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1.
John W. Cadogan Sanna Sundqvist Risto T. Salminen Kaisu Puumalainen 《Journal of the Academy of Marketing Science》2005,33(4):520-535
Firms with export operations have internal environments that are often geared toward serving the home market. As a result,
export marketing and other business functions compete for resources, which thus increases the likelihood of conflict between
them. Using survey responses from more than 700 exporting firms, the authors test a model of the antecedents and consequences
of two important interaction variables: exporting’s interfunctional connectedness and conflict. The model explains 52 percent
and 49 percent of variance in exporting connectedness and conflict, respectively. The authors identify the key drivers of
successful interactions as follows: management commitment, organizational training and reward systems, relative functional
identification, centralization, and export employee job satisfaction and commitment. The authors also demonstrate that connectedness
is most critical for export success when export markets are in a state of turbulence, whereas conflict is most detrimental
when the firm’s export environment is stable.
John W. Cadogan (j.w.cadogan@lboro.ac.uk), Ph.D., is a professor of marketing in the Business School at Loughborough University, United Kingdom.
His primary areas of research interest are international marketing, marketing strategy, and sales management. He has published
on these issues in theJournal of International Business Studies, theInternational Journal of Research in Marketing, theJournal of Business Research, Industrial Marketing Management, theEuropean Journal of Marketing, theInternational Marketing Review, theJournal of Marketing Management, theJournal of Strategic Marketing, and other academic journals. He received his degree from the University of Wales (United Kingdom).
Sanna Sundqvist (sanna.sundqvist@lut.fi), Ph.D., is a professor in international marketing in the Department of Business Administration at
the Lappeenranta University of Technology (Finland). Her research interests deal with the international diffusion of innovations,
market orientation (especially in an international context), and consumers’ adoption behavior. She has published in theJournal of Business Research, theInternational Journal of Research in Marketing, theEuropean Journal of Marketing, theCanadian Journal of Administrative Sciences, and theAustralasian Marketing Journal. She received her degree from the Lappeenranta University of Technology, Finland.
Risto T. Saiminen (risto.salminen@lut.fi), Ph.D., is a professor of industrial engineering and management, especially marketing, in the Department
of Industrial Engineering and Management at Lappeenranta University of Technology, Finland. His primary areas of research
interest are customer relationships and networks in business marketing, pedagogy in industrial engineering and management,
and international marketing. He has published on these issues in theJournal of Business and Industrial Marketing, theJournal of Marketing Management, theEuropean Journal of Engineering Education, theInternational Journal of Research in Marketing, theEuropean Journal of Marketing, and theAustralasian Marketing Journal. He received his degree from Lappeenranta University of Technology, Finland.
Kaisu Puumalainen (kaisu.puumalainen@lut.fi), Ph.D., is a professor in technology research in the Department of Business Administration at
Lappeenranta University of Technology, Finland. Her primary areas of research interest are innovation, international marketing,
and small businesses. She has published on these issues in theInternational Journal of Research in Marketing, theJournal of Business Research, theEuropean Journal of Marketing, R&D Management, theCanadian Journal of Administrative Sciences, theJournal of International Entrepreneurship, theAustralasian Marketing Journal, and theInternational Journal of Production Economics. She received her degree from the Lappeenranta University of Technology, Finland. 相似文献
2.
Jeen-Su Lim William K. Darley John O. Summers 《Journal of the Academy of Marketing Science》1994,22(3):274-282
Empirical research concerning the effects of country of origin (COO) on consumers’ evaluative reactions to products has produced
mixed and sometimes inconsistent results. Potential explanations for this situation include differences in the countries considered,
populations sampled, products investigated, availability of product cues other than COO, the format in which the product cues
were presented to the subjects, and the types of evaluative reactions considered. The authors present the results of three
experiments designed to investigate the impact of three presentation formats (i.e., single cue, explicit multiple cues, and
implicit multiple cues) on COO effects for four evaluative reactions (i.e., perceived quality, product evaluations other than
quality, affect, and purchase intentions). COO effects were strongest for the single-cue format and weakest for the implicit
multiple-cues condition. Perception of product quality was most strongly affected by COO, followed by product evaluations
other than quality; COO had its smallest effect on purchase intention. Implications of these results and future research directions
are discussed.
