to provide an ordered set of relationships
based on theory and empirical research. This conceptualization reconciles some apparent contradictions in the literature and
provides a clear focus for structure, process, and performance research in channels.
He received his Ph.D. in marketing from Louisiana State University. He has published in the areas of marketing channels, retailing,
and logistics. His work has appeared in theJournal of Marketing Research, Journal of Marketing, Journal of Retailing, Journal of Business Research, Journal of Marketing
Channels, International Journal of Physical Distribution and Materials Management, Journal of Marketing Education, and others.
He served as the managing director of public relations with the Federal Express Corporation before entering the Ph.D. program
at Alabama. He holds a B.B.A. in accountancy from the University of Mississippi and an M.A. in marketing from the University
of Alabama. 相似文献
17.
Anusorn Singhapakdi Scott J. Vitell George R. Franke 《Journal of the Academy of Marketing Science》1999,27(1):19-36
This study uses responses from a survey of marketing professionals in a structural equation model linking antecedents and
consequences of two dimensions of personal moral philosophies (idealism and relativism) and perceived moral intensity (PMI).
Mixed support is found for hypothesized effects of gender, religiosity, education, experience, salary, and corporate ethical
values on idealism and relativism. Idealism increases and relativism decreases PMI in four ethical scenarios. PMI increases
perceptions of ethical problems, which reduce intentions to act unethically. The study tests whether relationships between
variables, revealing that PMI has direct as well as indirect effects on intentions. Intentions are also influenced by gender:
women have more ethical intentions than men, on average, and this effect is not mediated by other variables in the model.
Anusorn Singhapakdi is an associate professor of marketing at Old Dominion University. He has also served on the marketing faculty at Lamar University,
Texas, and at Thammasat University, Thailand. His papers on topics in marketing ethics and social responsibility have been
published in theJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing,
Journal of Public Policy & Marketing, and various other journals and proceedings.
Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi. He received his Ph.D. in marketing from Texas
Tech University. His work has previously appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Macromarketing, Journal of Business
Ethics, Research in Marketing, International Marketing Review, and in other journals and proceedings.
George R. Franke is an associate professor and Reese Phifer Fellow of Marketing at the University of Alabama. His research interests include
ethics, public policy, advertising, and research methodology. His publications have received best-paper awards from theJournal of Advertising, Journal of Marketing Research, American Marketing Association, and Southern Marketing Association. 相似文献
18.
Barry J. Babin James S. Boles William R. Darden 《Journal of the Academy of Marketing Science》1995,23(2):94-105
This study examines salesperson stereotypes and their effect on the selling environment. After reviewing relevant literature,
the authors advance a hierarchical structure of salesperson stereotype categories. Experimental results suggest that stereotypes
influence consumer emotions, and these emotions then mediate the relationship between stereotype activation and subsequent
consumer cognitions.
He received his Ph.D. from Louisiana State University in 1991. His expertise is in the area of consumer behavior and research
methods. Current research topics center on consumption-related emotions, their measurement, and their impact on decision making.
His research appears in theJournal of Consumer Research, Journal of Business Research, Journal of Consumer Affairs, Advances in Consumer Research, as well as in numerous other national and regional publications.
He received his Ph.D. from Louisiana State University. His research centers on sales management and the conflicting roles
of salespeople. His work appears in prestigious outlets such as theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, Journal of Marketing Education, as well as in various conference proceedings.
He received his Ph.D. from the University of North Carolina. He was named Outstanding Marketing Educator by the Academy of
Marketing Science in 1990. He has published more than 400 scholarly articles in prestigious outlets such as theJournal of the Academy of Marketing Science, Journal of Consumer Research, Journal of Marketing Research, andJournal of Marketing. 相似文献
19.
Charles H. Schwepker O. C. Ferrell Thomas N. Ingram 《Journal of the Academy of Marketing Science》1997,25(2):99-108
Several leading models of ethical decision making include factors contributing to an organization’s ethical climate as significant
determinants affecting ethical choice. The relationship of ethical climate to ethical conflict and role conflict is examined
in a salesperson context. Results suggest that salespersons’ perceptions of a positive ethical climate are negatively associated
with their perceived ethical conflict with sales managers. Implications and directions for future research are provided.
He has experience in wholesale and retail sales. His research interests are in sales, sales management, marketing ethics,
and consumer behavior. His articles have appeared in theJournal of Public Policy and Marketing, Journal of Business Ethnics, Journal of Marketing Management, Journal of Marketing
Theory & Practice, andIndustrial Marketing Management, as well as various national and regional proceedings. He is coauthor ofSales Management: Analysis and Decision-Making.
He is currently the president of the Academic Council of the American Marketing Association. He is a Southern Marketing Association
Fellow and a Southwestern Marketing Association Fellow. He has published 15 books and more than 50 articles. His books includeMarketing: Concepts and Strategies andBusiness Ethics. His work has appeared inJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, among others. His major research focus is marketing implementation and ethical compliance frameworks for organizations.
Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil.
He has received various teaching and research awards, including being named the Marketing Educator of the Year by Sales and
Marketing Executives International (SMEI). His primary research is in personal selling and sales management. His work has
appeared inJournal of Marketing, Journal of Marketing Research, Journal of Personal Selling & Sales Management, andJournal of the Academy of Marketing Science, among others. He is the coauthor of five textbooks, includingThe Professional Selling Skills Workbook, Sales Management: Analysis and Decision-Making, andMarketing Principles and Perspective. 相似文献
20.
Jeffrey G. Blodgett Long-Chuan Lu Gregory M. Rose Scott J. Vitell 《Journal of the Academy of Marketing Science》2001,29(2):190-202
This study applied Hofstede’s typology to examine the effect of culture on ethical sensitivity toward various stakeholders.
It was found that uncertainty avoidance had a positive effect and that power distance and individualism/masculinity had negative
effects on ethical sensitivity. The results also indicated that ethical sensitivity to stakeholder interests is dependent
on which stakeholder is affected. Although Americans and Taiwanese sales agents were equally sensitive to customer interests,
the Taiwanese were more sensitive to the interests of their company and a competitor but were less sensitive to the interests
of a colleague. This study should prove valuable to international marketers because the cultural typology allows managers
to identify differences in work-related values of employees across different nationalities and thus provides a theoretical
base for designing more effective sales management practices.
Jeffrey G. Blodgett (Ph.D., Indiana University) is an associate professor of marketing at the University of Mississippi. His research interests
include consumer complaint behavior and cross-cultural issues. His work has been published in theJournal of Retailing, Journal of Services Research, Journal of Business Research, Psychology and Marketing, and in other marketing journals.
Long-Chuan Lu is an assistant professor of marketing at the National Chung-Cheng University of Taiwan. He received his Ph.D. from the University
of Mississippi. His work has previously appeared in theJournal of Business Ethics, in addition to other journals and conference proceedings.
Gregory M. Rose (Ph.D., University of Oregon) is an assistant professor of marketing at the University of Mississippi. His research interests
include consumer socialization and cross-cultural consumer behavior. He has published articles in theJournal of Consumer Research, Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Consumer
Psychology, Journal of Advertising, Journal of Marketing, and other journals and proceedings.
Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi, receiving his Ph.D. from Texas Tech University.
His previous work has appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, andResearch in Marketing and the Journal of Business Ethics, in addition to numerous other journals and conference proceedings. 相似文献