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1.
A dyadic study of interpersonal information search 总被引:17,自引:0,他引:17
Mary C. Gilly John L. Graham Mary Finley Wolfinbarger Laura J. Yale 《Journal of the Academy of Marketing Science》1998,26(2):83-100
Although interpersonal word-of-mouth communication, by definition, takes place between two people, rarely has the phenomenon
of word of mouth been studied using both members of the dyad. Building on the literature, this article offers a model of active
interpersonal information search that is tested by using a method in which information seeker and source perceptions were
obtained. Source characteristics were important determinants of interpersonal influence, but seeker characteristics also played
an important role. Interestingly, it proved useful to distinguish between demographic and attitudinal homophily of seeker
and source as the former was inversely and the latter directly related to interpersonal influence.
Mary C. Gilly is an associate professor in the Graduate School of Management and associate dean of Graduate Studies at the University of
California, Irvine. Her Ph.D. is in marketing from the University of Houston. Her research interests include the unintended
effects of marketing actions, such as the effects of advertising on employees. She also has interests in services marketing,
such as customer service, including consumer complaint handling, and cross-cultural service encounters. Her work has been
published in theJournal of Marketing, theJournal of Consumer Research, theJournal of Business Research, and other academic journals.
John L. Graham is a professor in the Graduate School of Management at the University of California, Irvine. His Ph.D. is in marketing from
the University of California, Berkeley. His primary research interests regard international marketing, international business
negotiations, and structural equations modeling. His work has been published in theJournal of Marketing, theJournal of Consumer Research, Marketing Science, theJournal of International Business Studies, Management Science, and other academic journals.
Mary Finley Wolfinbarger is an associate professor at California State University, Long Beach and is doing research on the topics of internal marketing
and gift giving. She teaches Marketing Principles and Marketing Research. She received her Ph.D. in marketing from the University
of California, Irvine. Her work has appeared in theJournal of Marketing and other academic journals.
Laura J. Yale came to Fort Lewis College in 1991. She holds degrees in Hotel, Restaurant, and Travel Administration from the University
of Massachusetts, Amherst, and received her Ph.D. from the University of California, Irvine. She teaches a variety of courses
in Marketing and Travel and Tourism Administration, including Marketing Research, International Marketing and Services. Her
industry experience and most of her research interest are in the services sector, particularly the tourism industry. She is
on sabbatical leave this academic year, writing an introductory textbook on the tourism industry. She will return to teaching
in September 1998. 相似文献
2.
Despite intense research interest in the role stress phenomenon in marketing over the last decade, there have been few attempts
to explain the sometimes discrepant findings. This study investigated the influence of three potential moderators (education,
job tenure, and work group cohesion) on role stress-job outcome relationships. Hypotheses were developed and tested in two
work contexts of interest to marketers: industrial selling and purchasing. Findings point to some interesting moderating effects
in the two samples. Work group cohesion reduced the dysfunctional effect of role stress on organizational commitment among
industrial buyers. However, a more cohesive sales group experienced stronger dysfunctional effects from role stress on organizational
commitment. Level of education buffered the role stress-organizational commitment link but only among industrial sales representatives.
Managerial and research implications are also discussed.
His research interests are in the areas of job satisfaction, performance, and motivation issues in personal selling and organizational
buying. Michaels’ research has appeared in theJournal of Marketing Research, Journal of Marketing, Journal of Personal Selling and Sales Management, Journal of International
Business Studies, Journal of Business Research, andIndustrial Marketing Management.
She received her M.B.A. degree in marketing from Boston University. Dixon’s research has appeared in theJournal of Consumer Satisfaction/Dissatisfaction and Complaining Behavior and AMA’sEnhancing Knowledge Development in Marketing. She is a member of the Academy of Marketing Science, the American Marketing Association, and the Association for Consumer
Research. Her current research interests include personal selling, sales management, and services marketing. 相似文献
3.
