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1.
Jack J. Kasulis Fred W. Morgan David E. Griffith James M. Kenderdine 《Journal of the Academy of Marketing Science》1999,27(3):320-332
The use of trade promotions as a channel-programming tool has increased substantially in the past decade. In focusing on the
tactical implications of trade promotions, some firms appear to have underestimated the tendency of poorly planned trade promotions
to interfere with the implementation of a marketing strategy. In this article, the authors examine the complex issue of trade
promotion use from both long-term and short-term perspectives. Different trade promotions can produce dissimilar types of
channel cooperation, consumer responses, and postpromotion channel member behavior, resulting in differences in distribution-programming
preferences between suppliers and retailers. The authors argue that the adjudication of these different preference structures
is addressed through the market power of the channel participants. Based on an assessment of these channel relationships,
an approach for suggested courses of action is forwarded.
Jack J. Kasulis is an associate professor of marketing at the University of Oklahoma. He obtained his Ph.D. in marketing from Northwestern
University in Evanston, Illinois, and has research interests in marketing channels, retailing, and consumer behavior. His
articles have appeared in such journals as theJournal of Consumer Research, Journal of the Academy of Marketing Science, European Journal of Marketing, Journal of Business
Research, Journal of Advertising Research, and various other journals and proceedings.
Fred W. Morgan is the Ashland Professor of Marketing at the University of Kentucky. He obtained his Ph.D. in marketing from Michigan State
University in East Lansing and has research interests in legal issues in marketing, sales management, and marketing channels.
His articles have appeared in such journals as theJournal of Marketing, Journal of Marketing and Public Policy, Journal of the Academy of Marketing Science, Journal of Marketing
Channels, and various other journals and proceedings.
David E. Griffith is an associate professor and the Harvey Jones Chair of Marketing at Ouachita Baptist University. He obtained his Ph.D. in
marketing from the University of Texas in Austin and has research interests in marketing channels, marketing strategy, and
ethics. His research has appeared inMarketing Letters, Journal of the Academy of Marketing Science, Journal of Marketing Channels, and various other journals and proceedings.
James M. Kenderdine is an associate professor and director of the Distribution Research Program at the University of Oklahoma. He obtained his
D.B.A. from Indiana University in Bloomington. His research interests are in wholesaling, retailing, and marketing channels.
His publications have includedThe Changing Economics of Wholesaling: A North American Chart Book, Wholesaling in Transition: An Executive Chart Book, and articles in various journals and proceedings. 相似文献
2.
This article examines factors leading to a firm’s satisfaction with its marketing channels. The authors build on existing
studies of consumer satisfaction and the channels literature. They add a transaction cost factor and use the discrepancy model
to examine the determinants of satisfaction. Findings from a survey of Canadian exporters show that a firm’s domestic performance,
its previous experience, the uncertainty it faces, and its ability to change channels and monitor channel operations all provide
significant explanations for management satisfaction.
He received his Ph.D. degree from the University of Toronto. His research interests are in the areas of international marketing,
channels of distribution, and marketing strategy. Professor Klein has published articles in theJournal of the Academy of Marketing Science, andJournal of Marketing Research, andInternational Marketing Review.
He received his Ph.d. degree from the University of Toronto. His research interests are in the areas of new product development,
satisfaction research, and retailing. Professor Roth has published articles in theJournal of Marketing Research, theServices Industry Journal, andInternational Marketing Review. 相似文献
3.
In this article, the authors empirically test the notion that as the mean price of durables increases, the degree of dispersion
also increases. This effect holds even when they specifically consider variables such as the number of competitors and store
quality. The authors suggest that an individual-level perceptual mechanism, the psychophysics of price, at the aggregate level
helps explain continued price dispersion on the Web. These results are contrary to predictions from standard economic theory,
which suggest that readily available price information will result in increased price competition and lower price dispersion.
Two studies consistently demonstrate that as the mean price of an item increases, price dispersion also increases. These results
provide evidence that, contrary to general economic expectations, the Internet has not commoditized products. Retailers and
managers need to pay attention to Internet information but not be fearful of its impact on their pricing strategies.
