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1.
Introducing marketing explicitly into the internalisation theory of the multinational enterprise considerably extends the
power of the theory. In particular, it enables a comparison of marketing-led and technology-led multinationals and highlights
the benefits of collaboration between them. It facilitates the analysis of outsourcing, and in particular of R&D. It highlights
the importance to marketing-led firms of owning product rather than facilities. The analysis addresses key issues relating
to “hollow firms”, “flagship firms” and the “global factory”. 相似文献
2.
Market-focused sustainability: market orientation plus! 总被引:1,自引:0,他引:1
The concept of sustainability is increasingly being addressed theoretically by scholars and practically by managers and policymakers.
With this growing focus on sustainability efforts, marketing is in a unique position to elevate its focus from managing relationships
with customers to strategically managing a broader set of marketplace issues. Overall, an organization achieves market-based
sustainability to the extent that it strategically aligns itself with the market-oriented product needs and wants of customers
and the interests of multiple stakeholders concerned about social responsibility issues involving economic, environmental,
and social dimensions. To set the stage for marketing’s inquiry into sustainability efforts, I briefly review the concept
of sustainability, compare it with corporate social responsibility, bring in stakeholders, argue for the notion of “market
orientation plus,” and consider the possibility that the notion of what sustainability encompasses is converging in the marketing
literature. 相似文献
3.
“Service-dominant logic” appears to have found resonance in the marketing community since its introduction as the evolving,
“new dominant logic” in the Journal of Marketing (Vargo and Lusch 2004a, Journal of Marketing, 68, 1–17 (January)). But, on
occasion, so has the question of whether the concept “service” captures the essence of the new logic. This article addresses
the role of “service” as the heart of value-creation, exchange, markets, and marketing, as well as its considerable implications
for research, practice, societal well-being, and public policy. The purposes are both to clarify the issues and to foster
the continuing dialog around the service-dominant logic for marketing, as well as for other disciplines. 相似文献
4.
Service-dominant logic: continuing the evolution 总被引:11,自引:0,他引:11
Since the introductory article for what has become known as the “service-dominant (S-D) logic of marketing,” “Evolving to
a New Dominant Logic for Marketing,” was published in the Journal of Marketing (Vargo, S. L., & Lusch, R. F. (2004a)), there
has been considerable discussion and elaboration of its specifics. This article highlights and clarifies the salient issues
associated with S-D logic and updates the original foundational premises (FPs) and adds an FP. Directions for future work
are also discussed. 相似文献
5.
Martin Reimann Oliver Schilke Jacquelyn S. Thomas 《Journal of the Academy of Marketing Science》2010,38(3):326-346
As managers and academics increasingly raise issues about the real value of CRM, the authors question its direct and unconditional
performance effect. The study advances research on CRM by investigating the role of critical mechanisms underlying the CRM-performance
link. Drawing from the sources → positions → performance framework, the authors build a research model in which two strategic
postures of firms—differentiation and cost leadership—mediate the effect of CRM on firm performance. This investigation also
contributes to the literature by drawing attention to the differential impact of CRM in diverse industry environments. The
study analyzes data from in-depth field interviews and a large-scale, cross-industry survey, and results reveal that CRM does
not affect firm performance directly. Rather, the CRM-performance link is fully mediated by differentiation and cost leadership.
In addition, CRM’s impact on differentiation is greater when industry commoditization is high. 相似文献
6.
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
7.
Matthieu Clément 《Cliometrica》2012,6(1):89-114
The purpose of this article is to investigate the socio-economic as well as the political, institutional, and ideological
causes of the Chinese famine of 1959–1961. The main hypothesis of this paper is that the radical policies implemented as part
of the Great Leap Forward resulted in agricultural output decline (i.e., availability issues), and in the implementation of
an ineffective food distribution policy affecting rural populations (i.e., accessibility issues). An econometric analysis,
based on provincial panel data from the 1954–1966 period, stresses the effect of ill-advised economic policies in handling
the famine. This analysis also confirms that the increase in mortality rates during the famine was caused by the simultaneous
collapse in food availability and food accessibility in rural areas. 相似文献
8.