Pratibha A. Dabholkar Wesley J. Johnston Amy S. Cathey 《Journal of the Academy of Marketing Science》1994,22(2):130-145
A framework for business-to-business interaction is proposed that integrates approaches to bargaining from social psychology
and economics to provide a conceptual paradigm emphasizing long-term exchange relationships rather than individual transactions.
The authors propose a classification of negotiation behavior along two continuous dimensions and examine the mechanics of
the dyadic negotiation process that translate negotiation behavior into long-term relationships. They suggest that exchange
relationships are formed by achieving mutually beneficial outcomes from a series of exchange transactions and that there is
a bi-directional link between negotiation behavior and exchange relationships mediated by negotiation outcomes. The framework
also explores the determinants of negotiation behavior in dyadic negotiations between businesses in terms of organizational,
individual, and “other party” influences. Propositions are developed, using both role theory and economic bargaining theory,
to support the overall framework. Finally, the classification of negotiation behavior is revisited to examine the evolution
of exchange relationships over time.
She received her Ph.D. from Georgia State University. Her research interests include attitude and choice models, services
marketing, customer satisfaction, and business-to-business relationships. She has published articles in theJournal of Consumer Research, Journal of Business Research, Psychology and Marketing, Journal of Consumer Satisfaction, Dissatisfaction,
and Complaining Behavior, and theJournal of Health Care Management, as well as various conference proceedings.
He received his Ph.D. from the University of Pittsburgh. His research interests include organizational buying behavior, negotiation
strategies, small group dynamics, and cross-cultural differences in buyer-seller interactions. His research has been published
in theJournal of Marketing, Journal of Consumer Research, Journal of International Business Studies, andIndustrial Marketing Management, as well as numerous conference proceedings.
She also holds an M.B.A. from the Uni- versity of Tennessee. Her research interests include consumer value determination,
consumer satisfaction, and business-to-business relationships. 相似文献
4.
A proposed model of external consumer information search 总被引:9,自引:0,他引:9
Jeffrey B. Schmidt Richard A. Spreng 《Journal of the Academy of Marketing Science》1996,24(3):246-256
An enduring interest in consumer behavior is the investigation of external prepurchase information search. Past research has
identified a large number of factors that have been found to influence the extent of information search. The purposes of this
article are to summarize the external information search literature and then develop a more parsimonious model of information
search. Specifically, we propose that the effects of these antecedents of information search are mediated by four variables:
ability, motivation, costs, and benefits. This model integrates the psychological search literature by incorporating ability
and motivation to search for information and the economic paradigm that centers on the perceived costs and benefits of information
search. Propositions are developed based on this comprehensive model for future testing.
Jeffrey B. Schmidt recently became an assistant professor of marketing at Kansas State University after completing his Ph.D. at Michigan State
University. His research interests include new product development and international product strategy. His work has appeared
in theJournal of Product Innovation Management andJournal of Business and Industrial Marketing as well as in various conference proceedings.
He received his Ph.D. from Indiana University. His research interests include consumer satisfaction/dissatisfaction and issues
involving consumer knowledge. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Consumer Research, Journal of Marketing, Journal of Retailing, Journal
of Services Marketing, Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior, andJournal of Product Innovation as well as in various conference proceedings. 相似文献
5.
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
6.
Scott J. Vitell Kumar C. Rallapalli Ph.D. Anusorn Singhapakdi 《Journal of the Academy of Marketing Science》1993,21(4):331-337
This study develops a scale, using the American Marketing Association’s code of ethics, to measure the marketing-related norms
of marketing practitioners. The scale has five dimensions: 1) price and distribution, 2) information and contracts, 3) product
and promotion, 4) obligation and disclosure, and 5) general honesty and integrity. The relative influence of personal moral
philosophies and organizational ethical climate on the norms of marketers was also examined in this study.
He received his Ph.D. in marketing from Texas Tech University. His work has previously appeared in theJournal of Macromarketing, Journal of Business Ethics, Research in Marketing, Business and Professional Ethics Journal, andJournal of the Academy of Marketing Science, as well as various other journals and proceedings.
His research has been accepted for publication in theJournal of Pharmaceutical Marketing and Management and theJournal of Business Ethics, and has been published in various national and regional proceedings. His research interests include marketing ethics, health
care marketing, international marketing, and direct marketing.
