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1.
Interactivity in the electronic marketplace: An exposition of the concept and implications for research 总被引:1,自引:0,他引:1
It is widely recognized that a better understanding of interactivity and its implications is essential for facilitating research
focused on the emerging electronic marketplace. However, deficiencies persist in our understanding of this important concept.
Building on research in various fields of study (e.g., information systems, marketing, and computer-mediated communication),
this article presents a conceptualization of interactivity from a marketplace perspective that is missing or inadequately
articulated in the literature. Specifically, interactivity is conceptualized as a characteristic of computer-mediated communication
in the marketplace that increases with the bidirectionality, timeliness, mutual controllability, and responsiveness of communication
as perceived by consumers and firms. The article concludes with a research agenda focusing on issues relating to measurement,
conceptual refinement, and management of interactivity in the electronic marketplace.
Manjit S. Yadav (yadav@tamu.edu) is an associate professor of marketing and Mays Research Fellow, Department of Marketing, Mays Business
School, Texas A&M University. He obtained his Ph.D. in marketing from Virginia Tech. His current research focuses primarily
on strategic issues related to the Internet and the electronic marketplace. He has published in a number of journals including
theJournal of Marketing Research, the Journal of Consumer Research, the Journal of the Academy of Marketing Science, andSloan Management Review. He is a member of the Editorial Review Board of theJournal of the Academy of Marketing Science and theJournal of Interactive Marketing. He is a recipient of the Faculty Distinguished Achievement Award in Teaching (Mays Business School, Texas A&M University).
He cochaired the American Marketing Association’s Faculty Consortium on Electronic Commerce held at Texas A&M University.
Rajan Varadarajan (varadarajan@tamu.edu) is a distinguished professor of marketing and holder of the Ford Chair in Marketing and E-Commerce
in the Mays Business School at Texas A&M University. His primary teaching and research interest is in the area of strategy.
His research on strategy has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, and other journals. He served as editor of theJournal of Marketing from 1993 to 1996 and theJournal of the Academy of Marketing Science from 2000 to 2003. He currently serves on the Editorial Review Boards of theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Marketing, theJournal of Interactive Marketing, and other journals. He is a recipient of a number of honors and awards including the Academy of Marketing Science Distinguished
Marketing Educator Award (2003), the American Marketing Association Mahajan Award for Career Contributions to Marketing Strategy
(2003), and the Texas A&M University Distinguished Achievement Award in Research (1994). 相似文献
2.
P. Rajan Varadarajan Satish Jayachandran 《Journal of the Academy of Marketing Science》1999,27(2):120-143
This article provides an assessment of the state of the field of marketing strategy research and the outlook. Using institutional
theory, the authors develop an organizing framework to serve as a road map for assessing research in marketing strategy. Their
assessment of the state of the field based on a review of extant literature suggests that significant strides in conceptual
development and empirical research have been achieved in a number of areas. Several recent developments in the business world,
including deconglomeration and increased organizational focus on managing and leveraging market-based assets such as brand
equity and customer equity, suggest that marketing is likely to play a more important role in charting the strategic direction
of the firm. However, the theoretical contributions of the field to the academic dialogue on strategy leave much to be desired.
P. Rajan Varadarajan (Ph.D. University of Massachusetts, Amherst) is a professor of marketing and the Jenna and Calvin R. Guest Professor of Business
Administration at Texas A&M University. His research interests are in the areas of corporate, business, and marketing strategy;
marketing management; and global competitive strategy. His research has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, Sloan Management Review, California Management Review, Business Horizons, and other journals. He is coauthor of a textbook entitled,Contemporary Perspectives on Strategic Market Planning. He served as editor of theJournal of Marketing from 1993 to 1996. He currently serves on the Board of Governors of the Academy of Marketing Science, as Chairperson of the
Marketing Strategy Special Interest Group of the American Marketing Association, on the Editorial Review Boards of theJournal of Marketing, Journal of the Academy of Marketing Science, and theJournal of International Marketing, and as an ad hoc reviewer for a number of journals in themarketing and management disciplines. In recognition of his research
and publications, in May 1994, he was awarded the Texas A&M University Distinguished Achievement Award for Research, the highest
honor the University bestows.
Satish Jayachandran is a doctoral candidate in marketing at Texas A&M University. His research interests include competitive behavior of firms
and the impact of organizational performance on subsequent managerial and firm behavior. His research is forthcoming in theJournal of Marketing and has been presented at American Marketing Association and Academy of International Business conferences. His professional
experience spans sales and channels management in the computer industry and account management in advertising. 相似文献
3.
Satish Jayachandran Rajan Varadarajan 《Journal of the Academy of Marketing Science》2006,34(3):284-294
Previous research provides conflicting evidence of the association between the past performance of a business and its competitive
responsiveness, with researchers observing both positive and negative relationships. To clarify this issue, the authors test
a model using survey data from the retailing industry. The model delineates direct and indirect mediated paths through ability
to respond, motivation to respond, and awareness of competitors’ actions to show how past performance can have both positive
and negative influence on competitive responsiveness. However, the overall impact of past performance of an organization on
its competitive responsiveness is positive. The implications of these findings for research, practice, and theory are discussed.
