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1.
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
2.
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
3.
Contractual governance,relational governance,and the performance of interfirm service exchanges: The influence of boundary-spanner closeness 总被引:5,自引:0,他引:5
Ronald J. Ferguson Michèle Paulin Jasmin Bergeron 《Journal of the Academy of Marketing Science》2005,33(2):217-234
Academics and managers are confronted with reconciling the social and economic aspects of business-to-business exchanges.
In a service context, the authors investigate the relative importance of contractual and relational governance on exchange
performance and the influence of the boundary spanner on the implementation of these governance mechanisms and on exchange
performance. They test a model of the governance of commercial banking exchanges using interview data with both parties to
the exchange (the account manager as the bank’s boundary spanner and the business client). Relational governance is the predominant
governance mechanism associated with exchange performance. Contractual governance is also positively associated to exchange
performance, but to a much lesser extent. The closeness of the account manager to the client company in terms of information
gathering is also positively associated to exchange performance. However, this is mediated through both contractual and relational
governance mechanisms with relational governance being the stronger mechanism.
Ronald J. Ferguson (rferguson@jmsb.concordia.ca) is an associate professor of management and director of the John Molson MBA at Concordia University
(Montreal, Canada). He received his Ph.D. from the University of Michigan. During 25 years of research and management in the
health field, he published inCirculation, theAmerican Journal of Cardiology, and theAmerican Journal of Physiology. In recent years he has published in theEuropean Journal of Marketing, theInternational Journal of Service Industry Management, Managing Service Quality, and theInternational Journal of Bank Marketing. His current research interests focus on international studies of the effectiveness of relationship marketing and management
in the fields of health care, emerging biotechnology clusters, and commercial banking. He was coorganizer of the 2001 International
Colloquium in Relationship Marketing.
Michèle Paulin (mpaulin@jmsb.concordia.ca) is an associate professor in the John Molson School of Business at Concordia University. She
has a law degree from Sherbrooke University, an MBA from Concordia University, and a Ph.D. in marketing from the University
of Quebec at Montreal. Her research focuses on business-to-business relationships; service marketing; and service management
in the areas of commercial banking, health services, hospitality, and biotechnology industries in Canada, USA, Mexico, and
Europe. She has made presentations at major conferences such as the American Marketing Association, the Industrial Marketing
Purchasing group, the European Marketing Association Conferences, and the European Academy of Management. She was coorganizer
of the 2001 International Colloquium in Relationship Marketing. Her research has appeared in theEuropean Journal of Marketing, Managing Service Quality, theInternational Journal of Service Industry Management, and theInternational Journal of Bank Marketing.
Jasmin Bergeron (bergeron.jasmin@uqam.ca) is an associate professor of marketing at the University of Quebec at Montreal. He authored or
coauthored four marketing books, 20 case studies, and more than 10 articles in academic journals such as theJournal of Service Research and theJournal of Services Marketing. His research interests are in the areas of services marketing, relationship banking, and research methodology. He also serves
as a marketing consultant in professional selling, service quality, and bank marketing. 相似文献
4.
Robert Dahlstrom Kevin M. McNeilly Thomas W. Speh 《Journal of the Academy of Marketing Science》1996,24(2):110-124
This study presents a two-phase model of interfirm exchange in the logistical supply industry. The first phase uses transaction
cost analysis to identify conditions leading to market-based transactions, unilateral agreements, and bilateral alliances.
The second phase illustrates how formal controls and relational norms yield performance in market, unilateral, and bilateral
governance systems. A test of the model with data from 189 logistical supply relationships suggests that bilateral alliances
emerge through the interaction of user investments in the logistics supplier, supplier logistical services, and marketplace
uncertainty. Bilateral alliances attain desired outcomes through participative management and flexibility. By contrast, market-based
transactions yield desired outcomes through formalization and solidarity. Unilateral agreements gain performance through formalization,
participation, information sharing, and solidarity. Implications for logistics management and theory are discussed.
He received his Ph.D. in marketing from the University of Cincinnati. His research interests include relationship marketing
and marketing channels. His articles have appeared in theJournal of Retailing, Journal of Personal Selling and Sales Management, Marketing Letters, Omega: The International Journal
of Management Science, and elsewhere.
