共查询到20条相似文献,搜索用时 31 毫秒
1.
Relational communication traits and their effect on adaptiveness and sales performance 总被引:1,自引:0,他引:1
Michael L. Boorom Jerry R. Goolsby Rosemary P. Ramsey 《Journal of the Academy of Marketing Science》1998,26(1):16-30
Two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive
selling framework to assess their impact on salesperson adaptiveness and sales performance. Using a sample of 239 insurance
salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved
in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research
highlights the importance of effective communication within sales interactions and offers suggestions to improve salesperson
communication skill.
Michael L. Boorom is an associate professor of marketing and associate dean of the school of business and public administration at California
State University, San Bernardino. He received his Ph.D. from the University of South Florida. His research interests are salesperson
and sales manager communication skills. His work has been published in theJournal of Personal Selling & Sales Management and several conferences.
Jerry R. Goolsby is an associate professor of marketing at the University of South Florida. He received his Ph.D. from Texas Tech University.
His research interests include sales interactions and salesperson burnout and coping strategies. His work has been published
in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and other marketing journals.
Rosemary P. Ramsey is a professor and chair of the management and marketing department at Eastern Kentucky University. She earned her Ph.D.
from University of Cincinnati. Her research interests include sales interactions and measurement issues. Her work has been
published in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Personal Selling & Sales Management,
Journal of Social Behavior and Personality. andJournal of Marketing Education. 相似文献
2.
Pratibha A. Dabholkar Dayle I. Thorpe Joseph O. Rentz 《Journal of the Academy of Marketing Science》1996,24(1):3-16
Current measures of service quality do not adequately capture customers’ perceptions of service quality for retail stores
(i.e., stores that offer a mix of goods and services). A hierarchical factor structure is proposed to capture dimensions important
to retail customers based on the retail and service quality literatures as well as three separate qualitative studies. Confirmatory
factor analysis based on the partial disaggregation technique and cross-validation using a second sample support the validity
of the scale as a measure of retail service quality. The implications of this Retail Service Quality Scale for practitioners,
as well as for future research, are discussed.
She received her Ph.D. from Georgia State University. Her research interests include attitude and choice models, service quality
and customer satisfaction issues, technology in service delivery, and business-to-business relationships. She has published
articles in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Consumer Research, Journal of Consumer
Satisfaction, Dissatisfaction, and Complaining Behavior, Journal of Health Care Management, International Journal of Research
in Marketing, andPsychology and Marketing, as well as in various conference proceedings.
She also holds a B.S. and an M.S. from Florida State University and an M.B.A. from Mercer University. Her research interests
include services marketing, service quality, retailing, and manager-employee relationships. Her publications include articles
in theJournal of Consumer Satisfaction, Dissatisfaction, and Complaining Behavior, The Service Industries Journal, and in various conference proceedings.
He received his Ph.D. from the University of Georgia. His research interests include cohort analysis, measurement issues,
generalizability studies, and customer satisfaction. He has published articles in theJournal of the Academy of Marketing Science, Journal of Advertising, Journal of Marketing, Journal of Marketing Research, and theJournal of Personal Selling and Sales Management, as well as in several conference proceedings. 相似文献
3.
Andrea L. Dixon Rosann L. Spiro Lukas P. Forbes 《Journal of the Academy of Marketing Science》2003,31(4):459-467
The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their
sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions
for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided
the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives
(veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that
rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers
and directions for future research are discussed.
Andrea L. Dixon (Andrea. Dixon@uc.edu) (Ph.D., Indiana University) is an assistant professor of marketing at the University of Cincinnati.
Her research focuses on selling behaviors, team selling, integrating technology and personal selling, and the role of developmental
relationships in enhancing creativity and productivity in the sales division. The primary focus of her research is improving
the performance of sales representatives and the sales organization or unit. She has published in theJournal of the Academy of Marketing Science, theJournal of Marketing, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of the Academy of Marketing Science and theJournal of Personal Selling and Sales Management. Dixon is the vice chair for conference programming of the Selling and Sales Management Special Interest Group of the American
Marketing Association.
