Examining the impact of job embeddedness on salesperson deviance: The moderating role of job satisfaction

This study investigates the dysfunctional outcomes of salesperson job embeddedness as moderated by job satisfaction. Our findings suggest that among salespeople with low job satisfaction, organizational job embeddedness is positively linked with organizational deviance, interpersonal deviance, and customer-directed deviance. However, among salespeople with high job satisfaction, job embeddedness is negatively linked with organizational deviance and not significantly linked with either interpersonal or customer-directed deviance. The managerial implications of this study suggest that sales managers should be proactive in mitigating salesperson deviance behaviors through a variety of methods that may enhance salesperson satisfaction, particularly among salespeople who are embedded. Such managerial methods may include the following: 1) more assertive communication of acceptable norms with salespeople, 2) proper mentoring, 3) developing coordinated monitor and control systems, and 4) setting appropriate expectations for new hire salespeople by providing realistic job previews.     

企业利益相关者问题的实证研究

作者对企业不同经营目标所涉及的利益相关者的重要性及影响程度进行了排序研究．对企业在不同规模及经营目标情况下利益相关者的重要性的差异进行了系统的实证研究。研究发现．企业在追求不同经营目标时．它的利益相关者的重要性程度是不一样的：不同规模企业的利益相关者重要性是有差异的。本研究有利于不同规模企业以及相同规模企业在追求不同经营目标时能准确把握和重要关键利益相关者的关系定位。将为企业更好的平衡各利益相关者的和益．提高各利益相关者的满意度和企业综合竞争能力提供有用的理论根据。     

Customer accounting and customer profitability analysis for the order handling industry—A managerial accounting approach

Market-oriented businesses are concerned with customer satisfaction and business profitability, both in the longer term. Thus the marketing managers need updated decision-relevant information (marketing metrics) with respect to the set of processes that are leading to customer values and economic customer values. The attention of this study is focused on the profitability aspects of marketing. The context is the business-to-business order-handling industry, i.e. four exporting companies and 176 of their customers in 36 various markets. A market-oriented accounting framework that can be included as a natural part of a managerial accounting system is introduced and discussed, and financial reports as well as graphic representations and key figures for various levels of a market hierarchy are presented. The findings with respect to the profitability of orders, customers and markets are presented and the managerial implications are discussed.     

Determinants of economic and social satisfaction in manufacturer-distributor relationships

The aim of this work is to examine the dimensions of satisfaction in manufacturer-distributor relationships as well as identifying the antecedents of both the economic and the non-economic dimensions of satisfaction. A literature review about satisfaction in marketing channels is followed by quantitative research into how this interchange process is perceived by food product distributors in their relationships with manufacturers. The results provide strong support for the impact of communication, trust and commitment on satisfaction, as well as the interrelationships among the economic and the non-economic dimensions of satisfaction. Theoretical and managerial implications are extracted from these findings.     

Technology transfer from government laboratories to industrial markets

The first purpose of this article is to explore the interface between Marketing and R&D. The intent is to illustrate the nature of the relationship that must be developed and maintained to assure the successful transfer of technology from Federal laboratories to the civilian and commercial sectors of the nation. The second purpose of this article is to explore how government participation affects the R&D—Marketing interface and other dimensions of the innovation process.     

Guanxi practice and Chinese buyer-supplier relationships: The buyer's perspective

This study explores the different effects of guanxi practice on Chinese buyer-supplier relationships in the initiation and the maintenance stages during the buyer-supplier relationship lifecycle. Using survey data collected from the retail industry in China, we find that retailers perceive varying buyer-supplier relationship behaviors in these two relationship stages and, accordingly, guanxi practice exerts opposite effects on retailer satisfaction. Specifically, during the relationship initiation stage, guanxi practice is negatively related to retailer social satisfaction and commitment. However, during the relationship maintenance stage, guanxi practice is positively related to retailer economic satisfaction. The results from this study provide suppliers with managerial implications on when to and when not to practice guanxi in China.     

Industrial brand value and relationship performance in business markets — A general structural equation model

This paper develops a general model of industrial brand value and relationship performance in business-to-business markets from the perspectives of consumer and industrial marketing literature. The structural equation model integrates the analysis of industrial brand value and relationship performance. The model describes the extent to which supplier-buyer transaction performance is influenced by the eight important factors: supplier competence, purchasing value, customer satisfaction, switching cost, brand trust and loyalty, relationship quality, commitment, and transactional performance.The general model is applied to organizational buyer groups of comprehensive industrial markets (Electronics, Chemicals, Equipment, etc). The analysis finds that supplier competence directly affects purchasing value and customer satisfaction, and via purchasing value and customer satisfaction, it indirectly affects commitment, switching cost, brand trust and loyalty. The managerial implications of the study results are also discussed.     

The motivation and need satisfaction of the thai managerial elite

Conclusions Broadly speaking, the need importance of Thai managers was similar to that of managers from the developing countries category sampled in the Haireet al. study. That their need satisfaction was rather dissimilar (more closely resembling those of the Nordic-European, Anglo-American and Japanese clusters in the Haireet al. study) is a reflection of the fact that the Thai sample comprised more senior managers than did the Haireet al. study. These results serve to caution researchers against generalizing their findings across managerial levels. Beyond that, the study has provided some interesting data on the need structure of the Thai managerial elite.The authors are in the Faculty of Management Sciences of the Prince of Songkla University, Thailand.     

