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1.
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
2.
Customer value,satisfaction, loyalty,and switching costs: An illustration from a business-to-business service context 总被引:18,自引:0,他引:18
Shun Yin Lam Venkatesh Shankar M. Krishna Erramilli Bvsan Murthy 《Journal of the Academy of Marketing Science》2004,32(3):293-311
Although researchers and managers pay increasing attention to customer value, satisfaction, loyalty, and switching costs,
not much is known about their interrelationships. Prior research has examined the relationships within subsets of these constructs,
mainly in the business-to-consumer (B2C) environment. The authors extend prior research by developing a conceptual framework
linking all of these constructs in a business-to-business (B2B) service setting. On the basis of the cognition-affect-behavior
model, the authors hypothesize that customer satisfaction mediates the relationship between customer value and customer loyalty,
and that customer satisfaction and loyalty have significant reciprocal effects on each other. Furthermore, the potential interaction
effect of satisfaction and switching costs, and the quadratic effect of satisfaction, on loyalty are explored. The authors
test the hypotheses on data obtained from a courier service provider in a B2B context. The results support most of the hypotheses
and, in particular, confirm the mediating role of customer satisfaction.
Shun Yin Lam (asylam@ntu.edu.sg; fax: 65-6791-3697) is an assistant professor of marketing and international business in the Nanyang Business
School at Nanyang Technological University in Singapore. Lam received his Ph.D. from the University of Western Ontario and
has research interests in a number of areas including retail marketing, customer loyalty, and customers’ adoption and usage
of technology. His work has appeared inMarketing Science, theJournal of Retailing, theInternational Journal of Research in Marketing, andAdvances in Consumer Research.
Venkatesh (Venky) Shankar (vshankar@rhsmith.umd.edu) is Ralph J. Tyser Fellow and an associate professor of marketing in the Smith School of Business
at the University of Maryland. His areas of research are e-business, competitive strategy, international marketing, pricing,
new product management, and supply chain management. His research has been published or is forthcoming in theJournal of Marketing Research, Marketing Science, theJournal of Marketing, theStrategic Management Journal, theJournal of Retailing, theInternational Journal of Research in Marketing, theJournal of Public Policy and Marketing, andMarketing Letters. he is co-editor of theJournal of Interactive Marketing; associate editor ofManagement Science; and serves on the editorial boards ofMarketing Science, theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Retailing, and theJournal of Academy of Marketing Science. He is a three-time winner of the Krowe Award for Outstanding Teaching and teaches Marketing Management, Digital Business
Strategy, Competitive Marketing Strategy, and International Marketing (http://www.venkyshankar.com).
M. Krishna Erramilli (amkerramilli@ntu.edu.sg) is an associate professor of marketing and international business in the Nanyang Business School
at Nanyang Technological University in Singapore. He has undertaken many studies on marketing strategy issues in service firms,
particularly in an international context, and has published his work in journals like theJournal of Marketing, theJournal of International Business Studies, theColumbia Journal of World Business, and theJournal of Business Research. He has presented numerous papers at international conferences. His current research interests center on the international
expansion of Asia-based service firms.
Bvsan Murthy (abmurthy@ntu.edu.sg) is an associate professor of marketing and international business in the Nanyang Business School at
Nanyang Technological University in Singapore. Prior to turning to the academe a decade ago, he had 20 years of international
industry experience. He has published in journals likeThe Cornell H.R.A. Quarterly and theInternational Journal of Contemporary Hospitality Management and has also written industry white papers/monographs and chapters in books. His current research interests center on strategic
services marketing/management and customer value management. 相似文献
3.
Sangphet Hanvanich K. Sivakumar G. Tomas M. Hult 《Journal of the Academy of Marketing Science》2006,34(4):600-612
Extensive research has documented how firms’ learning orientation and memory are related to organizational performance. The
objective of this study is to examine the moderating role of turbulence on the relationships between firms’ learning orientation
and memory and their organizational performance and innovativeness. The study also provides insight into the differential
relationships of firms’ learning orientation and memory to their performance and innovativeness. Using survey data collected
from 200 supply management professionals, the results suggest that the extent to which learning and memory are associated
with organizational performance is contingent on the level of environmental turbulence. Specifically, under low environmental
turbulence, learning orientation and organizational memory appear to be related to performance and innovativeness; however,
under high environmental turbulence, only learning orientation is a useful predictor.
