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1.
Integrating service and design: the influences of organizational and communication factors on relative product and service characteristics 总被引:1,自引:0,他引:1
Michael Antioco Rudy K. Moenaert Richard A. Feinberg Martin G. M. Wetzels 《Journal of the Academy of Marketing Science》2008,36(4):501-521
The aim of this study is to identify the organizational and communication antecedents, and evaluate the consequences on relative
product and service characteristics, of the use of service-sourced information by product designers during new product development.
An empirical study of 121 product design managers demonstrates that a firm’s market orientation is improved by a healthy working
relationship between product designers and service employees. Such a relationship motivates designers to use service-sourced
information disseminated to them, enhancing both product and service characteristics of the new offering. The authors discuss
how communication channels and information content affect the information use of product designers. Product designers value
written information most. Information use does not relate to the frequency of receiving verbal or electronic information.
Information about product ergonomics positively influences product designers’ perceptions of the information, whereas information
on product aesthetics negatively influences their perceptions.
相似文献
Michael Antioco (Corresponding author)Email: |
Rudy K. MoenaertEmail: |
Richard A. FeinbergEmail: |
Martin G. M. WetzelsEmail: |
2.
Subin Im Charlotte H. Mason Mark B. Houston 《Journal of the Academy of Marketing Science》2007,35(1):63-75
Empirical studies provide an inconsistent picture of the relationship between an innovative personality predisposition (i.e.,
innate consumer innovativeness [ICI]) and innovative behavior (i.e., new product adoption behavior). Such inconsistencies
suggest intervening variables that may mediate the relationship have not been considered. Using data from a panel of consumers
(n = 296 in a cross-sectional phase, n = 147 in a matched, two-phase longitudinal analysis), we find that ICI does not directly influence adoption behavior but
does so indirectly through two of three components of vicarious innovativeness (modeling and engagement in word of mouth but
not exposure to advertising). Furthermore, despite the evidence that consumers’ decision processes differ for service versus
product adoption, extant studies largely ignore the role of ICI in new service adoption. Our findings suggest that vicarious
innovativeness plays a similar intervening role in service contexts. Finally, divergent operationalizations of adoption behavior
(ownership, relative time of adoption) appear to perform equally well.
相似文献
Mark B. Houston (Corresponding author)Email: |
3.
How do enhanced and unique features affect new product preference? The moderating role of product familiarity 总被引:2,自引:1,他引:1
Companies often introduce products with enhanced or unique features to compete with the dominant brands in the market. This
paper examines the moderating role of product familiarity in consumer preferences of products with enhanced or unique features
in two experimental studies. Study 1 (208 participants) operationalizes product familiarity at the product category level
and Study 2 (168 participants) measures it at the individual level as one’s prior experience with the product. The findings
of two experiments show that when consumers are unfamiliar with a product category, they prefer a product with enhanced features
to one with unique features. In contrast, when consumers are experienced, they perceive a product with unique features more
favorably than an enhanced one. Furthermore, this effect is due to consumer perceived differentiation of and performance uncertainty
about new products with enhanced or unique features.
相似文献
Kent NakamotoEmail: |
4.
Christian Homburg Torsten Bornemann Dirk Totzek 《Journal of the Academy of Marketing Science》2009,37(3):310-327
Despite the high practical relevance, prior research does not provide a clear picture whether the effectiveness of new product
preannouncements is contingent upon order of entry and whether the message content of preannouncements for pioneering products
should be different from those for followers. Drawing on diffusion research, the authors examine how preannouncements that
focus on risk reduction and the product’s relative advantage influence the relationship between preannouncement intensity
and new product success, taking into account order of entry. A cross-industry study investigating 151 new product launches
shows that for pioneers, a message focus aimed at reducing perceived product risk positively influences preannouncement effectiveness.
Furthermore, a relative advantage focus negatively affects preannouncement effectiveness and thus is rather counterproductive
for pioneers. With regard to early followers, results indicate a positive influence of a risk reduction focus on preannouncement
effectiveness. A relative advantage focus, however, is only effective if the product category is already established when
the early follower product is launched. Finally, for late followers, only preannouncements which strongly emphasize the relative
product advantage lead to a positive effect of preannouncements on new product success.
相似文献
Dirk TotzekEmail: |
5.
Serge A. Rijsdijk Erik Jan Hultink Adamantios Diamantopoulos 《Journal of the Academy of Marketing Science》2007,35(3):340-356
In the last decade, companies have developed a large number of intelligent products. Due to the use of information technology,
these products operate somewhat autonomously, cooperate with other products, or adapt to changing circumstances. Based on
a literature review and interviews with practitioners, the present article conceptualizes product intelligence and describes
a procedure to measure the construct. The article also explores the link of product intelligence to consumer satisfaction
through the innovation attributes of relative advantage, compatibility, and complexity. The article considers practical and
theoretical implications and identifies future research directions.
