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1.
Wesley James Johnston Angelina Nhat Hanh Le Julian Ming-Sung Cheng 《Journal of the Academy of Marketing Science》2018,46(4):674-702
Influence strategies (ISs) are a dominant topic in channel research. However, the literature lacks a consensus on when noncoercive and coercive strategies are more valuable or damaging to partnership quality, and their judicious applications remain unclear. Mainly based on social exchange perspectives, we review and conceptualize several contingency factors in the IS-partnership quality relationships in this metaanalysis. The moderating results generally suggest that the stronger positive impacts of noncoercive ISs result from a higher appreciation for supportive attempts, whereas the higher negative sensitivity to coercive ISs can be attributed to the low acceptability of forceful influences. We determine degrees of appreciation and acceptability by the perceived significance of benefits/damages, expectations, and tolerance levels for both strategies. Also, we synthesize and meta-analyze the key outcomes and antecedents of both strategies in an integrated framework. The direct-effect results indicate that the choice of effectively applying both strategies necessitates a tradeoff between goals and priorities. 相似文献
2.
This paper empirically assesses the extent to which power in a marketing channel dyad is issue-specific or pervasive. Additionally,
the paper investigates the extent to which specific power sources effect single or multiple areas of power. The dyad studied
is the wholesaler-food broker interface in the marketing channel for grocery products. Results indicate that power is limited
in scope, being more issue-specific than pervasive. Additionally, some specific sources of power were found to create power
in multiple areas, while others created power in but one area. 相似文献
3.
Michael D. Hutt 《Journal of the Academy of Marketing Science》1995,23(4):351-357
Conclusions Marketing managers spend a large part of their day interacting with superiors, subordinates, and peers from other functional
units in the organization. To effectively serve as an advocate for the consumer at various levels of the hierarchy and across
functions, the marketing manager must initiate, develop, nurture, and sustain a network of relationships with multiple constituencies
within the firm. Special relationship skills are required in managing this cross-functional exchange network and in mobilizing
support for a particular strategy course. Indeed, the reputational effectiveness of marketing managers (and of marketing units)
rests on their ability to respond to the needs and demands of members of this internal exchange network. Because the needs
of the involved constituent groups often conflict, a set of adaptive processes characterize exchange relations across functions.
The central purpose of this commentary is to review promising conceptual perspectives and to suggest several lines of research
that might deepen our understanding of the challenging interfunctional role that marketing managers assume in the firm.
He received a Ph.D. in marketing from Michigan State University. He has coauthored three books, includingBusiness Marketing Management (The Dryden Press), now in its fifth edition. His research interests center on the process dimensions of business and marketing
strategy formation. His research has been published in theJournal of Marketing, Journal of Marketing Research, Sloan Management Review, Journal of Retailing, and other publications. 相似文献
4.
Wilke D. English 《Journal of the Academy of Marketing Science》1985,13(3):57-71
Teleshopping and other forms of electronic retailing promise to have tremendous impact upon the field of retailing. With respect
to the impact of this emerging technology upon the channel structure it would seem that the channel members are “retreating”
relative to the channel positions. That is, consumers have retreated to the retailer level where they have assumed many of
the retailer functions; retailers have moved back to the wholesaler or supplier level; distributors have assumed some of the
manufacturer initiative with respect to produc specification and design; and manufactures have retreated to the subcontractor
or component supplier level. 相似文献
5.
Michael Levy Ph.D. George W. Jones M.B.A. 《Journal of the Academy of Marketing Science》1984,12(1-2):85-105
Marketing managers must determine what level of salient marketing mix variables should be provided within a marketing channel.
This paper describes a number of previously used methods and presents a different approach which determines a customer's sales
response to different levels of promotion and distribution activities using a variant conjoint analysis approach. The results
of this sales dollar estimation procedure are compared with those derived from conventional conjoint analysis using rank order
preference data. Differences in the two analyses are examined which could lead to different strategic decisions. 相似文献
6.