She received her Ph.D. from the University of North Carolina, Chapel Hill. Her research has concentrated on business-to-business
marketing relationships, with a focus on means to improve coordination, and on sales management, with an emphasis on ways
to enhance diversity, improve performance, and reduce turnover. Her articles have appeared in theJournal of Personal Selling and Sales Management, Journal of Business Research, Marketing Letters, Journal of Business-to-Business
Marketing, and elsewhere.
He is also the director of the Warehousing Research Center (WRC). He received his Ph.D. from Michigan State University. Industrial
marketing strategy, marketing and logistics interfaces, logistics and warehousing management are his primary areas of expertise
and interest. He has published articles in theJournal of Marketing, Journal of Retailing, Journal of Business Logistics, Industrial Marketing Management, and elsewhere. He has also written a leading industrial marketing text and a variety of warehousing and logistics monographs. 相似文献
5.
Kevin P. Gwinner Dwayne D. Gremler Mary Jo Bitner 《Journal of the Academy of Marketing Science》1998,26(2):101-114
This research examines the benefits customers receive as a result of engaging in long-term relational exchanges with service
firms. Findings from two studies indicate that consumer relational benefits can be categorized into three distinct benefit
types: confidence, social, and special treatment benefits. Confidence benefits are received more and rated as more important
than the other relational benefits by consumers, followed by social and special treatment benefits, respectively. Responses
segmented by type of service business show a consistent pattern with respect to customer rankings of benefit importance. Management
implications for relational strategies and future research implications of the findings are discussed.
Kevin P. Gwinner is an assistant professor of marketing in the School of Business at East Carolina University, North Carolina. His primary
research interest centers on improving and managing the performance of frontline, customer-contact employees. His research
has been published in theInternational Journal of Service Industry Management, International Marketing Review, and theJournal of Marketing Education.
Dwayne D. Gremler is an assistant professor of marketing in the College of Business and Economics at the University of Idaho. His current research
interests are in services marketing, particularly customer loyalty and retention, relationship marketing, service encounters,
and word-of-mouth communication. His work has been published in theInternational Journal of Service Industry Management, theJournal of Professional Services Marketing, andAdvances in Services Marketing and Management.
Mary Jo Bitner is a professor of marketing and the research director for the Center for Services Marketing and Management at Arizona State
University. Her research focuses on customer evaluations of service, service quality, and service delivery issues. She has
published in theJournal of Marketing, Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Retailing, and theInternational Journal of Service Industry Management. She is coauthor of the textServices Marketing (McGraw-Hill, 1996). 相似文献
6.
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
7.
Changes in the theory of interorganizational relations in marketing: Toward a network paradigm 总被引:15,自引:0,他引:15
Ravi S. Achrol Ph.D. 《Journal of the Academy of Marketing Science》1997,25(1):56-71
The marketing environment in the 21st century promises to be knowledge rich and very turbulent. The classic, vertically integrated,
multidivisional organization, so successful in the 20th century, is unlikely to survive in such an environment. The evidence
indicates it will be replaced by new forms of network organization consisting of large numbers of functionally specialized
firms tied together in cooperative exchange relationships. This article explores the characteristics of four types of network
organization that may represent prototypes of the dominant organizations of the next century. These include the internal market
network, the vertical market network, the intermarket network, and the opportunity network. The economic rationale and the
types of coordination and control mechanisms driving network organizations are very distinct from those studied under the
current exchange or dyadic paradigm. This article analyses the kinds of changes involved in key variables and their meanings
in moving from a dyadic view of exchange to a network view.
Prior to joining the faculty of The George Washington University in 1991, he was on the faculty of the University of Notre
Dame. His areas of research interest include interorganization theory and marketing strategy. His articles have appeared in
theJournal of Marketing, Journal of Marketing Research, Social Science Research, Journal of Business Strategy, Journal of Public
Policy and Marketing, and various other publications. He is a member of the editorial review board of theJournal of Marketing. 相似文献
8.
Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction 总被引:1,自引:0,他引:1
Eric G. Harris John C. Mowen Tom J. Brown 《Journal of the Academy of Marketing Science》2005,33(1):19-35
Several scholars have noted the importance of relationship marketing and the critical role that salesperson knowledge plays
in the formation of buyer-seller relationships. However, research on salesperson learning motivations has been relatively
scarce compared with research on firm-level learning orientations. One promising stream of research in this area is salesperson
goal orientation. Drawing from previous work in control theory, the authors extend previous research in this area by proposing
relationships between personality influencers, goal orientations, customer/selling orientation, and overall work satisfaction.
