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1.
Antecedents to customer expectations for service recovery 总被引:17,自引:0,他引:17
Selected antecedents of customers’ service recovery expectations are considered in this study. A conceptual model is proposed
in which customer perceptions of service quality, customer satisfaction, and customer organizational commitment function as
antecedents to service recovery expectations. The proposed model was tested with covariance structure analysis. The results
support the hypothesized relationships, suggesting that service quality and customer organizational commitment have direct
effects on customer service recovery expectations and that customer satisfaction has an indirect effect on service recovery
expectations.
He received his doctorate in marketing from the University of Kentucky. His research interests include services marketing
and ethics. His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, and theJournal of Business Research.
He received his doctorate in industrial and organizational psychology from Virginia Tech University. His research interests
include service quality with a focus on health care settings. His research has been published in theJournal of Management, Organizational Behavior and Human Decision Processes, andMedical Care Review. 相似文献
2.
Scott J. Vitell Kumar C. Rallapalli Ph.D. Anusorn Singhapakdi 《Journal of the Academy of Marketing Science》1993,21(4):331-337
This study develops a scale, using the American Marketing Association’s code of ethics, to measure the marketing-related norms
of marketing practitioners. The scale has five dimensions: 1) price and distribution, 2) information and contracts, 3) product
and promotion, 4) obligation and disclosure, and 5) general honesty and integrity. The relative influence of personal moral
philosophies and organizational ethical climate on the norms of marketers was also examined in this study.
He received his Ph.D. in marketing from Texas Tech University. His work has previously appeared in theJournal of Macromarketing, Journal of Business Ethics, Research in Marketing, Business and Professional Ethics Journal, andJournal of the Academy of Marketing Science, as well as various other journals and proceedings.
His research has been accepted for publication in theJournal of Pharmaceutical Marketing and Management and theJournal of Business Ethics, and has been published in various national and regional proceedings. His research interests include marketing ethics, health
care marketing, international marketing, and direct marketing.
He received his Ph.D. in marketing from the University of Mississippi. His work has previously appeared in theJournal of Macromarketing, Journal of Business Ethics, Business and Professional Ethics Journal, Journal of Public Policy
and Marketing, andJournal of the Academy of Marketing Science, as well as other journals and proceedings. 相似文献
3.
Charles H. Schwepker O. C. Ferrell Thomas N. Ingram 《Journal of the Academy of Marketing Science》1997,25(2):99-108
Several leading models of ethical decision making include factors contributing to an organization’s ethical climate as significant
determinants affecting ethical choice. The relationship of ethical climate to ethical conflict and role conflict is examined
in a salesperson context. Results suggest that salespersons’ perceptions of a positive ethical climate are negatively associated
with their perceived ethical conflict with sales managers. Implications and directions for future research are provided.
He has experience in wholesale and retail sales. His research interests are in sales, sales management, marketing ethics,
and consumer behavior. His articles have appeared in theJournal of Public Policy and Marketing, Journal of Business Ethnics, Journal of Marketing Management, Journal of Marketing
Theory & Practice, andIndustrial Marketing Management, as well as various national and regional proceedings. He is coauthor ofSales Management: Analysis and Decision-Making.
He is currently the president of the Academic Council of the American Marketing Association. He is a Southern Marketing Association
Fellow and a Southwestern Marketing Association Fellow. He has published 15 books and more than 50 articles. His books includeMarketing: Concepts and Strategies andBusiness Ethics. His work has appeared inJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, among others. His major research focus is marketing implementation and ethical compliance frameworks for organizations.
Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil.
He has received various teaching and research awards, including being named the Marketing Educator of the Year by Sales and
Marketing Executives International (SMEI). His primary research is in personal selling and sales management. His work has
appeared inJournal of Marketing, Journal of Marketing Research, Journal of Personal Selling & Sales Management, andJournal of the Academy of Marketing Science, among others. He is the coauthor of five textbooks, includingThe Professional Selling Skills Workbook, Sales Management: Analysis and Decision-Making, andMarketing Principles and Perspective. 相似文献
4.