Rosann L. Spiro (spiro@ indiana.edu), Ph. D., is a professor of marketing and chairperson of the Marketing Department at Indiana University
in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, International Marketing, Business-to-Business
Marketing Strategy, and Managerial Research in Marketing. Her research interests focus on sales strategy, sales management,
and personal selling. Her work has appeared in numerous publications, including theJournal of Marketing Research, theJournal of Marketing, theJournal of Consumer Research, theJournal of Business, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of Personal Selling and Sales Management andMarketing Management. She is also a coauthor of a leading sales management text,Management of a Sales Force (11 th ed.). She formerly served as the chairperson of the Board of the American Marketing Association. Curtently she serves
on an Advisory Board for the Univted States Bureau of Census and is the chair of the Selling and Sales Management Special
Interest Group of the American Marketing Association.
Lukas P. Forbes (Lukas.Forbes@wku.edu) is an assistant professor of marketing in the Gordon Ford College of Business at Western Kentucky
University. He received his B.S. from the United States Military Academy at West Point, his M.B.A. from worcester Polytechnic
Institute, and is completing his Ph.D. at the University of Kentucky. His research interests include personal selling, services,
and product development. He has previously published in the American Marketing Association Educators and Frontiers in Services
conference proceedings. 相似文献
4.
Victoria D. Bush Gregory M. Rose Faye Gilbert Thomas N. Ingram 《Journal of the Academy of Marketing Science》2001,29(4):391-404
Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases,
possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although
marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships,
the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive
selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication
competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance
in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural
communication into the development of successful buyer-seller relationships are discussed.
Victoria D. Bush (Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi. Her research has
appeared in such journals as theJournal of Advertising, theJournal of Advertising Research, Industrial Marketing Management, theJournal of Public Policy and Marketing, theJournal of Business Ethics, and theJournal of Services Marketing. Her research interests are in diversity, advertising, and ethics.
Gregory M. Rose (Ph.D., University of Oregon) is an associate professor of marketing at the University of Mississippi. His research interests
include consumer socialization and cross-cultural consumer behavior. He has published or has forthcoming articles in theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Advertising, theJournal of Marketing, and other journals and proceedings.
Faye Gilbert (Ph.D., University of North Texas) is an associate professor of marketing at the University of Mississippi. She has published
in theJournal of Business Research, Psychology and Marketing, theJournal of Health Care Marketing, theJournal of Research in Pharmaceutical Economics, theJournal of Applied Business Research, theJournal of Marketing Management, theJournal of Marketing Theory and Practice, and theJournal of Marketing Education, among others. Her work emphasizes the application of consumer behavior theory to health care and to channel relationships.
Thomas N. Ingram (Ph.D., Georgia State University) is a professor of marketing at Colorado State University. He has been honored as the Marketing
Educator of the Year by Sales and Marketing Executives International (SMEI) and as a recipient of the Mu Kappa Tau National
Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline. He has served as
the editor of theJournal of Personal Selling and Sales Management and is the current editor of theJournal of Marketing Theory and Practice. His primary research is in personal selling and sales management. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of the Academy of Marketing Science, among others. He is the coauthor of three textbooks:Professional Selling: A Trust-Based Approach, Sales Management: Analysis and Decision Making, andMarketing: Principles and Perspectives. 相似文献
5.
Pratibha A. Dabholkar Wesley J. Johnston Amy S. Cathey 《Journal of the Academy of Marketing Science》1994,22(2):130-145
A framework for business-to-business interaction is proposed that integrates approaches to bargaining from social psychology
and economics to provide a conceptual paradigm emphasizing long-term exchange relationships rather than individual transactions.
The authors propose a classification of negotiation behavior along two continuous dimensions and examine the mechanics of
the dyadic negotiation process that translate negotiation behavior into long-term relationships. They suggest that exchange
relationships are formed by achieving mutually beneficial outcomes from a series of exchange transactions and that there is
a bi-directional link between negotiation behavior and exchange relationships mediated by negotiation outcomes. The framework
also explores the determinants of negotiation behavior in dyadic negotiations between businesses in terms of organizational,
individual, and “other party” influences. Propositions are developed, using both role theory and economic bargaining theory,
to support the overall framework. Finally, the classification of negotiation behavior is revisited to examine the evolution
of exchange relationships over time.