Satish Jayachandran (satish@moore.sc.edu) is an assistant professor of marketing in the Moore School of Business at the University of South Carolina.
His research interests are focused on issues related to the market responsiveness of firms. His research has been published
in theJournal of Marketing and theJournal of the Academy of Marketing Science. He was a recipient of the Harold H. Maynard Award for 2001 from theJournal of Marketing. He was nominated a young scholar by the Marketing Science Institute in 2003.
Rajan Varadarajan (varadarajan@tamu.edu) is Distinguished Professor of Marketing and holder of the Ford Chair in marketing and e-commerce at
Texas A & M University. His teaching and research interests are in the areas of strategy, international marketing, and e-commerce.
His research on these topics has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, Strategic Management Journal, Sloan Management Review, California Management Review, Business
Horizons, theJournal of Business Research, and other journals. 相似文献
4.
Marketing strategy and the internet: An organizing framework 总被引:1,自引:0,他引:1
P. Rajan Varadarajan Manjit S. Yadav 《Journal of the Academy of Marketing Science》2002,30(4):296-312
Competitive strategy is primarily concerned with how a business should deploy resources at its disposal to achieve and maintain
defensible competitive positional advantages in the marketplace. Competitive marketing strategy focuses on how a business
should deploy marketing resources at its disposal to facilitate the achievement and maintenance of competitive positional
advantages in the marketplace. In a growing number of product-markets, the competitive landscape has evolved from a predominantly
physical marketplace to one encompassing both the physical and the electronic marketplace. This article presents a conceptual
framework delineating the drivers and outcomes of marketing strategy in the context of competing in this broader, evolving
marketplace. The proposed framework provides insights into changes in the nature and scope of marketing strategy; specific
industry, product, buyer, and buying environment characteristics; and the unique skills and resources of the firm that assume
added relevance in the context of competing in the evolving marketplace.
P. Rajan Varadarajan is a distinguished professor of marketing and the Ford chair in marketing and e-commerce in the Mays Business School at Texas
A&M University. His research and teaching interests are in the areas of strategy and e-commerce. His research on corporate,
business, and marketing strategyrelated issues has been published in theJournal of Marketing, Journal of the Academy of Marketing Science, Academy of Management Journal, Strategic Management Journal, and other leading journals. He is coauthor of a textbook titledContemporary Perspectives on Strategic Market Planning. Dr. Varadarajan served as editor of theJournal of Marketing from 1993 to 1996. He currently serves on the Board of Governors of the Academy of Marketing Science and as editor of theJournal of the Academy of Marketing Science.
Manjit S. Yadav is an associate professor of marketing and Mays Faculty Fellow, Department of Marketing, Mays Business School, Texas A&M
University. He obtained his Ph.D. in marketing from Virginia Tech. His research focuses on electronic commerce, firms’ pricing
strategies, and consumers’ price perceptions. He has published in a number of journals, includingJournal of Marketing Research, Journal of Consumer Research, Journal of the Academy of Marketing Science, andSloan Management Review. He is a member of the Editorial Review Board of theJournal of the Academy of Marketing Science. At Texas A&M, Dr. Yadav developed and currently teaches a graduate course (Strategic Foundations of E-Commerce) dealing
with the strategic challenges and opportunities in the emerging electronic marketplace. He served as cochair of the American
Marketing Association’s 2001 Faculty Consortium on Electronic Commerce held at Texas A&M University. 相似文献
5.
Intelligence generation and superior customer value 总被引:5,自引:0,他引:5
It has become conventional wisdom that an organization's ability to continuously generate intelligence about customers' expressed
and latent needs, and about how to satisfy those needs, is essential for it to continuously create superior customer value.
However, intelligence generation typically has been treated as a generic firm activity. The authors propose that there are
four distinct modes of intelligence generation, each of which is part of a welldeveloped intelligence-generation capability.
The article reports the results of an exploratory study that supports this proposition.
Stanley F. Slater is the vice chancellor for academic affairs and a professor of business administration at the University of Washington, Bothell.
His research interests lie primarily in the areas of market-based organizational learning and market strategy implementation.
He has published more than 30 articles in theJournal of Marketing, theJournal of the Academy of Marketing Science, theStrategic Management Journal, and theJournal of Management, among others. He has won “Best Paper” awards from the International Marketing Review and from the Marketing Science Institute.
He currently serves on five editorial review boards including those of theJournal of Marketing and theJournal of the Academy of Marketing Science.
John C. Narver is a professor of marketing in the Graduate School of Business Administration at the University of Washington, Seattle. His
general research interests lie in the area of strategic marketing. His current research is primarily concerned with the creation
and effects of a market orientation in an organization. His work has been published in theJournal of Marketing, theStrategic Management Journal, theAcademy of Management Journal, and theJournal of Market-Focused, Management, among other scholarly journals. He has won the “Best Paper” award from the Marketing Science Institute. 相似文献
6.