Their hypotheses are tested using data obtained from a sample of 190 real estate agents. The results provide support for their
hypothesized model. Specifically, learning orientation is shown to positively influence customer orientation, while performance
orientation is shown to positively influence selling orientation.
Eric G. Harris (eharris@lklnd.usf.edu Ph.D., Oklahoma State University) is an assistant professor of marketing at the University of South
Florida. His current research interests include goal orientation, customer orientation, and personality models applied to
consumer and employee behavior. He has published articles in theJournal of the Academy of Marketing Science, Psychology & Marketing, theJournal of Consumer Marketing, theJournal of Business & Psychology, Services Marketing Quarterly, theJournal of Services Marketing, and theJournal of Marketing Management.
John C. Mowen (jcmmkt@okstate.edu) Ph.D., Arizona State University) is Regents Professor and holds the Noble Chair of Marketing Strategy
at Oklahoma State University. He has published articles in numerous leading journals, including theJournal of the Academy of Marketing Science, theJournal of Marketing Research, theJournal of Marketing, Decisions Sciences, theJournal of Applied Psychology, theJournal of Personality and Social Psychology, Psychology and Marketing, and theJournal of Consumer Psychology. He is a past president of the Society for Consumer Psychology. His teaching and consulting interests focus on consumer behavior
and motivating the workforce. His research focuses on the factors that motivate and influence the decisions of consumers and
employees.
Tom J. Brown (tom.brown@okstate.edu; Ph.D., University of Wisconsin) is Ardmore Professor of Business Administration and an associate
professor of marketing at Oklahoma State University. His articles have appeared in leading marketing journals, including theJournal of Marketing Research, the Journal of Marketing, theJournal of Consumer Research, and theJournal of the Academy of Marketing Science. His current research interests include causes and effects of corporate reputation and the customer orientation of service
workers. He is cofounder of the Corporate Identity/Associations Research Group. Teaching interests include marketing research,
services marketing, and corporate communications. He is coauthor (with Gilbert A. Churchill Jr.) ofBasic Marketing Research (5th ed.). Consulting interests include marketing research, corporate reputation, and the customer orientation of service
workers. 相似文献
9.
An attitude-behavior model of salespeople’s customer orientation 总被引:2,自引:0,他引:2
The goal of this article is to provide deeper insights into the construct of customer orientation at the individual level.
The article has three main objectives: First, this study provides a two-dimensional conceptualization of customer orientation
that distinguishes between attitudes and behaviors. Second, it explores direct and indirect effects of customer-oriented attitudes
on customer satisfaction. Third, the authors propose and examine a positive moderating effect of empathy, reliability, and
expertise on the link between customer-oriented attitude and customer-oriented behavior and a negative moderating effect of
salespeople’s restriction in job autonomy. The analysis is based on dyadic data that involve judgments provided by salespeople
and their customers across multiple manufacturing and services industries in a business-to-business context. Results support
the authors’ two-dimensional conceptualization of customer orientation. The authors also find that customer-oriented attitudes
have a direct effect on customer satisfaction. The four proposed moderating effects are also in evidence.
Ruth Maria Stock (ruth.stock@gmx.net) is a professor of business administration and management at the University of Hohenheim, Stuttgart,
Germany. She holds a master’s degree in psychology from the University of Hagen, Germany, a Ph.D. in marketing from the University
of Mannheim, Germany, and a ha-bilitation degree from the University der Bundeswehr in Hamburg, Germany. She has published
in various forums including theJournal of the Academy of Marketing Science, Psychology & Marketing, and theJournal of Business-to-Business Marketing. Her main research areas include market-oriented management and business-to-business marketing.
Wayne D. Hoyer (wayne.hoyer@mccombs.utexas.edu) is the James L. Bayless/William S. Farish Fund Chair for Free Enterprise, the chair of the
Department of Marketing, and the director of the Center for Customer Insight in the McCombs School of Business at the University
of Texas at Austin. He received his Ph.D., M.S., and B.A. from Purdue University in the area of consumer psychology. He has
published more than 60 articles in various forums including theJournal of Consumer Research, theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, and theJournal of Retailing. His research interests include customer insight and relationship management, consumer information processing and decision
making (especially low-involvement decision making), and advertising effects (most particularly, miscomprehension and the
impact of humor). 相似文献
10.
