An exploration of the moderating role of buyer corporate culture in industrial buyer-seller relationships

In this study, the authors examine industrial buyer-seller relationships, exploring the influence of buyer perceptions of their relationships on their repurchase intentions. In particular close relationships as opposed to pure transactions, are examined. Using data collected from buyers of industrial goods and services, the authors examine the association between buyers' perceptions of relationship quality and repurchase intentions and the moderating effect of the corporate culture of the buying firms. The results suggest a significant relationship between buyer perceptions of the relationship and their repurchase intentions, as well as a significant moderating effect of buyer firm corporate culture. The implications of these findings for the study of marketing relationships, as well as for marketing practice, are also offered. Kelly Hewett is an assistant professor of marketing at Winthrop University. Her research focuses on the management of relationships between buyers and sellers as well as between headquarters and foreign subsidiaries in managing the marketing function globally. Her research has been published in theJournal of Marketing, Journal of International Marketing, andPsychology and Marketing. R. Bruce Money is an associate professor of international business at the Moore School of Business, University of South Carolina. His research interests include international aspects of business-to-business marketing, word-of-mouth promotion, services marketing, and negotiation. His research has been published in theJournal of Marketing, Journal of International Business Studies, andSloan Management Review. Subhash Sharma is a professor of marketing and the Charles W. Coker Sr. Distinguished Foundation Fellow at the Moore School of Business, University of South Carolina. His research interests include research methods, pricing, CRM, and e-commerce. His research has been published in major marketing and related journals, and he serves on the editorial review board of theJournal of Marketing, Journal of Marketing Reserch, andJournal of Retailing.     

走国际化创新之路构建中国企业文化建设的开放体系——中国企业文化建设的"开放性、民族性、个体性"系列论之一

在中国企业文化建设的探索与实践中,对中西文化交融、中国传统文化的继承与创新、企业的个性和特色等问题的研究,往往是顾此失彼,或走极端。针对这种情况,笔者从全球化的视角,同时立足于中国传统文化和千差万别的企业实际,提出中国企业文化建设与创新的基本取向——开放性、民族性和个体性。     

企业社会责任披露、投资效率和企业创新

以2008年中国强制性要求企业进行社会责任披露为背景,选取2009~2018年A股上市公司为对象,围绕投资效率和企业创新两个渠道探究企业社会责任披露的经济后果。研究发现,企业社会责任披露对投资效率和企业创新均具有促进作用。同时,投资效率和企业创新是企业社会责任披露提升企业绩效的传导路径,但投资效率对企业绩效的传导作用仅体现在过度投资样本中,而企业创新对企业绩效的传导作用兼顾创新投入和创新产出。检验企业社会责任披露的经济后果是对企业社会责任披露理论研究的补充,也为厘清企业社会责任披露的作用机制提供了依据和参考。     

Research as innovation: Rewards,perils, and guideposts for research and reviews in marketing

Conclusion Market-based insights are obviously important to corporate strategy practice. Academic researchers who bring market-based insights to corporate strategy research will provide new perspectives on problems that have so far been co-opted by researchers in other fields. They will also face the perils and rewards of innovation. Innovation adoption is uncertain and subject to resistance and skepticism from gatekeepers. Innovation development requires patience, creativity, and persistence. As researchers, if we can overcome the perils of innovation, then our rewards can be large. As a field, if we can bring forth new ideas for corporate thinking and action, then our influence will be large. Perhaps the days of wringing of hands, shaking of heads, and gnashing of teeth will then be no more.     