He received his Ph.D. in marketing from the University of Mississippi. His work has previously appeared in theJournal of Macromarketing, Journal of Business Ethics, Business and Professional Ethics Journal, Journal of Public Policy
and Marketing, andJournal of the Academy of Marketing Science, as well as other journals and proceedings. 相似文献
7.
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
8.
Factors affecting the use of information in the evaluation of marketing communications productivity 总被引:1,自引:0,他引:1
Most prior research on the use of marketing information has studied antecedents of the use of information in new product strategy
decisions. This study investigates factors that are related to the use of marketing information in the evaluation of marketing
communications productivity. The information used in this context originates from a wide range of internal and external sources.
On the basis of organizational theories of information processing, the authors develop and test a conceptual framework explaining
the use of information to evaluate marketing communications productivity. Collected survey data indicate that information
quality, organization formalization, task complexity, market turbulence, rationality of decision style, and group involvement
are all positively related to the use of information in assessing marketing communications productivity. Moderating relationships
involving formalization, complexity, decision style, and the degree of group involvement are also found. Implications for
managing market knowledge and future research in information use are discussed.
George S. Low is an associate professor in the Marketing Department of the M. J. Neeley School of Business at Texas Christian University
in Fort Worth, Texas. His Ph.D. in marketing is from the University of Colorado-Boulder. He also received an M.B.A. from the
Ivey School of Business, University of Western Ontario, and a B.A. in advertising from Brigham Young University. He spent
4 years as a media planner with MacLaren McCann Advertising (Canada). His research focuses on integrated marketing communications
and brand management, and has been published in theJournal of Marketing Research, theJournal of Retailing, theJournal of Advertising Research, theEuropean Journal of Marketing, and theJournal of Product and Brand Management, among others. He is the recipient of four research grants from the Marketing Science Institute.
Jakki J. Mohr is an associate professor of marketing and the Ron and Judy Paige faculty fellow at the University of Montana. She received
her B.B.A. from Boise State University, her M.S. in marketing from Colorado State University, and her Ph.D. in marketing from
the University of Wisconsin-Madison. Before beginning her academic career, she worked in Silicon Valley in the advertising
area for both Hewlett Packard’s Personal Computer Group and Tele Video Systems. Her research has been published in theJournal of Marketing, theStrategic Management Journal, theJournal of Public Policy and Marketing, theJournal of Retailing, theJournal of High Technology Management Research, Marketing Management, andComputer Reseller News. She has recently authored a book,Marketing of High-Technology Products and Innovations. Her research interests lie primarily in the area of marketing of high-technology products and services. 相似文献
9.
Michele D. Bunn 《Journal of the Academy of Marketing Science》1994,22(2):160-169
Much research has been devoted to organizational buying. Unfortunately, few studies focus on the development of specific measures
of organizational buying behavior. And although many concepts in the literature are useful for describing and discussing buying
behavior, they often cut across other buying activities and therefore may not be empirically distinct. This research applies
a combination of literature- and field-based approaches to develop four distinct constructs that underlie the numerous activities
in which buyers engage: procedural control, proactive focusing, use of analysis techniques, and search for information. Measurement
scales for these constructs are created and then evaluated through a survey of purchasing professionals. The procedure resulted
in a set of constructs and measures that may be applied to several complex areas of organizational buying research.
She received her B.A. and M.B.A. from Michigan State University and her Ph.D. from the University of North Carolina at Chapel
Hill. Her research focuses on the use of information in various decision contexts. She has published several articles in journals
such as theJournal of Marketing, Journal of Business to Business Marketing, andHealth Marketing Quarterly. Her research has also appeared in the proceedings of several national conferences. 相似文献
10.
