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1.
A framework for market-based organizational learning: Linking values, knowledge, and behavior 总被引:32,自引:0,他引:32
James M. Sinkula William E. Baker Thomas Noordewier 《Journal of the Academy of Marketing Science》1997,25(4):305-318
The authors review the concept of organizational learning and present a broad conceptual framework for its modeling. Within
this framework, one specific process for market-based organizational learning is postulated. An empirical test of this model
leads the authors to conclude that a more positive learning orientation (a value-based construct) will directly result in
increased market information generation and dissemination (knowledge-based constructs), which, in turn, directly affects the
degree to which an organization makes changes in its marketing strategies (a behavioral construct). Managerial implications
are discussed.
His research interests lie primarily in the areas of organizational information use and market-based organizational learning.
His work has been published in theJournal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Business Research, andJournal of Marketing.
His research interests include both individual and organizational learning. He has published in the areas of consumer decision
making, advertising effectiveness, and market-based organizational learning.
His research interests include organizational marketing and marketing channels. His work has been published in theJournal of Marketing, Journal of Business and Economic Statistics, Journal of Business Logistics, Journal of Purchasing and
Materials Management, andJournal of Health Care Marketing. 相似文献
2.
Victoria L. Crittenden William F. Crittenden Linda K. Ferrell O. C. Ferrell Christopher C. Pinney 《Journal of the Academy of Marketing Science》2011,39(1):71-85
Utilizing Resource-Advantage Theory as the underlying theoretical foundation and drawing on literature from a variety of disciplines,
we develop a market-oriented sustainability framework. By incorporating sustainability into market orientation, the goal of
strategic alignment of sustainability with marketing strategies is achieved to create a competitive advantage. Three constructs
identified in the model are DNA, stakeholder involvement, and performance management. These three constructs are the drivers
of sustainability. DNA is used as an extended metaphor to clarify and illustrate the workings of an organization and how sustainability
may be implemented. This construct includes core ideology, dynamic capabilities, and societal engagement. The firm’s DNA is
communicated to both internal and external stakeholders, and stakeholders’ concerns should be an influence on strategic marketing
planning. Performance management is the third major construct in the model and includes corporate social performance and corporate
financial performance metrics. Within the model explication, we offer propositions to support market-oriented sustainability
research and provide directions for sustainability theory, research, and practice. 相似文献
3.
Jagdip Singh 《Journal of the Academy of Marketing Science》1991,19(3):223-244
This paper examines the current state of the literature concerning thestructure (i.e., conceptualization, taxonomy, and operationalization) of consumers’ satisfaction evaluations of a service delivery.
In particular, relevant research in medical sociology, community health and marketing is reviewed. In so doing, advances as
well as gaps in our current understanding of satisfaction evaluations are delineated. Drawing upon the services marketing,
social psychology, and organizational theory literatures, we propose a hypothesis for the multiobject conceptualization of
the satisfaction construct. This fills a major gap in previous research. Using data collected from four metropolitan areas,
this hypothesis is subjected to empirical verification. Competing hypotheses are explicity considered. The proposed conceptualization
is also tested for convergent, discriminant, and nomological validity. Overall, the results support a multidimensional-multiobject
model of the satisfaction construct. However, the objects are the major source of variation in satisfaction evaluations, accounting
for about 61% of the total variance. In addition, objectbased evaluations yield evidence of convergent, discriminant, and
nomological validity. Implications for research into the structure of satisfaction evaluations for health care delivery in
particular, and for multidyadic services in general, are discussed. 相似文献
4.
A parsimonious framework linking advertising expenditures and research and development expenditures to brand value, and brand
value in turn to firm-level financial performance, was proposed and empirically investigated under four data conditions: data
form, brand type, financial performance metric, and lag structure. Using pooled data from 125 firms (848 firm-year observations)
over the period 1991–2007, 108 path analyses were conducted to compute five path model output metrics. Data on these metrics
were then compared for each of the data conditions by means of analysis of variance. Although significant relationships were
generally observed among framework variables, study results differed considerably across three of the four data conditions.