论产业洞察力的培育

在对传统企业战略理论和以产业创新为核心的企业战略理论分析的基础上,指出产业创新战略的关键是产业洞察力的培育,而学会遗忘过去经验、打破历史成规、建立新型组织、引导现有顾客和超越“顾客导向”等方法是培育产业洞察力的有效手段。     

Focus group research dynamics and reporting: An examination of research objectives and moderator influences

While focus groups enjoy wide popularity in marketing practice, the methodological complexities of this form of qualitative research are largely ignored. One such issue concerns how different moderators interact with alternative approaches to focus group research to affect group processes and reporting. This study applies a philosophy of science perspective to understanding the theoretical and practical importance of interactions between moderator research philosophies and qualitative information-gathering objectives. The findings from an analysis of 66 moderators show that the conceptual framework used here describes important aspects of focus group work. However, they also show that the distinctions in the framework are not being practiced by marketing researchers. Prior to joining Hofstra, Dr. McDonald spent 12 years working for various companies and advertising agencies. He also taught marketing courses for several years at the University of Illinois. Dr. McDonald earned his Ph.D. in Behavioral Science from the University of Chicago. He has presented numerous marketing topics before professional associations. Dr. McDonald’s articles have appeared in theJournal of the Academy of Marketing Science, Journal of Direct Marketing, The Gerontologist, and others.     

An empirical study of innate consumer innovativeness,personal characteristics,and new-product adoption behavior

This article explores the relationships between innate consumer innovativeness, personal characteristics, and new-product adoption behavior. To do this, the authors analyze cross-sectional data from a household panel using a structural equation modeling approach. They also test for potential moderating effects using a two-stage least square estimation procedure. They find that the personal characteristics of age and income are stronger predictors of new-product ownership in the consumer electronics category than innate consumer innovativeness as a generalized personality trait. The authors also find that personal characteristics neither influence innate consumer innovativeness nor moderate the relationship between innate consumer innovativeness and new-product adoption behavior. Subin Im is currently an assistant professor of marketing at San Francisco State University. His primary scholarly interest includes the organizational aspects of innovation, new-product development for marketing strategy, the consumer side of the innovation adoption process, organizational learning in new-product development, moral hazard and adverse selection model, and research methodology using multivariate statistical techniques. His current research projects include creativity in new-product development, market orientation and innovation, consumer innovativeness, entrepreneurship and organizational learning in new-product development, the development of the creativity measure, the validation of the innovativeness measure, and the testing of nonlinear effects in structural equation modeling. He received his Ph.D. from the University of North Carolina at Chapel Hill. Subin worked in banking and semiconductor industries before he joined academia. Barry L. Bayus is a professor of marketing in the University of North Carolina's (UNC) Kenan-Flagler Business School. Prior to joining the marketing faculty at UNC, Barry worked in both industry and academia. He has also served as an expert witness in patent infringement cases involving high-tech products. His teaching and research interests are in the areas of new-product design and development, marketing analysis and strategy, and technological change. His recent research is concerned with the creation and evolution of new markets and the historical evolution of products, as well as new-product development issues such as speed to market, product life-cycle management, new-product preannouncements, product proliferation, firm entry, and exit timing in dynamically changing markets. Charlotte H. Mason is an associate professor of marketing in the University of North Carolina's Kenan-Flagler Business School, where she leads the MBA Customer and Product Management concentration. Her industry experience includes work for Procter & Gamble, Booz, Allen and Hamilton, as well as consulting projects. Her research focuses on the development and testing of marketing models and applications of multivariate statistics to marketing problems. She is currently investigating issues relating to the analysis and use of large customer databases as well as strategic issues surrounding customer portfolio management. Her research has been published inMarketing Science, theJournal of Marketing Research, theJournal of Consumer Research, Marketing Letters, theJournal of the Academy of Marketing Science, and theJournal of Business Research. She is on the review boards of theJournal of Marketing Research and theJournal of the Academy of Marketign Science and is coauthor (with William Perreault) ofThe Marketing Game!, a strategic marketing simulation.     