Joan Lindsey-Mullikin (jmullikin@babson.edu; Ph.D., Arizona) is an assistant professor of marketing at Babson College. Her research and teaching
interests focus on pricing, retailing, and consumer behavior. She has published in journals such as theJournal of Retailing, Journal of the Academy of Marketing Science, Journal of Consumer Affairs, Journal of Social Psychology, andJournal of Product and Brand Management. She serves on the review board of theJournal of Product and Brand Management.
Dhruv Grewal (dgrewal@babson.edu; Ph.D., Virginia Tech) is the Toyota Chair in Commerce and Electronic Business and a professor of marketing
at Babson College. He is currently coeditor of theJournal of Retailing (2001-present). His research and teaching interests focus on e-business, retailing, global marketing, pricing and value-based
marketing strategies. He will be awarded the 2005 Lifetime Achievement in Behavioral Pricing Award (Fordham University, November
2005). He is a “Distinguished Fellow” of the Academy of Marketing Science. He has published more than 65 articles in journals
such as theJournal of Marketing, Journal of Consumer Research, Journal of Marketing Research, Journal of Retailing, andJournal of the Academy of Marketing Science. He was won awards for his teaching and research. He cochaired the 1993 Academy of Marketing Science Conference, the 1998
Winter American Marketing Association Conference “Reflections & Future Directions for Marketing,” and the 2001 AMA doctoral
consortium. He will be cochairing the American Marketing Association 2006 Summer Educator’s Conference. 相似文献
4.
Dale F. Duhan Scott D. Johnson James B. Wilcox Gilbert D. Harrell 《Journal of the Academy of Marketing Science》1997,25(4):283-295
This article reports the development and testing of a theoretical model of the initial stages of recommendation-based decision
making by consumers. Although consumers use a variety of recommendation sources, they have different motivations for the use
of different sources. The model focuses on the factors that influence the likelihood of consumers using strong-tie sources
(e.g., friends and family) and weak-tie sources (e.g., acquaintances or strangers) or recommendations. The factors used in
the model are the prior knowledge level of the consumer about the product being considered, the perceived decision task difficulty
level, and the type of evaluative cues sought by the consumer. Hypotheses are tested using data collected in an extensive
field study with consumers. Two paths or routes of influence on the use of recommendation sources are proposed and confirmed
in the study.
His work has been published in theJournal of the Academy of Marketing Science, Journal of Marketing, andJournal of Marketing Research.
His research interests center on consumer decision making and marketing education. He has published previously in theJournal of the Academy of Marketing Science, Journal of Advertising, Strategic Change, The International Executive, andMarketing Education Review.
His research interests include research methodology, quantitative methods, and competitive intelligence. His work has appeared
in theJournal of Marketing Research, Journal of Marketing, andJournal of the Academy of Marketing Science.
His publications have appeared in numerous journals. His books includeConsumer Behavior (Harcourt Brace Jovanovich, 1986) andMarketing Management (Simon & Schuster). 相似文献
5.
David Strutton James R. Lumpkin Lou E. Pelton 《Journal of the Academy of Marketing Science》1995,23(2):132-140
The issue of whether salespeople cope with sales stressors in ways consistent with their personality characteristics remains
largely unaddressed in the empirical literature. Should certain personality characteristics make salespeople more stress resistant,
implications for the selection of sales candidates already possessing such characteristics or for the cultivation of such
characteristics within existing salespeople could be developed. A framework is developed suggesting why salespeople with certain
personality characteristics—those high on challenge, self-determination, and involvement in self and surroundings—may employ
different coping strategies. Support for hypotheses was developed in a study that used a stratified random sample of 322 sales
organizations. Salespeople high on challenge, self-determination, and involvement were found to use more problem-focused coping
strategies.
He received his Ph.D. from the University of Mississippi. Before entering academe, he was in sales with the Tenneco Corporation
and was president of a retailing firm in North Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. His current research interests include issues relating to sales and channels management.