This investigation uses a simulated business-to-business sales context to examine five individual moral philosophies (true altruists, true egoists, realistic altruists, tit-for-tats, and realistic egoists). The simulation is based on the Iterative Prisoner’s Dilemma and its associated payoffs, employing computer-generated sales
agents that represent different companies and industries. The agents were selected randomly across 1,000 rounds, and interacted
with exchange partners according to the moral philosophies noted. In some cases, various corporate cultures were added to
determine their impact on the evolution and final mix of philosophical orientations of agents within firms. Simulation results
indicate the importance of ethical behavior on the long-term financial success of companies as well as the larger industries
in which they participate. 相似文献
7.
The typical view of a marketing channel is that of a manufacturer-designed and-controlled distribution system. However, today,
marketing functions, as well as market power, are more evenly distributed in the channel. In organizing and managing the modern
channel, it is important to understand the business circumstances and priorities confronting channel members. This article
studies how reseller firms establish their goal hierarchies and how these goals are related to performance. It hypothesizes
that goal priorities emerge in relation to the environmental imperatives faced by the firm. The article develops hypotheses
that are tested on survey data collected from a sample of franchisee firms, using structural equation models. The results
support all the hypotheses about the effects of primary goals on performance. The effects of secondary goals are not unequivocal
but informative nevertheless. Overall, the study points to interesting theoretical and managerial conclusions.
Ravi S. Achrol (raachrol@mail.wvu.edu) (Ph.D., Northwestern University) is the Kmart Professor of Marketing in the College of Business &
Economics at West Virginia University. Previously, he has served on the faculties of the George Washington University and
the University of Notre Dame. His areas of research interest include distribution channels, marketing strategy, interorganizational
relations, and network organization. His articles have appeared in theJournal of the Academy of Marketing Science, theJournal of Marketing, theJournal of Marketing Research, theJournal of Public Policy and Marketing, theJournal of Retailing, Social Science Research, theJournal of Business Strategy, and various other publications.
Michael J. Etzel (michael.j.etzel.1@nd.edu) (DBA, University of Colorado) is a professor of marketing at the University of Notre Dame. He
has previously served on the faculties of the University of Kentucky and Utah State University. His areas of research include
marketing management and strategy, retailing, and buyer behavior. In 1996–1997, he served as chair of the Board of the American
Marketing Association. His research has appeared in a variety of publications, most notably theJournal of Marketing Research, theJournal of Marketing, theJournal of Consumer Research, and theJournal of Retailing. 相似文献
8.
Effective channel management control is necessary to marketing planning. The flow of power and exchange in distribution systems
has received extensive attention in the literature in recent years, however, internal structuring patterns precipitating these
interactions have received cursory attention. This paper presents an initial conceptualization of a social systems model which
illustrates why power phenomena exist and how these phenomena flow through role interactions among members of a channel of
distribution. Implications for managerial action are presented in which managers utilize sources of power which have the greatest
possibility of achieving control. 相似文献
9.
The role of interpersonal liking in building trust in long-term channel relationships 总被引:10,自引:0,他引:10
Carolyn Y. Nicholson Larry D. Compeau Rajesh Sethi 《Journal of the Academy of Marketing Science》2001,29(1):3-15
This article explores the important role of liking in the development of the buyer’s trust in the sales rep. The authors argue
that liking’s role is richer and qualitatively different from that of the more cognitive antecedents of trust. They posit
that many cognitive antecedents of trust operate mainly through liking. They argue that as the buyer-sales rep relationship
matures, liking plays an even more important role in influencing trust. The authors empirically test a model delineating the
mediating role of liking in developing trust. They find that when the relationship between the buyer and the sales rep is
young, liking partially mediates the effect of similarity of business values and fully mediates the influence of frequency
of personal interaction on trust. Moreover, as the buyer’s relationship with the rep ages, liking takes the foreground in
trust development, while more cognitive antecedents recede into the background.
Carolyn Y. Nicholson (Ph.D., Virginia Polytechnic Institute and State University) is an assistant professor of marketing at Stetson University.
Her current research areas include forms and uses of communication in distribution channels, trust and commitment in marketing
relationships, and Internet marketing. Her research has appeared in theJournal of Retailing, along with numerous national conference proceedings.
Larry D. Compeau (Ph.D., Virginia Polytechnic Institute and State University) is an associate professor of marketing at Clarkson University.