关于企业创新文化的几点思考

企业创新文化是企业文化中的一个子系统,目前国内外很少有人对这一问题进行深入地研究与探讨,尚未形成系统的企业创新文化理论。通过对国内外创新文化研究的述评,梳理了这一研究的脉络,对企业创新文化与文化创新进行了辨析,阐述了双重文化贫困的问题。     

Innovation generation in supply chain relationships: A conceptual model and research propositions

Innovation generation has increasingly been recognized as an outcome of interaction between a firm and various outside entities. According to this view, supplier involvement and alliances are routes to innovation generation. Despite this realization, there is a dearth of research, both conceptual and empirical, focusing on innovation generation in buyer-seller relationships in supply chains. In an attempt to fill this void, this article develops a conceptual model of innovation generation in buyer-seller relationships in upstream supply chains. The authors propose that innovation generation in supply chain relationships, both incremental and radical, is a consequence of interactions between buyers and sellers. They also delineate factors internal and external to the relationship that moderate the link between interaction and innovation generation. Finally, the authors discuss managerial implications of their research and offer guidelines for future empirical research. Subroto Roy (sroy@newhaven.edu) (Ph.D., University of Western Sydney, 2002) is an assistant professor of marketing and international business at the University of New Haven since 2001. Prior to his Ph.D., he had more than 12 years of experience in packaging industry (Tetra Pak) marketing and sales. Involved with several upstream industrial new product development projects he helped clients launch more than 100 brands. Current research interests include global supply chains, technology adoption, and knowledge outsourcing. His work has appeared inAmerican Marketing Association Educators Conferences and is forthcoming inIndustrial Marketing Management, among others. He is a co-guest editor of a special issue of theJournal of Business and Industrial Marketing and has consulted with leading companies in Australia and Asia. See http://www.newhaven.edu/faculty/roy. K. Sivakumar (k.sivakumar@lehigh.edu) (Ph.D., Syracuse University, 1992) is the Arthur Tauck Professor of International Marketing & Logistics and a professor of marketing at Lehigh University. His research interests include pricing, global marketing, innovation management, and supply/value chain management. His research has been published in theJournal of the Academy of Marketing Science, theJournal of Marketing, theJournal of International Business Studies, Marketing Letters, theJournal of Business Research, International Marketing Review, Pricing Strategy & Practice: An International Journal, and other publications. He has won several awards for research. He is on the editorial board of six journals. Home page: www.lehigh.edu/~kasg. Ian F. Wilkinson (i.wilkinson@unsw.edu.au) is a professor in the School of Marketing at the University of New South Wales since 2001. His current research focuses on interfirm relations and networks in domestic and international markets and the dynamics and evolution of markets, including applications of complexity theory. His research has appeared in many journals including theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of World Business, theJournal of International Marketing, theEuropean Journal of Marketing, Industrial Marketing Management, theJournal of Industrial and Business Marketing, and theJournal of Applied Psychology. He is on the editorial board of 12 scholarly journals. See http://www.marketing.unsw.edu.au/PEOPLE/HTML/IWilkinson.html.     

成长性、产品市场竞争与现金持有——基于中国上市公司的经验证据

行业环境以及企业成长与竞争态势显著影响其现金持有价值,基于2003-2013年沪深A股上市公司年度数据,结合禀赋差异(融资约束和产权性质)下的行业企业成长能力与竞争态势考察其现金持有价值效应。研究发现:公司现金持有具有显著的价值效应,激烈的产品市场竞争能够促进公司现金持有价值效应的提升;高成长能够促进现金持有价值效应的提升,且这种促进作用在融资约束较高的非国有企业中更加显著;成长性是现金持有发挥价值效应的关键背景环境,企业高成长通过增强行业内竞争的激烈程度进而促进现金持有价值效应的提升。     

National culture and industrial buyer-seller relationships in the United States and Latin America

