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1.
G. Tomas M. Hult 《Journal of the Academy of Marketing Science》2011,39(4):509-536
Now more than ever, marketing is assuming a key boundary-spanning role—a role that has also redefined the composition of the
marketing organization. In this paper, the marketing organization’s integrative and mutually reinforcing components of marketing
activities, customer value–creating processes, networks, and stakeholders are delineated within their boundary-spanning roles
as a particular emphasis (labeled MOR theory). Thematic marketing insights from a collection of 31 organization theories are
used to advance knowledge on the boundary-spanning marketing organization within four areas—strategic marketing resources,
marketing leadership and decision making, network alliances and collaborations, and the domestic and global marketplace. 相似文献
2.
Daryl O. McKee P. Rajan Varadarajan John Vassar 《Journal of the Academy of Marketing Science》1990,18(2):131-141
This study examines marketing planning styles among a sample of organizations in the health care industry. A taxonomy of marketing
planning styles—limited marketing planners, constituency-oriented marketing planners, and comprehensive marketing planners—is
derived and then related to the literature on planning. Differences among the marketing planning styles are tested based on
hypotheses relating to planning comprehensiveness. The results suggest that: (i) marketing planning styles differ fairly distinctly
in their attention to selected elements of the environment; and (ii) the marketing planning style employed is related to the
level of competition and to organization size and complexity. 相似文献
3.
Barbara B. Stern 《Journal of the Academy of Marketing Science》1990,18(4):329-336
This paper proposes the addition of concepts drawn from literary criticism to philosophical and historical ones in order to
provide insights into “reading” marketing theory. The paper sets forth three modes of literary criticism applicable to the
analysis of marketing theory—psychobiographical, editorial, and structural. It offers as an illustrative example a reading
of the history of Ernest Dichter's motivation research movement using these methods. The addition of literary analysis demonstrates
how textual clues can enrich the historian's study of the rise and fall of marketing phenomena over time. 相似文献
4.
Wilson Brown D.B.A. 《Journal of the Academy of Marketing Science》1979,7(4):335-345
An understanding of consumer behavior based on the traditional Western nuclear family (husband, wife, and unmarried children)
model is inadequate to handle marketing on a global scale or to interpret changes at home. The number of relatives influencing
purchase—and who they are—can vary as can the type of decision making, which may be allocative, stressing individual responsibility,
or consensual. This article re-examines our basic assumptions and then considers marketing under alternative family scenarios—extended
families, further familial shrinkage, and more participatory decision-making. 相似文献
5.
Eric H. Shaw 《Journal of the Academy of Marketing Science》1990,18(4):285-292
This article reviews empirical studies of aggregate marketing cost and aggregate marketing productivity in the United States.
A methodological comparison is made of five cost studies for 1929 and seven productivity studies covering a period from 1869
to 1968. The cost studies do not clarify—one way or the other—if marketing costs too much or too little. The productivity
studies, on the other hand, despite a variety of methodologies, reveal a rising secular trend over the past century. Thus,
it may be concluded that irrespective of changes in cost, marketing is becoming more productive. 相似文献
6.
Ben M. Enis Ph.D. Samuel V. Smith Ph.D. 《Journal of the Academy of Marketing Science》1977,5(1-2):27-36
This article examines the hypothesis that marketing concepts and techniques can be as useful to purchasing managers performing
the buying function in the 1970s and 1980s as they were to advertisers and sales managers engaged in marketing in the 1950s
and 1960s. Relevant concepts are briefly reviewed, and results of a survey of purchasing managers are reported. The data suggest
the potential—but not actual—value of marketing-oriented thinking for purchasing managers. 相似文献
7.