His research has appeared in theJournal of Public Policy & Marketing and theJournal of Business Research. He has recently coedited a special issue of theJournal of Public Policy & Marketing on pricing. His research has appeared in numerous national conference proceedings.
Rajesh Sethi (Ph.D., University of Pittsburgh) is an assistant processor of marketing at Clarkson University. His current research areas
include new product development, cross-functional teams, Web-based new product development, and electronic commerce. He has
published in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Social Policy and Public Management. He also has published in numerous national conference proceedings. 相似文献
10.
The quality and effectiveness of marketing strategy: Effects of functional and dysfunctional conflict in intraorganizational relationships 总被引:1,自引:0,他引:1
Anil Menon Sundar G. Bharadwaj Roy Howell 《Journal of the Academy of Marketing Science》1996,24(4):299-313
By examining only dysfunctional conflict and ignoring functional conflict, empirical research in marketing has presented only
part of the story. This research offers the first systematic look at the antecedents and consequences of both functionaland dysfunctional conflict in intraorganiational relationships. The authors develop and empirically test a causal model for key
organizational antecedents of new product strategy quality and market performance. They find that dysfunctional conflict in
the decision-making process has deleterious consequences for quality of strategy and market performance, whereas functional
conflict improves both quality of strategy and performance. Specifically, organizational design characteristics such as formalization,
interdepartmental interconnectedness, low communication barriers, and team spirit improve new product performance by enhancing
functional conflict, whereas centralization and high communication barriers lower new product performance by increasing dysfunctional
conflict. A post hoc test for common method bias or variance suggests that bias or variance alone cannot explain these findings.
His general research interests focus on strategic issues relating to internal relationships, market learning, and organizational
context of marketing strategy. His research has been published in theJournal of Marketing, Journal of Business Research, Journal of Advertising Research, Journal of Advertising, andJournal of Services Marketing, among others.
His general research interests focus on strategic issues relating to relationship marketing, firm performance, sustainable
competitive advantage, timing of market entry, and information technology. His past research has been published in theJournal of Marketing, Journal of Business Research, Journal of Services Marketing, andMarketing Education Review, among others.
His research interests are in the areas of marketing research methods, structural equations modeling, cellular automata theories
and methods, and Taoist methodologies for marketing strategy. His research has been published in theJournal of Marketing, Journal of Marketing Research, andJournal of the Academy of Marketing Science, among others. 相似文献
11.
The channel literature has paid little attention to issues related to exclusive dealing governance arrangements. Consequently,
there is only limited knowledge about how exclusive dealing impacts various channel processes and outcomes. This gap is especially
regrettable since exclusive dealing, in addition to being one of the most commonplace governance formats within the distribution
channels, is also one of the best exemplars of viable unilateral governance formats. In this initial investigation, the authors
explore the linkages among the constructs of exclusive dealing, relationalism, communication, and performance. Empirical data
for the study were drawn from the photocopier industry.
He obtained his M.B.A. and D.B.A. degrees from Boston University. His primary research interest includes channels of distribution,
franchisor-franchisee relationships, and consumer purchase behavior in international contexts. He has published articles inJournal of Marketing Channels and the proceedings of several marketing conferences.
This article was crafted when Rajiv Dant was at Boston University. He received his M.B.A. from Bombay University and his Ph.D.
from Virginia Polytechnic Institute and State University. His research focuses on channels of distribution, with primary emphasis
on franchise structure, franchisee-franchisor relationships, and public policy aspects of franchising growth and ownership
topics. His research has been published inJournal of Marketing, Journal of Public Policy & Marketing, Research in Marketing, Journal of Retailing, Journal of Business
Research, Journal of Business Venturing, Journal of the Operations Research Society, Marketing Letters, Journal of Small Business
Management, Journal of Economic Psychology, Southern Business & Economics Journal, Philosophical and Radical Thought in Marketing,
Journal of Healthcare Marketing, Journal of Marketing Channels, andInternational Small Business Journal. 相似文献
12.
Fundamental changes in marketing organization: The movement toward a customer-focused organizational structure 总被引:2,自引:0,他引:2
Christian Homburg John P. Workman Ove Jensen 《Journal of the Academy of Marketing Science》2000,28(4):459-478
There has been growing interest in the future of marketing and changes in marketing’s organization and role within the firm.