The principal take-away from the study is that the impact of marketing activities on firm-level financial performance is likely
to be in large part a function of the specific research purpose and methodology employed. As such, the take-away has implications
when interpreting value-relevance findings, when constructing theories involving market-based assets, and when designing studies
to investigate relationships between marketing and financial performance. 相似文献
5.
6.
Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have
looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits
that while self-efficacy positively affects performance, the salesperson's learning effort directly affects self-efficacy.
Furthermore, two task-related factors (perceived job autonomy and customer demandingness) and one individual difference variable
(trait competitiveness) are proposed to affect salesperson learning effort and self-efficacy. Two empirical studies show consistent
results regarding the positive effects of learning on efficacy and efficacy on performance as well as the influences of three
exogenous constructs on learning and efficacy. Implications and future research directions are discussed.
Guangping (Walter) Wang is an assistant professor of business at Penn State University at Hazleton. He received his Ph.D. in marketing from Louisiana
State University in 2000. His research interests include sales management, relationship marketing, database marketing, and
e-commerce. His work has appeared or been accepted for publication in theJournal of Vocational Behavior, Journal of Business Research, Journal of Relationship Marketing, Journal of Global Marketing, and a number of national and international conference proceedings.
Richard G. Netemeyer is a professor of marketing in the McIntire School of Commerce at the University of Virginia. He received his Ph.D. in marketing
from the University of South Carolina in 1986. His research interests are primarily consumer and organizational-behavior issues.
His research has appeared in theJournal of Consumer Research, Journal of Marketing Research, Journal of Marketing, Journal of Applied Psychology, OBHDP, JAMS, and others. 相似文献
7.
服务便利作为服务营销领域的一个崭新理念,已越来越引起学术界的关注。现有的服务便利研究聚焦于两个方面:一是服务便利概念的定义和操作化;二是服务便利的实证研究,包括服务便利的后果影响研究和影响消费者感知服务便利的前置因素等。文章在对国内外有关服务便利的主要研究成果进行梳理、归纳和评述的基础上,提出未来服务便利研究可以考虑的五个方向:一是推进服务便利的实证研究,二是完善服务便利测量量表,三是改进现有的研究方法,四是深入全面的探讨服务便利的前置因素,五是关注服务便利、服务价格和服务质量的交互作用及其对服务评价的影响。 相似文献
8.
J. Andrew Petersen V. Kumar F. Javier Sese 《Journal of the Academy of Marketing Science》2018,46(5):813-836
Recent evidence about the central role played by perceptual constructs in driving performance outcomes has produced a renewed interest in studying customer mindset metrics (CMMs; e.g., satisfaction, service quality, and loyalty intentions). However, we still lack a proper understanding of how (i.e., process) and to what extent (i.e., magnitude) these CMMs ultimately translate into profitability at the customer level. In this study, we integrate CMMs into an individual-level framework of customer behavior and profitability and provide a conceptual understanding of the process through which these metrics influence customer profitability. Specifically, we propose three mechanisms through which CMMs affect customer behavior and profitability: behavioral effect, marketing effectiveness effect, and marketing efficiency effect. We empirically test this framework across two distinct contexts, a B2B high-tech firm and a B2C telecommunications firm. The results demonstrate that these unobservable CMMs have a significant and multi-dimensional impact on customer behavior and customer profitability. Furthermore, we compute the increases in customer behavior and customer profitability that each firm can expect due to increases in CMMs to help firms improve resource allocation and make better decisions about how much (and when) to invest in CMMs. 相似文献
9.