相似文献
Adamantios DiamantopoulosEmail: |
6.
Xueming Luo Maxwell K. Hsu Sandra S. Liu 《Journal of the Academy of Marketing Science》2008,36(2):202-214
This study uncovers the ignored role of institutional environment for marketing strategy and customer relationship management.
Hypothesis tests in a sample of Chinese firms find support that channel networking strengthens the customer orientation–customer
trust/commitment–firm performance (CTP) causal chain. In addition, the results show that government networking moderates this
chain in a non-linear fashion. The CTP linkages are most salient when the firm develops a moderate level, rather than a high
or low level of networking ties with government agencies.
相似文献
Sandra S. LiuEmail: |
7.
Researchers have typically studied the relationship between technology alliances and market value from a direct tie or dyadic
perspective. Yet any given technology alliance is typically embedded in a network of indirect ties created by the alliance
partners’ relationships with other firms. We argue that whether an indirect tie enhances or detracts from the market value
a firm creates in a technology alliance depends upon factors related to inter-firm competencies at both an alliance- and partner-level
of analysis. Empirical analysis of abnormal stock returns reveals support for the hypothesized contingent relationship between
indirect ties and value creation within technology alliances. Theoretically, the paper clarifies opposing perspectives in
the literature regarding the performance implications of indirect ties and identifies market value as a hitherto unrecognized
effect associated with this type of tie. Managerially, the findings improve marketers’ ability to leverage the complex interactions
that occur between technology alliances in a value-creating manner.
相似文献
D. Eric Boyd (Corresponding author)Email: |
Robert E. SpekmanEmail: |
8.
Christian Homburg Wayne D. Hoyer Ruth Maria Stock 《Journal of the Academy of Marketing Science》2007,35(4):461-474
Most research in the field of customer relationship management has focused on keeping existing customers. However, some companies
also systematically address lost customers and try to revive these relationships. This facet of customer relationship management
has been largely neglected by academic research. Our study provides a theoretical discussion and an empirical analysis of
factors driving the success of relationship revival activities. Drawing on equity theory, we find that the customer’s perceived
interactional, procedural, and distributive justice with respect to revival activities positively affect his or her revival-specific
satisfaction which in turn, has a strong impact on revival performance. Furthermore, revival performance depends on customer
characteristics (variety seeking, involvement, age), and the overall customer satisfaction with the relationship.
相似文献
Ruth Maria StockEmail: |
9.
Evangelia Katsikea Marios Theodosiou Robert E. Morgan 《Journal of the Academy of Marketing Science》2007,35(2):270-283
The authors extend sales management theory by considering the role of export sales management in small- and medium-sized firms,
and they develop an integrated model of export sales organization effectiveness. Specifically, the authors test 16 hypotheses
that examine the relationships among export sales management control, export territory, psychic distance, export sales performance,
and export sales organization effectiveness. Using a mail-survey approach, data were collected from U.K.-based export sales
managers in 146 direct exporters of industrial products. Though certain anomalies are observed, the research findings support
many of the hypothesized associations, confirming the robustness of existing sales management concepts and theories in an
export-marketing context.
相似文献
Robert E. MorganEmail: |
10.
We explore superstitious beliefs as a basis of product performance expectations and their impact on initial purchase likelihood
and subsequent satisfaction. In doing so, we demonstrate instances when superstition-driven expectations cause consumers to
make purchase decisions that run counter to economic rationality. In the first set of studies we find that Taiwanese consumers
are relatively more likely to purchase a product with positive superstitious associations based on its “lucky” color, and
are more likely to purchase and are willing to pay more money for a product with a smaller but “lucky” number of units contained
in the package (e.g., eight tennis balls compared to ten). In contrast, consumers who do not hold such superstitious beliefs
adhere to the more rational choice paradigm. Next, we show that the differences in purchase likelihood are driven by superstition-based
performance expectations. We further generalize these findings to product satisfaction, and find support for expectation disconfirmation
sensitivity as a moderator of the effect.
相似文献
Thomas Kramer (Corresponding author)Email: |
11.