Sangphet Hanvanich K. Sivakumar G. Tomas M. Hult 《Journal of the Academy of Marketing Science》2006,34(4):600-612
Extensive research has documented how firms’ learning orientation and memory are related to organizational performance. The
objective of this study is to examine the moderating role of turbulence on the relationships between firms’ learning orientation
and memory and their organizational performance and innovativeness. The study also provides insight into the differential
relationships of firms’ learning orientation and memory to their performance and innovativeness. Using survey data collected
from 200 supply management professionals, the results suggest that the extent to which learning and memory are associated
with organizational performance is contingent on the level of environmental turbulence. Specifically, under low environmental
turbulence, learning orientation and organizational memory appear to be related to performance and innovativeness; however,
under high environmental turbulence, only learning orientation is a useful predictor.
Sangphet Hanvanich (hanvanich@xavier.edu) is an assistant professor of marketing at Xavier University. She received her PhD from Michigan State
University. She has published in various journals including theJournal of Service Research andStrategic Management Journal. Her primary research interests are in the areas of marketing strategy, marketing alliances, international business, and
international marketing.
K. Sivakumar (k.sivakumar@lehigh.edu) (PhD, Syracuse University) is the Arthur Tauck Professor of International Marketing and Logistics,
chairperson, and a professor of marketing in the Department of Marketing at Lehigh University. Before joining Lehigh in 2001,
he spent 9 years as a faculty member with the University of Illinois at Chicago. His research interests include pricing, global
marketing, and innovation management. His research has been published in theJournal of the Academy of Marketing Science, the Journal of Marketing, theJournal of International Business Studies, Decision Sciences Journal, Marketing Letters, the Journal of Business Research,
the Journal of Interactive Marketing, theJournal of International Marketing, International Marketing Review, theJournal of Product Innovation Management, Pricing Strategy & Practice: An International Journal, Psychology & Marketing, Marketing
Science Institute’s Working Paper Series, and other publications. He has won several awards for his research (including the Donald Lehmann Award) and is on the editorial
review board of several scholarly journals. He has won outstanding reviewer awards from two journals. Home page: www.lehigh
.edu/~kasg.
G. Tomas M. Hult (nhult@msu.edu) is a professor of marketing and supply chain management and director of the Center for International Business
Education and Research at Michigan State University. He serves as executive director of the Academy of International Business.
He is associate editor of theJournal of International Business Studies, Decision Sciences, and theJournal of Operations Management. His research has been published in theJournal of the Academy of Marketing Science, Academy of Management Journal, Strategic Management Journal, theJournal of Marketing, Decision Sciences, theJournal of Operations Management, theJournal of Management, and theJournal of Retailing, among others. 相似文献
11.
Ida E. Berger Peggy H. Cunningham Minette E. Drumwright 《Journal of the Academy of Marketing Science》2006,34(2):128-137
The authors studied social alliances, a type of corporate societal marketing initiative. Their research finds that social
alliances are an important means whereby employees identify more closely with their organizations while gaining a greater
sense of being whole, integrated persons. Furthermore, this integration allows both organizations and their members to align
their commercial identities with their moral and social identities. As organizational members struggled to resolve conflicts
within their own identities, they were aided by social alliances, which in turn led them to identify more with their organizations.
Unlike previous research, the findings suggest that the kind of connections referred to by the informants went well beyond
the cold, rational associations described in previous research to emotional attachments that appear to be critical to organizational
identification. The results also suggest that participation in social alliances may result in multiple forms of identification:
intra- and interorganiza-tion identification.
Ida E. Berger (bergeri@ryerson.ca) is the associate director of faculty affairs and a professor of marketing in the School of Business
Management at Ryerson University. She received her Ph.D. from the University of Toronto. Her articles have appeared in leading
marketing journals, including theJournal of Consumer Research, Public Policy and Marketing, theJournal of Consumer Psychology, andCalifornia Management Review. Her current research interests include social alliances, voluntary and nonprofit sector studies, diversity, and the value
of sports in social inclusion. Her teaching interests include marketing theory, consumer behavior, and marketing communications.