John Hulland Hans Baumgartner Keith Marion Smith 《Journal of the Academy of Marketing Science》2018,46(1):92-108
Survey research methodology is widely used in marketing, and it is important for both the field and individual researchers to follow stringent guidelines to ensure that meaningful insights are attained. To assess the extent to which marketing researchers are utilizing best practices in designing, administering, and analyzing surveys, we review the prevalence of published empirical survey work during the 2006–2015 period in three top marketing journals—Journal of the Academy of Marketing Science (JAMS), Journal of Marketing (JM), and Journal of Marketing Research (JMR)—and then conduct an in-depth analysis of 202 survey-based studies published in JAMS. We focus on key issues in two broad areas of survey research (issues related to the choice of the object of measurement and selection of raters, and issues related to the measurement of the constructs of interest), and we describe conceptual considerations related to each specific issue, review how marketing researchers have attended to these issues in their published work, and identify appropriate best practices. 相似文献
10.
Constantine S. Katsikeas Leonidas C. Leonidou Neil A. Morgan 《Journal of the Academy of Marketing Science》2000,28(4):493-511
Export performance is one of the most widely researched but least understood and most contentious areas of international marketing.
To some extent, this problem can be ascribed to difficulties in conceptualizing, operationalizing, and measuring the export
performance construct, often leading to inconsistent and conflicting results. This study reviews and evaluates more than 100
articles of pertinent empirical studies to assess and critique export performance measurements. Based on gaps identified in
this evluation, guidelines for export performance measure development are advanced, suggesting, however, a contingency approach
in their application. Several conclusions and implications for export strategy and future research are derived from this analysis.
Constantine S. Katsikeas holds the Sir Julian Hodge Chair in Marketing and International Business at Cardiff Business School, Cardiff University.
His main research interests lie in the areas of international marketing and purchasing, global strategic alliances, and competitive
strategy. He has published widely in these fields and his articles have appeared inJournal of International Business Studies, Journal of International Marketing, (formerly Columbia)Journal of World Business, Journal of Business Research, Industrial Marketing Management, andManagement International Review, among others.
Leonidas C. Leonidou is associate professor of marketing at the University of Cyprus. He obtained his Ph.D. in marketing from the University of
Bath, and has research interests in international marketing, relationship marketing, strategic marketing, and marketing in
emerging economies. He has published extensively in these fields and his articles have appeared in various journals includingJournal of International Business Studies, Journal of Business Research, Journal of International Marketing, andManagement International Review.
Neil A. Morgan is assistant professor of marketing in the Kenan-Flagler Business School at the University of North Carolina, Chapel Hill.
His research interests focus on strategic issues concerning marketing resources and capabilities, and marketing planning and
implementation processes and their links with business performance. His work has appeared inJournal of the Academy of Marketing Science, Journal of Business Research, Industrial Marketing Management, British Journal
of Management, European Journal of Marketing, and other journals. 相似文献
11.
Vithala R. Rao Jerry Wind Wayne S. DeSarbo 《Journal of the Academy of Marketing Science》1988,16(1):128-140
A customized, stepwise, log-linear, distributed lag, restricted market response model is proposed to estimate the effects
of various elements of promotion expenditures on sales in the presence of potentially significant effects due to trend and/or
seasonality when using time-series data. As distinct from standardized software packages, the customization offers management
several benefits: (a) an (optional) imposition of prior restrictions on the directions of the coefficient variables; (b) an
empirical determination of the lag structure for selected variables; (c) the detrending of the data to allow for the assessment
of incremental marketing mix effects above trend; and (d) a simplified sensitivity analysis. The model is empirically tested
and validated using sales data for a brand where the impact of several marketing mix variables is estimated and investigated
via policy simulations. A comparison of these results with those obtained from a corresponding unrestricted model illustrates
the advantages of this approach. Finally, the limitations of this procedure and directions for future research are discussed. 相似文献
12.
Peter C. Verhoef Philip Hans Franses Janny C. Hoekstra 《Journal of the Academy of Marketing Science》2002,30(3):202-216
The authors examine the effect of relational constructs (e.g., satisfaction, trust, and affective and calculative commitment)
on customer referrals and the number of services purchased, as well as the moderating effect of age of the relationship on
these relationships. The research reported, based on data obtained from a large sample of customers of an insurance company,
combines archival and survey data. The results provide evidence that supports the moderating effect of relationship age on
the relationship between satisfaction, affective and calculative commitment, and the number of services purchased.