He received his Ph.D. in marketing from Indiana University. His work has appeared in many journals including theJournal of Marketing Research, Journal of Consumer Research, Journal of Business Research, Industrial Marketing Management,
International Marketing Review, Management International Review, Psychology and Marketing, andJournal of Health Care Marketing, as well as conference proceedings. His research interests include consumer inference and decision-making processes, research
methods, export marketing, and competitive strategy.
He received his MBA from Notre Dame and his Ph.D. from Indiana University. His research interests include consumer choice
processes, consumer response to advertising, and marketing communications. His work has been published in theJournal of Marketing, Journal of Business Research, Journal of Consumer Research, Journal of Consumer Affairs, Psychology
and Marketing, and elsewhere.
He received his Ph.D. in Industrial Administration from Purdue University. His research interests include buyer-seller negotiations,
channel relationships, and marketing strategy. His work has appeared in theJournal of Marketing Research, Journal of Marketing, andJournal of Consumer Research. 相似文献
3.
John Kim Jeen-Su Lim Mukesh Bhargava 《Journal of the Academy of Marketing Science》1998,26(2):143-152
This study investigates the role of affect in attitude formation. Two experiments, using established conditioning procedures,
assessed the impact of affect on attitude formation. The results of Experiment 1 indicate that affect can influence attitudes
even in the absence of product beliefs. The results of Experiment 2 suggest that affect plays as important or more important
a role than the belief mechanism in attitude formation, depending on the number of repetitions. Implications of the results
for understanding the role of affect in advertising are discussed.
John Kim is an associate professor of marketing in the School of Business Administration at Oakland University. He earned his Ph.D.
in marketing from the University of Cincinnati. His research interests include consumer decision making, advertising effectiveness,
and brand equity. His work has appeared in theJournal of Marketing Research, theJournal of Consumer Research, and theJournal of Business Research.
Jeen-Su Lim is Interim Chair and a professor of marketing at the University of Toledo. He received his Ph.D. in marketing from Indiana
University. His work has appeared in many journals, including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Business Research, Industrial Marketing Management, International Marketing Review, Management International Review,
Psychology and Marketing, and theJournal of Health Care Marketing, among others. His research interests include consumer inference processes, new product development and competitive strategy,
and export marketing.
Mukesh Bhargava is an assistant professor in the Department of Marketing and Management at Oakland University. He has a Ph.D. in marketing
from the University of Texas, Austin, and several years of practical experience in advertising and marketing research. His
research includes areas such as advertising effectiveness and evaluation of marketing strategy in business and nonprofit organizations.
His work has appeared in theJournal of Advertising Research, Marketing Letters, theJournal of Business Research, and theJournal of the Academy of Marketing Science, among others. 相似文献
4.
Measuring physical distribution service quality 总被引:10,自引:0,他引:10
Carol C. Bienstock John T. Mentzer Monroe Murphy Bird 《Journal of the Academy of Marketing Science》1997,25(1):31-44
The quality of the physical distribution service industrial purchasers receive from suppliers has been shown to be an important
consideration in industrial purchasing decisions. To better understand the criteria used to assess physical distribution service
quality, the authors examined the literature on physical distribution and service quality and conducted interviews with purchasing
managers. Based on the results of the literature reviews and interviews, plus a two-step data-gathering process, a valid and
reliable measurement instrument for perceptions of physical distribution service quality (PDSQ) was developed and refined.
She received her Ph.D. from Virginia Tech. Her research interests are in the areas of channels of distribution, logistics,
service quality, and marketing strategy. She has published inThe Journal of Consumer Satisfaction, Dissatisfaction, and Complaining Behavior; Marketing Management; andJournal of Business Logistics.