This study examined whether national culture directly moderates the link between buyer-seller relationship strength and repurchase intentions in industrial markets, as well as indirectly moderates the same link through its influence on corporate culture. Hypotheses were tested using a mail survey among industrial buyers in the United States and Latin America. Results based on 126 responses from Latin American firms and 81 responses from U.S. firms showed that national culture and corporate culture moderate the relationship-repurchase link and that national culture is associated with corporate culture. Using national culture index scores computed from administering Hofstede’s Value Survey Module 94, the authors further show that uncertainty avoidance is the primary driver of national culture’s influence on this link and that power distance is most directly associated with corporate culture. Kelly Hewett (kelly_hewett@moore.sc.edu) is in the Department of Marketing at the Moore School of Business, University of South Carolina. Her research focuses on the management of relationships between buyers and sellers, as well as between headquarters and foreign subsidiaries in managing the marketing function globally. Her research has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, and theJournal of International Business Studies, among others. R. Bruce Money (moneyb@byu.edu) is the Donald Staheli Fellow and an associate professor of marketing and international business in the Marriott School of Management, Brigham Young University. His articles have been published in journals such as theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Business Studies, andSloan Management Review. His research interests include the international aspects of national culture’s measurement and effects, business-to-business marketing, word-of-mouth promo-tion, services marketing, and negotiation. Subhash Sharma (sharma@moore.sc.edu) is the James F. Kane Professor of Business in the Moore School of Business, University of South Carolina. Professor Sharma’s research interests include marketing strategy, structural equation modeling, data mining, customer relationship management, e-commerce, the marketing-operations interface, and global marketing strategies. He has published numerous articles in these areas in leading academic journals such as theJournal of Marketing Research, theJournal of Marketing, Marketing Science, theJournal of Retailing, theJournal of Operations Management, theInternational Journal of Research in Marketing, and Management Science. Professor Sharma has also authored two textbooks:Applied Multivariate Techniques (John Wiley, 1996) andScaling Procedures: Issues and Applications (with Richard G. Netemeyer and William O. Bearden, Sage, 2003). Professor Sharma was a member of the editorial boards of theJournal of Marketing Research and theJournal of Marketing and currently serves on the editorial review board of theJournal of Retailing.     

高管海外背景对企业绩效的作用机理及效果研究

文章选取沪深两市A股上市公司3745家为研究样本,考察高管海外学习背景、海外工作背景、海外学习经历和工作经历兼备的背景对企业绩效的影响,并探讨企业创新能力的中介效应,区域、企业类型（高新技术企业或非高新技术企业）和企业社会责任的调节效应。研究发现:高管的三类海外背景对企业绩效有显著促进作用,并且高管海外学习经历和工作经历兼备的背景对企业绩效的提升作用较两类单一背景更显著;高管的三类海外背景都能通过增强企业创新能力来提高企业绩效;区域和企业社会责任在高管的三类海外背景和企业绩效的关系间具有调节作用。研究结论可为不同地区的企业因地制宜地优化人力资源结构以及提高创新能力和企业绩效提供参考。     

Drucker’s insights on market orientation and innovation: implications for emerging areas in high-technology marketing

In 1954, Drucker boldly declared that organizations have only two basic functions, marketing and innovation. While true for any organization, this insight is particularly pertinent for technology-based businesses. The complicated environment surrounding high-tech companies creates a great need for sophisticated marketing. Yet these companies continue to have under-developed competencies in marketing and in understanding customer needs. This essay explores Drucker’s insights with respect to two particularly salient issues for high-tech companies: developing and implementing a market orientation and break-through innovations. We review Drucker’s insights and synthesize them with the scholarly research on these issues. Finally, we discuss three emerging areas in high-tech marketing where academics and managers could build on Drucker’s insights to guide future research and practice: market driving, customer co-creation, and corporate social responsibility. These illustrative examples highlight that even today, Drucker’s writings continue to offer remarkable guidance to scholars and managers who are willing to take the time to reflect, understand, and incorporate his insights in the unique context of high-tech industries. Electronic supplementary material  The online version of this article (doi:) contains supplementary material, which is available to authorized users.