Foo Nin Ho Scott J. Vitell James H. Barnes Rene Desborde 《Journal of the Academy of Marketing Science》1997,25(2):117-126
Researchers in marketing ethics have identified the importance of cognitive moral development (CMD) in marketing ethics models.
This study looks at selected correlates of role conflict and role ambiguity in marketing, especially the mediating role of
CMD. Of the correlates examined, the results seem to support the existence of statistically significant relationships between
CMD and role conflict and ambiguity. Implications for practitioners are provided. For example, the study could have direct
implications for management personnel who have the responsibility of hiring ethical people and helping them address any role
conflict or ambiguity that may arise from their job.
He received his Ph.D. in marketing from the University of Mississippi. His work has previously appeared in theJournal of Business Ethics, theJournal of Pharmaceutical Marketing and Management, theJournal of Marketing Theory and Practice, theJournal of Promotion Management, Health Marketing Quarterly, and various national proceedings.
He received his Ph.D. in marketing from Texas Tech University. His work has previously appeared in theJournal of Business Research, theJournal of Macromarketing, theJournal of Business Ethics, International Marketing Review, theJournal of the Academy of Marketing Science, and various other journals and proceedings.
He received his Ph.D. from the University of Oregon. His research has previously appeared in theJournal of Marketing Research and numerous other journals and proceedings.
He received his Ph.D. in marketing from Florida State University. His research has been published in theJournal of Business Research, theJournal of Marketing Management, and in various proceedings. 相似文献
5.
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
6.
Anusorn Singhapakdi Scott J. Vitell George R. Franke 《Journal of the Academy of Marketing Science》1999,27(1):19-36
This study uses responses from a survey of marketing professionals in a structural equation model linking antecedents and
consequences of two dimensions of personal moral philosophies (idealism and relativism) and perceived moral intensity (PMI).
Mixed support is found for hypothesized effects of gender, religiosity, education, experience, salary, and corporate ethical
values on idealism and relativism. Idealism increases and relativism decreases PMI in four ethical scenarios. PMI increases
perceptions of ethical problems, which reduce intentions to act unethically. The study tests whether relationships between
variables, revealing that PMI has direct as well as indirect effects on intentions. Intentions are also influenced by gender:
women have more ethical intentions than men, on average, and this effect is not mediated by other variables in the model.
Anusorn Singhapakdi is an associate professor of marketing at Old Dominion University. He has also served on the marketing faculty at Lamar University,
Texas, and at Thammasat University, Thailand. His papers on topics in marketing ethics and social responsibility have been
published in theJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing,
Journal of Public Policy & Marketing, and various other journals and proceedings.
Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi. He received his Ph.D. in marketing from Texas
Tech University. His work has previously appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Macromarketing, Journal of Business
Ethics, Research in Marketing, International Marketing Review, and in other journals and proceedings.
George R. Franke is an associate professor and Reese Phifer Fellow of Marketing at the University of Alabama. His research interests include
ethics, public policy, advertising, and research methodology. His publications have received best-paper awards from theJournal of Advertising, Journal of Marketing Research, American Marketing Association, and Southern Marketing Association. 相似文献
7.
Michael R. Hyman Varinder M. Sharma Parthasarathy Krishnamurthy 《Journal of the Academy of Marketing Science》1995,23(1):15-25
Since the commodity-oriented thinkers of marketing’s early history, marketers have sought a valid schema for classifying products.
Currently, the marketing literature is dominated by two types of schemata for classifying products: product-based and consumer
cost-based. Despite marketing tenets such asexchange is the focal notion of marketing andgood marketing theory integrates the perspectives of firms and consumers, no existing schema embodies either exchange or a dual firm/consumer perspective. After reviewing the existing classificational
schemata, one such schema is proposed and evaluated. The two classifying dimensions of this schema are providers’ relative
variable costs (PRVC) and patrons’ relative effort (PRE). Crossing high and low levels of PRVC and PRE yields four product
categories: low cost/effort, patroneffort heavy, provider-cost heavy, and high cost/effort.