He received his Ph.D. from the University of Mississippi in 1992. His research has appeared in theJournal of International Consumer Marketing, Developments in Marketing Science, Advances in Marketing, andHealth Marketing Quarterly, among others. His current research interests include business ethics and channels management. Prior to entering academe,
he was vice president of a marketing consulting firm in Lubbock, Texas.
He has a B.S. in chemistry, an M.B.A. in management, and received his Ph.D. in marketing from the University of Arkansas.
Before entering academe, he worked in marketing research for Phillips Petroleum Company. His primary research interests include
retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly consumer.
His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal
of Advertising, Journal of Advertising Research, and other scholarly journals. 相似文献
6.
The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore,
the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping
strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople
from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation
effectiveness.
Before entering academe, Dr. Strutton was in sales with the Tenneco Corporation and was president of a retailing firm in North
Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. Dr. Strutton’s current research interests include issues relating to sales and channels
management.
He has a B.S. in chemistry and an M.B.A. in management and received his Ph.D. in marketing from the University of Arkansas.
Before entering academe, Dr. Lumpkin worked in marketing research for Phillips Petroleum Company. His primary research interests
include retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly
consumer. His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal
of Advertising, Journal of Advertising Research, and other scholarly journals. 相似文献
7.
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
8.
Robert A. Peterson Karen H. Smith Philip C. Zerrillo 《Journal of the Academy of Marketing Science》1999,27(2):255-268
This article considers the marketing implications of the Federal Trademark Dilution Act (FTDA) of 1995. The FTDA, an amendment
to the Lanham Act, will influence the manner in which marketing is practiced well into the twenty-first century. Although
the FTDA is specifically concerned with protecting famous trademarks from being diluted—either by having their distinctiveness
diminished or positive associations tarnished—by similar trademarks, its influence will not be limited to trademark or branding
issues. Implications range from the allocation of advertising resources to the increased use of marketing research.
Robert A. Peterson holds the John T. Stuart III Centennial Chair in Business Administration and the Charles E. Hurwitz Fellowship, both at The
University of Texas at Austin. His Ph.D. is from the University of Minnesota. Dr. Peterson’s publications have appeared in
such journals as theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, andMarketing Science. His research interests range from Internet marketing to research methodology to marketing strategy. He presently serves
on the boards of several for-profit and not-for-profit organizations as well as an advisory committee to the Bureau of the
Census.
Karen H. Smith is an assistant professor at Southwest Texas State University. Her Ph.D. is from The University of Texas at Austin. Dr. Smith’s
research interests include consumer information processing, consumer knowledge structures (schemata), dilution of brand equity,
and adolescent smoking. Her research has been published in theJournal of Consumer Research, Journal of Marketing Education, andAdvances in Consumer Research.
Philip C. Zerrillo is executive MBA director at The University of Texas at Austin. His Ph.D. is from Northwestern University. Dr. Zerrillo’s
research interests have focused on broad-based business innovation, strategic development of distribution channel arrangements,
the value of brands in the distribution channel, managing brands as assets, and the legal aspects of branding and channel
decisions. His most recent research on antitrust regulation appeared in theJournal of Corporation Law, a University of Iowa law review. 相似文献
9.
Xing Pan Brian T. Ratchford Venkatesh Shankar 《Journal of the Academy of Marketing Science》2002,30(4):433-445
It has been hypothesized that the online medium and the Internet lower search costs and that electronic markets are more competitive
than conventional markets. This suggests that price dispersion of an item with the same measured characteristics across sellers
at a given point in time for identical products sold by e-tailers online should be smaller than it is offline, but some recent
empirical evidence reveals the opposite. Based on an empirical analysis of 105 e-tailers comprising 6.739 price observations
for 581 items in eight product categories, the authors show that online price dispersion is persistent, even after controlling
for e-tailer heterogeneity. The general conclusion is that the proportion of the price dispersion explained by e-tailer characteristics
is small. Also, after controlling for differences in e-tailer service quality, prices at pure-play e-tailers are equal to
or lower than those at bricks-and-clicks e-tailers for all categories except books and computer software.
