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1.
A framework for market-based organizational learning: Linking values, knowledge, and behavior 总被引:32,自引:0,他引:32
James M. Sinkula William E. Baker Thomas Noordewier 《Journal of the Academy of Marketing Science》1997,25(4):305-318
The authors review the concept of organizational learning and present a broad conceptual framework for its modeling. Within
this framework, one specific process for market-based organizational learning is postulated. An empirical test of this model
leads the authors to conclude that a more positive learning orientation (a value-based construct) will directly result in
increased market information generation and dissemination (knowledge-based constructs), which, in turn, directly affects the
degree to which an organization makes changes in its marketing strategies (a behavioral construct). Managerial implications
are discussed.
His research interests lie primarily in the areas of organizational information use and market-based organizational learning.
His work has been published in theJournal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Business Research, andJournal of Marketing.
His research interests include both individual and organizational learning. He has published in the areas of consumer decision
making, advertising effectiveness, and market-based organizational learning.
His research interests include organizational marketing and marketing channels. His work has been published in theJournal of Marketing, Journal of Business and Economic Statistics, Journal of Business Logistics, Journal of Purchasing and
Materials Management, andJournal of Health Care Marketing. 相似文献
2.
Recent studies on marketing and the natural environment have called for research that links environmental marketing strategies
to the performance of the firm. This research operationalizes the enviropreneurial marketing (EM) construct and examines its
relationship with firm performance. It is the first empirical research to operationalize the EM construct. The new scale,
albeit a first attempt, demonstrates encouraging psychometric properties. According to the resource-based view of the firm,
a resource such as EM should directly influence firms’ capabilities (e.g., new product development success) but not competitive
advantage (e.g., change in market share). A nationwide study of top-level marketing managers supports this perspective. In
addition, although market turbulence also affects new product development success, it does not have an impact on EM. This
suggests that EM formation is driven by internal rather than external forces.
William E. Baker (william.baker@sdsu.edu) is an associate professor of marketing at San Diego State University. His research interests lie
primarily in advertising effectiveness, new product success, organizational learning, and market orientation. He has published
in leading scholarly journals including theJournal of the Academy of Marketing Science, theJournal of Product and Innovation Management, theJournal of Consumer Psychology, theJournal of Advertising, Psychology & Marketing, and theJournal of Market Focused Management. He has also served as the head of research in a major communications firm and is actively involved in consulting.
James M. Sinkula (james.sinkula@uvm.edu) is John L. Beckley Professor of Marketing in the School of Business Administration at the University
of Vermont. His research interests lie primarily in the areas of organizational learning, market orientation, product innovation,
environmental marketing strategy, and organizational performance. He has published in the leading scholarly journals, including
theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Product and Innovation Management, theJournal of Business Research, theJournal of Advertising Research, theJournal of Market Focused Management, theJournal of Business and Industrial Marketing, theJournal of International Marketing, and others. 相似文献
3.
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
4.
Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction 总被引:1,自引:0,他引:1
Eric G. Harris John C. Mowen Tom J. Brown 《Journal of the Academy of Marketing Science》2005,33(1):19-35
Several scholars have noted the importance of relationship marketing and the critical role that salesperson knowledge plays
in the formation of buyer-seller relationships. However, research on salesperson learning motivations has been relatively
scarce compared with research on firm-level learning orientations. One promising stream of research in this area is salesperson
goal orientation. Drawing from previous work in control theory, the authors extend previous research in this area by proposing
relationships between personality influencers, goal orientations, customer/selling orientation, and overall work satisfaction.
Their hypotheses are tested using data obtained from a sample of 190 real estate agents. The results provide support for their
hypothesized model. Specifically, learning orientation is shown to positively influence customer orientation, while performance
orientation is shown to positively influence selling orientation.
Eric G. Harris (eharris@lklnd.usf.edu Ph.D., Oklahoma State University) is an assistant professor of marketing at the University of South
Florida. His current research interests include goal orientation, customer orientation, and personality models applied to
consumer and employee behavior. He has published articles in theJournal of the Academy of Marketing Science, Psychology & Marketing, theJournal of Consumer Marketing, theJournal of Business & Psychology, Services Marketing Quarterly, theJournal of Services Marketing, and theJournal of Marketing Management.