Shippers' transportation choice processes under deregulation

Deregulation of the motor carrier industry affords an opportunity to better understand industrial choice processes during a period of significant environmental uncertainty. Partial validation of a decision process model and the managerial implications of that model are presented.     

Long range planning in the mature corporation

The decade of the seventies has seen a dramatic surge in the acceptance and adoption of long range planning systems by U.S. firms. This paper examines the planning experiences of 86 Fortune 1000 companies, many of them with formal planning systems ten years of age or more. Data collected in this study suggests that planning systems move through different phases in a development cycle. The ability to cope with planning problems, the satisfaction of planning participants, and the extent to which companies formulate explicit policies to recognize managerial contributions to long range planning activities are associated with the age of a company's formal planning system and its phase of planning system development. Mature system companies do a better job in coping with planning problems, are more satisfied with their planning systems, and are more likely to recognize managerial contributions to long range planning.     

The effects of incentives and personality on salesperson's customer orientation

Numerous strategies for increasing customer orientation of salespeople, including customer satisfaction-based incentives and selective recruiting, have been suggested; however, little is known about their effectiveness. This study replicates and extends findings from two previous studies by testing the effects of customer and sales volume-based compensation and personality characteristics on the customer orientation of salespeople. Customer satisfaction incentives and salespeople's level of empathy were positively related to customer orientation. Sales volume incentives and job tenure were negatively related to customer orientation. Empathy moderated the effect of customer satisfaction and sales volume incentives on customer orientation. A discussion of the findings, managerial implications, and suggestions for future research are all presented.     

Managerial guidelines for trade show effectiveness

This article examines some managerial aspects of successful trade show promotions. In particular, trade show objectives, advantages, preshow and postshow campaigns, and exhibit evaluation are stressed.     

Vendor selection and the buying process

This paper reports the results of a study dealing with the vendor selection process in organizational buying. Purchasing managers in two different types of organizations assessed the importance of vendor attributes and buyer information sources in connection with two different buying tasks. Theoretical and managerial implications are discussed in connection with: (1) the relative importance of vendor attributes and buyer information sources; and (2) the influence that different buying tasks and different buying organizations have on the importance of vendor attributes and information sources.     

Segmenting buyers in different types of organizations

Organizational type is presented as a potentially important company specific characteristic that affects the organizational buying process. Factor analysis and multiple discriminant analysis are utilized to demonstrate that differences in the importance associated with purchasing related factors exist among purchasing managers from commercial, non-for-profit, and government organizations. Finally, the managerial usefulness of organizational type as a macrosegmentation variable is discussed.     

Goal programming approach to marketing/ production planning

This article focuses on the need for greater coordination and integration between production and marketing. The potential conflicts between the production and marketing areas are highlighted, and a goal-programming algorithm is developed for dealing with the complex trade-off decisions involved in marketing/production planning. The algorithm is applied to a case example to illustrate its use in managerial decision making.     

Industrial product adoption in a technology push industry

Studies of the industrial adoption of innovatious have frequently concluded that managerial attitudes are a crucial determinant of adoption behavior. However, these studies have usually offered hypotheses rather than rigorous tests. Equally important, these studies have not specified the characteristics of those managers whose attitudes exert a particularly strong influence on the firm's adoption policy.     

Exporter-importer relationship quality: The inhibiting role of uncertainty, distance, and conflict

The article examines the impact of uncertainty, distance, and conflict on key elements comprising the quality of the relationship between U.S. industrial exporters and their overseas customers. Information received from 151 manufacturers revealed that these three parameters play a significant negative role in building sound relationship quality, in terms of adaptation, commitment, communication, cooperation, satisfaction, trust, and understanding — which, in turn, may inhibit the firm's progression along the internationalization path. Specifically, an inverse association was found between uncertainty, distance, and conflict, on one hand, and commitment, cooperation, and satisfaction, on the other. In addition, in relationships characterized by high uncertainty, adaptation, communication, trust, and understanding were low. In high distance relationships, communication was insufficient, and in high conflict situations, trust and understanding were low. Several managerial implications are extracted from the study, as well as directions for future research.     

Antecedents and consequences of commitment in marketing research services: The client's perspective

Commitment is one of the most frequently studied variables in business-to-business relationships and several researchers propose it is the main antecedent of customer loyalty. However, while marketing relationships researchers agree on the importance of the construct, differences remain in its conceptualization and operationalization. This study examines commitment from the customer's perspective, consisting of three components: calculative, affective and normative. Relationships were tested between the three dimensions of commitment and social bonds, trust and satisfaction in the context of professional business services providers and their clients. The results of the model that was tested in Central and Eastern European companies show that affective commitment is the only one of the three components that significantly influences customer loyalty. Trust and social bonds have no significant relation either to normative or to calculative commitment while a relation of overall satisfaction with normative and calculative commitment is negative. The theoretical and managerial implications for the model to assist in the development of appropriate strategies to achieve affective commitment and loyalty in business relationships are discussed.     

Management Behaviour as Social Capital: A Systematic Analysis of Organizational Ethnographies

This article explores managerial behaviour as a potential source of social capital in the workplace. Using content‐coded data from the full population of organizational ethnographies (N = 204), we explore facets of workplace behaviours and relations that have been difficult to evaluate using survey‐based techniques. Analysing ethnographic‐based data with multivariate techniques, we find that competent management leadership, in particular, has widespread and significant effects on important workplace outcomes such as job satisfaction, organizational citizenship behaviour, and co‐worker infighting. The findings highlight the value of cross‐methods techniques for evaluating and extending existing workplace theories.