Sangphet Hanvanich (hanvanich@xavier.edu) is an assistant professor of marketing at Xavier University. She received her PhD from Michigan State
University. She has published in various journals including theJournal of Service Research andStrategic Management Journal. Her primary research interests are in the areas of marketing strategy, marketing alliances, international business, and
international marketing.
K. Sivakumar (k.sivakumar@lehigh.edu) (PhD, Syracuse University) is the Arthur Tauck Professor of International Marketing and Logistics,
chairperson, and a professor of marketing in the Department of Marketing at Lehigh University. Before joining Lehigh in 2001,
he spent 9 years as a faculty member with the University of Illinois at Chicago. His research interests include pricing, global
marketing, and innovation management. His research has been published in theJournal of the Academy of Marketing Science, the Journal of Marketing, theJournal of International Business Studies, Decision Sciences Journal, Marketing Letters, the Journal of Business Research,
the Journal of Interactive Marketing, theJournal of International Marketing, International Marketing Review, theJournal of Product Innovation Management, Pricing Strategy & Practice: An International Journal, Psychology & Marketing, Marketing
Science Institute’s Working Paper Series, and other publications. He has won several awards for his research (including the Donald Lehmann Award) and is on the editorial
review board of several scholarly journals. He has won outstanding reviewer awards from two journals. Home page: www.lehigh
.edu/~kasg.
G. Tomas M. Hult (nhult@msu.edu) is a professor of marketing and supply chain management and director of the Center for International Business
Education and Research at Michigan State University. He serves as executive director of the Academy of International Business.
He is associate editor of theJournal of International Business Studies, Decision Sciences, and theJournal of Operations Management. His research has been published in theJournal of the Academy of Marketing Science, Academy of Management Journal, Strategic Management Journal, theJournal of Marketing, Decision Sciences, theJournal of Operations Management, theJournal of Management, and theJournal of Retailing, among others. 相似文献
4.
Kevin P. Gwinner Dwayne D. Gremler Mary Jo Bitner 《Journal of the Academy of Marketing Science》1998,26(2):101-114
This research examines the benefits customers receive as a result of engaging in long-term relational exchanges with service
firms. Findings from two studies indicate that consumer relational benefits can be categorized into three distinct benefit
types: confidence, social, and special treatment benefits. Confidence benefits are received more and rated as more important
than the other relational benefits by consumers, followed by social and special treatment benefits, respectively. Responses
segmented by type of service business show a consistent pattern with respect to customer rankings of benefit importance. Management
implications for relational strategies and future research implications of the findings are discussed.
Kevin P. Gwinner is an assistant professor of marketing in the School of Business at East Carolina University, North Carolina. His primary
research interest centers on improving and managing the performance of frontline, customer-contact employees. His research
has been published in theInternational Journal of Service Industry Management, International Marketing Review, and theJournal of Marketing Education.
Dwayne D. Gremler is an assistant professor of marketing in the College of Business and Economics at the University of Idaho. His current research
interests are in services marketing, particularly customer loyalty and retention, relationship marketing, service encounters,
and word-of-mouth communication. His work has been published in theInternational Journal of Service Industry Management, theJournal of Professional Services Marketing, andAdvances in Services Marketing and Management.
Mary Jo Bitner is a professor of marketing and the research director for the Center for Services Marketing and Management at Arizona State
University. Her research focuses on customer evaluations of service, service quality, and service delivery issues. She has
published in theJournal of Marketing, Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Retailing, and theInternational Journal of Service Industry Management. She is coauthor of the textServices Marketing (McGraw-Hill, 1996). 相似文献
5.
Psychological climate, empowerment, leadership style, and customer-oriented selling: An analysis of the sales manager-salesperson dyad 总被引:2,自引:0,他引:2
This study examined antecedents and performancerelated consequences of customer-oriented selling. The antecedents include
sales managers’ leadership styles, psychological empowerment, and the psychological climates of organizations. Data were gathered
on two separate performance outcome measures. Responses from 106 sales managers and 313 sales representatives were analyzed.
The results indicate that transformational leadership, empowerment, and specific components of the psychological climate are
important predictors of customer-oriented selling.
Craig A. Martin (craig.martin@wku.edu), PhD, is an assistant professor of marketing in the Department of Marketing at Western Kentucky University.