However, there has not been research that holistically explores key changes in marketing organization. The authors draw on
qualitative interviews with 50 managers in the United States and Germany and argue that changes in marketing organization
that have been discussed in isolation are part of a more general shift toward customer-focused organizational structures.
They initially discuss two specific changes related to the overall shift: changes concerning primary marketing coordinators
and increasing dispersion of marketing activities. They then introduce the concept of a customer-focused organizational structure
that uses groups of customers as the primary basis for structuring the organization. They identify typical organizational
transitions as firms move toward a customer-focused organizational structure and discuss the challenges firms face in making
this transition. They conclude with implications for academic research, managerial practice, and business school curriculum.
Christian Homburg is a professor of business administration and marketing and Chair of the Marketing Department at the University of Mannheim
in Germany. He received his Ph.D. and master’s degrees from the University of Karlsruhe and earned his habilitation at the
University of Mainz. His research interests include organizational issues in marketing, customer orientation, industrial marketing,
and relationship marketing. Dr. Homburg has consulted and delivered executive education programs for more than one hundred
companies, including Daimler-Benz, Siemens, Deutsche Bank, Hoechst, RWE, Thyssen, Krupp-Hoesch and Sodexho.
John P. Workman, Jr. is an associate professor of marketing at Creighton University in Omaha, Nebraska. Dr. Workman conducts research on the organization
and role of marketing within the firm, on new product development in high-tech firms, and more recently on organizational
issues for e-commerce initiatives. His research uses concepts from organization theory, strategy, and sociology to examine
the interactions between marketing and other groups in the firm. Dr. Workman has a B.S. from N.C. State University, an M.B.A.
from the University of Virginia, and a Ph.D. from M.I.T. He has consulted for a number of organizations on the topics of e-commerce
and marketing organization.
Ove Jensen is a Ph.D. student studying under Professor Homburg at the University of Mannheim. He received his master’s degree from the
WHU Koblenz. He conducts research on sales management, organizational issues in marketing, and incentive systems. He has extensive
consulting experience in the areas of market-focused management and sales management. 相似文献
13.
14.
Building on behavioral decision research, this article provides guidelines to charitable marketing managers regarding the
effect of charitable direct marketing appeals on donor decision judgments. Several charitable direct mail appeals (factors)
were empirically tested simultaneously in a factorial experimental design involving 18,144 potential donors to determine how
donor decision strategies influenced choice judgments about whether to give and estimation judgments about how much to give.
The results indicate that suggested anchors and framing influence response rate (choice) but not size of gift. Reference information
(factual/statistical and narrative/experiential) influences size of gift (estimation) but not response rate. Implications
for charitable marketing managers are discussed.
He received his D.B.A. from Boston University, M.B.A. from Harvard University, and B.A. from Brandeis University. His research
interests include managerial pricing, marketing communication strategies, and customer value. His work has been published
in theCalifornia Management Review, Sloan Management Review, Pricing Strategy and Practice, Journal of Retailing, Journal of Marketing
Communication, Journal of Business and Industrial Marketing, andJournal of Promotion Management, among others.
He earned his S.B., S.M., and Ph.D. degrees from the Massachusetts Institute of Technology Sloan School of Management. He
is coauthor ofDirect Marketing Management (Prentice Hall) andCases in Business Statistics (Allyn & Bacon). He has published a variety of articles in journals such asManagement Science, Journal of Marketing Research, Journal of Direct Marketing, Harvard Business Review, Sloan Management
Review, Journal of Business Forecasting, American Statistician, andJournal of Finance. 相似文献
15.
Furthering the integration of marketing and logistics through customer service in the channel 总被引:6,自引:0,他引:6
Lloyd M. Rinehart M. Bixby Cooper George D. Wagenheim 《Journal of the Academy of Marketing Science》1989,17(1):63-71
Recent emphasis on customer service in both the academic and trade literature reveals a growing but confusing body of knowledge.