Alliance orientation: Conceptualization, measurement, and impact on market performance 总被引:3,自引:0,他引:3
Destan Kandemir Attila Yaprak S. Tamer Cavusgil 《Journal of the Academy of Marketing Science》2006,34(3):324-340
Interfirm collaborations have inspired a rich literature in marketing and strategy during the past two decades. Building on
this extant work, the authors developed a new construct, alliance orientation, and explored its influence on firms’ alliance
network performance and market performance. The authors drew on data collected from 182 U.S. firms with extensive experience
informing, developing, and managing strategic alliances in marketing, new product development, distribution, technology, and
manufacturing projects. Using structural equations modeling, the authors demonstrate that alliance orientation significantly
affects alliance network performance, which in turn enhances market performance. The findings also suggest that market turbulence
exerts a significant moderating influence on the relationship between alliance orientation and alliance network performance,
whereas the moderating role of technological turbulence on that relationship does not appear to be significant. The study
provides evidence that firms’ alliance orientations positively affect their performance in strengthening their alliance network
relationships and in managing conflicts with their alliance partners.
Destan Kandemir (kandemir@msn.edu) is a research associate in Center for International Business Education and Research at Michigan State
University. She earned her PhD in marketing and international business from Michigan State University. Her articles have appeared
in theJournal of Business and Industrial Marketing, Industrial Marketing Management, theJournal of International Marketing, and theJournal of Management. Her research interests include firm resources and capabilities, market-oriented knowledge management, and global alliance
management.
Attila Yaprak (attila.yaprak@wayne.edu) is a professor of marketing and international business at Wayne State University. He received his
PhD from Georgia State University. His research interests include cross-national consumer behavior, global marketing strategy,
and international alliances. His research has appeared in theJournal of International Business Studies, theJournal of International Marketing, theJournal of Business Research, andPolitical Psychology, among others.
S. Tamer Cavusgil (cavusgil@msu.edu) is University Distinguished Faculty and the John W. Byington Endowed Chair in Global Marketing in the
Department of Marketing and Supply Chain Management, Eli Broad Graduate School of Management, Michigan State University. 相似文献
11.
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
12.
James?A.?Roberts Chris?Manolis John?F.?Tanner 《Journal of the Academy of Marketing Science》2003,31(3):300-311
The present study represents a reinquiry and extension of Rindfleisch, Burroughs, and Denton's (1997) foundational study concerning
the impact of family structure on materialism and compulsive buying in young adults. In addition to reexamining the relationships
specified in the Rindfleisch et al. study, the authors of this study also examine additional and/or different relationships.
The findings of their reinquiry include the following: (1) family structure is positively related to the happiness dimension
of materialism; (2) the predicted direct effect of family structure on compulsive buying was not supported, suggesting that
divorce may not affect compulsive buying until early adulthood; and (3) the mediating roles of family stressors and family
resources, and the moderating role of socioeconomic status may require additional investigation. Directions for future research
in this nascent area of inquiry are offered.
James A. Roberts (jim_Roberts@baylor.edu) (Ph.D., University of Nebraska-Lincoln) is the W. A. Mays Professor of Entrepreneurship and associate
professor of marketing at Baylor University. He has had articles published in numerous journals including theJournal of Consumer Affairs, theJournal of Business Research, theJournal of Public Policy and Marketing, Business Horizons, Psychological Reports, theJournal of Marketing Theory and Practice, theJournal of International Consumer Marketing, theJournal of Social Behavior and Personality, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, theJournal of Managerial Issues, theEducation Review, theJournal of Marketing Management, and various conference proceedings. Areas of research include selling and sales force management, compulsive buying, socially
and ecologically conscious consumer behavior, and advertising-related issues. Current research efforts focus on the marketing/entrepreneurship
interface.
Chris Manolis (manolis@xavier.edu) is an associate professor of marketing at Xavier University in Cincinnati, Ohio. He received his Ph.D.
from the University of Kentucky, and his research interests include the study of psychological and behavioral processes of
exchange participants and various methodological/empirical research issues. His research has appeared in a number of journals,
including theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Consumer Marketing, theJournal of Services Marketing, Basic and Applied Social Psychology, andStructural Equation Modeling.
Joh F.(Jeff) Tanner Jr. (jeff_tanner@baylor.edu) (Ph.D.,University of Georgia) serves as associate dean at Baylor University. His research interests
are the use of marketing technology to promote responsible behavior and customer relationship management. He has published
research in theJournal of Marketing, theJournal of Business Research, theJournal of Public Policy & Marketing, and others. 相似文献
13.