She received her Ph.D. from Georgia State University. Her research interests include attitude and choice models, services
marketing, customer satisfaction, and business-to-business relationships. She has published articles in theJournal of Consumer Research, Journal of Business Research, Psychology and Marketing, Journal of Consumer Satisfaction, Dissatisfaction,
and Complaining Behavior, and theJournal of Health Care Management, as well as various conference proceedings.
He received his Ph.D. from the University of Pittsburgh. His research interests include organizational buying behavior, negotiation
strategies, small group dynamics, and cross-cultural differences in buyer-seller interactions. His research has been published
in theJournal of Marketing, Journal of Consumer Research, Journal of International Business Studies, andIndustrial Marketing Management, as well as numerous conference proceedings.
She also holds an M.B.A. from the Uni- versity of Tennessee. Her research interests include consumer value determination,
consumer satisfaction, and business-to-business relationships. 相似文献
6.
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
7.
Beverly T. Venable Gregory M. Rose Victoria D. Bush Faye W. Gilbert 《Journal of the Academy of Marketing Science》2005,33(3):295-312
Marketing concepts such as corporate identity, image, and branding are important strategies for nonprofit organizations. In
particular, brand personality has been advocated by practitioners but has not been empirically investigated in the nonprofit
context. According to social exchange theory and trust, the authors argue that nonprofit stakeholders perceive nonprofit organizations
at an abstract level because of the organizations’ intangibility and social ideals. This study develops and refines a parsimonious
measure of brand personality specifically for the nonprofit context. The authors conduct a series of six multimethod studies
of nonprofit stakeholders to validate the role of brand personality in nonprofit organizations. The results yield four dimensions
of brand personality for nonprofits: integrity, nurturance, sophistication, and ruggedness. Thus, current and potential donors
ascribe personality traits to nonprofit organizations and differentiate between nonprofits on the basis of the organizations’
personality. Finally, nonprofit brand personality may influence potential donors’ likelihood to contribute.
Beverly T. Venable (venable_beverly@colstate.edu; Ph.D., University of Mississippi) is an assistant professor of marketing at Columbus State
University. Her research interests are in nonprofit marketing, branding, and ethics. She has published in theJournal of Business Ethics and several national and international proceedings.
Gregory M. Rose (rosegm@u.washington.edu; Ph.D., University of Oregon) is an associate professor of marketing at the University of Washington,
Tacoma. His research interests include consumer socialization and cross-cultural consumer behavior. He has published articles
in theJournal of Consumer Research, theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Advertising, and theJournal of Consumer Psychology, as well as other journals and proceedings.
Victoria D. Bush (vbush@bus.olemiss.edu; Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi.
Her research interests include cultural diversity in buyer-seller relationships, advertising ethics, and Internet marketing.
Her research has been published in theJournal of the Academy of Marketing Science, theJournal of Advertising Research, theJournal of Advertising, theJournal of Public Policy and Marketing, andIndustrial Marketing Management, as well as other journals and proceedings.
Faye W. Gilbert (faye.gilbert@gcsu.edu; Ph.D., University of North Texas) is a professor of marketing and dean of the J. Whitney Bunting
School of Business at Georgia College and State University. Her research interests are in customer relationship management,
health care marketing, and sales management. She has published in theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Retailing, Psychology and Marketing, as well as other journals and proceedings. 相似文献
8.
Jean L. Johnson Ruby Pui-Wan Lee Amit Saini Bianca Grohmann 《Journal of the Academy of Marketing Science》2003,31(1):74-89
This article develops the concept of market-focused strategic flexibility. It begins with a review of the historical perspectives
of strategic flexibility. To support the conceptualization, the authors offer a theoretical schema that considers market-focused
strategic flexibility as conceptually rooted in capabilities theory, resource-based views of the firm, and options. With the
conceptualization in place, the authors propose an integrative model that explicates the mediating role of market-focused
strategic flexibility in marketing strategy frameworks. Propositions are developed relating market-driven and driving orientations
to market-focused strategic flexibility with consideration for how turbulent macro environments modify the relationship. In
addition, the authors offer propositions regarding outcomes of market-focused strategic flexibility under conditions of macro
environmental turbulence.