He received his PhD from the University of Memphis. He specializes in sales and sales management, the consumer socialization
of adolescents, sports marketing, and advertising to adolescents. He has had research accepted for publication in theJournal of Advertising, theJournal of Advertising Research, theJournal of Consumer Marketing, theJournal of Business and Industrial Marketing, theJournal of Marketing Theory and Practice, theMarketing Management Journal, theInternational Journal of Retail and Distribution Management, theInternational Journal of Internet Marketing and Advertising, and multiple national and regional conferences.
Alan J. Bush (alanbush@memphis.edu), PhD, is a professor of marketing in the Department of Marketing and Supply Chain Management at the
University of Memphis. He received his Ph.D. from Louisiana State University. His current research interests are primarily
sales force research and sports marketing. His research has appeared in theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Retailing, theJournal of Advertising, theJournal of Advertising Research, theJournal of Personal Selling and Sales Management, and others. 相似文献
6.
7.
Ad de Jong Ko de Ruyter Martin Wetzels 《Journal of the Academy of Marketing Science》2006,34(4):576-587
The increasing implementation of self-managing teams (SMTs) in service delivery suggests the importance of developing confidence
beliefs about a team’s collective competence. This research examined causality in the linkage between employee confidence
beliefs and performance for boundary-spanning SMTs delivering financial services. The authors distinguish between task-specific
(i.e., team efficacy) and generalized (i.e., group potency) employee confidence, as well as between customer-based (i.e.,
customer-perceived service quality) and financial (i.e., service revenues) performance. They analyzed employee and customer
survey data as well as financial performance data from 51 SMTs at two points in time using lagged analyses. The findings reveal
divergent results for team efficacy and group potency, suggesting that team efficacy has reciprocal, causal relationships
with service revenues and customer-perceived service quality. In contrast, group potency has no causal relationship with service
revenues. Finally, customer-perceived service quality predicts group potency, whereas no evidence for the reverse effect is
provided.
Ad de Jong (a.d.jong@tm.tue.nl) is an assistant professor in the Department of Organization Science & Marketing, Eindhoven University
of Technology, Eindhoven, the Netherlands. His main research interests are service marketing and management, the service-profit
chain, multilevel theory and research, and multichannel research. He has published in journals such asManagement Science, theJournal of Marketing, theJournal of Retailing, theInternational Journal of Research in Marketing, Decision Sciences, theJournal of Management Studies, and theJournal of Service Research, as well as many conference proceedings.
Ko de Ruyter (k.deruyter@mw.unimaas.nl) is a professor of marketing and head of the Department of Marketing at Maastricht University,
Maastricht, the Netherlands. He has published six books and numerous scholarly articles in, among others, theJournal of Marketing, Management Science, theJournal of Retailing, theInternational Journal of Research in Marketing, Decision Sciences, Marketing Letters, theJournal of Management Studies, theJournal of Business Research, theJournal of Economic Psychology, theJournal of Service Research, theInternational Journal of Service Industry Management, Information and Management, theEuropean Journal of Marketing and Accounting, andOrganisation andSociety. He serves on the editorial boards of various international academic journals, including theJournal of Service Research and theInternational Journal of Service Industry Management. His research interests concern international service management, e-commerce, and customer satisfaction and dissatisfaction.
Martin Wetzels (m.wetzels@mw.unimaas.nl) is a professor of marketing and supply chain research in the Department of Marketing at Maastricht
University, Maastricht, the Netherlands. His main research interests are customer satisfaction and dissatisfaction, customer
value, services marketing, business-to-business marketing, (online) marketing research, supply chain management, cross-functional
cooperation, e-commerce, new product development, technology infusion in services, and relationship marketing. His work has
been published inManagement Science, Marketing Letters, the International Journal of Research in Marketing, theJournal of Business Research, theJournal of Interactive Marketing, theJournal of Economic Psychology, Industrial Marketing Management, theEuropean Journal of Marketing, theJournal of Management Studies, andTotal Quality Management. He has contributed more than 60 papers to conference proceedings. 相似文献
8.
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
9.