Sangphet Hanvanich K. Sivakumar G. Tomas M. Hult 《Journal of the Academy of Marketing Science》2006,34(4):600-612
Extensive research has documented how firms’ learning orientation and memory are related to organizational performance. The
objective of this study is to examine the moderating role of turbulence on the relationships between firms’ learning orientation
and memory and their organizational performance and innovativeness. The study also provides insight into the differential
relationships of firms’ learning orientation and memory to their performance and innovativeness. Using survey data collected
from 200 supply management professionals, the results suggest that the extent to which learning and memory are associated
with organizational performance is contingent on the level of environmental turbulence. Specifically, under low environmental
turbulence, learning orientation and organizational memory appear to be related to performance and innovativeness; however,
under high environmental turbulence, only learning orientation is a useful predictor.
Sangphet Hanvanich (hanvanich@xavier.edu) is an assistant professor of marketing at Xavier University. She received her PhD from Michigan State
University. She has published in various journals including theJournal of Service Research andStrategic Management Journal. Her primary research interests are in the areas of marketing strategy, marketing alliances, international business, and
international marketing.
K. Sivakumar (k.sivakumar@lehigh.edu) (PhD, Syracuse University) is the Arthur Tauck Professor of International Marketing and Logistics,
chairperson, and a professor of marketing in the Department of Marketing at Lehigh University. Before joining Lehigh in 2001,
he spent 9 years as a faculty member with the University of Illinois at Chicago. His research interests include pricing, global
marketing, and innovation management. His research has been published in theJournal of the Academy of Marketing Science, the Journal of Marketing, theJournal of International Business Studies, Decision Sciences Journal, Marketing Letters, the Journal of Business Research,
the Journal of Interactive Marketing, theJournal of International Marketing, International Marketing Review, theJournal of Product Innovation Management, Pricing Strategy & Practice: An International Journal, Psychology & Marketing, Marketing
Science Institute’s Working Paper Series, and other publications. He has won several awards for his research (including the Donald Lehmann Award) and is on the editorial
review board of several scholarly journals. He has won outstanding reviewer awards from two journals. Home page: www.lehigh
.edu/~kasg.
G. Tomas M. Hult (nhult@msu.edu) is a professor of marketing and supply chain management and director of the Center for International Business
Education and Research at Michigan State University. He serves as executive director of the Academy of International Business.
He is associate editor of theJournal of International Business Studies, Decision Sciences, and theJournal of Operations Management. His research has been published in theJournal of the Academy of Marketing Science, Academy of Management Journal, Strategic Management Journal, theJournal of Marketing, Decision Sciences, theJournal of Operations Management, theJournal of Management, and theJournal of Retailing, among others. 相似文献
7.
John Kim Jeen-Su Lim Mukesh Bhargava 《Journal of the Academy of Marketing Science》1998,26(2):143-152
This study investigates the role of affect in attitude formation. Two experiments, using established conditioning procedures,
assessed the impact of affect on attitude formation. The results of Experiment 1 indicate that affect can influence attitudes
even in the absence of product beliefs. The results of Experiment 2 suggest that affect plays as important or more important
a role than the belief mechanism in attitude formation, depending on the number of repetitions. Implications of the results
for understanding the role of affect in advertising are discussed.
John Kim is an associate professor of marketing in the School of Business Administration at Oakland University. He earned his Ph.D.
in marketing from the University of Cincinnati. His research interests include consumer decision making, advertising effectiveness,
and brand equity. His work has appeared in theJournal of Marketing Research, theJournal of Consumer Research, and theJournal of Business Research.
Jeen-Su Lim is Interim Chair and a professor of marketing at the University of Toledo. He received his Ph.D. in marketing from Indiana
University. His work has appeared in many journals, including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, Industrial Marketing Management, International Marketing Review, Management International Review,
Psychology and Marketing, and theJournal of Health Care Marketing, among others. His research interests include consumer inference processes, new product development and competitive strategy,
and export marketing.
Mukesh Bhargava is an assistant professor in the Department of Marketing and Management at Oakland University. He has a Ph.D. in marketing
from the University of Texas, Austin, and several years of practical experience in advertising and marketing research. His
research includes areas such as advertising effectiveness and evaluation of marketing strategy in business and nonprofit organizations.
His work has appeared in theJournal of Advertising Research, Marketing Letters, theJournal of Business Research, and theJournal of the Academy of Marketing Science, among others. 相似文献
8.
Rajan Varadarajan Mark P. DeFanti Paul S. Busch 《Journal of the Academy of Marketing Science》2006,34(2):195-205
Brand portfolio management addresses, among other issues, the interrelated questions of what brands to add, retain, or delete.
A small number of brands in a firm’s brand portfolio can often have a disproportionately large positive or negative impact
on its image and reputation and the responses of stakeholders. Brand deletions can be critical from the standpoint of a firm
being able to free up resources to redeploy toward enhancing the competitive standing and financial performance of brands
in its portfolio with the greatest potential to positively affect its image and reputation. Against this backdrop, the authors
focus on the organizational and environmental drivers of brand deletion propensity, the predisposition of a firm to delete
a particular brand from its brand portfolio. The authors propose a conceptual model delineating the drivers of brand deletion
propensity and suggest directions for future research, including the related concept of brand deletion intensity.