He received his Ph.D. from Michigan State. He has published in theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Business Logistics, International Journal of
Physical Distribution and Logistics Management, Transportation and Logistics Review, Transportation Journal, Columbia Journal
of World Business, Industrial Marketing Management, Research in Marketing, and other journals.
He has published in numerous journals, including theJournal of Marketing. 相似文献
5.
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
6.
Victoria D. Bush Gregory M. Rose Faye Gilbert Thomas N. Ingram 《Journal of the Academy of Marketing Science》2001,29(4):391-404
Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases,
possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although
marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships,
the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive
selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication
competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance
in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural
communication into the development of successful buyer-seller relationships are discussed.
Victoria D. Bush (Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi. Her research has
appeared in such journals as theJournal of Advertising, theJournal of Advertising Research, Industrial Marketing Management, theJournal of Public Policy and Marketing, theJournal of Business Ethics, and theJournal of Services Marketing. Her research interests are in diversity, advertising, and ethics.
Gregory M. Rose (Ph.D., University of Oregon) is an associate professor of marketing at the University of Mississippi. His research interests
include consumer socialization and cross-cultural consumer behavior. He has published or has forthcoming articles in theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Advertising, theJournal of Marketing, and other journals and proceedings.
Faye Gilbert (Ph.D., University of North Texas) is an associate professor of marketing at the University of Mississippi. She has published
in theJournal of Business Research, Psychology and Marketing, theJournal of Health Care Marketing, theJournal of Research in Pharmaceutical Economics, theJournal of Applied Business Research, theJournal of Marketing Management, theJournal of Marketing Theory and Practice, and theJournal of Marketing Education, among others. Her work emphasizes the application of consumer behavior theory to health care and to channel relationships.
Thomas N. Ingram (Ph.D., Georgia State University) is a professor of marketing at Colorado State University. He has been honored as the Marketing
Educator of the Year by Sales and Marketing Executives International (SMEI) and as a recipient of the Mu Kappa Tau National
Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline. He has served as
the editor of theJournal of Personal Selling and Sales Management and is the current editor of theJournal of Marketing Theory and Practice. His primary research is in personal selling and sales management. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of the Academy of Marketing Science, among others. He is the coauthor of three textbooks:Professional Selling: A Trust-Based Approach, Sales Management: Analysis and Decision Making, andMarketing: Principles and Perspectives. 相似文献
7.
A refinement and validation of the MARKOR scale 总被引:3,自引:0,他引:3
Ken Matsuno John T. Mentzer Joseph O. Rentz 《Journal of the Academy of Marketing Science》2000,28(4):527-539
In this article, the authors attempt to develop an improved market orientation scale built on Kohli, Jaworski, and Kumar’s
market orientation scale (MARKOR). The modified scale is then compared with the MARKOR scale in a validation study. The authors
argue that the scale improves operationalization of the market orientation construct, and the results indicate that the psychometric
properties of the new scale are superior to those of the MARKOR scale. Implications of the results are discussed, and a future
research agenda is offered.
Ken Matsuno is assistant professor of marketing at Babson College. He received his Ph.D. from the University of Tennessee. His research
interests include marketing strategy formulation process and its outcomes and business-to-business marketing issues. His work
can be found in theJournal of Marketing, theInternational Journal of Physical Distribution and Logistics Management, and several academic conference proceedings.
John T. Mentzer is the Harry J. and Vivienne B. Bruce Excellence Chair of Business Policy in the Department of Marketing, Logistics, and
Transportation at the University of Tennessee. He received his Ph.D. from Michigan State. He has published in theJournal of the Academy of Marketing Science, Journal of Marketing, Journal of Business Logistics International Journal of
Physical Distribution and Logistics Management, Transportation Journal, Columbia Journal of World Business, Industrial Marketing
Management, Research in Marketing, and other journals.