Jean L. Johnson is an associate professor of marketing at Washington State University. Her research includes partnering capabilities development
in, and management of, interfirm relationships and management of international strategic alliances. Her research appears in
journals such as theJournal of Marketing, theJournal of International Business Studies, theJournal of the Academy of Marketing Science, and theInternational Journal of Research in Marketing. She serves on the editorial boards of theJournal of Marketing and theJournal of the Academy of Marketing Science and reviews for others. She spent several years in the advertising industry and has lived, taught, and conducted research
in France and Japan.
Ruby Pui-Wan Lee is a doctoral candidate in the marketing department at Washington State University. Her areas of research include interfirm
relationships marketing strategy, and international marketing. She has presented papers at major conferences. In addition,
her research has appeared in the theJournal of Advertising Research and theJournal of International Consumer Marketing.
Amit Saini is a doctoral candidate in marketing at Washington State University. He conducts research in the area of marketing strategy
implementation, technology-marketing interface, e-commerce strategy, and customer relationship management. He has presented
papers at major conferences, and his research appears in theAmerican Marketing Association—Marketing Educator's Conference Proceedings. His industry experience includes sales management and quantitative market research.
Bianca Grohmann is an assistant professor in the John Molson School of Business at Concordia University. She received her Ph.D. from Washington
State University in 2002. Her research focuses on consumer behavior issues such as gift giving, selfprophecy, and consumer
response to sensory stimuli in purchase situations. She has made numerous presentations at major conferences such as those
of the Association for Consumer Research and the Society for Consumer Psychology. 相似文献
9.
Cornelia Dröge Diane Halstead Robert D. Mackoy 《Journal of the Academy of Marketing Science》1997,25(1):18-30
A general model of satisfaction formation is proposed that extends the seminal disconfirmation of expectations model by explicitly
incorporating the processing of both chosen and nonchosen alternatives. Using presidential election data, the results show
that satisfaction with the nonchoice does remain salient in the determination of overall postchoice satisfaction. Disconfirmation
related to either the chosen or the nonchosen alternative influences satisfaction with both the chosen and the nonchosen alternative.
Overall, the model suggests that the nonchoice alternative may continue to be relevant in the satisfaction formation process.
She received her Ph.D. from McGill University. Her work has appeared in theJournal of Marketing Research, Journal of the Academy of Marketing Science, International Journal of Research in Marketing,
Decision Sciences, Journal of Macromarketing, and numerous other journals and conference proceedings. She is also coauthor of three books.
She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science; Journal of Business Research; International Journal of Research in Marketing;
Journal of Services Marketing; Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior; and other journals and conference proceedings. Dr. Halstead was formerly an account executive with Needham Harper Worldwide
and Director of Marketing and Media Services at Maxwell Advertising.
Robert D. Mackoy received his Ph.D. from Michigan State University and is an assistant professor of marketing at Butler University. His research
has appeared in theJournal of Retailing; Journal of Macromarketing; Journal of Services Marketing; Journal of Social Psychology; Journal of Consumer
Satisfaction, Dissatisfaction and Complaining Behavior; and the proceedings of the American Marketing Association, Association for Consumer Research, and Marketing and Public Policy
conferences. 相似文献
10.
Jule B. Gassenheimer Terri A. Scandura 《Journal of the Academy of Marketing Science》1993,21(2):155-160
External and internal influences on channel outcomes are examined. Research hypotheses are presented on main and interaction
effects of supplier relative market position and internal influence measures with respect to buyer perceptions of channel
outcomes. Data from dealers (N=324) in the office systems and furniture industry were used to test the proposed relationships.
Among the findings is that the effects of power generated from conditions outside the channel dyad and the use of coercive
influence strategies account for a significant share of the variance in dealers’ perceptions of control. Implications and
suggestions for future research are provided.