There has been growing interest in both management and marketing regarding how individuals become identified with organizations
and how organizations attempt to manage these identifications. The authors present a framework built on explicit and implicit
points of convergence in research conducted in both these disciplines. In their review of the management and marketing literatures,
the authors suggest three fundamental mechanisms, or “bases”, for managing organizational identification: relational, behavioral,
and symbolic. Furthermore, the authors argue that how an individual is affiliated with an organization will impact the relative
influence of these identification management bases. The authors conclude by suggesting how management and marketing scholars
can create a theoretical space for future interdisciplinary work Such a change would involve moving away from “employees”
versus “customers” as a prime division between the fields and moving toward a more fine-grained approach that emphasizes the
unique characteristics of individual-organizational relationships.
M. Teresa Cardador (cardador@uiuc.edu) is a doctoral student in management at the University of Illinois at Urbana-Champaign. Her research explores
issues related to workplace attachment and identification, work orientation, and the experience of employees who find work
highly meaningful and engaging.
Michael G. Pratt (mpratt@uiuc.edu) is a James F. Towey Fellow and an associate professor of management at the University of Illinois at Urbana-Champaign.
He earned his Ph.D. at the University of Michigan. His articles have appeared in leading management outlets, includingAdministrative Science Quarterly, theAcademy of Management Journal, theAcademy of Management Review, andResearch in Organizational Behavior. He recently coedited (with Anat Rafaeli) a book titledArtifacts and Organizations: Beyond Mere Symbolism (Lawrence Erlbaum, 2005). His current research examines issues of organizational attachment (e.g., identification and commitment),
multiple identities and meaning, and intuition. Dr. Pratt’s work focuses largely on professionals in both traditional and
dispersed work contexts. 相似文献
9.
Shelby Hunt 《Journal of the Academy of Marketing Science》1990,18(2):173-177
The article “An Empirical Investigation of a General Theory of Marketing Ethics” by Mayo and Marks constitutes a major effort
at testing the theory of marketing ethics developed by Scott Vitell and me (1986). Mayo and Marks (hereafter, “M&M”) deduce
several key research hypotheses from the theory, test those hypotheses using a marketing research scenario, and conclude:
“The core relationships in Hunt and Vitell’s model appear to capture much of the decision-making processes that marketing
managers employ in resolving an ethical dilemma.” Although no single empirical study ever provides a definitive test of a
theory, their encouraging findings will likely prompt further empirical studies. The objective of this commentary is not to
criticize the design of M&M’s research, for there is no such thing as a perfect research design. All efforts to test empirically
a theory will necessarily involve significant amounts of interpretive creativity and there are always trade-offs to be made.
Rather, the objective here is to (1) review certain exemplary aspects of the M&M research design, (2) suggest some alternative
interpretations and procedures for future researchers in this area to consider, and (3) show how some of the issues in their
article relate to more fundamental philosophy of science concerns. 相似文献
10.
Angeline G. Close Julie Guidry Moulard Kent B. Monroe 《Journal of the Academy of Marketing Science》2011,39(6):922-941
Based on primary data spanning 5 years, we examine factors that influence the entry-level placement of marketing doctoral
candidates at U.S. universities and colleges. Contributing to the emerging research on human brands, we identify marketing
doctoral candidates’ intrinsic and extrinsic brand cues that influence their number of AMA interviews, campus visit offers,
and starting base salary. The strongest brand cue is the research productivity of candidates’ doctoral degree-granting departments.
A related cue that also predicts initial salary is the candidates’ advisors’ research record. Further, when beginning the
job search, doctoral students who have a top research publication, who have a dissertation proposal defended with data, and
who have attended the AMA-Sheth Foundation Doctoral Consortium receive a substantial entry salary premium. Based on branding
frameworks and theories of academic rewards, this study adds to the emerging knowledge on both the concept of human brands
as well as the growing literature on issues relating to marketing academia. 相似文献
11.
12.
The Journal of the Academy of Marketing Science was started 40 years ago, at a time when “marketing in society” issues were capturing much attention from marketing scholars.
Since that time both the field and this journal have grown and matured, but the marketing in society area has become somewhat
removed from the dominant perspectives of marketing scholarship. This paper provides an historical perspective on these developments
and offers an examination of the fundamental role of societal interests in our field. Six basic topics are explored: (1) the
hundred years of history of marketing thought development, as reflected in the “4 Eras” of marketing thought; (2) the ebbs
and flows of attention to marketing in society topics during these 4 Eras; (3) two illustrations of difficulties brought about
by this area’s move to sideline status in the field; (4) our concept of the “aggregate marketing system” as a basis for appreciating
the centrality of this research area for the field of marketing; (5) the nature of marketing in society research today; and
(6) a discussion of several research challenges and opportunities for the future. 相似文献
13.