His work has appeared inJournal of Marketing, Journal of Business Research, Journal of Retailing, Journal of Advertising, International Journal of
Advertising, Business Horizons, Business Ethics: A European Review, and other journals. His current research interests include marketing theory, advertising, and ethics. He received his Ph.D.
in marketing from Purdue University.
will soon receive his Ph.D. in marketing from the University of North Texas. His work has appeared inAcademy of Management Journal, as well as the proceedings of the American Marketing Association, the Decision Science Association, and the Society of Franchising.
His research interests include building and testing models in international marketing, consumer behavior, and marketing management.
His current research interests include self-referent processing of advertisements and consumer satisfaction. 相似文献
8.
Les Carlson Russell N. Laczniak Ann Walsh 《Journal of the Academy of Marketing Science》2001,29(3):276-288
This article describes a study on mothers’ views of television and children’s perceptions of their mothers’ socialization
efforts regarding television. Results from the investigation involving 174 mother and child (in Grades 3–6) dyads suggest
that mothers’ perceptions of their responsibilities regarding children’s television viewing vary by parental style. In addition,
children’s perceptions of mothers’ verbal interactions about TV and coviewing together with opinions, monitoring, and controlling
of television similarly vary across parental styles. These findings support previous research that parental styles play a
role in determining the manner in which mothers socialize their offspring about television.
Les Carlson (Ph.D., University of Nebraska-Lincoln) is a professor of marketing at Clemson University. His research interests center
on consumer socialization and environmental advertising. His work has appeared inInternational Marketing Review, Journal of the Academy of Marketing Science, Journal of Advertising, Journal of Business Research,
Journal of Consumer Affairs, Journal of Consumer Psychology, Journal of Consumer Research, Journal of Current Issues and Research
in Advertising, Journal of General Psychology, Journal of Macromarketing, Journal of Marketing Education, Journal of Marketing
Theory and Practice, Journal of Personal Selling and Sales Management, Journal of Public Policy and Marketing, and various conference proceedings. He is a past editor of theJournal of Advertising.
Russell N. Laczniak (Ph.D., University of Nebraska-Lincoln) is a professor of marketing and chair, Departments of Management and Marketing, at
Iowa State University. His primary research interests deal with marketing communication. His research has been published in
theJournal of Consumer Psychology, Journal of Advertising, Journal of Current Issues and Research in Advertising, Journal of
the Academy of Marketing Science, Journal of Public Policy & Marketing, Journal of Consumer Affairs, Journal of Business Research,
Psychology and Marketing, Journal of Marketing Theory and Practice, Journal of Marketing Communications, Marketing Letters, and various conference proceedings.
Ann Walsh (Ph.D., University of Nebraska-Lincoln) is an assistant professor of marketing at Western Illinois University. She has published
in theJournal of Advertising, Journal of the Academy of Marketing Science, Journal of Consumer Affairs, and American Marketing Association Educators’ Proceedings. 相似文献
9.
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
10.
Linda K. Good Thomas J. Page Clifford E. Young 《Journal of the Academy of Marketing Science》1996,24(2):148-156
A model of organizational turnover is expended from previously reported models to include an extraorganizational antecedent
and comparison across two different hierarchical levels of management. Role ambiguity, role conflict, and work-family conflict
were used as antecedents of job satisfaction, organizational commitment, intent to leave, and actual turnover. The basic model
of turnover was supported in both levels of management. In addition, several additional relationships that have been found
in previous studies were tested. Implications of these results for retail managers are discussed.
She received her Ph.D. from Oklahoma Stae University. Her research interests include retail turnover, socialization of entry-level
management trainees, the role of social support in reducing employee stress, consumer distribution systems in Russian and
Poland, and motivation of Russian and Polish employees. Her articles have appeared inJournal of Retailing, International Marketing Review, andMarketing Education Review.
He received his Ph.D. from Ohio State University. His research interests include attitude-behavior relationships, information
processing, and the use of structural equations in marketing. His research has appeared in theJournal of Marketing, Journal of Marketing Research, Journal of Experimental Social Psychology, Journal of Advertising, andJournal of Business Research.