She received her Ph.D. from the University of Alabama. Her research interests include buyer-seller relationships and channel
strategy. She has published in theJournal of Marketing, Journal of Retailing, Journal of Personal Selling and Sales Management, Marketing Letters, and other journals.
She received her Ph.D. from the University of Cincinnati. Her fields of interest include leadership, mentorship, and management
development. She has published in theJournal of Applied Psychology, Industrial Relations, Journal of Organizational Behavior, Educational and Psychological Measurement, and other journals. 相似文献
11.
Diane Haistead David Hartman Sandra L. Schmidt 《Journal of the Academy of Marketing Science》1994,22(2):114-129
Customer satisfaction research is integrated with research on higher education in developing a model of alumni satisfaction
with college education. The model proposes that alumni satisfaction with higher education is a function of two performance
and disconfirmation attributes: intellectual environment and employment preparation. The model was tested among 475 alumni
of a major Eastern undergraduate business school and demonstrates the advantage of modeling the disconfirmation paradigm with
multiple sources of satisfaction.
She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Services Marketing,
Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, and proceedings of the American Marketing Association and the Association for Consumer Research. She was formerly an account
executive at Needham Harper Worldwide and Director of Marketing at Maxwell Advertising. Her research interests include consumer
satisfaction, complaining behavior, and advertising management.
He received his Ph.D. in marketing from Michigan State University. His work has appeared in theJournal of Advertising, Journal of Retail Banking, Journal of Services Marketing, and theHaring Symposium Proceedings. He has held several positions in the banking industry, most recently as Group Vice President at Michigan National Bank in
Grand Rapids. His research interests include services marketing, consumer satisfaction, and direct marketing.
She received her Ph.D. in marketing from the University of Cincinnati. Her work has appeared in theJournal of Retailing, Industrial Marketing Management, Journal of Marketing Education, and other marketing-related publications. Her research interests include not-for-profit organizations, consumer satisfaction,
and services marketing. 相似文献
12.
Sridhar N. Ramaswami Sanjeev Agarwal Mukesh Bhargava 《Journal of the Academy of Marketing Science》1993,21(3):179-193
This study presents an integrated work alienation model that includes a number of relevant exogenous antecedents from the
task, supervisory, and organizational structure domains. The study hypothesizes that these antecedents influence work alienation
of marketing employees both directly and indirectly because of the effects they have on employees’ role stress and commitment
to the organization. Simultaneous inclusion of relevant antecedents enables the study to establish the relative importance
of each antecedent for work alienation of employees. The study also includes a comparative evaluation of the applicability
of the proposed model for subgroups of employees stratified by gender.
He obtained his Ph.D. at the University of Texas at Austin and has several years of practical experience in sales management.
His research interests are in the areas of sales management, marketing strategy, and international marketing. He has previously
published in the International Journal of Research in Marketing, Journal of Economic Behavior and Organization, Journal of International Business
Studies, Journal of Personal Selling and Sales Management, and a number of other marketing/international journals.
He obtained his Ph.D. at Ohio State University. His practical experience includes international trade of merchandise and sales
and supply of industrial plants and equipment. His research interests are in the areas of international marketing and sales
management. He has previously published in Advances in International Marketing, International Trade Journal, Journal of International Business Studies, and Journal of Personal Selling and Sales Management, and has contributed to several national and international conference proceedings.
He obtained his Ph.D. at the University of Texas at Austin and has several years of practical experience in advertising management.
His research interests are in the areas of advertising, marketing strategy, and international marketing. He has previously
published in the Journal of Advertising Research and has contributed to several national conference proceedings. 相似文献
13.
The impact of suppliers' perceptions of reseller market orientation on key relationship constructs 总被引:1,自引:0,他引:1
Thomas L. Baker Penny M. Simpson Judy A. Siguaw 《Journal of the Academy of Marketing Science》1999,27(1):50-57
A number of researchers have reported the positive benefits of creating and maintaining a market orientation. This study is
one of the first to explicitly investigate the effects of market orientation within a channel context. It is proposed that
a supplier's perceptions of a reseller's market orientation will positively affect the supplier's perceptions of certain key
relationship marketing constructs. Data collected from 380 suppliers were used to test the hypotheses. All hypotheses were
supported.