Peggy H. Cunningham (pcunningham@business.queensu.ca) is the Marie Shantz Teaching Associate Professor of Marketing, School of Business, in the
Queen’s University. She completed her Ph.D. at Texas A&M University. Dr. Cunningham’s research interests revolve around two
related themes: marketing ethics and marketing partnerships (international strategic alliances, partnerships between for-profit
and not-for-profit organizations, relationships between firms and their customers). These areas of study are linked by their
focus on the concepts of trust, integrity, and commitment. She is the coauthor of the Canadian editions of a number of marketing
textbooks (Marketing Management; Principles of Marketing; and Marketing: An Introduction). Her work is published in a number of journals, including theJournal of the Academy of Marketing Science, the Journal of International Marketing, and California Management Review.
Minette E. Drumwright (mdrum@mail.utexas.edu) is an associate professor with a joint appointment in the College of Communication (Department of
Advertising) and the College of Liberal Arts at The University of Texas at Austin. Previously, Dr. Drumwright was on the marketing
faculties of Harvard Business School and the University of Texas Business School. She currently is the faculty chair of the
Bridging Disciplines Program in Ethics and Leadership at the University of Texas. She has a Ph.D. in business administration
(marketing) from the University of North Carolina at Chapel Hill. Dr. Drumwright’s current research is in the areas of corporate
social responsibility, marketing for nonprofit organizations, and business ethics. Her focus is on understanding how managers
and consumers integrate noneco-nomic criteria related to society into their decision making. Dr. Drumwright has studied noneconomic
criteria in various contexts, including cause-related marketing, partnerships between companies and nonprofit organizations,
socially responsible buying behavior, and corporate volunteerism. Her articles and cases have been published in various books
and journals, includingCalifornia Management Review, theJournal of Advertising, and theJournal of Marketing. 相似文献
12.
Harvir S. Bansal P. Gregory Irving Shirley F. Taylor 《Journal of the Academy of Marketing Science》2004,32(3):234-250
Although research into the determinants of service provider switching has grown in recent years, the focus has been predominantly
on transactional, not relational, variables. In this research, the authors address the role of consumer commitment on consumers’
intentions to switch. Drawing from the organizational behavior literature, they build on previous service switching research
by developing a switching model that includes a three-component conceptualization of customer commitment. Structural equation
modeling is used to test the model based on data from a survey of 356 auto repair service customers. The authors’ results
support the notion that customer commitment affects intentions to switch service providers and that the psychological states
underlying that commitment may differ. As such, future marketing research should consider these different forms of commitment
in understanding customer retention. The implications of this model for theory and practice are discussed.
Havir S. Bansal (hbansal@wlu.ca) is an associate professor of marketing at Wilfrid Laurier University. He earned his Ph.D. from Queen’s University
in 1997. His research interests are focused in the area of services marketing with emphasis on cuctomer switching behavior,
word-of-mouth processes in services, and tourism. His research has been published in theJournal of Service Research, theJournal of Quality Management, andPsychology and Marketing and has publications forthcoming in theJournal of Services Marketing andTouris Management. He has also presented at and published articles in the proceedings of various national and international conferences.
P. Gregory Irving (girving@wlu.ca) is an associate professor of organizational behavior at Wilfrid Laurier University. He received his Ph.D.
in industrial/organizational psychology from the University of Western Ontario. His research interests included commitment
and work-related attitudes, psychological contracts, and organizational recruitment and socialization. His research has appeared
in a variety of journal including theJournal of Applied Psychology, Personnel Psychology, theJournal of Organizational Behavior, theJournal of Management, Human Performance, andBasic and Applied Social Psychology.
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, theJournal 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 theCanadian Journal of Administrative Sciences. 相似文献
13.
Ruby Roy Dholakia Jean L. Johnson Albert J. Della Bitta Nikhilesh Dholakia 《Journal of the Academy of Marketing Science》1993,21(4):281-292
This study reports an empirical investigation focusing on the length of time firms take in making major purchase decisions
(DMT) and examines antecedents such as buyclass, firm size, decision-making unit (DMU) size, information sources, and size
of the consideration set. Data were provided by a national sample of organizations involved in the purchase of telecommunications
systems. Findings suggest that firm size, buyclass, DMU size, information sources, and size of consideration set all significantly
affect DMT. Antecedent relationships among the independent variables were also largely as expected. This study provides a
starting point for a fertile area of research with important implications for organizational buyers and sellers as well as
researchers.