Peter C. Verhoef is a postdoctoral researcher affiliated with the Department of Marketing and Organization in the School of Economics at Erasmus
University, Rotterdam. He is also a member of the Erasmus Research Institute in Management (ERIM). In 2001, he received his
Ph.D. in marketing from Erasmus University. In his dissertation, he investigated how companies can affect the lifetime value
of customers. His research interests include customer relationship management, waiting times, and private labels. His work
has been or will be published in theJournal of Consumer Psychology, Journal of Retailing, Decision Support Systems, and various other journals.
Philip Hans Franses is a professor of applied econometrics at the Econometric Institute and a professor of marketing research in the Department
of Marketing and Organization, both at Erasmus University, Rotterdam. His research interests include applied econometrics,
marketing, empirical finance, political science, and environmetrics. He publishes on these topics in various journals.
Janny C. Hoekstra is a professor in direct marketing at the University of Groningen. Her research interests include the development of the
marketing concept, market orientation, customer lifetime value, direct marketing, and e-commerce. She has published papers
in theJournal of Retailing, Industrial Marketing Management, European Journal of Marketing, Journal of Direct Marketing, andJournal of Market-Focused Management, among others. 相似文献
13.
文化元素在产品设计上应用得越来越频繁,企业把文化元素应用到产品设计中,满足消费者的情感需求,成为企业营销发展的新趋势。本文以王老吉“百家姓”产品为例,基于情感营销的理论,以情感反应的三个维度——设计情感、产品情感和渠道情感为中介变量,构建产品设计与顾客满意度关系模型,运用实证分析方法探究情感反应的中介作用。研究结果表明,情感反应的三个维度在产品设计和顾客满意度的关系中存在显著的中介作用。据此,本文对企业如何有效地开展情感营销和提高顾客满意度提出了相应的建议。 相似文献
14.
旅游目的地网络营销利益相关者分析 总被引:7,自引:0,他引:7
高静 《桂林旅游高等专科学校学报》2004,15(6):87-90
利益相关者理论作为一种变革性的管理理论,已得到各界的广泛应用,目前在旅游业中主要运用于旅游规划和酒店管理方面。以这一理论为指导,对旅游目的地网络营销中涉及到的利益相关者进行了较为详细的分析。 相似文献
15.
Barry Render Ph.D. Thomas S. O'Connor Ph.D. 《Journal of the Academy of Marketing Science》1976,4(4):722-730
The relationship between product price and perceived product quality has been developed extensively in the literature. Less
work has been done to investigate the possible effects of other variables in combination with price as perceived-quality influentials.
This paper examines the effect on perceived product quality of price, brand name and store name. The results tend to confirm
the hypothesis that consumer quality perception is dependent on a combination of controllable marketing attributes, but that
not all classes of products are subject to the same type of interaction. 相似文献
16.
Lyn S. Amine 《Journal of the Academy of Marketing Science》1993,21(1):71-77
In a 1991 article by Wills, Samli, and Jacobs, a new approach to international marketing strategy development was presented.
Two micro constructs, involvement and learning theory, and two macro constructs, cultural context and the diffusion process,
were linked in an integrative matrix summarizing various tactics for promoting and distributing a VCR around the world, within
the bounds of a global marketing strategy. This comment sharpens the focus and extends the thrust of their work. It examines
their proposed research agenda, clarifies certain constructs, and suggests a reformulated approach to theory development.
It also proposes an approach to segmenting the world market for VCRs, incorporating four levels of felt involvement and two
rates of product learning. Finally, suggestions for future research are outlined.