John C. Mowen (jcmmkt@okstate.edu) Ph.D., Arizona State University) is Regents Professor and holds the Noble Chair of Marketing Strategy
at Oklahoma State University. He has published articles in numerous leading journals, including theJournal of the Academy of Marketing Science, theJournal of Marketing Research, theJournal of Marketing, Decisions Sciences, theJournal of Applied Psychology, theJournal of Personality and Social Psychology, Psychology and Marketing, and theJournal of Consumer Psychology. He is a past president of the Society for Consumer Psychology. His teaching and consulting interests focus on consumer behavior
and motivating the workforce. His research focuses on the factors that motivate and influence the decisions of consumers and
employees.
Tom J. Brown (tom.brown@okstate.edu; Ph.D., University of Wisconsin) is Ardmore Professor of Business Administration and an associate
professor of marketing at Oklahoma State University. His articles have appeared in leading marketing journals, including theJournal of Marketing Research, the Journal of Marketing, theJournal of Consumer Research, and theJournal of the Academy of Marketing Science. His current research interests include causes and effects of corporate reputation and the customer orientation of service
workers. He is cofounder of the Corporate Identity/Associations Research Group. Teaching interests include marketing research,
services marketing, and corporate communications. He is coauthor (with Gilbert A. Churchill Jr.) ofBasic Marketing Research (5th ed.). Consulting interests include marketing research, corporate reputation, and the customer orientation of service
workers. 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.
Intelligence generation and superior customer value 总被引:5,自引:0,他引:5
It has become conventional wisdom that an organization's ability to continuously generate intelligence about customers' expressed
and latent needs, and about how to satisfy those needs, is essential for it to continuously create superior customer value.
However, intelligence generation typically has been treated as a generic firm activity. The authors propose that there are
four distinct modes of intelligence generation, each of which is part of a welldeveloped intelligence-generation capability.
The article reports the results of an exploratory study that supports this proposition.
Stanley F. Slater is the vice chancellor for academic affairs and a professor of business administration at the University of Washington, Bothell.
His research interests lie primarily in the areas of market-based organizational learning and market strategy implementation.
He has published more than 30 articles in theJournal of Marketing, theJournal of the Academy of Marketing Science, theStrategic Management Journal, and theJournal of Management, among others. He has won “Best Paper” awards from the International Marketing Review and from the Marketing Science Institute.
He currently serves on five editorial review boards including those of theJournal of Marketing and theJournal of the Academy of Marketing Science.
John C. Narver is a professor of marketing in the Graduate School of Business Administration at the University of Washington, Seattle. His
general research interests lie in the area of strategic marketing. His current research is primarily concerned with the creation
and effects of a market orientation in an organization. His work has been published in theJournal of Marketing, theStrategic Management Journal, theAcademy of Management Journal, and theJournal of Market-Focused, Management, among other scholarly journals. He has won the “Best Paper” award from the Marketing Science Institute. 相似文献
7.
Nigel F. Piercy David W. Cravens Nikala Lane Douglas W. Vorhies 《Journal of the Academy of Marketing Science》2006,34(2):244-262
Interest in management control approaches and organizational factors associated with higher levels of salesperson performance
is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors
(OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors
and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance
to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager
control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent
to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in
prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly,
and POS has a strong impact on salesperson OCB.
Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United
Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh.
His current research interests focus on strategic sales and account management. His work has been published in many journals
including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006).
David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing
in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration
from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product
planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing.
Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United
Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University.
Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published
widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management.
Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University
of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities,
the links between innovation, strategic market management and performance, and professional selling and sales management.
His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management. 相似文献
8.
The impact of suppliers' perceptions of reseller market orientation on key relationship constructs 总被引:1,自引:0,他引:1
Thomas L. Baker Penny M. Simpson Judy A. Siguaw 《Journal of the Academy of Marketing Science》1999,27(1):50-57
A number of researchers have reported the positive benefits of creating and maintaining a market orientation. This study is
one of the first to explicitly investigate the effects of market orientation within a channel context. It is proposed that
a supplier's perceptions of a reseller's market orientation will positively affect the supplier's perceptions of certain key
relationship marketing constructs. Data collected from 380 suppliers were used to test the hypotheses. All hypotheses were
supported.