Xing Pan is a doctoral candidate in marketing at the Robert H. Smith School of Business, University of Maryland. His research interests
include pricing, electronic commerce, industrial organization, and consumer economics. His dissertation, which investigates
price dispersion and price competition in online retail markets, won the 12th Annual Doctoral Research Fellowship awarded
by the Economic Club of Washington. He has published in theAdvances in Applied Microeconomics and has presented several papers at Marketing Science conferences and MSI conferences.
Brian T. Ratchford holds the Pepsico Chair in Consumer Research at the Robert H. Smith School of Business at the University of Maryland. He
holds M.B.A. and Ph.D. degrees from the University of Rochester. His research interests are in economics applied to the study
of consumer behavior, information economics, and marketing productivity. He has published more than 30 articles in the leading
journals in marketing and related fields, includingJournal of Consumer Research, Marketing Science, Management Science, andJournal of Marketing Research. He is past editor ofMarketing Science and currently on the editorial review boards ofJournal of Consumer Research, Journal of Marketing Research, andJournal of Retailing.
Venkatesh (Venky) Shankar is the Ralph J. Tyser Fellow and a professor of marketing and entrepreneurship at the Robert H. Smith School of Business,
University of Maryland. His research interests include e-business, competitive strategy, international marketing, pricing,
innovation, and supply chain management. His research has been published in journals such as theJournal of Marketing Research, Marketing Science, Marketing Letters, and theJournal of Retailing. He is an associate editor ofManagement Science and is also on the editorial boards ofMarketing Science, International Journal of Research in Marketing, Journal of Retailing, and theJournal of the Academy of Marketing Science. He was a visiting faculty member at the Sloan School of Management, MIT, last year and has also taught at the Chinese European
International Business School, Shanghai. 相似文献
10.
Kevin Mason Thomas Jensen Scot Burton Dave Roach 《Journal of the Academy of Marketing Science》2001,29(3):307-317
A multidimensional approach for accuracy of ratings is introduced that examines consumers’ abilities to assess various brands
across a set of attributes and attribute performances across a set of brands. A model is presented that addresses the roles
of the relevancy of information, attribute-relationship schemata, and consumers’ product category experience on the accuracy
of their brand attribute ratings. Study participants were provided either with relevant or irrelevant attribute information
for various automobile brands and later asked to rate the attribute performances of brands. The results indicate that the
provision of relevant information in the judgment environment increases brand and attribute rating accuracy but does not favorably
affect consumers’ brand attribute-relationship schemata. Rather, consumers’ product experience was directly related to their
attribute-relationship schemata, which in turn were related to improved accuracy of brand and attribute ratings.
Kevin Mason is an associate professor of marketing at Arkansas Tech University. His research interests include consumer information processing
and choice strategies. He has published in theJournal of Marketing Theory and Practice, Journal of Consumer Marketing, Central Business Review, Journal for the Association
of Marketing Educators, andInternational Advances in Economics Research.
Thomas Jensen is professor and Wal-Mart lecturer in retailing in the Department of Marketing and Transportation at the University of Arkansas.
His research interests include consumer information processing, advertising and price perceptions, and retail image and patronage.
His work has been published in theJournal of Consumer Research, Journal of Experimental Social Psychology, Psychology and Marketing, Personality and Social
Psychology Bulletin, Journal of Retailing, Journal of Business Research, and other journals.
Scot Burton is professor and Wal-Mart chairholder in marketing, Department of Marketing and Transportation, University of Arkansas. His
research interests include public policy and consumer welfare concerns, survey research measurement issues, and consumer price
and promotion perceptions. His work has been published in theJournal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of the Academy of Marketing Science,
Public Opinion Quarterly, Journal of Applied Psychology, Journal of Public Policy & Marketing, Journal of Retailing, and other journals.
Dave Roach is a professor of management at Arkansas Tech University. His research interests include information processing, judgmental
accuracy, and organization change. He has published inHuman Relations, Journal of Applied Psychology, International Journal of Computer Integrated Manufacturing, Journal of Information
Technology Management, Journal of Consumer Marketing, Central Business Review, andJournal for the Association of Marketing Educators. 相似文献
11.