Cheryl Nakata Zhen Zhu Elif Izberk-Bilgin 《Journal of the Academy of Marketing Science》2011,39(5):700-716
Integrating two disparate functions in organizations—marketing and information services (IS)—has become a critical business
concern due to the increasing use of information technology (IT) to find and open new markets, deliver improved services to
customers, and streamline internal marketing processes. This study appears to be the first to empirically examine the dynamics
of bringing these distinct groups of specialists together. We investigate potential antecedents, consequences, and contingencies
of IS-marketing integration, drawing on theories of complementarity and competence. Through a survey of IS and marketing executives,
we learn that integration is facilitated by trust between the two functions and the interaction between IT strategic intent
and customer orientation; it is impeded by a gap in top management knowledge of IT versus marketing. We also find that integration
fosters the much-coveted capabilities of developing and introducing innovations (innovativeness) as well as responding flexibly,
swiftly, and adroitly to opportunities (strategic responsiveness). Additionally, we determine integration is bounded by market
dynamism. In sum, integration between marketing and IS can be enhanced via managerial efforts, and the relationship is profoundly
beneficial to businesses. 相似文献
8.
Pamela L. Kiecker Shelby D. Hunt Lawrence B. Chonko 《Journal of the Academy of Marketing Science》1991,19(2):77-82
This research explores empirically a socioeconomic/equity issue that has been extensively investigated in many areas, but
never marketing—the so-called “earnings gap.” Specifically, the study investigates income differences between men and women
in marketing, while controlling for differences in business experience, level of education, corporate level, type of industry,
and size of firm. The research focuses on three areas in marketing: (1) marketing management, (2) marketing research, and
(3) advertising agency management. Findings indicate that there is an “earnings gap” for marketers. Importantly, however,
the data show that a substantial portion of the gap can be explained by variables other than sex. 相似文献
9.
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
10.
Most studies of the organizational buying process assume that buyers acquire and use information “prosocially”—to make better
decisions and promote their company’s welfare. The authors propose, however, that demands to account for their behavior causes
organizational buyers to also gather and use information for political purposes—to protect their own self-interest. The authors
present the results of an empirical study that investigates the extent to which four types of accountability—informal, official,
process, and decision accountability—result in political (or symbolic) information search and prosocial information analysis
by organizational buyers. Study findings suggest that buyers accountable to superiors and those accountable to subordinates
or peers engage in more symbolic information search. Buyers accountable for their decision-making process analyze information
more extensively. Surprisingly, buyers accountable for decision outcomes neither search for symbolic information nor analyze
information more extensively.
She received her Ph.D. from the University of North Carolina at Chapel Hill. Her research interests include industrial buying
behavior, business-to-business relationships, and international marketing. She has published articles in theJournal of International Marketing and theJournal of Macromarketing, as well as various conference proceedings.
He received his Ph.D. from Northwestern University. His research interests are in the marketing strategy and public policy
areas. His work has been published inJournal of Marketing, Journal of Consumer Research, Journal of Public Policy and Marketing, Journal of Advertising Research, and several other journals. 相似文献
11.
John R. Sparks 《Journal of the Academy of Marketing Science》1994,22(4):393-400
According to theory, the success of Machiavellians rests, in part, on the situational factor “latitude for improvisation”—the
freedom to improvise in order to successfully manipulate others. In their study of Machiavellianism and marketing, Hunt and
Chonko concluded that Machiavellianism is unrelated to success; however, the analysis did not include latitude for improvisation
as a moderating variable. The data are reanalyzed with a measure of latitude for improvisation included. Theory predicts that
Machiavellianism is positively related to success when latitude for improvisation is high. The results of this analysis suggest
that Machiavellianism is unrelated to personal success in marketing when latitude for improvisation is high but is negatively
related to success when latitude for improvisation is low.
His research interests include marketing ethics, advertising, and marketing communication. 相似文献
12.
Panos Apostolidis Ph.D. 《Journal of the Academy of Marketing Science》1980,8(4):322-331
This research reports on the significance of identifying and measuring the attitudes of salespersons, especially on how they
perceive their self-development opportunities. The analysis of attitudes—after the employees were segmented into four age
groups—indicates that the salespersons between the ages of 26–35 display lower levels of enthusiasm than the norm. Seeds of
anxiety, excess mobility, new career demands and other reasons are examplified in related literature of the last decade. Some
marketing practices and implications are discussed. 相似文献
13.