Joseph O. Rentz is associate professor of marketing at the University of Tennessee, Knoxville. He received his Ph.D. from the University
of Georgia. His research interests include cohort analysis, measurement issues in marketing, generalizability studies, and
itnerfunctional effectiveness. He has published articles in theJournal of the Academy of Marketing Science, Journal of Marketing, andJournal of Marketing Research among others. 相似文献
8.
Diane Haistead David Hartman Sandra L. Schmidt 《Journal of the Academy of Marketing Science》1994,22(2):114-129
Customer satisfaction research is integrated with research on higher education in developing a model of alumni satisfaction
with college education. The model proposes that alumni satisfaction with higher education is a function of two performance
and disconfirmation attributes: intellectual environment and employment preparation. The model was tested among 475 alumni
of a major Eastern undergraduate business school and demonstrates the advantage of modeling the disconfirmation paradigm with
multiple sources of satisfaction.
She holds a Ph.D. in marketing from Michigan State University. Her work has appeared in theJournal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Services Marketing,
Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, and proceedings of the American Marketing Association and the Association for Consumer Research. She was formerly an account
executive at Needham Harper Worldwide and Director of Marketing at Maxwell Advertising. Her research interests include consumer
satisfaction, complaining behavior, and advertising management.
He received his Ph.D. in marketing from Michigan State University. His work has appeared in theJournal of Advertising, Journal of Retail Banking, Journal of Services Marketing, and theHaring Symposium Proceedings. He has held several positions in the banking industry, most recently as Group Vice President at Michigan National Bank in
Grand Rapids. His research interests include services marketing, consumer satisfaction, and direct marketing.
She received her Ph.D. in marketing from the University of Cincinnati. Her work has appeared in theJournal of Retailing, Industrial Marketing Management, Journal of Marketing Education, and other marketing-related publications. Her research interests include not-for-profit organizations, consumer satisfaction,
and services marketing. 相似文献
9.
John B. Ford Michael S. LaTour Tony L. Henthorne 《Journal of the Academy of Marketing Science》1995,23(2):120-131
Following the approach of the classic 1974 marital-role influence study of Davis and Rigaux, the present study focuses on
differences in decision making (i.e., joint, husband dominated, wife dominated) across 24 product categories as a function
of two key factors. These factors are stage of the decision process (i.e., problem recognition, information search, and the
final decision) and culture (People’s Republic of China and the United States). The Jacobson Marital-Role Egalitarianism Scale
is included to further assess individual differences in husband and wife traditionality-modernism. The major findings are
that emphasis on joint, husband-dominated, and wife-dominated decisions vary by stage and by stage-culture interaction. Practical
implications are presented with suggestions for future research.
He graduated from the University of Georgia in 1985 with a Ph.D. in marketing. His research interests include global strategic
market planning and cross-cultural research issues and methodologies. He has published in such journals asJournal of Advertising Research, Industrial Marketing Management, Journal of the Academy of Marketing Science, Columbia Journal
of World Business, International Marketing Review, Journal of Business Strategy, andJournal of Consumer Marketing.
He graduated with honors in 1986 from the University of Mississippi with a Ph.D. in marketing. His research interests include
cross-cultural consumer behavior and emotional responses to advertising stimuli. He has published in such journals asJournal of Advertising, Journal of Advertising Research, Journal of Public Policy and Marketing, Psychology and Marketing,
Journal of Health Care Marketing, andInternational Marketing Review.
He graduated from the University of Mississippi in 1986 with a Ph.D. in marketing. His research interests focus on cross-cultural
consumer behavior. He has published in such journals asJournal of Advertising, Journal of Business Ethics, Journal of Health Care Marketing, Psychology and Marketing, and theInternational Journal of Purchasing and Materials Management. 相似文献
10.