In 1954, Drucker boldly declared that organizations have only two basic functions, marketing and innovation. While true for
any organization, this insight is particularly pertinent for technology-based businesses. The complicated environment surrounding
high-tech companies creates a great need for sophisticated marketing. Yet these companies continue to have under-developed
competencies in marketing and in understanding customer needs. This essay explores Drucker’s insights with respect to two
particularly salient issues for high-tech companies: developing and implementing a market orientation and break-through innovations.
We review Drucker’s insights and synthesize them with the scholarly research on these issues. Finally, we discuss three emerging
areas in high-tech marketing where academics and managers could build on Drucker’s insights to guide future research and practice:
market driving, customer co-creation, and corporate social responsibility. These illustrative examples highlight that even
today, Drucker’s writings continue to offer remarkable guidance to scholars and managers who are willing to take the time
to reflect, understand, and incorporate his insights in the unique context of high-tech industries.
Electronic supplementary material The online version of this article (doi:) contains supplementary material, which is available to authorized users.
相似文献
Shikhar SarinEmail: |
14.
James Wills A. Coskun Samli Laurence Jacobs 《Journal of the Academy of Marketing Science》1991,19(1):1-10
The U.S. trade deficit brings to question the effectiveness of international marketing strategies of American firms. Multinational
corporations must develop better international products and improve their performance in their international marketing efforts.
They must know when to globalize or localize their marketing practices. This article incorporates learning, involvement, diffusion/adoption
and culture context as dimensions of a global product and marketing strategy development decision model. The model developed
is “be global, act local.” The interrelationship of consumer behavior models in the context of a multinational product development
decision is emphasized. This article raises research issues which need to be addressed for future success in multinational
and/or multicultural markets. 相似文献
15.
Modelling trends and cycles in economic time series: historical perspective and future developments 总被引:1,自引:1,他引:0
Terence C. Mills 《Cliometrica》2009,3(3):221-244
This paper provides a retrospective on the modelling of trends and cycles in economic time series and considers where the
research agenda currently stands and where future developments might lie. A brief survey of the early empirical research on
trends and cycles is first provided before attention is focused on four papers published in 1961—our ‘annus mirabilis’ of
trend and cycle modelling—which we argue have been ‘prime movers’ in various aspects of research in this area. The links from
these papers to current research issues are then teased out before the likely future directions of research in both theoretical
and applied aspects of the modelling of trends and cycles are considered.
相似文献
Terence C. MillsEmail: |
16.
Kartik Kalaignanam Rajan Varadarajan 《Journal of the Academy of Marketing Science》2012,40(2):347-363
Customer relationship management (CRM) refers to a firm’s activities for establishing and maintaining relationships with its
customers. Outsourcing refers to a firm’s contracting with another firm to perform activities that were erstwhile performed
within the firm. The emergence of a low cost, high speed, global communication network and information processing network
has enabled an increasing number of firms based in more industrialized market economies to outsource specific elements of
their CRM to offshore vendors located in countries with significantly lower labor costs. Building on scholarly insights from
multiple literature streams, we present a conceptual model delineating the antecedents and consequences of CRM offshore outsourcing
intensity. We also provide a literature overview of the determinants of location choice decision for offshore outsourcing,
an issue that is closely linked to the offshore outsourcing decision. The growing trend toward offshore outsourcing of CRM
serves to highlight a number of issues that merit careful managerial consideration. In this context, we highlight supply-side
versus demand-side effects of CRM offshore outsourcing, the economics of CRM offshore outsourcing versus CRM automation, CRM
offshore outsourcing versus CRM offshoring, and the evolution of hierarchical CRM organizations toward market based CRM business
systems, and other issues. 相似文献
17.
Transaction cost economics and its uses in marketing 总被引:1,自引:0,他引:1
Scholarship at the intersection of transaction cost economics (TCE) and marketing has enjoyed an impressive record of growth
over the past three decades, and the future promises more of the same. Following Erin Anderson’s perceptive uses of TCE in
her 1982 dissertation, the field of marketing has made many constructive uses of and contributions to TCE, where the latter include
broadening the reach of TCE, posing important challenges, and identifying opportunities still to be addressed. Given this
history, we advance the proposition that the relation between TCE and marketing has been and should be a two-way street. In
considering the scope for future research, we give special attention to issues of asymmetric costs, the dynamics of governance,
and disequilibrium contracting. We also discuss the four precepts of pragmatic methodology, with special emphasis on prediction
and empirical testing. The Appendix provides added perspective on the evolving “science of organization” of which TCE is a
part. 相似文献
18.