He received his Ph.D. from University of Utah. He has extensive experinece in computer applications in marketing and business
and has conducted research and seminars for a variety of companies. His major interests are in quantitative methods and sales
manamgement. His articles have appeared inJournal of Retailing, Journal of Marketing, Journal of Personal Selling and Sales Management, Business Horizons, Journal of
Public Policy and Marketing, andJournal of Business Logistics and Business. 相似文献
11.
Pierre Berthon Leyland F. Pitt Michael T. Ewing 《Journal of the Academy of Marketing Science》2001,29(2):135-150
The market-focused learning organization continues to attract attention in the marketing literature. Two central and interrelated
aspects of collective learning are organizational culture and memory. The relationship between culture and performance has
been demonstrated both theoretically and empirically. This study investigates the influence of culture and organizational
memory development on perceptions of managers’ decision-making context. Findings suggest that both organizational culture
and memory influence marketing managers’ perceptions of decision-making context. Specifically, managers in externally focused
cultures tend to perceive a relatively higher proportion of strategic problems than managers in internally focused cultures,
and managers in organic process cultures tend to perceive a relatively higher proportion of unstructured problems than managers
in mechanistic cultures. The implications for managerial practice are discussed and avenues for future research outlined.
Pierre Berthon is a professor of marketing at the School of Management, University of Bath, United Kingdom. Prior to taking up his present
position, he was adjunct professor of marketing at Columbia Business School, University of Columbia, New York. His research
interests are eclectic but focus mainly on the areas of management decision making, strategic modes of organization, electronic
commerce, and interactive marketing. His work has been published in a wide range of journals, includingSloan Management Review, California Management Review, Journal of Business Research, Journal of Advertising Research, Business
Horizons, Omega, andTechnological Forecasting and Social Change. He is coauthor of a textbook on electronic commerce (Electronic Commerce: The Strategic Perspective, published by Dryden).
Leyland F. Pitt is a professor in the School of Marketing at Curtin University of Technology in Perth, Western Australia. He has also taught
executive programs at the University of Chicago, Columbia University, and the London Business School. His current research
focuses on marketing strategy and the marketing/technology interface. His work has been accepted for publication in such academic
and practitioner journals as theCalifornia Management Review, Sloan Management Review, Columbia Journal of World Business, Communications of the ACM, theJournal of Advertising Research, theJournal of Business Research, andMIS Quarterly, of which he is also an associate editor.
Michael T. Ewing is an associate professor in the School of Marketing at Curtin University of Technology. Before that, he worked for Ford
Motor Company. He has taught in Australia, Hong Kong, Singapore, Malaysia, the Czech Republic, South Africa, and England.
His research and teaching interests include marketing communications, E-commerce, and international advertising. Among others,
his work has appeared in theAsian Journal of Marketing, Business Horizons, theJournal of Advertising Research, theJournal of Business Research, theJournal of Marketing Communications, and theInternational Journal of Advertising. He serves on the editorial review board of theJournal of Advertising Research. 相似文献
12.
The role of corporate social responsibility in strengthening multiple stakeholder relationships: A field experiment 总被引:6,自引:0,他引:6
Sankar Sen C. B. Bhattacharya Daniel Korschun 《Journal of the Academy of Marketing Science》2006,34(2):158-166
This research relied on a field experiment involving a real-world instance of corporate philanthropy to shed light on both
the scope and limitations of the strategic returns to corporate social responsibility (CSR). In particular, the authors demonstrate
that the impact of CSR in the real world is not only less pervasive than has been previously acknowledged but also more multifaceted
than has been previously conceptualized. The findings indicated that contingent on CSR awareness, which was rather low, stakeholders
did react positively to the focal company not only in the consumption domain but in the employment and investment domains
as well. Stakeholder attributions regarding the genuineness of the company’s motives moderated these effects.
Sankar Sen (sankar_sen@baruch.cuny.edu) is a professor of marketing at the Zicklin School of Business, Baruch College, City University
of New York. He received his Ph.D. in marketing in 1993 from the Wharton School, University of Pennsylvania. His research
focuses on consumer decision making. He is interested, more specifically, in consumer reactions to company actions, particularly
in the domain of CSR. His research has appeared inCalifornia Management Review, Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, Journal of
Economic Theory, and others.