Instituting the marketing concept in a multinational setting: The role of national culture 总被引:1,自引:0,他引:1
A growing concern among international marketing managers is how to increase the market orientation and thereby performance
of their transnational organizations. This study broaches this issue by investigating how the marketing concept, the heart
of the market orientation, may be established in a multinational setting and the effects of national culture on that process.
From a wide array of literature, the authors construct a theoretical framework and propositions on how global organizations
may transform this philosophy from an abstract platitude to an operational reality. Their findings suggest that the process
consists of complex, interdependent steps—interpretation, adoption, and implementation of the marketing concept. Cultural
values shape interpretation and facilitate or impede adoption and implementation. The overall framework and findings can be
used to guide institutionalization of the marketing concept across the organizational span, in particular by anticipating
culture-based reactions from international subsidiaries.
Cheryl Nakata is an assistant professor of marketing at the University of Illinois at Chicago and received her doctorate from the same
institution in 1997. Her work appears in theJournal of Marketing, Journal of International Business Studies, Journal of Product Innovation and Management, Marketing Science
Institute Working Paper Series, International Marketing Review, and other publications. Her primary interests are in global marketing and marketing management and strategy.
K. Sivakumar (Ph.D., Syracuse University, 1992) is the Arthur Tauck Professor of international marketing and logistics at Lehigh University.
His research interests include pricing, international marketing, and technology management. His research has been published
or is forthcoming in theJournal of the Academy of Marketing Science, International Marketing Review, Journal of Business Research, Journal of International
Business Studies, Journal of Marketing, Journal of Marketing Theory & Practice, Journal of Product Innovation Management,
Marketing Letters, Pricing Strategy & Practice, and other journals. He has won several awards for research and is on the editorial boards of six scholarly journals. 相似文献
14.
Prior to making important decisions, marketing managers go through an evaluation process in which available alternatives are
compared. Yet, no systematic discussion of the evaluation process exists in the marketing literature. This article reviews
the marketing and behavioral decision theory literature in order to identify factors that may cause errors in the two fundamental
elements of the evaluation process—the estimation of probabilities and the determination of the value of outcomes. Propositions
are developed that specify circumstances in which marketing management decisions may be influenced by judgmental biases, and
procedures are identified for debiasing such judgments. 相似文献
15.
The authros examine from the perspective of marketing professionals the incidence of unethical research practices and the
influence of organizational factors as determinants of the incidence of unethical research practices. The results indicate
some degree of indicence of unethical research practices, particularly of those involving respondents. In addition, the results
suggest four organizational variables— extent of ethical problems within the organization, top management actions on ethics,
organizational role, and industry category—as determinants of the incidence of unethical research partices. 相似文献
16.
The foot-in-the-door (FITD) effect has been extensively researched in prosocial settings. Several researchers have advocated
its use as an influence strategy in marketing settings although no empirical evidence has previously been published regarding
its operation in industrial/economic settings. This study experimentally tests the effect in an actual industrial marketing
setting. The organization in which the study was carried out markets telecommunications products and the study sample exposed
to the influence strategies consisted of potential customers—general managers and marketing managers representing industrial
firms in the wholesale trade sector. 相似文献
17.
Jaishankar Ganesh V. Kumar Velavan Subramaniam 《Journal of the Academy of Marketing Science》1997,25(3):214-228
Literature reflects that a product/technological innovation introduced later in a country results in faster diffusion as the
consumers in the lag market have an opportunity to learn about the new product from the consumers in the lead market. A systematic
understanding of the learning that takes place between consumers in two countries—a pair of lead and lag countries—can provide
insights for a firm’s international market entry decisions. To provide a richer understanding of the underlying structure
and patterns that govern this process, propositions linking factors (country characteristics, product/innovation characteristics,
and time lag) to the learning process are drawn. Subsequently, these propositions are tested through an empirical investigation
of the diffusion patterns of four consumer innovations in multiple European countries. The findings help provide some preliminary
guidelines for manufacturers regarding selection of foreign markets and the timing and order-of-entry decisions.
He received his Ph.D. from the University of Houston in 1995. His research interests include global competition and marketing
strategy, brand equity and brand extensions, customer satisfaction and brand loyalty, and issues pertaining to product development
and introduction.