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
12.
Overby Jeffrey W. Gardial Sarah Fisher Woodruff Robert B. 《Journal of the Academy of Marketing Science》2004,32(4):437-460
This article investigates the influence of French and American national culture on consumer perceptions of productrelated
value. Employing means-end theory, hypotheses are developed to predict how French versus American national culture influences
the content and structure of consumer value hierachies. Hypotheses are tested using data from in-depth laddering interviews
with a matched sample of French and American consumers. The findings support the contention that differences exist in the
meaning and relative importance of consumer value hierarchy dimensions across the two national cultures. Furthermore, the
analysis suggests that consumption consequences are especially culturally sensitive.
Jeffrey W. Overby (joverby@cob.fsu.edu) is an assistant professor of marketing and international business in the Department of Marketing at
Florida State University. He holds a doctorate from the University of Tennessee, Knoxville. His research interests focus on
customer value determination, service quality, and cross-cultural marketing issues. His work has appeared inInternational Marketing Review and numerous domestic and international conferences, includingProceeding of the 2001 Academy of Marketing Science Annual Conference andProceeding of the Tenth Biennial World Marketing Conference.
Sarah Fisher Gardial (sgardial@utk.edu) is an associate professor and associate dean for academic programs in the College of Business Administration
at the University of Tennessee. She holds a doctorate from the University of Houston. Her research interests focus on customer
value and satisfaction, consumer decision making and information processing, and buyer/seller dyadic relations. Her work has
appeared in numerous journals, including theJournal of Consumer Research, theJournal of Advertising, Industrial Marketing Management, and theJournal of Macromarketing.
Robert B.Woodruff (rwoodruff@utk.edu) is the Proffitt’s, Inc. Professor of Marketing and head of the Department of Marketing and Logistics
at the University of Tennessee. His primary interests are in customer value theory, customer satisfaction theory, and market
opportunity analyses, all with applications to customer-value-based marketing strategies. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Consumer Research, and theJournal of Satisfaction, Dissatisfaction & Complaining Behavior. He has received two outstanding reviewer awards from theJournal of the Academy of Marketing Science. 相似文献
13.
The purpose of this study is to provide a preliminary investigation of the effectiveness of Internet marketers’ various attempts
to develop consumer trust through Web signals. The work is an exploration of the context-specific nature of trust in e-commerce.
An online experiment compares three potential signals of trust in an Internet retail firm: (1) a third-party certification
(i.e., a “trustmark”), (2) an objective-source rating (i.e., a review from Consumer Reports magazine), and (3) an implication
of investment in advertising (i.e., a television advertisement to air during the Super Bowl). The trustmark had the greatest
effect on perceived trustworthiness, influencing respondents’ beliefs about security and privacy, general beliefs about firm
trustworthiness, and willingness to provide personal information. The relationship between Internet experience and trust was
in the form of an inverted U.
K. Damon Aiken (kaiken@mail.ewu.edu) is an assistant professor at Eastern Washington University at Cheney, Washington. He received his PhD
from the University of Oregon. His primary teaching and research interests lie in Internet marketing, consumer attitude formation,
and trust development. He has also published in the area of sport marketing, investigating fan attitudes and values. His research
has appeared in theJournal of Advertising Research, theInternational Journal of Internet Marketing and Advertising, theBusiness Research Yearbook, andSport Marketing Quarterly, among others.
David M. Boush (dmboush@lcbmail.uoregon.edu) is an associate professor of marketing in the Lundquist College of Business at the University
of Oregon in Eugene. He received his PhD from the University of Minnesota. His research interests center on the relationship
between consumer behavior and marketing management decisions, especially those involving advertising, branding, and the Internet.
His research has appeared in publications such as theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, theJournal of International Business Studies, Psychology and Marketing, Marketing Letters, and theJournal of Current Issues and Research in Marketing. He serves on the editorial board of theJournal of the Academy of Marketing Science. 相似文献
14.