C. B. Bhattacharya (cb@bu.edu) received his Ph.D. in marketing from the Wharton School of the University of Pennsylvania in 1993 and his M.B.A.
from the Indian Institute of Management in 1984. Prior to joining Boston University, he was on the faculty at the Goizueta
Business School, Emory University. His specific expertise is in the areas of customer retention and the roles of CSR and organizational
identification in designing marketing strategy. He served on the editorial review board of theJournal of Marketing from 2002 to 2005 and has published in journals such as theJournal of Marketing Research, theJournal of Marketing, Journal of Applied Psychology, andOrganization Science. He speaks frequently at many academic and business forums and won the William Novelli Best Paper Award at the Social Marketing
Conference in 1997. Dr. Bhattacharya received the 2001 Broderick Prize for Research Excellence at Boston University and the
Emory Williams Distinguished Teaching Award in 1995, the highest teaching award at Emory University. He is also part of the
select group of faculty members onBusiness Week’s Outstanding Faculty list. Prior to his Ph.D., he worked for 3 years as a product manager for Reckitt Benkiser PLC. He has
consulted for organizations such as the Hitachi Corporation, Procter & Gamble Company, Bell South, The Prudential Bank, Information
Resources Inc., Airwick Industries, Silo Inc., and the High Museum of Art.
Daniel Korschun (danielk@bu.edu) is a doctoral candidate in marketing at Boston University. His current research interests include brand
management, CSR, and interorganizational relationships. 相似文献
13.
Janeen E. Olsen Abhijit Biswas Kent L. Granzin 《Journal of the Academy of Marketing Science》1993,21(4):307-321
Recent marketing campaigns have urged American consumers to “Buy American.” Marketers can improve the success of their campaigns
if they understand the network of influences that lead American consumers to help threatened domestic workers. Consumers’
cooperation in purchasing domestic products may be viewed as a form of help for American workers whose jobs are threatened
by the success of imported products. This study presents a model designed to explain consumers’ willingness to help these
workers. Survey data were subjected to structural equation analysis to test the model. Results confirmed willingness to help
is influenced by the salience of the problem, identification with the workers, inequity of the situation, felt similarity
with the workers, empathy with the workers, and the costs of helping. These findings suggest ways to market the Buy American
theme.
She received her Ph.D. from the University of Utah. Her research interests include international marketing and channels of
distribution. Her work has appeared in theJournal of Business Research, Journal of Advertising, Journal of Retailing, and other marketing journals.
He received his Ph.D. from the University of Illinois. His research interests include the fitness market, consumer logistics,
helping behavior, and marketing channels. His research findings have been reported in theJournal of the Academy of Marketing Science and in various other business and social science journals and proceedings.
He received his Ph.D. from the University of Houston. Dr. Biswas’s work has been published in theJournal of Marketing, Journal of the Academy of Marketing Science, Journal of Macromarketing, Journal of Business Research,
Journal of Advertising, Journal of Consumer Affairs, Psychology and Marketing, andJournalism Quarterly, as well as other refereed journals. 相似文献
14.
Organizational culture and ethical research behavior 总被引:1,自引:0,他引:1
Ishmael P. Akaah 《Journal of the Academy of Marketing Science》1993,21(1):59-63
The author examines, in the context of Wallach’s (1983) conceptualization, the influence of bureaucratic, supportive, and
innovative cultural dimensions on marketing research professionals’ reported ethical research behavior. The results indicate
that marketing research professionals in organizations of bureaucratic-innovative-supportive culture reflect the highest reported
research ethics behavior, followed by those in organizations of innovative-supportive and bureaucratic-only cultures, respectively.