Rajan Varadarajan (varadarajan@tamu.edu) is Distinguished Professor of Marketing and holder of the Ford Chair in Marketing and E-Commerce in
the Mays Business School at Texas A&M University. His primary teaching and research interest is in the area of strategy. His
research on strategy has been published in theJournal of Marketing, the Journal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, and other journals. Rajan served as editor of theJournal of Marketing from 1993 to 1996 and theJournal of the Academy of Marketing Science from 2000 to 2003. He currently serves on the editorial review boards of theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Marketing, theJournal of Interactive Marketing and other journals. He is a recipient of a number of honors and awards, including the Academy of Marketing Science Distinguished
Marketing Educator Award (2003), the American Marketing Association Mahajan Award for Career Contributions to Marketing Strategy
(2003), and the Texas A&M University Distinguished Achievement Award in Research (1994).
Mark P. DeFanti (mdefanti@tamu.edu) is a doctoral student in marketing at Texas A&M University. He received his M.B.A. from The University
of Texas at Austin and his B.A. from Amherst College. His current research interests include brand portfolio management, corporate
name changes, and business-to-business branding. His teaching interests include advertising, brand management, and marketing
strategy.
Paul S. Busch (p-busch@tamu.edu) is a professor of marketing in the Mays Business School at Texas A&M University. He received his Ph.D.
from Pennsylvania State University. His research has been published in theJournal of Marketing, theJournal of Marketing Research, Decision Sciences, theJournal of Business Research, andBusiness Horizons. He serves on the editorial review boards of theJournal of Business-to-Business Marketing, theAsian Journal of Marketing, andMarketing Management. His research interests include buyer-seller relationships, business-to-business branding, and brand portfolio management.
His teaching interests include promotional strategy and new product development. 相似文献
9.
Contracts, norms, and plural form governance 总被引:21,自引:0,他引:21
Joseph P. Cannon Ravi S. Achrol Gregory T. Gundlach 《Journal of the Academy of Marketing Science》2000,28(2):180-194
The organization of interfirm exchanges has become of critical importance in today’s business environment. Many scholars have
criticized the inadequacies of legal contracts as mechanisms for governing exchange, especially in the face of uncertainty
and dependence. Other scholars argue that it is not the contracts per se but the social contexts in which they are embedded
that determine their effectiveness. This study investigates the performance implications of governance structures involving
contractual agreements and relational social norms, individually and in combination (plural form) under varying conditions
and forms of transactional uncertainty and relationship-specific adaptation. Hypotheses are developed and tested on a sample
of 396 buyer-seller relationships. The results provide support for the plural form thesis—increasing the relational content
of a governance structure containing contractual agreements enhances performance when transactional uncertainty is high, but
not when it is low. Implications for theory and future research are discussed.
Joseph P. Cannon (Ph.D., University of North Carolina) is an assistant professor of marketing at Colorado State University. His areas of research
interest include the effective management of business-to-business buyer-seller relationships in domestic and international
markets. His research has appeared in theJournal of Marketing Research, theJournal of Marketing, theAcademy of Management Review, theJournal of Public Policy & Marketing, and other publications. He is a member of the Editorial Review Board of theJournal of Marketing.
Ravi S. Achrol (Ph.D., Northwestern University) is a professor of marketing and global management research professor in the School of Business
and Public Administration at George Washington University. Prior to joining George Washington University in 1991, he served
for 10 years on the faculty of the University of Notre Dame. His areas of research interests include interorganization theory
and marketing strategy. His articles have appeared in theJournal of Marketing, theJournal of Marketing Research, Social Science Research, theJournal of Business Strategy, theJournal of Public Policy and Marketing, and various other publications. He is a member of the Editorial Review Board of theJournal of Marketing.
Gregory T. Gundlach (Ph.D. J.D. University of Tennessee) is an associate professor of marketing in the College of Business Administration at
the University of Notre Dame. His areas of research interest include theories of exchange governance, industrial organization,
and antitrust policy. His articles have appeared in theJournal of Marketing, theJournal of Marketing Research, Marketing Science, theJournal of Public Policy & Marketing, theJournal of Business Research, Antitrust Bulletin, and other publications. He is a member of the Editorial Review Board of theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Public Policy & Marketing, and theJournal of Retailing. 相似文献
10.
Generating new product ideas: An initial investigation of the role of market information and organizational characteristics 总被引:2,自引:0,他引:2
Lisa C. Troy David M. Szymanski P. Rajan Varadarajan 《Journal of the Academy of Marketing Science》2001,29(1):89-101
Although product innovation is widely recognized as crucial to the success of organizations, the literature still contains
certain gaps that limit our understanding of successful product innovation. These gaps include a lack of research employing
a decompositional approach (i,e., analysis of the drivers at each stage of the process) to studying product innovation and
a related lack of research investigating the effect of organizational characteristics on specific stages of the product innovation
process. The authors attempt to close these gaps by developing and testing a model examining the moderating effects of organizational
characteristics on the relationship between the amount of market information gathered and the number of new product ideas
generated by work groups in organizations. The study findings provide insights into the types of organizational structure
and climate characteristics that can have an impact on the relationship between amount of market information and new product
idea generation.