Alliance orientation: Conceptualization, measurement, and impact on market performance 总被引:3,自引:0,他引:3
Destan Kandemir Attila Yaprak S. Tamer Cavusgil 《Journal of the Academy of Marketing Science》2006,34(3):324-340
Interfirm collaborations have inspired a rich literature in marketing and strategy during the past two decades. Building on
this extant work, the authors developed a new construct, alliance orientation, and explored its influence on firms’ alliance
network performance and market performance. The authors drew on data collected from 182 U.S. firms with extensive experience
informing, developing, and managing strategic alliances in marketing, new product development, distribution, technology, and
manufacturing projects. Using structural equations modeling, the authors demonstrate that alliance orientation significantly
affects alliance network performance, which in turn enhances market performance. The findings also suggest that market turbulence
exerts a significant moderating influence on the relationship between alliance orientation and alliance network performance,
whereas the moderating role of technological turbulence on that relationship does not appear to be significant. The study
provides evidence that firms’ alliance orientations positively affect their performance in strengthening their alliance network
relationships and in managing conflicts with their alliance partners.
Destan Kandemir (kandemir@msn.edu) is a research associate in Center for International Business Education and Research at Michigan State
University. She earned her PhD in marketing and international business from Michigan State University. Her articles have appeared
in theJournal of Business and Industrial Marketing, Industrial Marketing Management, theJournal of International Marketing, and theJournal of Management. Her research interests include firm resources and capabilities, market-oriented knowledge management, and global alliance
management.
Attila Yaprak (attila.yaprak@wayne.edu) is a professor of marketing and international business at Wayne State University. He received his
PhD from Georgia State University. His research interests include cross-national consumer behavior, global marketing strategy,
and international alliances. His research has appeared in theJournal of International Business Studies, theJournal of International Marketing, theJournal of Business Research, andPolitical Psychology, among others.
S. Tamer Cavusgil (cavusgil@msu.edu) is University Distinguished Faculty and the John W. Byington Endowed Chair in Global Marketing in the
Department of Marketing and Supply Chain Management, Eli Broad Graduate School of Management, Michigan State University. 相似文献
10.
11.
Edwin Nijssen Jagdip Singh Deepak Sirdeshmukh Hartmut Holzmüeller 《Journal of the Academy of Marketing Science》2003,31(1):46-60
Few, if any, past studies have attempted to develop a model to capture and explain industry context variability and hypothesize
its effects on consumer-firm relationships. Generally, industry effects are ignored, described, or explained post hoc. Using
the notion of consumers' dispositions toward a market, a framework is proposed for understanding the influence of industry
context on consumer satisfaction, trust, value, and loyalty in relational exchanges. The empirical results of a survey in
two service industries show that industry contexts matter and yield significant direct and moderating effects on consumer-firm
relationships. The study underscores the promise of a dispositional approach for providing insights for the theory and practice
of relationship marketing, resolvin goutstanding questions, and proposing fruitful areas for further examination.
Edwin Nijssen, Ph.D., is a professor of marketing at the Nijmegen School of Management at the University of Nijmegen, the Netherlands.
His research interest focuses on strategic and international marketing issues, relationship marketing, brand management, and
new-product development. He has published inLong Range Planning, theJournal of Product Innovation Management, Technology Forecasting and Social Change, R&D Management, Industrial Marketing Management, and theJournal of International Marketing and has written several books on marketing strategy.
Jagdip Singh, Ph.D., is a professor of marketing at the Weatherhead School of Management at Case Western Reserve University. His primary
areas of research include consumer dissatisfaction and trust, measurement issues—including relationships between theoretical
concepts and empirical observations— and the effectiveness of boundary role personnel. He has published in theJournal of Marketing, theAcademy of Management Journal, theJournal of the Academy of Marketing Science, Behavioral Research in Accounting, andManagement Science, among others.
Deepak Sirdeshmukh, Ph.D., is a visiting assistant professor of marketing at the Weatherhead School of Management at Case Western Reserve University.
His primary areas of research include consumer trust and consumer processing of brand information. He has published in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, and theJournal of Consumer Psychology, among others.
Hartmut H. Holzmüeller, Ph.D., is a professor of marketing at the School of Business at Dortmund University, Germany. His research interests include
cross-national consumer research and customer relationship marketing. Most of his work has been published in German. His articles
also appeared in theJournal of International Marketing, Management International Review, andInternational Business Review. 相似文献
12.
Nigel F. Piercy David W. Cravens Nikala Lane Douglas W. Vorhies 《Journal of the Academy of Marketing Science》2006,34(2):244-262
Interest in management control approaches and organizational factors associated with higher levels of salesperson performance
is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors
(OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors
and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance
to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager
control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent
to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in
prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly,
and POS has a strong impact on salesperson OCB.
Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United
Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh.
His current research interests focus on strategic sales and account management. His work has been published in many journals
including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006).
David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing
in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration
from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product
planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing.
Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United
Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University.
Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published
widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management.
Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University
of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities,
the links between innovation, strategic market management and performance, and professional selling and sales management.
His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management. 相似文献
13.
The effects of extrinsic product cues on consumers’ perceptions of quality, sacrifice, and value 总被引:2,自引:0,他引:2
The authors report the results of two experiments designed to test the effects of extrinsic cues—price, brand name, store
name, and country of origin—on consumers’ perceptions of quality, sacrifice, and value. The results of the experiments support
hypothesized linkages between (a) each of the four experimentally manipulated extrinsic cues and perceived quality, (b) price
and perceived sacrifice, (c) perceived quality and perceived value, and (d) perceived sacrifice and perceived value. The results
also indicate that the linkages between the extrinsic cues and perceived value are mediated by perceived quality and sacrifice.
R. Kenneth Teas is a distinguished professor of business in the Department of Marketing, College of Business, Iowa State University. He received
his Ph.D. from the University of Oklahoma. His areas of research include consumer behavior and decision processes, marketing
research methods, services marketing, and sales force management. His articles have been published in numerous journals, including
theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theAmerican Journal of Agricultural Economics, theJournal of Retailing, theJournal of Personal Selling and Sales Management, theJournal of Occupational Psychology, andIndustrial Marketing Management.
Sanjeev Agarwal is an associate professor in the Department of Marketing, College of Business, Iowa State University. He received his Ph.D.
from The Ohio State University. His areas of research include multinational marketing strategies, modes of foreign market
entry, and sales force management. His articles have been published in theJournal of Consumer Research, theJournal of International Marketing, International Marketing Review, Industrial Marketing Management, theJournal of International Business Studies, theJournal of the Academy of Marketing Science, and theJournal of Personal Selling and Sales Management. 相似文献
14.
Innovation generation in supply chain relationships: A conceptual model and research propositions 总被引:5,自引:0,他引:5
Subroto Roy K. Sivakumar Ian F. Wilkinson 《Journal of the Academy of Marketing Science》2004,32(1):61-79
Innovation generation has increasingly been recognized as an outcome of interaction between a firm and various outside entities.
According to this view, supplier involvement and alliances are routes to innovation generation. Despite this realization,
there is a dearth of research, both conceptual and empirical, focusing on innovation generation in buyer-seller relationships
in supply chains. In an attempt to fill this void, this article develops a conceptual model of innovation generation in buyer-seller
relationships in upstream supply chains. The authors propose that innovation generation in supply chain relationships, both
incremental and radical, is a consequence of interactions between buyers and sellers. They also delineate factors internal
and external to the relationship that moderate the link between interaction and innovation generation. Finally, the authors
discuss managerial implications of their research and offer guidelines for future empirical research.
Subroto Roy (sroy@newhaven.edu) (Ph.D., University of Western Sydney, 2002) is an assistant professor of marketing and international
business at the University of New Haven since 2001. Prior to his Ph.D., he had more than 12 years of experience in packaging
industry (Tetra Pak) marketing and sales. Involved with several upstream industrial new product development projects he helped
clients launch more than 100 brands. Current research interests include global supply chains, technology adoption, and knowledge
outsourcing. His work has appeared inAmerican Marketing Association Educators Conferences and is forthcoming inIndustrial Marketing Management, among others. He is a co-guest editor of a special issue of theJournal of Business and Industrial Marketing and has consulted with leading companies in Australia and Asia. See http://www.newhaven.edu/faculty/roy.
K. Sivakumar (k.sivakumar@lehigh.edu) (Ph.D., Syracuse University, 1992) is the Arthur Tauck Professor of International Marketing & Logistics
and a professor of marketing at Lehigh University. His research interests include pricing, global marketing, innovation management,
and supply/value chain management. His research has been published in theJournal of the Academy of Marketing Science, theJournal of Marketing, theJournal of International Business Studies, Marketing Letters, theJournal of Business Research, International Marketing Review, Pricing Strategy & Practice: An International Journal, and other publications. He has won several awards for research. He is on the editorial board of six journals. Home page:
www.lehigh.edu/~kasg.