Sonja Wendel Benedict G. C. Dellaert 《Journal of the Academy of Marketing Science》2005,33(4):575-584
In this article, the authors investigate consumers’ consideration of media channels during different usage situations. They
develop a model that explains consumers’ media channel consideration as a function of the media channel’s perceived benefits.
In addition, they hypothesize that the usage situation affects consumers’ media channel consideration and that situation-based
benefit requirements moderate the effect of the benefits on their channel consideration. The authors test the hypothesized
relationships using survey data from 341 consumers regarding their consideration of 12 different media channels used by manufacturers
to communicate product information across three product-related usage situations. The results of the analyses support the
proposed model structure and confirm the expected relationships among perceived media channel benefits, usage situations,
media channel requirements, and consumers’ media channel consideration.
Sonja Wendel (s.wendel@mw.unimaas.nl) is currently a Ph.D. candidate in the Department of Marketing at Maastricht University, the Netherlands.
Her research interests lie in the area of consumer behavior, services marketing, and communications. She is particularly interested
in exploring manufacturer-consumer communications.
Benedict G. C. Dellaert (b.dellaert@mw.unimaas.nl) is Meteor Research Chair and a professor in the Department of Marketing at Maastricht University,
the Netherlands. His research interests are in consumer decision making, consumer-producer interaction, customization and
personalization, retailing, and tourism. His work has appeared in journals such as theInternational Journal of Research in Marketing, theJournal of Interactive Marketing, theJournal of Marketing Research, andMarketing Letters. 相似文献
15.
Coping with organizational role stress: Intrinsic motivational orientation,perceived role benefits,and psychological withdrawal 总被引:2,自引:0,他引:2
Susan M. Keaveney Ph.D. James E. Nelson Ph.D. 《Journal of the Academy of Marketing Science》1993,21(2):113-124
Researchers have long recognized that individuals in stressful marketing roles find ways to cope with organizational role
stress. This study examines the effects of three psychological coping strategies—intrinsic motivational orientation, perceived
role benefits, and psychological withdrawal—in a model of organizational role stress. Results indicate that intrinsic motivational
orientations reduce perceptions of role conflict and role ambiguity, and increase job satisfaction; that perceived role benefits
positively influence job satisfaction; and that job dissatisfaction is the primary cause of psychological withdrawal. The
study supports the importance of coping efforts in models of organizational role stress among marketing personnel.
Dr. Keaveney’s research interests focus on retailing issues including retail buyer behavior, retail store image, and retail
price promotions. Dr. Keaveney has also published in the areas of marketing organizational behavior, services marketing, and
international marketing. She is co-author with Philip R. Cateora ofMarketing: An International Perspective, which has been published both in English and in Japanese. Dr. Keaveney has published articles in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Promotion Management, Journal of Marketing Channels, andJournal of Volunteer Administration.
Dr. Nelson’s research interests include topics in marketing research, consumer behavior, and advertising. He has published
in theJournal of Marketing, Journal of Advertising, Journal of Business Research, Journal of Marketing Research, and serves as occasional reviewer to these publications as well as to theJournal of the Academy of Marketing Science. He teaches courses in marketing management, marketing research, and multivariate statistics. 相似文献
16.
Jeffrey G. Blodgett Long-Chuan Lu Gregory M. Rose Scott J. Vitell 《Journal of the Academy of Marketing Science》2001,29(2):190-202
This study applied Hofstede’s typology to examine the effect of culture on ethical sensitivity toward various stakeholders.
It was found that uncertainty avoidance had a positive effect and that power distance and individualism/masculinity had negative
effects on ethical sensitivity. The results also indicated that ethical sensitivity to stakeholder interests is dependent
on which stakeholder is affected. Although Americans and Taiwanese sales agents were equally sensitive to customer interests,
the Taiwanese were more sensitive to the interests of their company and a competitor but were less sensitive to the interests
of a colleague. This study should prove valuable to international marketers because the cultural typology allows managers
to identify differences in work-related values of employees across different nationalities and thus provides a theoretical
base for designing more effective sales management practices.