Thomas L. Baker is an associate professor of marketing in the Cameron School of Business at the University of North Carolina at Wilmington.
He was awarded his doctorate in 1990 from Florida State University. His research has been published in theJournal of Marketing, Journal of Retailing, Journal of Personal Selling and Sales Management, Journal of Business Research, and other journals as well as international, national, and regional proceedings.
Penny M. Simpson is an associate professor of marketing and the David D. Morgan Professor of Marketing at Northwestern State University of
Louisiana. She was awarded her doctorate in 1991 from Louisiana Tech University. Her research interests include channel relationships,
market orientation, and advertising effectiveness. Her articles have been published in theJournal of Marketing, Journal of Academy of Marketing Science, Journal of Health Care Marketing, Journal of Business Ethics,
Psychological Reports, and other journals and proceedings.
Judy A. Siguaw is an associate professor of marketing at Cornell University, School of Hotel Administration. She was awarded her doctorate
in 1991 from Louisiana Tech University. She has published in numerous journals, including theJournal of Marketing, Journal of Marketing Research, Journal of Strategic Marketing, Journal of Business Ethics, andIndustrial Marketing Management. She has also published many conference proceedings, including those for the Academy of Marketing Science, the American Marketing
Association, and the European Marketing Academy. 相似文献
9.
Creating a firm-level dynamic capability through capitalizing on market orientation and innovativeness 总被引:5,自引:0,他引:5
Drawing on the resource-based view of the firm, this study addresses the dynamic capability-generating capacity of market
orientation on firm performance. Whereas prior literature has examined environmental turbulence as a contextual condition
shaping the market orientation-firm performance relationship, this study takes an internal approach by focusing on existing
stocks of resources within the firm while controlling for environmental conditions. A conceptual model is developed that explains
how market orientation can be transformed into dynamic capability when complemented by transformational (reconfig-urational)
constructs, such as innovativeness. The empirical results support the authors— theory that the effect of market orientation
on firm performance is strengthened when market orientation is bundled together with internal complementary resources, such
as innovativeness. The authors discuss the findings in the context of varying stages of the product life cycle and at different
levels of market development.
Bulent Menguc (menguc@brocku.ca), Ph.D., Marmara University, is currently an associate professor of marketing at Brock University, St.
Catharines, Canada. His areas of research interest include sales force management and internal marketing, strategic orientations,
and cross-cultural research methodology. His research has appeared in theJournal of the Academy of Marketing Science, theJournal of Retailing, theInternational Journal of Research in Marketing, theJournal of Business Research, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, theJournal of Business Ethics, and theEuropean Journal of Marketing, among others.
Seigyoung Auh (sauh@yonsei.ac.kr), Ph.D., University of Michigan, is an assistant professor at Yonsei University, South Korea. His research
interests are the application of the resource-based view to marketing strategy, the role of top management teams on marketing
strategy, and innovation and organizational learning. He has publications in theJournal of the Academy of Marketing Science, theInternational Journal of Research in Marketing, theJournal of Business Research, Industrial Marketing Management, and theJournal of Economic Psychology, among others. 相似文献
10.
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
11.
Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have
looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits
that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy.
Furthermore, two task-related factors (perceived job autonomy and customer demandingness) and one individual difference variable
(trait competitiveness) are proposed to affect salesperson learning effort and self-efficacy. Two empirical studies show consistent
results regarding the positive effects of learning on efficacy and efficacy on performance as well as the influences of three
exogenous constructs on learning and efficacy. Implications and future research directions are discussed.
Guangping (Walter) Wang is an assistant professor of business at Penn State University at Hazleton. He received his Ph.D. in marketing from Louisiana
State University in 2000. His research interests include sales management, relationship marketing, database marketing, and
e-commerce. His work has appeared or been accepted for publication in theJournal of Vocational Behavior, Journal of Business Research, Journal of Relationship Marketing, Journal of Global Marketing, and a number of national and international conference proceedings.