Ian F. Wilkinson (i.wilkinson@unsw.edu.au) is a professor in the School of Marketing at the University of New South Wales since 2001. His
current research focuses on interfirm relations and networks in domestic and international markets and the dynamics and evolution
of markets, including applications of complexity theory. His research has appeared in many journals including theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of World Business, theJournal of International Marketing, theEuropean Journal of Marketing, Industrial Marketing Management, theJournal of Industrial and Business Marketing, and theJournal of Applied Psychology. He is on the editorial board of 12 scholarly journals. See http://www.marketing.unsw.edu.au/PEOPLE/HTML/IWilkinson.html. 相似文献
15.
Hyokjin Kwak Anupam Jaju Trina Larsen 《Journal of the Academy of Marketing Science》2006,34(3):367-385
Consumer ethnocentrism is an important concept that is used to understand international marketing phenomena. In this article,
the authors conduct two empirical studies. Using consumer data from the United States, South Korea, and India (three diverse
cultural and economic environments), they explore six hypotheses. In Stage 1, the results suggest that across all three countries,
consumer ethnocentrism provokes negative attitudes toward both foreign advertisements and foreign products. The authors identify
a set of consumer variables (i.e., consumers’ global mind-set) that may mediate consumers’ unfavorable attitudes toward foreign
advertisements and products derived by consumer ethnocentrism. In Stage 2, the authors find that consumer ethnocentrism dampens
consumers’ online consumption activities on a foreign Web site. Finally, the authors find that marketers’ e-mail communications
to foreign consumers mediate consumer ethnocentrism in online environments.
Hyokjin Kwak (hkwak@drexel.edu) is an assistant professor of marketing at Drexel University. His research interests include advertising
effects, consumer communications, and strategic marketing. He has publications in theJournal of Consumer Psychology, theJournal of Advertising Research, theJournal of Current Issues and Research in Advertising, theJournal of Consumer Marketing, and other marketing journals.
Anupam Jaju (ajaju@gmu.edu) is an assistant professor of marketing in the School of Management at George Mason University. His main research
interests are in marketing strategy, marketing-technology interface, and international marketing. His work has been published
in theJournal of International Management, Marketing Theory, andMarketing Education Review.
Trina Larsen Andras (published as Trina Larsen, larsent@ drexel.edu) is a professor and the head of the Marketing Department at Drexel University.
Her research has been published in many of the major professional journals in her field, includingHarvard Business Review, theColumbia Journal of World Business, International Marketing Review, Industrial Marketing Management, Management International
Review, theJournal of Global Marketing, and theJournal of International Marketing, among others. Her research is focused on international marketing, specifically, cross-cultural behavioral and relationship
issues in international marketing management. 相似文献
16.
Fang Eric Palmatier Robert W. Evans Kenneth R. 《Journal of the Academy of Marketing Science》2004,32(2):188-202
This article proposes a model of the impact of goal difficulty and goal specificity on selling behaviors (selling effort,
adaptive selling, and sales planning) and hence sales and behavior performance. The model suggests that goal-setting factors
may have opposing effects on different sales behaviors. The empirical findings suggest that goal difficulty positively influences
selling effort while negatively influencing adaptive selling behaviors. The results show that goal difficulty and goal specificity
both have opposite effects on the two dimensions of working smart: adaptive selling and sales planning. The findings support
the need for sales managers to account for the cultural context of the salesperson when determining optimal goal-setting strategies.
With data collected from salespeople in the United States and China, the cross-cultural differences regarding the effects
of goal-setting factors are also proposed and empirically supported.
Eric Fang (efe92@mizzou.edu) is an assistant professor of marketing at Seattle University. His current research interests are in the
areas of relationship marketing in business-to-business context, markting strategy, and international marketing. He has articles
published and accepted at theJournal of Business Research, theJournal of International Marketing, andAdvances in International Marketing.
Robert W. Palmatier (rpalmatier@missouri.edu) is a doctoral candidate in marketing at the University of Missouri, Columbia. He received his bachelor’s
and master’s degrees in electrical engineering from the Georgia Institute of Technology and an MBA from Georgia State University.
He has 15 years of professional work exprience, including various sales and marketing and senior executive positions in the
United States and Europe. His current research interests are in relationship marketing and value-creation strategies focused
in a business-to-business and channels context.