The influence of complementarity, compatibility, and relationship capital on alliance performance 总被引:4,自引:0,他引:4
MB Sarkar Raj Echambadi S. Tamer Cavusgil Preet S. Aulakh 《Journal of the Academy of Marketing Science》2001,29(4):358-373
Value creation through alliances requires the simultaneous pursuit of partners with similar characteristics on certain dimensions
and different characteristics on other dimensions. Partnering firms need to have different resource and capability profiles
yet share similarities in their social institutions. In this article, the authors empirically examine the impact of partner
characteristics on the performance of alliances. In particular, they test hypotheses related to both direct impact of partner
characteristics on alliance performance and indirect effects through relational capital aspects of the alliance. Empirical
results based on a sample of alliances in the global construction contracting industry suggest that complementarity in partner
resources and compatibility in cultural and operational norms have different direct and indirect effects on alliance performance.
Accordingly, organizational routines aimed at partner selection need to be complemented by relationship management routines
to maximize the potential benefits from an alliance.
MB Sarkar (Ph.D., Michigan State University) is an assistant professor of marketing at the University of Central Florida. His current
research includes strategic alliances, innovation and entrepreneurship, knowledge management, and electronic markets. His
research has been published in theStrategic Management Journal, theJournal of International Business Studies, and theJournal of Business Research, among others.
Raj Echambadi (Ph.D., University of Houston) is an assistant professor of marketing at the University of Central Florida. His current research
interests include investigation of territorial loyalty issues, management of innovations, and estimation issues pertaining
to structural equation modeling and Partial Least Squares. His research has been published in theStrategic Management Journal, Multivariate Behavioral Research, and theJournal of Product Innovation Management.
S. Tamer Cavusgil (Ph.D., University of Wisconsin) is University Distinguished Faculty and serves as the John William Byington Endowed Chair
in global marketing at Michigan State University (MSU). He is also the executive director of MSU's Center for International
Business Education and Research, a national resource center. His teaching, research, and administrative activities have focused
on international business and marketing. His research has been published in theJournal of Marketing, theJournal of Marketing Research, and theJournal of International Business Studies, among others. His specific interests include the internationalization of the firm, global marketing strategy, and internationalization
of business education. He was the founding editor of theJournal of International Marketing, now published by the American Marketing Association.
Preet S. Aulakh (Ph.D., University of Texas at Austin) is an associate professor of strategy and international business at the Fox School
of Business and Management, Temple University. His research focuses on international technology licensing, cross-border joint
ventures and strategic alliances and strategies of firms from developing economies. His research has been published in theAcademy of Management Journal, theJournal of Marketing, and theJournal of International Business Studies. 相似文献
14.
Jule B. Gassenheimer Franklin S. Houston J. Charlene Davis 《Journal of the Academy of Marketing Science》1998,26(4):322-337
Although previous research provides a foundation for developing, maintaining, and exiting relationships, the extant literature
has yet to consider the influence that patterns of economic and social forces have in guiding the future of deteriorating
relationships. To understand better and respond to relationships in decline and to salvage relationships that are destined
to fail needlessly, the authors use the political economic paradigm to identify symptoms of deteriorating relationships and
provide a framework for combining relational forces that best guides relationship retention decisions. They propose a model
based on the theoretical foundations of transactional cost analysis (TCA), social exchange, and distributive justice. Using
relative dependence, interdependence, and mutual dependence to define the economic and social worth of the relationship, they
incorporate dyadic patterns of behavior to illustrate similar and different interpretations and evaluations of fairness and
the impact on relational out-comes. The article culminates with managerial implications and directions for future research.
Jule B. Gassenheimer is an associate professor of marketing at the University of Kentucky. She received her Ph.D. from the University of Alabama.
Her research interests include long-term buyer-seller relationships and channel strategy. Her previous work has appeared in
a number of journals, which include theJournal of Marketing, theJournal of Retailing, theJournal of the Academy of Marketing Science, theJournal of Business Research, and theJournal of Personal Selling and Sales Management. She has also coauthored the bookMarketing Exchange Transactions and Relationships.
Franklin S. Houston is on faculty at Rutgers University in Camden, New Jersey. He received his Ph.D. from Purdue University’s Krannert School.