Lisa C. Troy is an assistant professor of marketing at Utah State University. She earned her Ph.D. from Texas A&M University. Her research
interests include product innovation management, environmental marketing, and international marketing management. Her work
has appeared in theJournal of the Academy of Marketing Science and theJournal of Marketing.
David M. Szymanski is the Al and Marion Withers Research Fellow and Director, Center for Retailing Studies in the Lowry Mays College and Graduate
School of Business at Texas A&M University. His research interests are in the areas of applied meta-analysis, marketing strategy,
personal selling and sales management, product innovation, and retail strategy. Representative research has appeared in theJournal of the Academy of Marketing Science, theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of Retailing.
P. Rajan Varadarajan is a professor of marketing and the Jenna and Calvin R. Guest professor of business administration at Texas A&M University.
His research interests are in the areas of corporate, business, and marketing strategy. His research has been published in
theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, Sloan Management Review, California Management Review, Business Horizons, and other journals. 相似文献
11.
A refinement and validation of the MARKOR scale 总被引:3,自引:0,他引:3
Ken Matsuno John T. Mentzer Joseph O. Rentz 《Journal of the Academy of Marketing Science》2000,28(4):527-539
In this article, the authors attempt to develop an improved market orientation scale built on Kohli, Jaworski, and Kumar’s
market orientation scale (MARKOR). The modified scale is then compared with the MARKOR scale in a validation study. The authors
argue that the scale improves operationalization of the market orientation construct, and the results indicate that the psychometric
properties of the new scale are superior to those of the MARKOR scale. Implications of the results are discussed, and a future
research agenda is offered.
Ken Matsuno is assistant professor of marketing at Babson College. He received his Ph.D. from the University of Tennessee. His research
interests include marketing strategy formulation process and its outcomes and business-to-business marketing issues. His work
can be found in theJournal of Marketing, theInternational Journal of Physical Distribution and Logistics Management, and several academic conference proceedings.
John T. Mentzer is the Harry J. and Vivienne B. Bruce Excellence Chair of Business Policy in the Department of Marketing, Logistics, and
Transportation at the University of Tennessee. He received his Ph.D. from Michigan State. He has published in theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Business Logistics International Journal of
Physical Distribution and Logistics Management, Transportation Journal, Columbia Journal of World Business, Industrial Marketing
Management, Research in Marketing, and other journals.
Joseph O. Rentz is associate professor of marketing at the University of Tennessee, Knoxville. He received his Ph.D. from the University
of Georgia. His research interests include cohort analysis, measurement issues in marketing, generalizability studies, and
itnerfunctional effectiveness. He has published articles in theJournal of the Academy of Marketing Science, Journal of Marketing, andJournal of Marketing Research among others. 相似文献
12.
This study presents and evaluates three new approaches to nonintervention, extrapolative (time series) forecasting. This is
an extension of the adaptive extended exponential smoothing methodology (AEES) that allows the model additional smoothing
constant adaptability to improve forecasting accuracy. The performance of the basic AEES method and two enhancements are first
compared to five other time series techniques on a limited, validation data set and then compared to the 24 methods used in
the M-Competition. Comparisons are made across all 111 M-Competition data sets and across the yearly, quarterly, and monthly
components of the 111 data sets. When empirically tested across the 111 M-Competition data series, the heuristic AEES approach
generally provided improved or comparable accuracy. This result was repeated with the yearly data series. Results for the
quarterly and monthly data series were mixed. Discussion of these results within the marketing context of sales forecasting
is provided.
He has published in theJournal of the Academy of Marketing Science, Journal of Forecasting, Columbia Journal of World Business, Industrial Marketing
Management, Journal of Business Logistics, International Journal of Physical Distribution and Logistics Management, Transportation
and Logistics Review, Transportation Journal, Research in Marketing, and other journals.
His research interests include marketing logistics, market forecasting, computer simulation of marketing systems, and international
business to business marketing. His research has been published in theJournal of the Academy of Marketing Science, Journal of Business Logistics, International Journal of Physical Distribution
and Logistics Management, Transportation Journal, Industrial Marketing Management, Journal of Marketing Education, andJournal of Current Issues and Research in Advertising. 相似文献
13.
Price levels and price dispersion within and across multiple retailer types: Further evidence and extension 总被引:7,自引:0,他引:7
In this article, the authors develop hypotheses on how prices and price dispersion compare among pure-play Internet, bricks-and-mortar
(traditional), and bricks-and-clicks (multichannel) retailers and test them through an empirical analysis of data on the book
and compact disc categories in Italy during 2002. Their results, based on an analysis of 13,720 prkce quotes, show that when
posted prices are considered, traditional retailers have the highest prices, followed by multichannel retailers, and pure-play
e-tailers, in that order. However, when shipping costs are included, multichannel retailers have the highest prices, followed
by pure-play e-tailers and traditional retailers, in that order. With regard to price dispersion, pure-play e-tailers have
the highest range of prices, but the lowest standard deviation. Multichannel retailers have the highest standard deviation
in prices with or without shipping costs. These findings suggest that online markets offer opportunities for retailers to
differentiate within and across the retailer types.