Richard G. Netemeyer is a professor of marketing in the McIntire School of Commerce at the University of Virginia. He received his Ph.D. in marketing
from the University of South Carolina in 1986. His research interests are primarily consumer and organizational-behavior issues.
His research has appeared in theJournal of Consumer Research, Journal of Marketing Research, Journal of Marketing, Journal of Applied Psychology, OBHDP, JAMS, and others. 相似文献
12.
John Kim Jeen-Su Lim Mukesh Bhargava 《Journal of the Academy of Marketing Science》1998,26(2):143-152
This study investigates the role of affect in attitude formation. Two experiments, using established conditioning procedures,
assessed the impact of affect on attitude formation. The results of Experiment 1 indicate that affect can influence attitudes
even in the absence of product beliefs. The results of Experiment 2 suggest that affect plays as important or more important
a role than the belief mechanism in attitude formation, depending on the number of repetitions. Implications of the results
for understanding the role of affect in advertising are discussed.
John Kim is an associate professor of marketing in the School of Business Administration at Oakland University. He earned his Ph.D.
in marketing from the University of Cincinnati. His research interests include consumer decision making, advertising effectiveness,
and brand equity. His work has appeared in theJournal of Marketing Research, theJournal of Consumer Research, and theJournal of Business Research.
Jeen-Su Lim is Interim Chair and a professor of marketing at the University of Toledo. He received his Ph.D. in marketing from Indiana
University. His work has appeared in many journals, including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, Industrial Marketing Management, International Marketing Review, Management International Review,
Psychology and Marketing, and theJournal of Health Care Marketing, among others. His research interests include consumer inference processes, new product development and competitive strategy,
and export marketing.
Mukesh Bhargava is an assistant professor in the Department of Marketing and Management at Oakland University. He has a Ph.D. in marketing
from the University of Texas, Austin, and several years of practical experience in advertising and marketing research. His
research includes areas such as advertising effectiveness and evaluation of marketing strategy in business and nonprofit organizations.
His work has appeared in theJournal of Advertising Research, Marketing Letters, theJournal of Business Research, and theJournal of the Academy of Marketing Science, among others. 相似文献
13.
Alliance orientation: Conceptualization, measurement, and impact on market performance 总被引:3,自引:0,他引:3
Destan Kandemir Attila Yaprak S. Tamer Cavusgil 《Journal of the Academy of Marketing Science》2006,34(3):324-340
Interfirm collaborations have inspired a rich literature in marketing and strategy during the past two decades. Building on
this extant work, the authors developed a new construct, alliance orientation, and explored its influence on firms’ alliance
network performance and market performance. The authors drew on data collected from 182 U.S. firms with extensive experience
informing, developing, and managing strategic alliances in marketing, new product development, distribution, technology, and
manufacturing projects. Using structural equations modeling, the authors demonstrate that alliance orientation significantly
affects alliance network performance, which in turn enhances market performance. The findings also suggest that market turbulence
exerts a significant moderating influence on the relationship between alliance orientation and alliance network performance,
whereas the moderating role of technological turbulence on that relationship does not appear to be significant. The study
provides evidence that firms’ alliance orientations positively affect their performance in strengthening their alliance network
relationships and in managing conflicts with their alliance partners.
Destan Kandemir (kandemir@msn.edu) is a research associate in Center for International Business Education and Research at Michigan State
University. She earned her PhD in marketing and international business from Michigan State University. Her articles have appeared
in theJournal of Business and Industrial Marketing, Industrial Marketing Management, theJournal of International Marketing, and theJournal of Management. Her research interests include firm resources and capabilities, market-oriented knowledge management, and global alliance
management.
Attila Yaprak (attila.yaprak@wayne.edu) is a professor of marketing and international business at Wayne State University. He received his
PhD from Georgia State University. His research interests include cross-national consumer behavior, global marketing strategy,
and international alliances. His research has appeared in theJournal of International Business Studies, theJournal of International Marketing, theJournal of Business Research, andPolitical Psychology, among others.