Kenneth R. Evans (evansk@missouri.edu), Ph.D., is a professor of marketing and associate dean of graduate studies in the College of Business
at the University of Missouri, Columbia. He holds the Pinkney C. Walker Professorship in Teaching Excellence. His research
interests are in the areas of marketing management, sales/sales management, marketing theory, and services marketing. He has
published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Personal Selling and Sales Management, theJournal of Business Research, and theJournal of Advertising, to name but a few. In addition, he has a number of articles that have been published in proceedings and presented at national
conferences. He is either a member of the editorial review boards or serves in an ad hoc reviewer capacity for a variety of
journals such as theJournal of Marketing, theJournal of the Academy of Marketing Science, Industrial Marketing Management, theJournal of Retailing, and theJournal of Personal Selling and Sales Management. He currently serves as the associate editor of theJournal of Personal Selling and Sales Management. 相似文献
17.
Creating a firm-level dynamic capability through capitalizing on market orientation and innovativeness 总被引:5,自引:0,他引:5
Drawing on the resource-based view of the firm, this study addresses the dynamic capability-generating capacity of market
orientation on firm performance. Whereas prior literature has examined environmental turbulence as a contextual condition
shaping the market orientation-firm performance relationship, this study takes an internal approach by focusing on existing
stocks of resources within the firm while controlling for environmental conditions. A conceptual model is developed that explains
how market orientation can be transformed into dynamic capability when complemented by transformational (reconfig-urational)
constructs, such as innovativeness. The empirical results support the authors— theory that the effect of market orientation
on firm performance is strengthened when market orientation is bundled together with internal complementary resources, such
as innovativeness. The authors discuss the findings in the context of varying stages of the product life cycle and at different
levels of market development.
Bulent Menguc (menguc@brocku.ca), Ph.D., Marmara University, is currently an associate professor of marketing at Brock University, St.
Catharines, Canada. His areas of research interest include sales force management and internal marketing, strategic orientations,
and cross-cultural research methodology. His research has appeared in theJournal of the Academy of Marketing Science, theJournal of Retailing, theInternational Journal of Research in Marketing, theJournal of Business Research, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, theJournal of Business Ethics, and theEuropean Journal of Marketing, among others.
Seigyoung Auh (sauh@yonsei.ac.kr), Ph.D., University of Michigan, is an assistant professor at Yonsei University, South Korea. His research
interests are the application of the resource-based view to marketing strategy, the role of top management teams on marketing
strategy, and innovation and organizational learning. He has publications in theJournal of the Academy of Marketing Science, theInternational Journal of Research in Marketing, theJournal of Business Research, Industrial Marketing Management, and theJournal of Economic Psychology, among others. 相似文献
18.
The influence of complementarity, compatibility, and relationship capital on alliance performance 总被引:4,自引:0,他引:4
MB Sarkar Raj Echambadi S. Tamer Cavusgil Preet S. Aulakh 《Journal of the Academy of Marketing Science》2001,29(4):358-373
Value creation through alliances requires the simultaneous pursuit of partners with similar characteristics on certain dimensions
and different characteristics on other dimensions. Partnering firms need to have different resource and capability profiles
yet share similarities in their social institutions. In this article, the authors empirically examine the impact of partner
characteristics on the performance of alliances. In particular, they test hypotheses related to both direct impact of partner
characteristics on alliance performance and indirect effects through relational capital aspects of the alliance. Empirical
results based on a sample of alliances in the global construction contracting industry suggest that complementarity in partner
resources and compatibility in cultural and operational norms have different direct and indirect effects on alliance performance.
Accordingly, organizational routines aimed at partner selection need to be complemented by relationship management routines
to maximize the potential benefits from an alliance.
MB Sarkar (Ph.D., Michigan State University) is an assistant professor of marketing at the University of Central Florida. His current
research includes strategic alliances, innovation and entrepreneurship, knowledge management, and electronic markets. His
research has been published in theStrategic Management Journal, theJournal of International Business Studies, and theJournal of Business Research, among others.
Raj Echambadi (Ph.D., University of Houston) is an assistant professor of marketing at the University of Central Florida. His current research
interests include investigation of territorial loyalty issues, management of innovations, and estimation issues pertaining
to structural equation modeling and Partial Least Squares. His research has been published in theStrategic Management Journal, Multivariate Behavioral Research, and theJournal of Product Innovation Management.