SDA Bocconi Graduate School of Management
Fabio Ancarani (fabio.ancarani@sdabocconi.it) is an assistant professor of marketing at SDA Bocconi University’s School of Management, Milan,
Italy. He has been a visiting scholar at the Robert H. Smith School of Business, University of Maryland at College Park. His
teaching and research interests are related to marketing strategies in the digital economy. His research has been published
in journals such as the theJournal of Interactive Marketing and theEuropean Management Journal.
Venkatesh Shankar (vshankar@rhsmith.umd.edu) is a Ralph J. Tyser Fellow and an associate professor of marketing in the Robert H. Smith School
of Business at the University of Maryland at College Park. His areas of reseach are e-business, competitive strategy, international
marketing, pricing, new product management, and supply chain management. His research has been published or is forthcoming
in theJournal of Marketing Research, Marketing Science, theJournal of Marketing, Strategic Management Journal, theJournal of Retailing, theInternational Journal of Research in Marketing, theJournal of Public Policy and Marketing, andMarketing Letters. He is co-editor of theJournal of Interactive Marketing; associate editor ofManagement Science; and serves on the editorial boards ofMarketing Science, theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Retailing, and theJournal of the Academy of Marketing Science. He is a three-time winner of the Krowe Award for Outstanding Teaching and teaches Marketing Management, Digital Business
Strategy, Competitive Marketing Strategy, and International Marketing (http://www.venkyshankar.com). 相似文献
14.
The perceived importance of ethics and social responsibility on organizational effectiveness: A survey of marketers 总被引:2,自引:0,他引:2
Anusorn Singhapakdi Kenneth L. Kraft Scott J. Vitell Kumar C. Rallapalli 《Journal of the Academy of Marketing Science》1995,23(1):49-56
A necessary but insufficient condition for marketers to act ethically and be socially responsible is that they must perceive
ethics and social responsibility to be important. However, little is known about marketers’ perceptions regarding the importance
of ethics and social responsibility components of business decisions. The objectives of this study are (1)to assess the marketing
practitioners’ perceptions regarding the importance of ethics and social responsibility in achieving organizational effectiveness,
and (2) to analyze the relative influences of selected personal characteristics and organizational factors underlying a marketer’s
perceived importance of ethics and social responsibility. The results from a mail survey of American Marketing Association
members indicate that the marketers generally believe that ethics and social responsibility are important components of organizational
effectiveness. The results partly indicate that there is a positive relationship between a marketer’s corporate ethical values
and his or her perceptions regarding the importance of ethics and social responsibility. The results also indicate that the
marketers’ perceptions regarding ethics and social responsibility can be explained by idealism and relativism.
He has also served on the marketing faculty at Thammasat University, Thailand. He received his Ph.D. from the University of
Mississippi. His research focusing on marketing ethics and social responsibility has been published inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Macromarketing, Journal of Personal Selling
& Sales Management, Journal of Public Policy & Marketing, and elsewhere.
He received his D.B.A. in management from the University of Maryland. His work on business ethics, organizational design,
and strategic planning has been published inAcademy of Management Review, American Business Review, andJournal of Business Ethics. His current research interest centers on the measurement of moral intensity.
He received his Ph.D. from Texas Tech University. His work has appeared inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing,
Journal of Personal Selling & Sales Management, Research in Marketing, and elsewhere.
He received his Ph.D. in marketing from the University of Mississippi. His research has been published inJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Pharmaceutical Marketing and Management,
Journal of Social and Administrative Pharmacy, and elsewhere. His research interests include marketing ethics, health care marketing, international marketing, and direct
marketing. 相似文献
15.
Determinants of online channel use and overall satisfaction with a relational,multichannel service provider 总被引:2,自引:0,他引:2
Mitzi M. Montoya-Weiss Glenn B. Voss Dhruv Grewal 《Journal of the Academy of Marketing Science》2003,31(4):448-458
This study examines what drives customers' use of an online channel in a relational, multichannel environment. The authors
propose a conceptual model of the determinants of online channel use and overall satisfaction with the service provider. They
then conduct two large-scale studies in different service contexts to test the model. The results show that Web site design
characteristics affect customer evaluations of online channel service quality and risk, which in turn drive online channel
use. Customers' overall satisfaction with the service provider is determined by the service quality provided through both
the online channel and the traditional channel. The results offer insights into the trade-offs that multichannel service providers
face as they attempt to influence online channel use while maintaining or enhancing overall customer satisfaction.
Mitzi M. Montoya-Weiss (m_mw@ncsu.edu) (Ph.D., Michigan State University) is a professor of marketing in the Department of Business Management at
North Carolina State University. Her research interests include new product development and adoption, virtual teams, and knowledge
management. Her research has appeared inMarketing Science, Management Science, Decision Sciences, theAcademy of Management Journal, theJournal of Product Innovation Management, and other scholarly journals. She has taught courses in marketing management, product and brand management, and management
of technology.