Thomas L. Baker is an associate professor of marketing in the Cameron School of Business at the University of North Carolina at Wilmington.
He was awarded his doctorate in 1990 from Florida State University. His research has been published in theJournal of Marketing, Journal of Retailing, Journal of Personal Selling and Sales Management, Journal of Business Research, and other journals as well as international, national, and regional proceedings.
Penny M. Simpson is an associate professor of marketing and the David D. Morgan Professor of Marketing at Northwestern State University of
Louisiana. She was awarded her doctorate in 1991 from Louisiana Tech University. Her research interests include channel relationships,
market orientation, and advertising effectiveness. Her articles have been published in theJournal of Marketing, Journal of Academy of Marketing Science, Journal of Health Care Marketing, Journal of Business Ethics,
Psychological Reports, and other journals and proceedings.
Judy A. Siguaw is an associate professor of marketing at Cornell University, School of Hotel Administration. She was awarded her doctorate
in 1991 from Louisiana Tech University. She has published in numerous journals, including theJournal of Marketing, Journal of Marketing Research, Journal of Strategic Marketing, Journal of Business Ethics, andIndustrial Marketing Management. She has also published many conference proceedings, including those for the Academy of Marketing Science, the American Marketing
Association, and the European Marketing Academy. 相似文献
14.
Despite intense research interest in the role stress phenomenon in marketing over the last decade, there have been few attempts
to explain the sometimes discrepant findings. This study investigated the influence of three potential moderators (education,
job tenure, and work group cohesion) on role stress-job outcome relationships. Hypotheses were developed and tested in two
work contexts of interest to marketers: industrial selling and purchasing. Findings point to some interesting moderating effects
in the two samples. Work group cohesion reduced the dysfunctional effect of role stress on organizational commitment among
industrial buyers. However, a more cohesive sales group experienced stronger dysfunctional effects from role stress on organizational
commitment. Level of education buffered the role stress-organizational commitment link but only among industrial sales representatives.
Managerial and research implications are also discussed.
His research interests are in the areas of job satisfaction, performance, and motivation issues in personal selling and organizational
buying. Michaels’ research has appeared in theJournal of Marketing Research, Journal of Marketing, Journal of Personal Selling and Sales Management, Journal of International
Business Studies, Journal of Business Research, andIndustrial Marketing Management.
She received her M.B.A. degree in marketing from Boston University. Dixon’s research has appeared in theJournal of Consumer Satisfaction/Dissatisfaction and Complaining Behavior and AMA’sEnhancing Knowledge Development in Marketing. She is a member of the Academy of Marketing Science, the American Marketing Association, and the Association for Consumer
Research. Her current research interests include personal selling, sales management, and services marketing. 相似文献
15.
Development and validation of scales to measure attitudes influencing monetary donations to charitable organizations 总被引:1,自引:0,他引:1
Deborah J. Webb Corliss L. Green Thomas G. Brashear 《Journal of the Academy of Marketing Science》2000,28(2):299-309
Charitable organizations are under increasing financial pressure to attract and retain private donors. However, scales measuring
consumer attitudes toward giving to charity have yielded ambiguous results in the past. Scales to measure consumer attitudes
toward the act of helping others and toward charitable organizations are developed and tested for dimensionality and internal
consistency using advocated procedures. The resulting measures are important to academicians, policymakers, and practitioners
in the development of theory, public policy, and marketing strategy.
Deborah J. Webb is a visiting assistant professor of marketing in the J. Mack Robinson College of Business at Georgia State University. She
received her Ph.D. from Georgia State University. Her research interests are consumer behavior, marketing and society, and
social marketing. Her work has been published in theJournal of Public Policy & Marketing and theJournal of Nonprofit and Public Sector Marketing.
Corliss L. Green is an assistant professor of marketing in the J. Mack Robinson College of Business at Georgia State University. She obtained
her Ph.D. from Florida State University. Her research interests include advertising and promotion, ethnic consumer behavior,
and social marketing. Her research has appeared in such journals as theJournal of Retailing, theJournal of Advertising, theJournal of Advertising Research, theJournal of Services Marketing, and various other journals and proceedings.