He received his M.B.A., M.A., and Ph.D. degrees from The Wharton School, University of Pennsylvania. Professor Akaah’s articles
have appeared in theJournal of Marketing Research, Journal of Advertising Research, Journal of Macromarketing, Journal of the Academy of Marketing
Science, Journal of Business Ethics, Journal of Health Care Marketing, Journal of Business Research, International Marketing
Review, Journal of Global Marketing, Journal of Business Logistics, Journal of Direct Marketing, Journal of International
Consumer Marketing, Proceedings of the American Marketing Association, and elsewhere. His current research interests include consumer decision processes, marketing ethics, and international marketing
strategy. 相似文献
15.
A refinement and validation of the MARKOR scale 总被引:3,自引:0,他引:3
Ken Matsuno John T. Mentzer Joseph O. Rentz 《Journal of the Academy of Marketing Science》2000,28(4):527-539
In this article, the authors attempt to develop an improved market orientation scale built on Kohli, Jaworski, and Kumar’s
market orientation scale (MARKOR). The modified scale is then compared with the MARKOR scale in a validation study. The authors
argue that the scale improves operationalization of the market orientation construct, and the results indicate that the psychometric
properties of the new scale are superior to those of the MARKOR scale. Implications of the results are discussed, and a future
research agenda is offered.
Ken Matsuno is assistant professor of marketing at Babson College. He received his Ph.D. from the University of Tennessee. His research
interests include marketing strategy formulation process and its outcomes and business-to-business marketing issues. His work
can be found in theJournal of Marketing, theInternational Journal of Physical Distribution and Logistics Management, and several academic conference proceedings.
John T. Mentzer is the Harry J. and Vivienne B. Bruce Excellence Chair of Business Policy in the Department of Marketing, Logistics, and
Transportation at the University of Tennessee. He received his Ph.D. from Michigan State. He has published in theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Business Logistics International Journal of
Physical Distribution and Logistics Management, Transportation Journal, Columbia Journal of World Business, Industrial Marketing
Management, Research in Marketing, and other journals.
Joseph O. Rentz is associate professor of marketing at the University of Tennessee, Knoxville. He received his Ph.D. from the University
of Georgia. His research interests include cohort analysis, measurement issues in marketing, generalizability studies, and
itnerfunctional effectiveness. He has published articles in theJournal of the Academy of Marketing Science, Journal of Marketing, andJournal of Marketing Research among others. 相似文献
16.
Ravipreet S. Sohi Daniel C. Smith Neil M. Ford 《Journal of the Academy of Marketing Science》1996,24(3):195-207
An increasing number of firms are sharing a sales force between multiple divisions of their companies. Although this practice
may increase organizational efficiency by reducing unit selling costs, it is not clear how it affects outcomes at the level
of the individual salesperson. This study examines the effects of sharing a sales force between multiple divisions on salespeople’s
role perceptions, satisfaction, and performance. The results indicate that sharing is associated with higher levels of role
stress and lower levels of work satisfaction and nonfinancial performance. The association between sharing and financial performance
is not significant. Formalization and centralization of the sales organization moderate the relationships between sharing
and the outcome variables. Higher levels of formalization lessen the effects of sharing on salespeople’s role conflict, role
ambiguity, and work satisfaction. Conversely, higher levels of centralization exacerbate the effects of sharing on role ambiguity
and work satisfaction.
His research interests include issues in personal selling, sales management, and channels of distribution. He has published
in theJournal of Retailing, European Journal of Marketing, Journal of Macromarketing, Journal of Marketing Theory and Practice, and various conference proceedings. He received his Ph.D. from the University of Wisconsin-Madison.
His research interests include management of brand equity and competitive analysis. He has published in theJournal of Marketing Research, Journal of Marketing, Journal of Consumer Research, Journal of the Academy of Marketing Science,
Journal of Personal Selling and Sales Management, Strategic Management Journal, Journal of Advertising Research, Industrial
Marketing Management, andPlanning Review. He received his Ph.D. from the University of Pittsburgh.
His research interests are in the areas of personal selling and sales management. His articles have appeared in numerous journals,
and one of them received the William O’Dell Award for the most outstanding article published in theJournal of Marketing Research. He has coauthored several books includingSales Force Management: Planning Implementation and Control (Irwin, 1992). He received his Ph.D. from the University of Illinois-Urbana. 相似文献
17.