Glenn B. Voss (gvoss@ncsu.edu) (Ph.D., Texas A&M University) is an associate professor of marketing in the Department of Business Management
at North Carolina State University. His research interests include relationship and services marketing, creativity and entrepreneurship,
and retail pricing strategies. His research has appeared in theJournal of Marketing, Organization Science, theJournal of Retailing, Marketing Letters, theJournal of the Academy of Marketing Science, and other scholarly journal. He currently serves on the editorial review board of theJournal of the Academy of Marketing Science and has served as an ad hoc reviewer for theJournal of Marketing, theJournal of Marketing Research, theJournal of Retailing, and theJournal of Business Research. He has taught courses in marketing strategy, electronic marketing, and nonprofit management in MBA programs in the United
States and Europe.
Dhruv Grewal (dgrewal@babson.edu) (Ph.D., Virginia Polytechnic Institute) is the Toyota Chair in E-Commerce and Electronic Business in
Babson College. His research and teaching interests focus on e-business, global marketing, value-based marketing strategies,
and understanding the voice of the customer (market research). He is also co-editor of theJournal of Retailing. He has published more than 50 articles in outlets such as theJournal of Marketing, theJournal of Consumer Research, theJournal of Marketing Research, and theJournal of Retailing. He currently serves on the editorial review boards of theJournal of Marketing, theJournal of Retailing, theJournal of Public Policy & Marketing, and theJournal of Product and Brand Management. 相似文献
16.
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
17.
Customer value,satisfaction, loyalty,and switching costs: An illustration from a business-to-business service context 总被引:18,自引:0,他引:18
Shun Yin Lam Venkatesh Shankar M. Krishna Erramilli Bvsan Murthy 《Journal of the Academy of Marketing Science》2004,32(3):293-311
Although researchers and managers pay increasing attention to customer value, satisfaction, loyalty, and switching costs,
not much is known about their interrelationships. Prior research has examined the relationships within subsets of these constructs,
mainly in the business-to-consumer (B2C) environment. The authors extend prior research by developing a conceptual framework
linking all of these constructs in a business-to-business (B2B) service setting. On the basis of the cognition-affect-behavior
model, the authors hypothesize that customer satisfaction mediates the relationship between customer value and customer loyalty,
and that customer satisfaction and loyalty have significant reciprocal effects on each other. Furthermore, the potential interaction
effect of satisfaction and switching costs, and the quadratic effect of satisfaction, on loyalty are explored. The authors
test the hypotheses on data obtained from a courier service provider in a B2B context. The results support most of the hypotheses
and, in particular, confirm the mediating role of customer satisfaction.
Shun Yin Lam (asylam@ntu.edu.sg; fax: 65-6791-3697) is an assistant professor of marketing and international business in the Nanyang Business
School at Nanyang Technological University in Singapore. Lam received his Ph.D. from the University of Western Ontario and
has research interests in a number of areas including retail marketing, customer loyalty, and customers’ adoption and usage
of technology. His work has appeared inMarketing Science, theJournal of Retailing, theInternational Journal of Research in Marketing, andAdvances in Consumer Research.
Venkatesh (Venky) Shankar (vshankar@rhsmith.umd.edu) is Ralph J. Tyser Fellow and an associate professor of marketing in the Smith School of Business
at the University of Maryland. His areas of research are e-business, competitive strategy, international marketing, pricing,
new product management, and supply chain management. His research has been published or is forthcoming in theJournal of Marketing Research, Marketing Science, theJournal of Marketing, theStrategic Management Journal, theJournal of Retailing, theInternational Journal of Research in Marketing, theJournal of Public Policy and Marketing, andMarketing Letters. he is co-editor of theJournal of Interactive Marketing; associate editor ofManagement Science; and serves on the editorial boards ofMarketing Science, theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Retailing, and theJournal of Academy of Marketing Science. He is a three-time winner of the Krowe Award for Outstanding Teaching and teaches Marketing Management, Digital Business
Strategy, Competitive Marketing Strategy, and International Marketing (http://www.venkyshankar.com).
M. Krishna Erramilli (amkerramilli@ntu.edu.sg) is an associate professor of marketing and international business in the Nanyang Business School
at Nanyang Technological University in Singapore. He has undertaken many studies on marketing strategy issues in service firms,
particularly in an international context, and has published his work in journals like theJournal of Marketing, theJournal of International Business Studies, theColumbia Journal of World Business, and theJournal of Business Research. He has presented numerous papers at international conferences. His current research interests center on the international
expansion of Asia-based service firms.
Bvsan Murthy (abmurthy@ntu.edu.sg) is an associate professor of marketing and international business in the Nanyang Business School at
Nanyang Technological University in Singapore. Prior to turning to the academe a decade ago, he had 20 years of international
industry experience. He has published in journals likeThe Cornell H.R.A. Quarterly and theInternational Journal of Contemporary Hospitality Management and has also written industry white papers/monographs and chapters in books. His current research interests center on strategic
services marketing/management and customer value management. 相似文献
18.