The practice of introducing new technologies into the corporate environment has become a well-accepted principle for sustaining
or advancing competitive advantages. The current study focuses on the environmental and managerial factors associated with
the successful utilization of new technologies. To this end, the suggested framework examines the efforts put forth by the
two parties involved (the firm buying and the firm supplying the new technology). We use 112 matched data collected from the
suppliers and buyers of the customer relationship management (CRM) system in business-to-business markets. We find that the
perceived turbulence of business environments stimulates adaptive efforts from both the supplying and buying firms, which
may lead to a high level of utilization of new technologies for the buying firm.
相似文献
Jae H. Pae (Corresponding author)Email: |
12.
Eric Fang Robert W. Palmatier Kenneth R. Evans 《Journal of the Academy of Marketing Science》2008,36(3):322-336
This research applies an institutional arrangement perspective to develop an end-to-end model for the interaction between
customers and upstream suppliers to develop a new product to understand how new product value is created and shared. The model
is empirically tested by collecting primary data from 188 manufacturers across different industries. The research demonstrates
that customer participation affects new product value creation by improving the effectiveness of the new product development
process by enhancing information sharing and customer–supplier coordination and by increasing the level of customer and supplier
specific investments in the product development effort. In addition, increasing the formalization of the customer participation
process enhances both customer and supplier relationship-specific investments in the new product development process. The
impact of customer participation on the customer's share of the new product value pie is more complex then is first apparent.
Based on the dependence and equity perspectives the results suggest that exchange partners' power (relative dependence) positively
influences a partner's ability to capture new product value, but this power is offset by a desire of exchange partners to
ensure the distribution of value is “fair” and reflects each party's contribution to the value creation.
相似文献
Kenneth R. EvansEmail: |
13.
On the importance of matching strategic behavior and target market selection to business strategy in high-tech markets 总被引:1,自引:0,他引:1
Stanley F. Slater G. Tomas M. Hult Eric M. Olson 《Journal of the Academy of Marketing Science》2007,35(1):5-17
Business strategy is fundamentally concerned with the actions required to create superior customer value in the firm’s target
markets with the ultimate goal of achieving superior performance. Marketing theory suggests that two critical marketing activities
required to achieve this end are: (1) the adoption of appropriate strategic behaviors (i.e., customer-oriented, competitor-oriented,
technology-oriented) and (2) targeting of the appropriate market segments (i.e., innovators, early adopters, early majority,
late majority, laggards). This study builds on prior research which demonstrates that the strategic behavior—firm performance
relationship is contingent on the firm’s strategy by examining this relationship in high tech markets and by considering the
incremental contribution of appropriate target market selection. Responses from 160 senior marketing managers in high-tech
firms reveal strong support for our framework. Thus, this study provides useful guidance to executives and managers in high-tech
firms regarding the steps that they should take to increase their probability of success.
相似文献
Eric M. OlsonEmail: |
14.
Suresh Sundaram Andrew Schwarz Eli Jones Wynne W. Chin 《Journal of the Academy of Marketing Science》2007,35(1):101-112
This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The
primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along
with the traditional measure of usage—namely, frequency of use—on two dimensions of individual-level outcomes: information
technology-enabled administrative performance and information technology-enabled salesperson performance. To maintain consistency
with the existing literature, the authors examine the effects of predeployment attitude toward or acceptance of technology
and pre-deployment intended use of technology. The authors discuss managerial implications and provide directions for future
research.
相似文献
Wynne W. ChinEmail: |
15.
Does advertising create sustained firm value? The capitalization of brand intangible 总被引:1,自引:0,他引:1
Fang?Wang Xiao-Ping??Zhang Ming?Ouyang 《Journal of the Academy of Marketing Science》2009,37(2):130-143
This research inquires into the nature and degree of advertising effects on firm intangible values. Based on marketing research
on consumer based brand equity, this paper challenges the prevailing decaying assumption employed in the accounting/finance
disciplines to model the advertising-firm value relationship. Meanwhile, using financial data and methods, we provide new
measures for the marketing discipline to evaluate the effectiveness of advertising to create brand intangible. Results indicate
that advertising effects on firm intangible assets are sustainable and accumulative and support the asset/investment-like
characteristics of advertising expenditures. The research provides an empirical method to assess long-term advertising performance
and suggests firms’ varying effectiveness in creating brand equity through advertising. This study is the first to report
negative persistence effects of advertising to firm intangible values.
相似文献
Xiao-Ping (Steven) ZhangEmail: |
16.