Marketing strategy and the internet: An organizing framework 总被引:1,自引:0,他引:1
P. Rajan Varadarajan Manjit S. Yadav 《Journal of the Academy of Marketing Science》2002,30(4):296-312
Competitive strategy is primarily concerned with how a business should deploy resources at its disposal to achieve and maintain
defensible competitive positional advantages in the marketplace. Competitive marketing strategy focuses on how a business
should deploy marketing resources at its disposal to facilitate the achievement and maintenance of competitive positional
advantages in the marketplace. In a growing number of product-markets, the competitive landscape has evolved from a predominantly
physical marketplace to one encompassing both the physical and the electronic marketplace. This article presents a conceptual
framework delineating the drivers and outcomes of marketing strategy in the context of competing in this broader, evolving
marketplace. The proposed framework provides insights into changes in the nature and scope of marketing strategy; specific
industry, product, buyer, and buying environment characteristics; and the unique skills and resources of the firm that assume
added relevance in the context of competing in the evolving marketplace.
P. Rajan Varadarajan is a distinguished professor of marketing and the Ford chair in marketing and e-commerce in the Mays Business School at Texas
A&M University. His research and teaching interests are in the areas of strategy and e-commerce. His research on corporate,
business, and marketing strategyrelated issues has been published in theJournal of Marketing, Journal of the Academy of Marketing Science, Academy of Management Journal, Strategic Management Journal, and other leading journals. He is coauthor of a textbook titledContemporary Perspectives on Strategic Market Planning. Dr. Varadarajan served as editor of theJournal of Marketing from 1993 to 1996. He currently serves on the Board of Governors of the Academy of Marketing Science and as editor of theJournal of the Academy of Marketing Science.
Manjit S. Yadav is an associate professor of marketing and Mays Faculty Fellow, Department of Marketing, Mays Business School, Texas A&M
University. He obtained his Ph.D. in marketing from Virginia Tech. His research focuses on electronic commerce, firms’ pricing
strategies, and consumers’ price perceptions. He has published in a number of journals, includingJournal of Marketing Research, Journal of Consumer Research, Journal of the Academy of Marketing Science, andSloan Management Review. He is a member of the Editorial Review Board of theJournal of the Academy of Marketing Science. At Texas A&M, Dr. Yadav developed and currently teaches a graduate course (Strategic Foundations of E-Commerce) dealing
with the strategic challenges and opportunities in the emerging electronic marketplace. He served as cochair of the American
Marketing Association’s 2001 Faculty Consortium on Electronic Commerce held at Texas A&M University. 相似文献
18.
P. Rajan Varadarajan Satish Jayachandran 《Journal of the Academy of Marketing Science》1999,27(2):120-143
This article provides an assessment of the state of the field of marketing strategy research and the outlook. Using institutional
theory, the authors develop an organizing framework to serve as a road map for assessing research in marketing strategy. Their
assessment of the state of the field based on a review of extant literature suggests that significant strides in conceptual
development and empirical research have been achieved in a number of areas. Several recent developments in the business world,
including deconglomeration and increased organizational focus on managing and leveraging market-based assets such as brand
equity and customer equity, suggest that marketing is likely to play a more important role in charting the strategic direction
of the firm. However, the theoretical contributions of the field to the academic dialogue on strategy leave much to be desired.
P. Rajan Varadarajan (Ph.D. University of Massachusetts, Amherst) is a professor of marketing and the Jenna and Calvin R. Guest Professor of Business
Administration at Texas A&M University. His research interests are in the areas of corporate, business, and marketing strategy;
marketing management; and global competitive strategy. His research has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, Sloan Management Review, California Management Review, Business Horizons, and other journals. He is coauthor of a textbook entitled,Contemporary Perspectives on Strategic Market Planning. He served as editor of theJournal of Marketing from 1993 to 1996. He currently serves on the Board of Governors of the Academy of Marketing Science, as Chairperson of the
Marketing Strategy Special Interest Group of the American Marketing Association, on the Editorial Review Boards of theJournal of Marketing, Journal of the Academy of Marketing Science, and theJournal of International Marketing, and as an ad hoc reviewer for a number of journals in themarketing and management disciplines. In recognition of his research
and publications, in May 1994, he was awarded the Texas A&M University Distinguished Achievement Award for Research, the highest
honor the University bestows.