Effect of environmental dynamism on relational governance in manufacturer-supplier relationships: A contingency framework and an empirical test 总被引:1,自引:0,他引:1
Ashwin W. Joshi Alexandra J. Campbell 《Journal of the Academy of Marketing Science》2003,31(2):176-188
The effect of dynamism in the downstream (i.e., customer and competitive) environment on the manner in which manufacturers
manage their upstream (i.e., supplier) relationships is not well understood in the literature. While some prior studies suggest
that manufacturers will adopt relational governance with suppliers in response to dynamism in the downstream environment,
other studies suggest that manufacturers will avoid relational governance with suppliers when faced with environmental dynamism.
Drawing from the literature on interparty learning, the authors develop a conceptual framework wherein the validating conditions
for each conclusion are identified. Results from a survey of 221 manufacturing organizations show that in dynamic environments,
manufacturers adopt (avoid) relational governance with suppliers under two conditions: (1) when manufacturer collaborative
belief is high (low) and (2) when supplier knowledge is high (low). The results are discussed in terms of their managerial
and future research implications.
Ashwin W. Joshi (ajoshi@schulich.yorku.ca) is an associate professor of marketing in the Schulich School of Business at York University (Canada).
He received his Ph.D. from Queen's University (Canada). His research has been published in theJournal of the Academy of Marketing Science, Psychology and Marketing, theJournal of Business Research, and theJournal of Business-to-Business Marketing, among other journals. His research interests are in the areas of business-to-business marketing, sales force management,
and new product development.
Alexandra J. Campbell (acampbel@schulich.yorku.ca) is an associate professor of marketing in the Schulich School of Business at York University
(Canada). She received her Ph.D. from the University of Toronto (Canada). Her research has been published in theJournal of International Business Studies, theEuropean Management Journal, Long Range Planning, andIndustrial Marketing Management, among other journals. Her research interests are in the areas of buyer-supplier relationships, international business, and
customer relationship management. 相似文献
11.
12.
Modeling the determinants of customer satisfaction for business-to-business professional services 总被引:5,自引:0,他引:5
Paul G. Patterson Lester W. Johnson Richard A. Spreng 《Journal of the Academy of Marketing Science》1997,25(1):4-17
This research empirically examines for the first time the determinants of customer satisfaction or dissatisfaction (CS/D)
in the context of business professional services. The simultaneous effect of key CS/D constructs (expectations, performance,
and disconfirmation) and several variables—fairness (equity), purchase situation (novelty, importance, and complexity)—and
individual-level variables (decision uncertainty and stakeholding) are examined in a causal path framework. Data were obtained
from a two-stage longitudinal survey of client organizations. The results indicated substantial support for the hypothesized
model. The effect of purchase situation and individual-level variables (via their indirect affects) rivals that of disconfirmation
and expectations in explaining CS/D. Performance was found to affect CS/D directly but not as powerfully as disconfirmation.
His current research interests include modeling customer satisfaction and service quality, services marketing (especially
in a business-to-business environment), and relationship marketing. His research has appeared in theInternational Journal for Research in Marketing, Industrial Marketing Management, Advances in Services Marketing and Management,
European Journal of Marketing, Journal of Business-to-Business Marketing, Psychology & Marketing, Asia-Pacific Journal of
Management, R & D Management, Journal of International Marketing, and others.
he has been on the faculty of a number of U.S. and Australian universities. His research interests focus on services marketing,
marketing research methods, and modeling satisfaction processes. He has published in theJournal of Advertising Research, Journal of Business, Journal of Services Marketing, and others. He is currently the editor of theAustralasian Journal of Market Research.
He received his Ph.D. from Indiana University. His research interests include consumer satisfaction, service quality, and
consumer information processing. His work has appeared in theJournal of Consumer Research, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, Journal
of Services Marketing, Journal of Product Innovation Management, and others. 相似文献
13.
Innovation generation in supply chain relationships: A conceptual model and research propositions 总被引:5,自引:0,他引:5
Subroto Roy K. Sivakumar Ian F. Wilkinson 《Journal of the Academy of Marketing Science》2004,32(1):61-79
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. 相似文献
14.