S. Tamer Cavusgil (cavusgil@msu.edu) is University Distinguished Faculty and the John W. Byington Endowed Chair in Global Marketing in the
Department of Marketing and Supply Chain Management, Eli Broad Graduate School of Management, Michigan State University. 相似文献
14.
A measure of long-term orientation: Development and validation 总被引:2,自引:0,他引:2
William O. Bearden R. Bruce Money Jennifer L. Nevins 《Journal of the Academy of Marketing Science》2006,34(3):456-467
Long-term orientation (LTO) is a salient aspect of national culture values and as such influences consumers’ decisionmaking
processes. This article describes the development and validation of measures to assess LTO. Scale development procedures resulted
in a two-factor, eight-item scale that reflects the tradition and planning aspects of LTO. A program of studies involving
more than 2,000 respondents in four countries demonstrated the psychometric properties of the measures, their discriminant
and convergent validities, and the relationship of the measures to other important theoretical concepts (e.g., consumer frugality,
compulsive buying, and ethical values). The measures are applicable for investigating individual differences in LTO both within
and across cultures.
William O. Bearden (bbearden@moore.sc.edu) is the Bank of America Chaired Professor of Marketing in the Moore School of Business at the University
of South Carolina. His articles have been published in journals such as theJournal of Consumer Research, theJournal of Marketing, the Journal of Marketing Research, theJournal of the Academy of Marketing Science, and theJournal of Retailing. His research interests include consumer perceptions of value and prices, the measurement of consumer and marketing constructs,
and the effects of marketplace promotions.
R. Bruce Money (moneyb@byu.edu) is the Donald Staheli Fellow and an associate professor of marketing and international business in the Marriott
School of Management at Brigham Young University. His articles have been published in journals such as theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Business Studies, andSloan Management Review. His research interests include the international aspects of national culture’s measurement and effects, business-to-business
marketing, word-of-mouth promotion, services marketing, and negotiation.
Jennifer L. Nevins (nevinsjl@appstate.edu) is an assistant professor of marketing in the Walker College of Business at Appalachian State University.
Her research interests include export marketing, distribution channels, and the influence of cultural values on international
channel relationships. 相似文献
15.
Emin Babakus David W. Cravens Mark Johnston William C. Moncrief 《Journal of the Academy of Marketing Science》1999,27(1):58-70
Emotional exhaustion is a potentially important construct in examining sales force behavior and attitude relationships. A
conceptual model and hypotheses are developed to study the antecedents and consequences of the emotional exhaustion construct.
The hypotheses are tested using LISREL 7 to analyze data from a sample of field salespeople from a large international services
organization. The empirical results offer strong support for relationships involving role ambiguity and conflict antecedents
and organizational commitment, job satisfaction, performance, and intention-to-leave consequences of emotional exhaustion.
Emin Babakus (Ph.D. University of Alabama, 1985) is a professor of marketing and associate dean for faculty at the Fogelman College of
Business & Economics, University of Memphis. His research interests are in the areas of measurement, sales management, services,
and international marketing. His research has been published in a number of journals, including theJournal of Marketing Research, Journal of the Academy of Marketing Science, International Journal of Research in Marketing,
Journal of Retailing, andJournal of Advertising Research.
David W. Cravens holds the West Chair of American Enterprise Studies at Texas Christian University. He is a former editor of theJournal of the Academy of Marketing Science and serves on the editorial boards of several journals. He is the author ofStrategic Marketing (Irwin/McGraw-Hill).
Mark Johnston is a professor of marketing at the Roy E. Crummer Graduate School of Business, Rollins College. He earned his Ph.D. in marketing
in 1986 from Texas A&M University. Prior to receiving his doctorate, he worked in industry as a sales representative for a
leading distributor of photographic equipment. Dr. Johnston's research interests focus on sales force management issues that
include analyzing the affect of role stress on salesperson attitudes and behavior, reducing unwanted turnover, and improving
performance. In addition, he conducts research on a wide range of other topics, including international marketing management,
ethics, and promotional strategy. His research has been published in a number of professional journals such as theJournal of Marketing Research, Journal of Applied Psychology, International Journal of Management, Journal of Business Ethics,
Journal of Business Research, and theJournal of Personal Selling and Sales Management.