Jeffrey G. Blodgett (Ph.D., Indiana University) is an associate professor of marketing at the University of Mississippi. His research interests
include consumer complaint behavior and cross-cultural issues. His work has been published in theJournal of Retailing, Journal of Services Research, Journal of Business Research, Psychology and Marketing, and in other marketing journals.
Long-Chuan Lu is an assistant professor of marketing at the National Chung-Cheng University of Taiwan. He received his Ph.D. from the University
of Mississippi. His work has previously appeared in theJournal of Business Ethics, in addition to other journals and conference proceedings.
Gregory M. Rose (Ph.D., University of Oregon) is an assistant professor of marketing at the University of Mississippi. His research interests
include consumer socialization and cross-cultural consumer behavior. He has published articles in theJournal of Consumer Research, Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Consumer
Psychology, Journal of Advertising, Journal of Marketing, and other journals and proceedings.
Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi, receiving his Ph.D. from Texas Tech University.
His previous work has appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, andResearch in Marketing and the Journal of Business Ethics, in addition to numerous other journals and conference proceedings. 相似文献
17.
Edwin Nijssen Jagdip Singh Deepak Sirdeshmukh Hartmut Holzmüeller 《Journal of the Academy of Marketing Science》2003,31(1):46-60
Few, if any, past studies have attempted to develop a model to capture and explain industry context variability and hypothesize
its effects on consumer-firm relationships. Generally, industry effects are ignored, described, or explained post hoc. Using
the notion of consumers' dispositions toward a market, a framework is proposed for understanding the influence of industry
context on consumer satisfaction, trust, value, and loyalty in relational exchanges. The empirical results of a survey in
two service industries show that industry contexts matter and yield significant direct and moderating effects on consumer-firm
relationships. The study underscores the promise of a dispositional approach for providing insights for the theory and practice
of relationship marketing, resolvin goutstanding questions, and proposing fruitful areas for further examination.
Edwin Nijssen, Ph.D., is a professor of marketing at the Nijmegen School of Management at the University of Nijmegen, the Netherlands.
His research interest focuses on strategic and international marketing issues, relationship marketing, brand management, and
new-product development. He has published inLong Range Planning, theJournal of Product Innovation Management, Technology Forecasting and Social Change, R&D Management, Industrial Marketing Management, and theJournal of International Marketing and has written several books on marketing strategy.
Jagdip Singh, Ph.D., is a professor of marketing at the Weatherhead School of Management at Case Western Reserve University. His primary
areas of research include consumer dissatisfaction and trust, measurement issues—including relationships between theoretical
concepts and empirical observations— and the effectiveness of boundary role personnel. He has published in theJournal of Marketing, theAcademy of Management Journal, theJournal of the Academy of Marketing Science, Behavioral Research in Accounting, andManagement Science, among others.
Deepak Sirdeshmukh, Ph.D., is a visiting assistant professor of marketing at the Weatherhead School of Management at Case Western Reserve University.
His primary areas of research include consumer trust and consumer processing of brand information. He has published in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, and theJournal of Consumer Psychology, among others.
Hartmut H. Holzmüeller, Ph.D., is a professor of marketing at the School of Business at Dortmund University, Germany. His research interests include
cross-national consumer research and customer relationship marketing. Most of his work has been published in German. His articles
also appeared in theJournal of International Marketing, Management International Review, andInternational Business Review. 相似文献
18.
The moderating role of the price frame on the effects of price range and the number of Competitors on consumers’ search intentions 总被引:1,自引:0,他引:1
The Internet and Internet shopping agents (ISAs) are likely to have a substantial impact on the way consumers shop and conduct
price searches. This article examines how the price frame (the relative position of a retailer’s price presented by ISAs)
moderates the effects of the price range and the number of competitors carrying a product on consumers’ search intentions.
Building on prospect theory and range theory, the authors predicted that the effects of price range and the number of competitors
on consumers’ search intentions would be more pronounced in a negative price frame than in a positive price frame. The results
of two experiments provide support for these predictions.