Creating a firm-level dynamic capability through capitalizing on market orientation and innovativeness 总被引:5,自引:0,他引:5
Drawing on the resource-based view of the firm, this study addresses the dynamic capability-generating capacity of market
orientation on firm performance. Whereas prior literature has examined environmental turbulence as a contextual condition
shaping the market orientation-firm performance relationship, this study takes an internal approach by focusing on existing
stocks of resources within the firm while controlling for environmental conditions. A conceptual model is developed that explains
how market orientation can be transformed into dynamic capability when complemented by transformational (reconfig-urational)
constructs, such as innovativeness. The empirical results support the authors— theory that the effect of market orientation
on firm performance is strengthened when market orientation is bundled together with internal complementary resources, such
as innovativeness. The authors discuss the findings in the context of varying stages of the product life cycle and at different
levels of market development.
Bulent Menguc (menguc@brocku.ca), Ph.D., Marmara University, is currently an associate professor of marketing at Brock University, St.
Catharines, Canada. His areas of research interest include sales force management and internal marketing, strategic orientations,
and cross-cultural research methodology. His research has appeared in theJournal of the Academy of Marketing Science, theJournal of Retailing, theInternational Journal of Research in Marketing, theJournal of Business Research, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, theJournal of Business Ethics, and theEuropean Journal of Marketing, among others.
Seigyoung Auh (sauh@yonsei.ac.kr), Ph.D., University of Michigan, is an assistant professor at Yonsei University, South Korea. His research
interests are the application of the resource-based view to marketing strategy, the role of top management teams on marketing
strategy, and innovation and organizational learning. He has publications in theJournal of the Academy of Marketing Science, theInternational Journal of Research in Marketing, theJournal of Business Research, Industrial Marketing Management, and theJournal of Economic Psychology, among others. 相似文献
15.
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
16.
Jeffrey E. lewin 《Journal of the Academy of Marketing Science》2001,29(2):151-164
To survive in today’s highly competitive markets, many firms are initiating fundamental changes in organizational form and
practice. These restructuring efforts are having significant effects on the organization and management of work within customer
firms. However, these important changes have been largely ignored in the extant marketing literature. The research presented
in this article first describes a general theory of the effects of organizational downsizing. Then, it examines the potential
effects of downsizing on buying center structure and purchase participant characteristics. Findings support several of the
hypotheses related to the proposed effects of organizational downsizing on the outcome variables of interest.
Jeffrey E. Lewin (Ph.D., Georgia State University) is an assistant professor and Chair, Department of Marketing at Western Carolina University.
His research interests include business-to-business marketing, relationship marketing, personal selling and sales management,
and organizational buying behavior. His work has been published in theJournal of Business Research, theJournal of Business & Industrial Marketing, Advances in Business Marketing and Purchasing, and other publications. He serves on the editorial review boards of theJournal of Business Research and theJournal of Business & Industrial Marketing and is a reviewer for theJournal of Business-to-Business Marketing, theJournal of Personal Selling and Sales Management, andIndustrial Marketing Management. 相似文献
17.
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
18.
“Migrating” to new service providers: Toward a unifying framework of consumers’ switching behaviors 总被引:1,自引:0,他引:1
Harvir S. Bansal Shirley F. Taylor Yannik St. James 《Journal of the Academy of Marketing Science》2005,33(1):96-115
This article explores the applicability of a model of migration from the human geography literature as a unifying, theoretical
framework for understanding consumers’ service provider switching behaviors. Survey data from approximately 700 consumers
are used to examine the usefulness of the push, pull, and moorings (PPM) migration model. The PPM migration model performs
better than an alternative model; all three categories of antecedents to switching (migration)—push, pull, and mooring variables—have
significant direct, and some moderating, effects on switching intentions.