He has been recognized with numerous teaching and research excellence awards and has published numerous articles in many scholarly
journals in marketing and forecasting. He has coauthored the textbookMarketing Research and is currently working on a book titledInternational Marketing Research, which is based on his marketing research experience across the globe. He is on the editorial review board of many journals
and has lectured on marketing-related topics in various universities worldwide. His research interests include developing
forecasting models, international marketing strategy and research issues, models for sales promotions, and new methodologies
for product positioning and market segmentation.
His research interests focus on marketing strategy and international marketing. He has published articles and presented at
conferences on research in his area of interest. 相似文献
18.
Donald F. Dixon 《Journal of the Academy of Marketing Science》1990,18(4):337-343
The conventional view of marketing as somehow adding to the work of manufacturing is rooted in the concept of production as
the creation of material attributes. A view of marketing as an integral part of a productive process generating “bundles of
utilities” has a long history in economic analysis. This approach offers several advantages for marketing thought. 相似文献
19.
Demand and supply integration: a conceptual framework of value creation through knowledge management
Terry L. Esper Alexander E. Ellinger Theodore P. Stank Daniel J. Flint Mark Moon 《Journal of the Academy of Marketing Science》2010,38(1):5-18
Strategy identifies two primary sets of processes through which the firm creates value for its customers by moving goods and
information through marketing channels: demand-focused and supply-focused processes. Historically, firms have invested resources
to develop a core differential advantage in one or other of these areas—but rarely in both—often resulting in mismatches between
demand (what customers want) and supply (what is available in the marketplace). This paper suggests that successfully managing
the supply chain to create customer value requires extensive integration between demand-focused processes and supply-focused
processes that is based on a foundation of value creation through intraorganizational knowledge management. Integrating demand
and supply processes helps firms prioritize and ensure fulfillment based upon the shared generation, dissemination, interpretation
and application of real-time customer demand as well as ongoing supply capacity constraints. We draw upon literature in marketing,
logistics, supply chain management and strategy to introduce a conceptual framework of demand and supply integration (DSI).
We also offer insights for managerial practice and an agenda for future research in the relatively under-researched, but strategically
important, area of demand and supply integration. 相似文献
20.
The strategic imperative and sustainable competitive advantage: Public policy implications of resource-advantage theory 总被引:2,自引:0,他引:2
Shelby D. Hunt 《Journal of the Academy of Marketing Science》1999,27(2):144-159
Strategy theorists share (1) the view that the strategic imperative of a firm should be sustained, superior financial performance
and (2) the belief that this goal can be achieved through a sustainable competitive advantage in the marketplace. Neoclassical
perfect competition and traditional industrial organization economics, however, imply that the sustained performance goal
advocated by strategy theorists is anticompetitive and its achievement presumptively detrimental to social welfare. This article
addresses the strategy-is-anticompetitive thesis with the goal of grounding strategy in a theory of competition— resource-advantage
theory—that does not imply that the strategic imperative and its achievement are presumptively anticompetitive and antisocial.
As such, this article initiates a discussion of the public policy implications of resource-advantage theory.
Shelby D. Hunt is the J. B. Hoskins and P. W. Horn Professor of Marketing at Texas Tech University, Lubbock, Texas. A past editor of theJournal of Marketing (1985–1987) and author ofModern Marketing Theory: Critical Issues in the Philosophy of Marketing Science (South-Western, 1991), he has numerous articles on competitive theory, macromarketing, ethics, channels of distribution,
philosophy of science, and marketing theory. Three of hisJournal of Marketing articles, “The Nature and Scope of Marketing” (1976), “General Theories and Fundamental Explananda of Marketing” (1983),
and “The Comparative Advantage Theory of Competition” (1995), have won the Harold H. Maynard Award for the “best article on
marketing theory.” He received the 1986 Paul D. Converse Award from the American Marketing Association for his contributions
to theory and science in marketing. He received the 1987 Outstanding Marketing Educator Award from the Academy of Marketing
Science and the 1992 American Marketing Association/Richard D. Irwin Distinguished Marketing Educator Award. 相似文献