Chenting Su Kevin Zheng Zhou Nan Zhou Julie Juan Li 《Journal of the Academy of Marketing Science》2008,36(3):378-394
To market important products to families successfully, salespeople must understand how couples behave in concert to resolve
conflict across major decisions. The authors develop a model of spousal fairness and test it with a study of multi-period
family purchase decision making. The results show that a spousal sense of fairness serves as a mechanism for contemporary
couples to harmonize conflict over time in family decisions. Specifically, spouses’ perceived fairness mediates the relationship
between spousal prior influence and spousal decision behavior in subsequent decisions. Spouses also consider their partner’s
perceptions of fairness when taking action to restore fairness. Moreover, the effects of perceived fairness are moderated
by spousal traits of empathy, egalitarianism, and empowerment in a gendered pattern.
相似文献
Julie Juan LiEmail: |
17.
The Malthusian “preventive check” mechanism has been well documented for pre-industrial England through evidence for a negative
correlation between the marriage rate and the price of wheat. Other literature, however, speculates that the correlation was
in fact positive from the early nineteenth century. This paper uses the cointegrated VAR model and recursive estimation techniques
to document the changing relationship between nuptiality and the price of wheat from 1541 to 1965. The relationship is indeed
positive from the early nineteenth century to the First World War. A simple theoretical model shows that this result is not
in fact inconsistent with a stylised Malthusian mechanism, and can be understood within the context of an increasing dominance
of shocks to aggregate demand rather than to aggregate supply.
相似文献
Jacob WeisdorfEmail: |
18.
Sridhar N. Ramaswami Rajendra K. Srivastava Mukesh Bhargava 《Journal of the Academy of Marketing Science》2009,37(2):97-116
While there is recognition that market-based capabilities contribute to a firm’s financial performance, the exposition is
largely conceptual (Srivastava et al. Journal of Marketing 62:2–18, 1998; Journal of Marketing 63:168–179, 1999). Using a
resource based view of the firm, the present study proposes that (1) market-based assets and capabilities of a firm impacts
(2) performance in three market-facing business processes (new product development, supply-chain and customer management),
which in turn, influence (3) the firm’s financial performance. It develops related hypotheses and tests the framework empirically.
The study also examines for the first time the interrelationship among the three business processes and their impact on the
market value of firms. Further, the study examines the moderating influence of two organizational variables—size and age of
the firm. Overall, the major contribution of the study is that it offers a process linkage between capabilities, process performance
and financial performance. The results of this research will provide strategic insights to managers on optimal customer management,
product development and supply chain strategies.
相似文献
Mukesh BhargavaEmail: |
19.
Michael Antioco Rudy K. Moenaert Adam Lindgreen Martin G. M. Wetzels 《Journal of the Academy of Marketing Science》2008,36(3):337-358
Although various manufacturing companies have developed into total solution providers, no research addresses their service
orientations. Building on the literature on organizational service climate, this study explores the organizational parameters
and service business orientations that explain relative product sales and service volume of manufacturing companies. Following
an exploratory study involving in-depth interviews, the authors conducted an empirical survey of 137 companies in The Netherlands,
Belgium, and Denmark. The study assesses the effects of organizational parameters on the implementation of service business
orientations and validates the important distinction between services in support of the client’s actions (SSC) and services
in the support of the product (SSP). The findings demonstrate that services in support of the client’s action leverage relative
product sales, while services in support of the product generate service volume. In addition to the main effects, the moderating
effects of the organizational parameters are discussed.
相似文献
Martin G. M. WetzelsEmail: |
20.
Nukhet Harmancioglu Cornelia Droge Roger J. Calantone 《Journal of the Academy of Marketing Science》2009,37(3):266-282
This research examines the roles of strategic ‘fit’ versus execution proficiency in creating superior performance for new
products. Specifically, we compare main effects versus moderation effects models of execution proficiency within a resource-based
view (RBV) framework. Four new product success dimensions are outcomes. Marketing ‘fit’ and technological ‘fit’ are viewed
as resource fit advantages and are antecedents in the model; marketing versus technical execution proficiencies relate to the project’s execution. The results show that the proficiencies-as-moderators model is the better fitting one;
marketing but not technical proficiency is the key moderator. The results regarding resource fit advantage show that (1) both
marketing fit and technological fit were positively related directly to profitability and to new product advantage; (2) marketing
fit had direct positive effects on customer need met; and (3) neither marketing fit nor technological fit predicted speed.
Concerning execution proficiencies: (1) technical execution proficiencies led to higher profitability and customer needs met,
as well as speed; and (2) marketing execution proficiency was the only construct that led directly to increased success on all four dimensions examined in this research. Overall, support was found
for the general premise that both marketing and technological resource fit advantages and marketing and technical execution proficiencies are significant predictors of new product success factors, with marketing
proficiencies having additional moderating effects on the relationship of resource fit to performance.
相似文献
Roger J. CalantoneEmail: |