Robert W. Palmatier Lisa K. Scheer Kenneth R. Evans Todd J. Arnold 《Journal of the Academy of Marketing Science》2008,36(2):174-190
Relationship marketing research and practice operate according to the paradigm that firms should invest in relationship marketing
to build better relationships, which will generate improved financial performance. However, findings that relationship marketing
efforts vary in their effectiveness across customers and may even be detrimental to performance challenge this belief. This
article, therefore, offers a theoretical model that addresses three key issues: 1) what factors determine a customer’s need
for relational governance (relationship orientation); 2) what mediating mechanism captures the negative effects of relationship
marketing on performance (exchange inefficiency); and 3) how does a customer’s relationship orientation determine the effectiveness
of relationship marketing, thus allowing for effective segmentation. The authors demonstrate in an empirical study that the
trust in the salesperson and exchange inefficiency both mediate the effect of relationship marketing on seller financial outcomes.
In addition, customers’ relationship orientation moderates the impact of relationship marketing on both trust and exchange
inefficiency. 相似文献
19.
Theory and external validity 总被引:2,自引:0,他引:2
John G. Lynch 《Journal of the Academy of Marketing Science》1999,27(3):367-376
Winer (1999 [this issue]) proposes that external validity concerns require more attention in theoretical research. The author
argues that one cannot “enhance” external validity by choosing one method over another. External validity can only be “assessed”
by better understanding how the focal variables in one’s theory interact with moderator variables that are seen as irrelevant
early in a research stream. Findings from single real-world settings and specific sets of “real” people are no more likely
to generalize than are findings from single laboratory settings with student subjects. Both the laboratory and real world
vary in background facets of subject characteristics, setting, context, relevant “history,” and time. It is only when these
facets vary and we see how they interact that understanding of external validity is enhanced. For this to happen, the observable
“background” factors have to be conceptualized in terms of more general constructs and incorporated as moderators into the
researcher’s theory. Enriched theory—not method—confers confidence in our understanding of whether effects will be robust
or highly contingent. To map this knowledge to some specific substantive system requires an added step of understanding the
mapping from observables in that system onto theoretical constructs. The author proposes “friendly amendments” to Winer’s
three proposals to pursue a better understanding of external validity through theory.
John G. Lynch, Jr. is the Hanes Corporation Foundation Professor of Business Administration at Duke University. His research and teaching interests
are in consumer behavior, electronic commerce, and validity issues in research methodology. He a past president of the Association
for Consumer Research, past associate editor for theJournal of Consumer Research, and past associate editor and coeditor of theJournal of Consumer Psychology. He has been the recipient of the MSI/Paul Root Award atJournal of Marketing, the William O’Dell Award atJournal of Marketing Research, and has twice been the recipient of theJournal of Consumer Research best article award. 相似文献
20.
The effects of expertise,end goal,and product type on adoption of preference formation strategy 总被引:2,自引:0,他引:2
Maryon F. King Siva K. Balasubramanian 《Journal of the Academy of Marketing Science》1994,22(2):146-159
The global preference formation model identifies several preference formation strategies (i.e., own-based, other-based, or
hybrid) that consumers use to select among alternative product offerings. This article examines how consumers’ expertise level
(novice vs. expert), their end goals (satisficing vs. optimizing), and product type (search vs. experience product) collectively
influence the preference formation strategy likely to be adopted. Results from an experiment indicate that the adoption of
a given strategy is influenced by interactions between subjects’ expertise level and their end goals and the product type.
Novice satisficers employed a higher proportion of own-based strategies than novice optimizers, but expert satisficers used
a lower proportion of own-based strategies than expert optimizers. When compared to novices choosing a search product, novices
selecting an experience product used a lower proportion of own-based and a higher proportion of other-based strategies. Similarly,
when compared to experts choosing a search product, experts selecting an experienced product used a lower proportion of own-based
strategies, but this was accompanied by a higher proportion of hybrid strategies. Implications and directions for future research
are discussed.
Her current research interests include consumer choice processes, electronic decision aids, and measurement issues in marketing.
His research interests include consumer information search, marketing communications, and measurement issues. 相似文献