She received a Ph.D. in International Marketing from Bradford University Management Centre, England, and is bilingual in English
and French. She has taught in England, France, and Morocco, and has published in theJournal of the Market Research Society, Journal of the Operational Research Society, Journal of the Academy of Marketing Science,
Journal of Business Research, International Marketing Review, Advances in International Marketing, International Journal of
Advertising, European Journal of Marketing, and theJournal of Business and Industrial Marketing. 相似文献
17.
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
18.
Anusorn Singhapakdi Scott J. Vitell George R. Franke 《Journal of the Academy of Marketing Science》1999,27(1):19-36
This study uses responses from a survey of marketing professionals in a structural equation model linking antecedents and
consequences of two dimensions of personal moral philosophies (idealism and relativism) and perceived moral intensity (PMI).
Mixed support is found for hypothesized effects of gender, religiosity, education, experience, salary, and corporate ethical
values on idealism and relativism. Idealism increases and relativism decreases PMI in four ethical scenarios. PMI increases
perceptions of ethical problems, which reduce intentions to act unethically. The study tests whether relationships between
variables, revealing that PMI has direct as well as indirect effects on intentions. Intentions are also influenced by gender:
women have more ethical intentions than men, on average, and this effect is not mediated by other variables in the model.
Anusorn Singhapakdi is an associate professor of marketing at Old Dominion University. He has also served on the marketing faculty at Lamar University,
Texas, and at Thammasat University, Thailand. His papers on topics in marketing ethics and social responsibility have been
published in theJournal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Business Research, Journal of Macromarketing,
Journal of Public Policy & Marketing, and various other journals and proceedings.
Scott J. Vitell is the Phil B. Hardin Professor of Marketing at the University of Mississippi. He received his Ph.D. in marketing from Texas
Tech University. His work has previously appeared in theJournal of the Academy of Marketing Science, Journal of Business Research, Journal of Macromarketing, Journal of Business
Ethics, Research in Marketing, International Marketing Review, and in other journals and proceedings.
George R. Franke is an associate professor and Reese Phifer Fellow of Marketing at the University of Alabama. His research interests include
ethics, public policy, advertising, and research methodology. His publications have received best-paper awards from theJournal of Advertising, Journal of Marketing Research, American Marketing Association, and Southern Marketing Association. 相似文献
19.
Rajan Varadarajan 《Journal of the Academy of Marketing Science》2010,38(2):119-140
This paper proposes a domain statement for strategic marketing as a field of study and delineates certain issues fundamental
to the field. It also proposes a definition for marketing strategy, the focal organizational strategy construct of the field,
and enumerates a number of foundational premises of marketing strategy. The domain of strategic marketing is viewed as encompassing
the study of organizational, inter-organizational and environmental phenomena concerned with (1) the behavior of organizations
in the marketplace in their interactions with consumers, customers, competitors and other external constituencies, in the
context of creation, communication and delivery of products that offer value to customers in exchanges with organizations,
and (2) the general management responsibilities associated with the boundary spanning role of the marketing function in organizations.
At the broadest level, marketing strategy can be defined as an organization’s integrated pattern of decisions that specify
its crucial choices concerning products, markets, marketing activities and marketing resources in the creation, communication
and/or delivery of products that offer value to customers in exchanges with the organization and thereby enables the organization
to achieve specific objectives. Chief among the issues that are fundamental to strategic marketing as a field of study are
the questions of how the marketing strategy of a business is influenced by demand side factors and supply side factors. 相似文献
20.
O. C. Ferrell George H. Lucas Alan J. Bush 《Journal of the Academy of Marketing Science》1989,17(4):325-331
Economists and marketers have developed theoretical constructs which suggest that effective market segmentation can be used
to identify differences in price sensitivity among market theory in the industrial marketing literature by using marketing
research to distinguish market segments that are useful in industrial pricing decisions. Both macrosegmentation, using characteristics
of customers (that is, end-use and usage level), as well as microsegmentation (using behavioral variables) were utilized in
a survey of natural gas customers to determine if segments of the industrial market differ in price sensitivity. 相似文献