William C. Moncrief is a professor of marketing at Texas Christian University and former chair of the Marketing Department. He has published
extensively in the sales and sales management areas. He is coauthor ofSales Management (Addison-Wesley). 相似文献
16.
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
17.
Subin Im Barry L. Bayus Charlotte H. Mason 《Journal of the Academy of Marketing Science》2003,31(1):61-73
This article explores the relationships between innate consumer innovativeness, personal characteristics, and new-product
adoption behavior. To do this, the authors analyze cross-sectional data from a household panel using a structural equation
modeling approach. They also test for potential moderating effects using a two-stage least square estimation procedure. They
find that the personal characteristics of age and income are stronger predictors of new-product ownership in the consumer
electronics category than innate consumer innovativeness as a generalized personality trait. The authors also find that personal
characteristics neither influence innate consumer innovativeness nor moderate the relationship between innate consumer innovativeness
and new-product adoption behavior.
Subin Im is currently an assistant professor of marketing at San Francisco State University. His primary scholarly interest includes
the organizational aspects of innovation, new-product development for marketing strategy, the consumer side of the innovation
adoption process, organizational learning in new-product development, moral hazard and adverse selection model, and research
methodology using multivariate statistical techniques. His current research projects include creativity in new-product development,
market orientation and innovation, consumer innovativeness, entrepreneurship and organizational learning in new-product development,
the development of the creativity measure, the validation of the innovativeness measure, and the testing of nonlinear effects
in structural equation modeling. He received his Ph.D. from the University of North Carolina at Chapel Hill. Subin worked
in banking and semiconductor industries before he joined academia.
Barry L. Bayus is a professor of marketing in the University of North Carolina's (UNC) Kenan-Flagler Business School. Prior to joining the
marketing faculty at UNC, Barry worked in both industry and academia. He has also served as an expert witness in patent infringement
cases involving high-tech products. His teaching and research interests are in the areas of new-product design and development,
marketing analysis and strategy, and technological change. His recent research is concerned with the creation and evolution
of new markets and the historical evolution of products, as well as new-product development issues such as speed to market,
product life-cycle management, new-product preannouncements, product proliferation, firm entry, and exit timing in dynamically
changing markets.
Charlotte H. Mason is an associate professor of marketing in the University of North Carolina's Kenan-Flagler Business School, where she leads
the MBA Customer and Product Management concentration. Her industry experience includes work for Procter & Gamble, Booz, Allen
and Hamilton, as well as consulting projects. Her research focuses on the development and testing of marketing models and
applications of multivariate statistics to marketing problems. She is currently investigating issues relating to the analysis
and use of large customer databases as well as strategic issues surrounding customer portfolio management. Her research has
been published inMarketing Science, theJournal of Marketing Research, theJournal of Consumer Research, Marketing Letters, theJournal of the Academy of Marketing Science, and theJournal of Business Research. She is on the review boards of theJournal of Marketing Research and theJournal of the Academy of Marketign Science and is coauthor (with William Perreault) ofThe Marketing Game!, a strategic marketing simulation. 相似文献
18.
Fang Wu Vijay Mahajan Sridhar Balasubramanian 《Journal of the Academy of Marketing Science》2003,31(4):425-447
Across industries, firms have adopted e-business initiatives to better manage their internal business processes as well as
their interfaces with the environment. In this study, a unified framework that captures the antecedents of e-business adoption,
adoption intensity, and performance outcomes is proposed and empirically tested using data collected from senior managers
in four technology-intensive industries. Applying a framework that captures the intensity of e-business adoption across four
business process domains, the authors find that the antecedents and performance outcomes of e-business adoption are best studied
in a process-specific context. They find, for example, that while the communication and internal administration aspects of
e-business positively affect performance outcomes, the more high-profile activities related to online order taking and e-procurement
do not. The authors' findings provide the foundation for a more rigorous study of e-business.