Thomas G. Brashear is an assistant professor of marketing in the Eugene M. Isenberg School of Management at the University of Massachusetts
Amherst. He received his Ph.D. from Georgia State University. His research focuses on international marketing management,
sales management, and research methodology. 相似文献
16.
Judy A. Wagner Noreen M. Klein Janet E. Keith 《Journal of the Academy of Marketing Science》2001,29(3):289-306
This research investigates the impact of selling strategies on selling effectiveness. The authors compare two selling strategies:
(1) an agenda strategy, in which a salesperson attempts to influence the structure of the buyer’s decision by suggesting constraints
that eliminate competitive products from consideration, and (2) a more typical selling strategy that summarizes the target
product’s benefits. The results show that when sellers use an agenda selling strategy, target products receive higher evaluations
and have higher probabilities of being considered and chosen. Buyer expertise moderates this effect, with the agenda strategy
in most cases having more impact on novice buyers than on expert buyers. These findings demonstrate the importance of selling
strategy to selling effectiveness, suggest the potential benefit for sellers of using selling strategies that attempt to influence
the structure of the buyer’s decision, and provide support for the contingent nature of selling effectiveness.
Judy A. Wagner (Ph.D., Virginia Polytechnic Institute and State University) is currently an assistant professor of marketing at the University
of Texas at Arlington. Her primary research interests are personal selling strategies, sales management, and buyer decision
making. Her research has been published inAdvances in Consumer Research and the proceedings of the American Marketing Association and is forthcoming in theJournal of Business Research.
Noreen M. Klein (Ph.D., Pennsylvania State University) is currently an associate professor of marketing at Virginia Polytechnic Institute
and State University. Her research interests include consumer decision making and the behavioral aspects of pricing, and her
research has been published in theJournal of Consumer Research andOrganizational Behavior and Human Decision Making.
Janet E. Keith (Ph.D., Arizona State University) is currently an associate professor of marketing at Virginia Polytechnic Institute and
State University. Her research interests lie in behavioral issues in channels of distribution and in sales and sales management.
Her studies have been published in journals such as theJournal of Marketing Research, Journal of Marketing, Journal of Business Research, andJournal of Marketing Channels. 相似文献
17.
Scott B. MacKenzie Philip M. Podsakoff Gregory A. Rich 《Journal of the Academy of Marketing Science》2001,29(2):115-134
This study examines the impact of transformational and transactional leader behaviors on the sales performance and organizational
citizenship behaviors of salespeople, as well as the mediating role played by trust and role ambiguity in that process. Measures
of six forms of transformational leader behavior, two forms of transactional leader behavior, trust, and role ambiguity were
obtained from 477 sales agents working for a large national insurance company. Objective sales performance data were obtained
for the agents, and their supervisors provided evaluations of their citizenship behaviors. The findings validate not only
the basic notion that transformational leadership influences salespeople to perform “above and beyond the call of duty” but
also that transformational leader behaviors actually have stronger direct and indirect relationships with sales performance
and organizational citizenship behavior than transactional leader behaviors. Moreover, this is true even when common method
biases are controlled. The implications of these findings for future research are discussed.
Scott B. Mackenzie (Ph.D., UCLA, 1983) is the IU Foundation Professor of marketing at the Kelley School of Business, Indiana University. His
research on advertising effectiveness, organizational citizenship behavior, and leadership issues can be found in theJournal of Marketing Research, Journal of Marketing, Journal of Consumer Research, Journal of the Academy of Marketing Science,
Journal of Personal Selling & Sales Management, Journal of Applied Psychology, Organizational Behavior and Human Decision
Processes, Personnel Psychology, Journal of Management, andThe Leadership Quarterly. Currently, he serves on the editorial boards of theJournal of Marketing Research, Journal of Marketing, Journal of Consumer Research, Journal of the Academy of Marketing Science, andJournal of Consumer Psychology.