His work has appeared in theJournal of the Academy of Marketing Science, theJournal of Marketing, theJournal of Marketing Research, Decision Sciences, theJournal of Advertising, theJournal of Business (Chicago), theJournal of Business Administration, theJournal of Retailing, theJournal of Macromarketing, and theJournal of Advertising Research. In addition, he has coauthored the bookMarketing Exchange Transactions and Relationships and edited the bookMarketing Exchange Relationships, Transactions, and Their Media.
J. Charlene Davis is on the faculty at Trinity University and is a doctoral candidate at the University of Kentucky. Her research interests
include brand equity, services marketing, marketing theory, and buyer-seller relationships. Her previous work has appeared
in theJournal of Retailing, theJournal of Marketing Theory and Practice, Advances in Consumer Research, theAssociation of Marketing Theory and Practice Conference Proceedings, and theAcademy of Marketing Science Multicultural Conference Proceedings. 相似文献
15.
Xueming Luo K. Sivakumar Sandra S. Liu 《Journal of the Academy of Marketing Science》2005,33(1):50-65
Two important areas are underexplored in the relationship between marketing resources and performance. First, the subject
has been primarily investigated in the context of Western countries, and inadequate attention has been given to emerging economies.
Second, despite the recent growth in globalization, the moderating role of globalization on the link between marketing resources
and performance has not been investigated. Addressing these important gaps, this article focuses on an emerging economy (China)
and explores the moderating effect of globalization on this link. Specifically, the authors develop several hypotheses highlighting
the moderating role of globalization activities (global product sourcing, global market seeking, and global partnership) on
the link between marketing resources (market orientation, entrepreneurial orientation, and innovative capability) and firm
performance. The findings of the moderating role of globalization provide several important implications for marketing theory
development and managerial practice.
Xueming Luo (luoxm@uta.edu) is an assistant professor in the Department of Marketing in the College of Business Administration at the
University of Texas at Arlington. Before joining the University of Texas at Arlington faculty, he was on the faculty of the
State University of New York at Fredonia. His research has appeared in various journals, including theJournal of Business Research, the International Journal of Research in Marketing, the Journal of Advertising Research, the
Journal of Interactive Advertising, and Industrial Marketing Management.
K. Sivakumar (Ph.D., Syracuse University; k.sivakumar@lehigh. edu) is the Arthur Tauck Professor of International Marketing & Logistics
and a professor of marketing at Lehigh University. Prior to joining Lehigh in 2001, he spent 9 years at the University of
Illinois in Chicago. His research interests include pricing, global marketing, and innovation management. His research has
been published or is forthcoming in theJournal of the Academy of Marketing Science, the Journal of Marketing, the Journal of International Business Studies, Decision
Sciences Journal, Marketing Letters, the Journal of Business Research, International Marketing Review, the Journal of Product
Innovation Management, Pricing Strategy & Practice: An International Journal, Psychology & Marketing, and other publications. He has won several awards for his research (including theDonald Lehman Award) and is on the editorial board of several scholarly journals. He has won outstanding reviewer awards from two journals.
Sandra S. Liu (liuss@purdue.edu) is an associate professor in the Department of Consumer Sciences and Retailing at Purdue University. She
received her Ph.D. from the University of London, and her current research interest focuses on strategic marketing issues
in the context of customer contact, including knowledge management in a corporation in transition and sales management in
a knowledge economy. With her extensive industry experience, she has written a number of books and journal articles, which
have appeared in theInternational Journal of Research in Marketing, the Journal of Business Research, theEuropean Journal of Marketing, Marketing Intelligence and Planning, among others. 相似文献
16.
This research investigates the role of involvement and need for cognition in influencing contingency awareness in attitude
formation. Two experiments examine the nature of favorable attitudes formulated through established classical conditioning
procedures. The results of Experiment 1 indicate that awareness influences attitudes toward a conditioned stimulus, particularly
under conditions of high involvement and high need for cognition. Experiment 2 suggests that contingency awareness mediates
the relationship between inferential belief formation and attitudes and that this effect is stronger under high involvement
and high need for cognition. Implications for understanding the role of classical conditioning procedures in advertising are
discussed.