Harvir S. Bansal (Ph.D., Queen’s University, hbansal@wlu.ca) is an associate professor of marketing at Wilfrid Laurier University. His research
interests are focused in the area of services marketing with emphasis on customer switching behavior, word-of-mouth processes
in services, structural equation modeling, and tourism. His research has been published in theJournal of the Academy of Marketing Science, the Journal of Services Marketing, the Journal of Service Research, Tourism Management, theJournal of Quality Management, andPsychology and Marketing. He has also presented at and published articles in the proceedings of various national and international conferences.
Shirley F. Taylor (Ph.D., University of British Columbia, staylor@business.queensu.ca) is an associate professor in the School of Business
at Queen’s University, where she teaches and conducts research in the area of services marketing. Her research interests include
service provider loyalty and switching, customer commitment, and perceptions management of service delays. Her work has been
published in theJournal of the Academy of Marketing Science, the Journal of Marketing, Psychology & Marketing, theJournal of Service Research, theInternational Journal of Research in Marketing, and theJournal of Public Policy and Marketing. She currently serves on the editorial boards of theJournal of the Academy of Marketing Science, theJournal of Business Research and the Canadian Journal of Administrative Sciences.
Yannik St. James (ystjames@business.queensu.ca) is a doctoral candidate in the School of Business at Queen’s University, where she conducts
research at the intersection of consumer behavior and marketing strategy. Her research interests include the role of affect
in consumer behavior, brand management, and services marketing. She has presented her work at the Association for Consumer
Research Conference, the Academy of Marketing Science Conference, and the Frontiers in Services Conference. 相似文献
19.
Beverly T. Venable Gregory M. Rose Victoria D. Bush Faye W. Gilbert 《Journal of the Academy of Marketing Science》2005,33(3):295-312
Marketing concepts such as corporate identity, image, and branding are important strategies for nonprofit organizations. In
particular, brand personality has been advocated by practitioners but has not been empirically investigated in the nonprofit
context. According to social exchange theory and trust, the authors argue that nonprofit stakeholders perceive nonprofit organizations
at an abstract level because of the organizations’ intangibility and social ideals. This study develops and refines a parsimonious
measure of brand personality specifically for the nonprofit context. The authors conduct a series of six multimethod studies
of nonprofit stakeholders to validate the role of brand personality in nonprofit organizations. The results yield four dimensions
of brand personality for nonprofits: integrity, nurturance, sophistication, and ruggedness. Thus, current and potential donors
ascribe personality traits to nonprofit organizations and differentiate between nonprofits on the basis of the organizations’
personality. Finally, nonprofit brand personality may influence potential donors’ likelihood to contribute.
Beverly T. Venable (venable_beverly@colstate.edu; Ph.D., University of Mississippi) is an assistant professor of marketing at Columbus State
University. Her research interests are in nonprofit marketing, branding, and ethics. She has published in theJournal of Business Ethics and several national and international proceedings.
Gregory M. Rose (rosegm@u.washington.edu; Ph.D., University of Oregon) is an associate professor of marketing at the University of Washington,
Tacoma. His research interests include consumer socialization and cross-cultural consumer behavior. He has published articles
in theJournal of Consumer Research, theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Advertising, and theJournal of Consumer Psychology, as well as other journals and proceedings.
Victoria D. Bush (vbush@bus.olemiss.edu; Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi.
Her research interests include cultural diversity in buyer-seller relationships, advertising ethics, and Internet marketing.
Her research has been published in theJournal of the Academy of Marketing Science, theJournal of Advertising Research, theJournal of Advertising, theJournal of Public Policy and Marketing, andIndustrial Marketing Management, as well as other journals and proceedings.
Faye W. Gilbert (faye.gilbert@gcsu.edu; Ph.D., University of North Texas) is a professor of marketing and dean of the J. Whitney Bunting
School of Business at Georgia College and State University. Her research interests are in customer relationship management,
health care marketing, and sales management. She has published in theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Retailing, Psychology and Marketing, as well as other journals and proceedings. 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