海归高管能促进企业绿色创新吗——基于中国A股上市公司经验证据

基于2014~2019年中国沪深A股上市公司数据，利用高阶梯队理论通过建立回归模型实证检验了海归高管与企业绿色创新的关系。研究发现：海归高管显著促进了企业的绿色创新；海归高管通过提高企业社会责任和研发投入水平两条路径促进了企业绿色创新活动；从宏观、中观、微观视角探究调节机制后发现，在企业绿色创新活动方面，政府质量、市场竞争与海归高管之间存在互补关系，而内部控制水平与海归高管之间存在替代关系；进一步研究后发现，在国有企业、非重污染行业、直辖市地区、高外部监督水平组中，海归高管对企业绿色创新促进作用更为明显；区分绿色创新类型后发现，海归高管对创新要求较高的公司绿色发明专利促进作用更为明显。     

企业文化选择与资源配置:激励理论的一个新视角

企业化构成了企业非正式合约的重要内容，它的作用是提供精神激励。对企业化的选择不仅影响企业资源的投入状况，而且决定了企业能否实现组织内部的创新。这种创新能力正是企业核心竞争力的本质所在。这一结论为我们揭示了企业化与核心竞争力之间的内在关系，并为培育核心竞争力提供了途径。     

企业社会责任会影响创新吗?——基于研发异质性与产权性质视角

选取2008-2017年全部A股上市公司为样本,研究企业的社会责任承担状况与创新活动之间的关系,同时考虑研发活动异质性与产权性质对研究问题的影响。研究结果表明：企业社会责任表现与企业的创新活动呈现一种正相关关系;考虑到企业研发活动异质性后,企业社会责任对探索式创新的正向激励作用更大;考虑到企业产权后,企业社会责任表现与企业整体创新活动、探索式创新活动之间的正相关关系在非国有企业中更为明显。     

国内外旅游目的地营销研究比较及展望

营销是旅游目的地获取旅游收益、获得竞争优势的关键环节。文献分析发现,国内外研究均涉及到旅游目的地形象、营销信息技术及促销等方面。国外研究重点为营销组织联盟,对营销信息技术研究的方法侧重于定量分析和模型构建等;国内主要侧重于定性研究,定量研究较少,理论研究也欠成熟。国内今后研究重点应为理论研究、旅游目的地营销主体多元化以及营销绩效评价等方面。     

企业社会责任会影响创新吗?——基于研发异质性与产权性质视角

选取2008-2017年全部A股上市公司为样本,研究企业的社会责任承担状况与创新活动之间的关系,同时考虑研发活动异质性与产权性质对研究问题的影响。研究结果表明：企业社会责任表现与企业的创新活动呈现一种正相关关系;考虑到企业研发活动异质性后,企业社会责任对探索式创新的正向激励作用更大;考虑到企业产权后,企业社会责任表现与企业整体创新活动、探索式创新活动之间的正相关关系在非国有企业中更为明显。     

公司特征、行业竞争属性与环境信息披露——来自我国重污染行业上市公司的经验证据

以2009—2013年我国重污染行业上市公司的非平衡面板数据为研究样本,对上市公司的企业社会责任报告进行内容分析,构建公司环境信息披露指数,研究公司规模、盈利能力、财务杠杆等公司特征和行业竞争属性对公司环境信息披露水平的影响,分析表明：公司规模、盈利能力与公司环境信息披露水平具有显著的正相关关系,规模越大、盈利能力越好的公司越倾向于披露环境信息;财务杠杆对公司环境信息披露水平没有显著影响;垄断性行业公司的环境信息披露水平高于竞争性行业公司。因此,环境管制应与行业竞争属性相结合,并不断完善环境立法、环境监管制度及环境信息披露指引。     

汽车行业上市公司治理结构与公司绩效关系研究

公司治理结构是现代企业制度的核心,是企业经营管理的关键因素,有效的公司治理结构已经成为提高公司绩效的必要条件。汽车行业作为我国工业的重要组成部门,通过研究我国汽车行业30余家上市公司治理结构与公司绩效之间的关系,采用描述性统计的方法,在公司治理理论的基础上,以股权结构、高管激励方式、董事会结构三个层面为基础来研究汽车行业上市公司治理结构与公司绩效之间的关系,最后得出结论,并以此作为依据,给汽车行业公司治理结构提出建议,以促进汽车行业公司绩效的提高。