Dhruv Grewal (dgrewal@babson.edu), Ph.D., is the Toyota Chair in Commerce and Electronic Business and a Professor of Marketing at Babson
College. He is currently co-editor ofJournal of Retailing (2001-present). His research and teaching interests focus on e-business, retailing, global marketing, pricing, and value-based
marketing strategies. He has published over 65 articles in journals such asJournal of Marketing, Journal of Consumer Research, Journal of Marketing Research, Journal of Retailing, and Journal of the
Academy of Marketing Science. He cochaired the 1993 AMS Conference, the 1998 Winter AMA Conference, and the 2001 AMA Doctoral consortium. He will be cochairing
the AMA 2006 Summer Educator’s Conference.
Joan Lindsey-Mullikin (jmullikin@babson.edu), Ph.D., is an assistant professor of marketing at Babson College. Her research and teaching interests
focus on pricing, retailing, and consumer behavior. She has published in journals such asJournal of Retailing, Journal of the Academy of Marketing Science, Journal of Consumer Affairs, Journal of Social Psychology, andJournal of Product and Brand Management. She serves on the review board ofJournal of Product and Brand Management. 相似文献
19.
Ugur Yavas Ph.D. Glen Riecken Ph.D. Emin Babakus Ph.D. 《Journal of the Academy of Marketing Science》1993,21(1):65-70
Various environmental trends suggest a challenging future for nonprofit organizations’ quests for fund-raising and volunteer
recruitment. Previous research indicates that the perceived risk paradigm may be a valuable framework for examining donation
behavior. The evidence generated in this study shows that risk perception has little bearing on money and time donation behaviors.
Results also suggest that while perceived risk does not predict donation behavior well, it improves prediction when used in
conjunction with demographic variables.
His articles have appeared in theJournal of Marketing Research, Journal of the Academy of Marketing Science, Journal of the Market Research Society, Long Range
Planning, Journal of Business Research, andInternational Journal of Research in Marketing. Dr. Yavas serves on the editorial review boards of theJournal of Business Research, International Marketing Review, and other journals.
His articles have appeared in theJournal of the Academy of Marketing Science, Journal of Marketing Research, Journal of Consumer Research, Journal of Business
Research, andInternational Journal of Advertising. Dr. Riecken’s contributions have received outstanding paper awards at the conferences of the Decision Sciences Institute,
Academy of Marketing Science, and Southwestern Marketing Association.
His articles have appeared in theJournal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research,
Journal of Advertising Research, Journal of Consumer Affairs, and other marketing and management journals. Dr. Babakus serves on the editorial review boards of theJournal of Personal Selling and Sales Management, Journal of Business Research, and other marketing journals. 相似文献
20.
Diane Haistead David Hartman Sandra L. Schmidt 《Journal of the Academy of Marketing Science》1994,22(2):114-129
Customer satisfaction research is integrated with research on higher education in developing a model of alumni satisfaction
with college education. The model proposes that alumni satisfaction with higher education is a function of two performance
and disconfirmation attributes: intellectual environment and employment preparation. The model was tested among 475 alumni
of a major Eastern undergraduate business school and demonstrates the advantage of modeling the disconfirmation paradigm with
multiple sources of satisfaction.
She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Services Marketing,
Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, and proceedings of the American Marketing Association and the Association for Consumer Research. She was formerly an account
executive at Needham Harper Worldwide and Director of Marketing at Maxwell Advertising. Her research interests include consumer
satisfaction, complaining behavior, and advertising management.
He received his Ph.D. in marketing from Michigan State University. His work has appeared in theJournal of Advertising, Journal of Retail Banking, Journal of Services Marketing, and theHaring Symposium Proceedings. He has held several positions in the banking industry, most recently as Group Vice President at Michigan National Bank in
Grand Rapids. His research interests include services marketing, consumer satisfaction, and direct marketing.
She received her Ph.D. in marketing from the University of Cincinnati. Her work has appeared in theJournal of Retailing, Industrial Marketing Management, Journal of Marketing Education, and other marketing-related publications. Her research interests include not-for-profit organizations, consumer satisfaction,
and services marketing. 相似文献