Philip M. Podsakoff (DBA, Indiana University, 1980) is a professor of organizational behavior and human resources and the John F. Mee Chair of
Management at the Kelley School of Business, Indiana University. He is the author or coauthor of more than 65 articles and/or
scholarly book chapters that have appeared in such journals as theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Academy of Management Journal,
Psychological Bulletin, Organizational Behavior and Human Decision Processes, Journal of Applied Psychology, The Leadership
Quarterly, Organizational Dynamics, Research in Organizational Behavior, Journal of International Business Studies, Journal
of Personal Selling & Sales Management, and theJournal of Occupational and Organizational Psychology. He serves on the Board of Editors of theJournal of Applied Psychology, Organizational Behavior and Human Decision Processes, andThe Leadership Quarterly.
Gregory A. Rich (Ph.D., Indiana University, 1996) is an assistant professor of marketing at Bowling Green State University. His primary research
interest is in the application of leadership theory to issues of sales management, and his work has been published in theJournal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, Personnel Psychology, Journal
of Business-to-Business Marketing, and several conference proceedings. 相似文献
18.
An investigation of team information processing in service teams: Exploring the link between teams and customers 总被引:2,自引:0,他引:2
Dawn R. Deeter-Schmelz Rosemary P. Ramsey 《Journal of the Academy of Marketing Science》2003,31(4):409-424
In an effort to satisfy the needs of increasingly knowledgeable and demanding customers, many organizations are implementing
teams in customer contact positions. Unfortunately, stifled information flows and poor communication often impede their effectiveness.
To help managers build more effective teams, the authors develop and test a model of team information processing that includes
both antecedents (information acquisition, team norms, team size, and team longevity) and outcomes (customer satisfaction
with service). Data collected from 61 health care teams, as well as from 1,598 patients served by these teams, are used to
investigate the hypothesized relationships between variables. Partial support for the model is provided. Based on these findings,
implications for researchers and practitioners are offered.
Current knowledge is the life blood of knowledge work, and the ability to transfer it is a key differentiating characteristic
between effective and ineffective knowledge work teams.-Fisher and Fisher (1998:174)
Dawn R. Deeter-Schmelz (deeter-s@ohio.edu) (Ph.D., University of South Florida) is an associate professor of marketing at Ohio University. Her research
interests include customer contact teams, business-to-business electronic commerce, sales management, and scale development.
She has published in theJournal of Personal Selling & Sales Management, Industrial Marketing Management, theJournal of Marketing Education, theJournal of Marketing Theory and Practice, and theJournal of Business Logistics, among others.
Rosemary P. Ramsey (rosemary.ramsey@wright.edu) (Ph.D., University of Cincinnati) is associate dean in the Raj Sain College of Business at Wright
State University. Her research interests include relationship management and measurement. Prior to pursuing her doctorate,
she held marketing and sales positions for NCR Corporation. She has published in theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Business Research, theJournal of Personal Selling & Sales Management, and theJournal of Marketing Education, among others. 相似文献
19.
Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes 总被引:4,自引:0,他引:4
Rosemary P. Ramsey Ravipreet S. Sohi 《Journal of the Academy of Marketing Science》1997,25(2):127-137
A thorough understanding of how businesses gain and maintain long-term relationships with clients is critical in today’s environment.
This study develops a scale for salesperson listening behavior and investigates the impact of customers’ perceptions of salespeople’s
listening behavior on trust, satisfaction, and anticipation of future interaction. A structural equations model is developed
and empirically tested using a sample of new car buyers. The research results suggest that listening is a higher-order construct
composed of three dimensions: (a) sensing, (b) evaluating, and (c) responding. When customers perceive a high level of listening
behavior by a salesperson, it enhances their trust in the salesperson and leads to greater anticipation of future interaction.
Implications and future research issues are discussed.
Her research interests include measurement issues, buyer-seller relationships, sales technology, and creativity. She has published
inJournal of Retailing, Journal of Business Research, Journal of Personal Selling & Sales Management, and various other journals and proceedings.
His research interests include issues in personal selling, sales management, and channels of distribution. He has published
inEuropean Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Macromarketing, Journal of Marketing
Theory and Practice, Journal of Retailing, Psychology and Marketing, and various conference proceedings. 相似文献
20.
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