Strategic alliances: A synthesis of conceptual foundations 总被引:3,自引:0,他引:3
P. Rajan Varadarajan Margaret H. Cunningham 《Journal of the Academy of Marketing Science》1995,23(4):282-296
Strategic alliances, a manifestation of interorganizational cooperative strategies, entails the pooling of specific resources
and skills by the cooperating organizations in order to achieve common goals, as well as goals specific to the individual
partners. Gaining access to new markets; accelerating the pace of entry into new markets; sharing of research and development,
manufacturing, and/or marketing costs; broadening the product line/filling product line gaps; and learning new skills are
among the motives underlying the entry of firms into strategic alliances. During the last decade, an increasing number of
firms have entered into alliances with other firms within the same industry, as well as within other industries. Some firms
have progressed well beyond forming isolated alliances to establishing a web of intra- and interindustry, and intra-and international
strategic alliances. Against this backdrop, we provide a synthesis of the conceptual foundations of strategic alliances and
explore the role of marketing in strategic alliances.
His major research interests are in the areas of corporate, business, and marketing strategy. His research studies have been
published in theJournal of Marketing, Journal of the Academy of Marketing Science, Academy of Management Journal, Strategic Management Journal,
Sloan Management Review, California Management Review, Business Horizons, Journal of Business Research, and other journals.
Her major research interests are in the areas of marketing ethics and international marketing. Her research studies have been
published in theJournal of Marketing Education, The Philanthropist, andFestival Management and Event Tourism Journal. 相似文献
19.
One of the assumed benefits of extending a strong brand into a new product category is the ability to capture a price premium
relative to comparable products associated with lower equity brands. The authors argue that brand-extension price premiums
accrue in part due to the ability of a known brand to reduce the perceived risk customers experience in making purchase decisions.
Accordingly, price premiums can be expected to vary depending on the risk associated with a purchase decision. The authors
manipulated perceived fit between a brand and extension products and three dimensions of extension product category risk.
They found that brand-extension price premiums are positively related to the perceived fit between the brand and the extension
category. However, this relationship varies considerably depending on the levels of financial and social risk associated with
the extension product category. Implications of these findings for theory, practice, and future research are discussed.
Devon DelVecchio (devond@uky.edu) is an assistant professor of marketing in the Gatton College of Business and Economics at the University
of Kentucky. His research focuses on pricing, promotions, and brand management. His work has appeared in journals such as
theJournal of Product and Brand Management and theJournal of Consumer Affairs.
Daniel C. Smith (dansmith@indiana.edu) is the Clare W. Barker Chair in Marketing and Interim Dean at the Kelley School of Business at Indiana
University. His current research focuses on brand and product management, and marketing strategy. His work has appeared in
journals such as theJournal of Marketing Research, theJournal of Marketing, theJournal of Consumer Research, theJournal of the Academy of Marketing Science, Harvard Business Review, theJournal of Advertising Research, andStrategic Management Journal, among others. He serves on the Editorial Board of theJournal of Marketing and theJournal of the Academy of Marketing Science and received Outstanding Reviewer awards at both. He also serves on the Editorial Board of theJournal of Personal Selling and Sales Management. 相似文献
20.
John B. Ford Michael S. LaTour Tony L. Henthorne 《Journal of the Academy of Marketing Science》1995,23(2):120-131
Following the approach of the classic 1974 marital-role influence study of Davis and Rigaux, the present study focuses on
differences in decision making (i.e., joint, husband dominated, wife dominated) across 24 product categories as a function
of two key factors. These factors are stage of the decision process (i.e., problem recognition, information search, and the
final decision) and culture (People’s Republic of China and the United States). The Jacobson Marital-Role Egalitarianism Scale
is included to further assess individual differences in husband and wife traditionality-modernism. The major findings are
that emphasis on joint, husband-dominated, and wife-dominated decisions vary by stage and by stage-culture interaction. Practical
implications are presented with suggestions for future research.
He graduated from the University of Georgia in 1985 with a Ph.D. in marketing. His research interests include global strategic
market planning and cross-cultural research issues and methodologies. He has published in such journals asJournal of Advertising Research, Industrial Marketing Management, Journal of the Academy of Marketing Science, Columbia Journal
of World Business, International Marketing Review, Journal of Business Strategy, andJournal of Consumer Marketing.
He graduated with honors in 1986 from the University of Mississippi with a Ph.D. in marketing. His research interests include
cross-cultural consumer behavior and emotional responses to advertising stimuli. He has published in such journals asJournal of Advertising, Journal of Advertising Research, Journal of Public Policy and Marketing, Psychology and Marketing,
Journal of Health Care Marketing, andInternational Marketing Review.
He graduated from the University of Mississippi in 1986 with a Ph.D. in marketing. His research interests focus on cross-cultural
consumer behavior. He has published in such journals asJournal of Advertising, Journal of Business Ethics, Journal of Health Care Marketing, Psychology and Marketing, and theInternational Journal of Purchasing and Materials Management. 相似文献