Satish Jayachandran is a doctoral candidate in marketing at Texas A&M University. His research interests include competitive behavior of firms
and the impact of organizational performance on subsequent managerial and firm behavior. His research is forthcoming in theJournal of Marketing and has been presented at American Marketing Association and Academy of International Business conferences. His professional
experience spans sales and channels management in the computer industry and account management in advertising. 相似文献
19.
Sanjeev Agarwal Sridhar N. Ramaswami 《Journal of the Academy of Marketing Science》1993,21(4):293-306
A key concern in implementing organizational controls is that little is known about when controls lead to “negative” employee
responses. Previous research has suggested that lower levels of negative responses will be observed only if the controls that
are being employed “fit” the characteristics of the tasks being controlled. The two task characteristics usually referred
to include performance (outcome) documentation and procedural (cause-effect) knowledge. Unlike previous studies, however,
this study assumes that the two task characteristics should have a joint, rather than independent, influence on employee responses
to controls. The reason is that knowledge of how well one is doing is not sufficient for expecting lower levels of negative
responses if information on procedures that may lead to better performance is not available. Knowledge of procedures, likewise,
is not sufficient for lower levels of negative responses if performance documentation is not available. Results of an empirical
study provide general support for the above line of reasoning.
He obtained his Ph.D. at the Ohio State University. His research interests include the areas of international marketing and
sales management. He has previously published inAdvances in International Marketing, International Trade Journal, Journal of the Academy of Marketing Science, Journal of
International Business Studies, Journal of Personal Selling and Sales Management, and contributed to several national and international conference proceedings.
He obtained his Ph.D. at the University of Texas at Austin. His research interests include sales management, marketing strategy,
and international marketing. He has previously published inInternational Journal of Research in Marketing, International Trade Journal, Journal of Economic Behavior and Organization,
Journal of the Academy of Marketing Science, Journal of International Business Studies, Journal of Personal Selling and Sales
Management, Technology Forecasting and Social Change, and contributed to numerous conference proceedings. 相似文献
20.
In this study, the authors test a previously developed model of negotiations. The structural equations model focuses on the
antecedents of problem-solving behaviors and negotiators’ satisfaction. The replication uses two new groups of businesspeople—Canadian
Anglophone and Mexican industrial exporters. Similarities and differences in model fit were discovered across the two groups
of exporters. Results validated the importance of reciprocity as a social construct in cross-cultural negotiations. The problemsolving
behaviors of Canadian and Mexicans were found to be a function of their perceptions of the counterparts’ strategy. Mexicans’
problem-solving behaviors subsequently influenced their expressed satisfaction with outcomes. The impact of bargainer and
organizational characteristics varied across the two groups.
Alma Mintu-Wimsatt (alma_wimsatt@tamu-commerce.edu), Ph.D., is a professor of marketing in the College of Business and Technology at Texas A&M
University-Commerce. Her research focuses on international negotiations, cross-cultural buyer-seller relationships, and technology-mediated
learning. She has published inManagement Science, theEuropean Journal of Marketing, theJournal of Personal Selling and Sales Management, andThunderbird International Business Review. She received her degree from the University of Kentucky.
John L. Graham (jgraham@uci.edu), Ph.D., is a professor of marketing and international business in the Graduate School of Management at
the University of California, Irvine. His primary area of research has been on international negotiations. He has published
extensively in both academic and management journals including theHarvard Business Review, theColumbia Journal of World Business, theJournal of Marketing, Marketing Science, theJournal of Consumer Research, theJournal of International Business Studies, and theJournal of Higher Education. His research has also been the subject of articles published inThe Smithsonian, Chronicle of Higher Education, and theLos Angeles Times. He received his degree from the University of California, Berkeley. 相似文献