Both the marketing and logistics disciplines have offered varying definitions of customer service, but have failed to offer
a comprehensive framework which represents customer service and its related marketing and logistics issues. This article offers
the viewpoint that customer service is a conceptual unifying factor for integrating marketing and logistics. The channel system
is introduced as the vehicle by which buyer/seller relationships must be analyzed to understand formation of buyer expectations,
interaction of marketing and logistics activities, and subsequent customer service performance. The institutional, behavioral,
and physical dimensions of channel activity influence many of the marketing and logistics decisions made by management. The
framework offered in this article differs from previous efforts in that customer service is the output of the unified activities
of marketing and logistics. It considers marketing and logistics decisions jointly, re-evaluates and expands the production
function in logistics, and ties customer service to customer satisfaction or dissatisfaction. 相似文献
16.
Rodger D. Carlson Ph.D. 《Journal of the Academy of Marketing Science》1974,2(2):309-315
It is apparent that the return percentages have been drastically reduced by using only the primary variable of temperature.
The actual return percentage would have been even higher except that some route men ran out of hamburger buns and therefore
had no returns. This did not show up in the aggregate figures because these were more than balanced by a surplus returned
by the majority of route men. 相似文献
17.
Avraham Shama Ph.D. 《Journal of the Academy of Marketing Science》1976,4(4):764-777
While the controversy concerning the validity and purpose of broadening the concept of marketing is still an ongoing one,
the present article focuses on the field of political marketing and compares its historical development with that of American
business. In doing so, it is shown that political marketing, viz., the process by which political candidates and ideas are
targeted at the voters in order to satisfy their political needs and thus gain their support, has gone through the stages
of (1) candidate orientation. (2) sales-management orientation, and is presently experiencing a transition to a (3) marketing
concept orientation. These orientations parallel the development in the orientation of American business from product to sales
to marketing focus. In addition, the article also suggests that marketing and political marketing share many basic concepts
and tools. Consequently, it is concluded that political marketing should be included within the boundaries of the existing
marketing theory.
The author would like to thank Professor Philip Kotler for his insightful comments on an earlier version of this paper, and
for his encouragement. 相似文献
18.
This study examines the underlying forces that shape the international marketing (IM) field using three bibliometric methods:
exploratory factor analysis (EFA), hierarchical cluster analysis (HCA), and metric multidimensional scaling (MDS). We apply
these techniques to evaluate the knowledge structure of IM publications for the 1999–2008 period and to concurrently provide
a supplemental examination of the findings for the 2009–2010 period. Overall, our database contains 228,929 citations used
in 3,632 IM articles from 34 academic journals in which marketing publications appear. We initially trace the underpinning
knowledge structure in the literature in five-year increments for all influential IM publications. We then refine our analysis
and examine marketing-centered scholarly influences on the IM literature and undertake an examination of the developments
in later years. The results indicate that the IM field is expanding and is considerably more inclusive, sophisticated, and
increasingly more complex than in earlier periods. Our findings also demonstrate that other disciplines (principally management)
have had a profound influence on the development of the IM literature during the 12-year period under investigation. Using
the bibliometric results derived from our data, we provide guidelines for future research and contrast them with those forwarded
in review studies of the international marketing literature. 相似文献
19.
Terry Clark 《Journal of the Academy of Marketing Science》1988,16(2):43-48
Numerous marketing crises have gained media attention in recent years. The author examines the development of the concept
of the crisis by political scientists, sociologists, and organizational theorists. Upon this base, a tentative definition
for the marketing crisis is developed and a number of implications are drawn. Furthermore, the author suggests some directions
for future research into the area of marketing crises. 相似文献
20.
John C. Cox Ph.D. D. Wayne Norvell D.B.A. 《Journal of the Academy of Marketing Science》1974,2(1):223-229
A re-evaluation of the marketing concept appears to be in the making. The focus of research designed to facilitate this re-evaluation
is likely to be of considerable importance to the future development of marketing theory. Research designed to better define
the role and scope of the marketing concept seems to offer the most promise. Such research would be an aid to determining
where the marketing concept should fit into a comprehensive theory of marketing. Limitations of the marketing concept are
well documented in the literature suggesting a need for a broader framework of marketing theory. It seems imperative that
academicians accept the responsibility for developing a more comprehensive general theory of marketing, one relevant to both
the micro and macro aspects of a functioning system. Such flexibility seems to be a minimal requirement. 相似文献