Randi Priluck (Rpriluck@pace.edu) is an associate professor of marketing at Pace University in New York. She received her Ph.D. from Drexel
University in 1995. Her research areas of interest include classical conditioning and its advertising implications, cobranding
strategies, and relationship marketing. She has written articles for theJournal of Advertising, theJournal of Current Issues and Research in Advertising, theJournal of Product & Brand Management, Psychology & Marketing, theJournal of Consumer Marketing, theJournal of Marketing Management, theJournal of Marketing Practice: Applied Marketing Science, theInternational Journal of Consumer Marketing, theInternational Journal of Retail & Distribution Management, theJournal of Marketing Education, and theJournal of Services Marketing.
Brian D. Till (Tillbd@slu.edu) is an associate professor and chair of marketing at Saint Louis University. He received his Ph.D. from the
University of South Carolina in 1993. His research areas of interest include classical conditioning, cobranding strategies,
and the use of celebrity endorsers in advertising. He has published in theJournal of Marketing Research, theJournal of Advertising, theJournal of Current Issues and Research in Advertising, Psychology & Marketing, theJournal of Product and Brand Management, and theJournal of Consumer Marketing. 相似文献
17.
National culture and industrial buyer-seller relationships in the United States and Latin America 总被引:1,自引:0,他引:1
Kelly Hewett R. Bruce Money Subhash Sharma 《Journal of the Academy of Marketing Science》2006,34(3):386-402
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. 相似文献
18.
Jean L. Johnson Ruby Pui-Wan Lee Amit Saini Bianca Grohmann 《Journal of the Academy of Marketing Science》2003,31(1):74-89
This article develops the concept of market-focused strategic flexibility. It begins with a review of the historical perspectives
of strategic flexibility. To support the conceptualization, the authors offer a theoretical schema that considers market-focused
strategic flexibility as conceptually rooted in capabilities theory, resource-based views of the firm, and options. With the
conceptualization in place, the authors propose an integrative model that explicates the mediating role of market-focused
strategic flexibility in marketing strategy frameworks. Propositions are developed relating market-driven and driving orientations
to market-focused strategic flexibility with consideration for how turbulent macro environments modify the relationship. In
addition, the authors offer propositions regarding outcomes of market-focused strategic flexibility under conditions of macro
environmental turbulence.
Jean L. Johnson is an associate professor of marketing at Washington State University. Her research includes partnering capabilities development
in, and management of, interfirm relationships and management of international strategic alliances. Her research appears in
journals such as theJournal of Marketing, theJournal of International Business Studies, theJournal of the Academy of Marketing Science, and theInternational Journal of Research in Marketing. She serves on the editorial boards of theJournal of Marketing and theJournal of the Academy of Marketing Science and reviews for others. She spent several years in the advertising industry and has lived, taught, and conducted research
in France and Japan.
Ruby Pui-Wan Lee is a doctoral candidate in the marketing department at Washington State University. Her areas of research include interfirm
relationships marketing strategy, and international marketing. She has presented papers at major conferences. In addition,
her research has appeared in the theJournal of Advertising Research and theJournal of International Consumer Marketing.
Amit Saini is a doctoral candidate in marketing at Washington State University. He conducts research in the area of marketing strategy
implementation, technology-marketing interface, e-commerce strategy, and customer relationship management. He has presented
papers at major conferences, and his research appears in theAmerican Marketing Association—Marketing Educator's Conference Proceedings. His industry experience includes sales management and quantitative market research.
Bianca Grohmann is an assistant professor in the John Molson School of Business at Concordia University. She received her Ph.D. from Washington
State University in 2002. Her research focuses on consumer behavior issues such as gift giving, selfprophecy, and consumer
response to sensory stimuli in purchase situations. She has made numerous presentations at major conferences such as those
of the Association for Consumer Research and the Society for Consumer Psychology. 相似文献
19.
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
20.
Nigel F. Piercy David W. Cravens Nikala Lane Douglas W. Vorhies 《Journal of the Academy of Marketing Science》2006,34(2):244-262
Interest in management control approaches and organizational factors associated with higher levels of salesperson performance
is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors
(OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors
and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance
to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager
control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent
to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in
prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly,
and POS has a strong impact on salesperson OCB.
Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United
Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh.
His current research interests focus on strategic sales and account management. His work has been published in many journals
including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006).
David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing
in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration
from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product
planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing.
Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United
Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University.
Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published
widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management.
Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University
of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities,
the links between innovation, strategic market management and performance, and professional selling and sales management.
His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management. 相似文献