S. Tamer Cavusgil (Ph.D., University of Wisconsin) is University Distinguished Faculty and serves as the John William Byington Endowed Chair
in global marketing at Michigan State University (MSU). He is also the executive director of MSU's Center for International
Business Education and Research, a national resource center. His teaching, research, and administrative activities have focused
on international business and marketing. His research has been published in theJournal of Marketing, theJournal of Marketing Research, and theJournal of International Business Studies, among others. His specific interests include the internationalization of the firm, global marketing strategy, and internationalization
of business education. He was the founding editor of theJournal of International Marketing, now published by the American Marketing Association.
Preet S. Aulakh (Ph.D., University of Texas at Austin) is an associate professor of strategy and international business at the Fox School
of Business and Management, Temple University. His research focuses on international technology licensing, cross-border joint
ventures and strategic alliances and strategies of firms from developing economies. His research has been published in theAcademy of Management Journal, theJournal of Marketing, and theJournal of International Business Studies. 相似文献
19.
Corporate citizenship: Cultural antecedents and business benefits 总被引:17,自引:0,他引:17
Isabelle Maignan O. C. Ferrell G. Tomas M. Hult 《Journal of the Academy of Marketing Science》1999,27(4):455-469
The article explores the nature of corporate citizenship and its relevance for marketing practitioners and academic researchers.
Specifically, a conceptualization and operationalization of corporate citizenship are first proposed. Then, an empirical investigation
conducted in two independent samples examines whether components of an organization’s culture affect the level of commitment
to corporate citizenship and whether corporate citizenship is conducive to business benefits. Survey results suggest that
market-oriented cultures as well as humanistic cultures lead to proactive corporate citizenship, which in turn is associated
with improved levels of employee commitment, customer loyalty, and business performance. The results point to corporate citizenship
as a potentially fruitful business practice both in terms of internal and external marketing.
Isabelle Maignan is an assistant professor of marketing and international business at the University of Groningen, The Netherlands. Her research
interests focus on business ethics, corporate social responsibility, and international marketing. Her work has appeared in
theJournal of Advertising, Journal of Business Research, and theJournal of Business Ethics, as well as other journals and conference proceedings.
O. C. Ferrell is a professor of marketing at Colorado State University. He is the coauthor of 16 books and 60 articles. His work has appeared
in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Business Research, and theJournal of Public Policy and Marketing, as well as other journals and proceedings.
G. Tomas M. Hult is the director of international business and an associate professor of marketing and international business at Florida State
University. His research interests focus on marketing strategy, international marketing, and methodological issues in marketing.
Dr. Hult’s work has appeared in theJournal of Marketing, Decision Sciences, Journal of Business Research, Journal of International Marketing, andInternational Marketing Review, as well as other journals and proceedings. 相似文献
20.
This research investigates the role of involvement and need for cognition in influencing contingency awareness in attitude
formation. Two experiments examine the nature of favorable attitudes formulated through established classical conditioning
procedures. The results of Experiment 1 indicate that awareness influences attitudes toward a conditioned stimulus, particularly
under conditions of high involvement and high need for cognition. Experiment 2 suggests that contingency awareness mediates
the relationship between inferential belief formation and attitudes and that this effect is stronger under high involvement
and high need for cognition. Implications for understanding the role of classical conditioning procedures in advertising are
discussed.
Randi Priluck (Rpriluck@pace.edu) is an associate professor of marketing at Pace University in New York. She received her Ph.D. from Drexel
University in 1995. Her research areas of interest include classical conditioning and its advertising implications, cobranding
strategies, and relationship marketing. She has written articles for theJournal of Advertising, theJournal of Current Issues and Research in Advertising, theJournal of Product & Brand Management, Psychology & Marketing, theJournal of Consumer Marketing, theJournal of Marketing Management, theJournal of Marketing Practice: Applied Marketing Science, theInternational Journal of Consumer Marketing, theInternational Journal of Retail & Distribution Management, theJournal of Marketing Education, and theJournal of Services Marketing.
Brian D. Till (Tillbd@slu.edu) is an associate professor and chair of marketing at Saint Louis University. He received his Ph.D. from the
University of South Carolina in 1993. His research areas of interest include classical conditioning, cobranding strategies,
and the use of celebrity endorsers in advertising. He has published in theJournal of Marketing Research, theJournal of Advertising, theJournal of Current Issues and Research in Advertising, Psychology & Marketing, theJournal of Product and Brand Management, and theJournal of Consumer Marketing. 相似文献