Fang Wu (fangwu@msu.edu) (Ph.D., University of Texas at Austin) is an assistant professor of marketing at the Eli Broad College of
Business, Michigan State University. Her current research interests include e-business adoption strategy, knowledge transfer
in new product alliances, interfirm learning dynamics, and marketing knowledge management.
Vijay Mahajan (vijay.mahajan@bus.utexas.edu) (Ph.D., University of Texas at Austin) is the John P. Harbin Centennial Chair in Business
and a professor of marketing at the McCombs School of Business, University of Texas at Austin, and dean of the Indian School
of Business at Hyderabad, India. He has written extensively on product diffusion, marketing strategy, and marketing research
methodologies. He has written and/or edited eight books. His research appears in journals such as theJournal of Marketing Research, theJournal of Marketing, Marketing Science, Management Science, andHarvard Business Review. He has received the Best Research Paper Award from theJournal of Retailing (1982, 1985), theJournal of Marketing (Maynard Award, 1990), and theInternational Journal of Research in Marketing (Prentice Hall Award, 1995). He also received the American Marketing Association (AMA) Charles Coolidge Parlin Marketing
Research Award (1997) and the AMA Marketing Research Special Interest Group Gilbert Churchill Award in 1999, recognizing lifetime
achievement in marketing research.
Sridhar Balasubramanian (balasubs@bschool.unc.edu) (Ph.D., Yale University) is an assistant professor of marketing at Kenan-Flagler, the University
of North Carolina Business School. His research interests cover multiple areas including marketing strategy, channel portfolio
management, e-commerce and m-commerce, direct marketing and customer relationship management, game theory and the management
of competition, digitization, and strategic compensation. His research has been published or is forthcoming in journals such
asMarketing Science, Management Science, Statistica Neerlandica, theInternational Journal of Electronic Commerce, Decision Support Systems, and theJournal of Retailing. He received the John D. C. Little Award for 1998 from the Institute for Operations Research and the Management Science (INFORMS)
for the best marketing paper inMarketing Science andManagement Science. He has worked as a marketing strategy adviser to start-up companies and served as guest coeditor of the Centennial Issue
of theJournal of Retailing. 相似文献
19.
Fuan Li Paul W. Miniard Michael J. Barone 《Journal of the Academy of Marketing Science》2000,28(3):425-436
As a means of enhancing consumer understanding of nutritional information, the Nutrition Labeling and Education Act of 1990
requires the provision of percentage daily values (%DVs) on food labels. Findings from existing research, however, vary in
their support for the assumption that including %DVs will assist consumers in their efforts to comprehend nutritional information.
To shed further light on this issue, the present study examines the moderating role of consumer knowledge about how to use
%DVs in evaluating a product’s healthiness. The results indicate that the usefulness of providing %DVs on a nutritional label
depends strongly on this form of knowledge. Implications for public policy and directions for future research efforts are
presented.
Fuan Li (Ph.D., Florida International University) is an assistant professor of marketing in the Walker School of Business at Mercyhurst
College (Erie, Pennsylvania). He has been a faculty member at East China Normal University (Shanghai, China) and St. Olaf
College (Northfield, Minnesota). His current research interests include consumer choice, consumer responses to trust advertising
appeals, and relationship marketing. His work has been published both in English and in Chinese.
Paul W. Miniard (Ph.D., University of Florida) is the BMI professor of marketing and the Ph.D. program director in the College of Business
Administration at Florida International University (Miami, Florida). His research focuses on consumer behavior and advertising
and has been published in a number of business and psychology journals. He is also a coauthor of a consumer behavior textbook.
Michael J. Barone (Ph.D., University of South Carolina) is an associate professor of marketing in the College of Business Administration at
Iowa State University (Ames, Iowa). His research, which primarily involves consumer responses to advertising and consumer
choice, has been published in theJournal of Marketing Research, Journal of Consumer Psychology, Marketing Letters, Journal of the Academy of Marketing Science,
Journal of Advertising, Journal of Advertising Research, Journal of Business Research, andJournal of Public Policy & Marketing, as well as in various conference proceedings. 相似文献
20.
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