She holds a B.S. in Marketing and an MBA from the University of California at Berkeley and a Ph.D. in Marketing from Northwestern
University. Her research interests are in the areas of technology diffusion and management as well as consumer behavior, advertising,
and macromarketing. She has published in theJournal of Consumer Research, Public Opinion Quarterly, Journal of Business Research, Journal of Macromarketing, European
Journal of Marketing, IEEE Transactions on Engineering Management, Telematics and Informatics, andJournal of Economic Psychology. She is a member of the Editorial Policy Board of the Journal of Macromarketing and President of the International Society
for Marketing and Development.
She received her Ph.D. from the University of Nebraska. Dr. Johnson’s research interests focus on interorganizational relationships
in marketing contexts, such as distribution channels or business-to-business marketing with emphasis on cross-culture interorganizational
marketing relationships. Dr. Johnson’s research has appeared in theJournal of Marketing, Journal of International Business Studies, Journal of Business Research, andCurrent Issues and Research in Advertising, among other journals and conference proceedings. She has also presented her work at a variety of domestic and international
conferences.
He received his Ph.D. from the University of Massachusetts at Amherst. His research interests are in the areas of pricing,
consumer behavior, and marketing research. He is coauthor ofConsumer Behavior: Concepts and Applications, currently in its fourth edition, and his research has been published inDecision Sciences, Journal of Marketing Research, Journal of Business Research, Journal of the Academy of Marketing Science,
Journal of Macromarketing, Journal of Retailing, Journalism Quarterly, and other leading journals and publications of professional societies.
He holds degrees in engineering and management from India and a Ph.D. in marketing from Northwestern University. Dr. Dholakia’s
research deals with technology, innovation, market processes, globalization, and consumer culture. Dr. Dholakia has published
over 70 papers in professional journals and proceedings in management, marketing, and technology. Among his books areEssentials of New Product Management (coauthored, Prentice-Hall, 1987). 相似文献
14.
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
15.
The moderating effects of insupplier/outsupplier status on organizational buyer attitudes 总被引:1,自引:0,他引:1
Steven P. Brown 《Journal of the Academy of Marketing Science》1995,23(3):170-181
A conceptual model of the relationships among buyers’ perceptions of and attitudes toward elements of a vendor company’s marketing
mix is developed and tested, and the moderating effects of insupplier/outsupplier status are assessed. Attitude centrality
and self-perception theories predict that buyer perceptions of and attitudes toward the company, the salesperson, and the
product will be more closely interlinked for insuppliers than for outsuppliers. Theory regarding category-based affect and
attitude accessibility predicts that buyers will use extrinsic cues to a greater extent when making judgments about outsupplier
as compared with insupplier salespeople. The results indicated significant moderating effects of insupplier/outsupplier status
and generally validated predictions made on the basis of attitude theory. Perceived company reputation was more strongly related
to salesperson and product attitudes for insuppliers than for outsuppliers. Extrinsic cues were used to a greater extent by
buyers evaluating outsuppliers. Implications of the findings for management and a more complete understanding of organizational
buying are discussed.
His research interests include attitudinal influences on consumer and organizational buying behavior, sales force motivation,
and job attitudes. His research has been published in theJournal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of Personal Selling and Sales Management, andJournal of Advertising Research, as well asJournal of the Academy of Marketing Science. 相似文献
16.
Robin A. Coulter Linda L. Price Lawrence Feick Camelia Micu 《Journal of the Academy of Marketing Science》2005,33(4):604-619
The authors’ research in Hungary during the period of transition to a market economy provides an opportunity to examine the
evolving relationships between consumer product knowledge and its antecedents, including advertising, personal search, interpersonal
sources, and brand experience. Their findings, based on survey data collected in Budapest in 1992 and 1998, indicate that
the market information variables explain more variance in consumer knowledge later rather than earlier in the transition.
Advertising is an important predictor of consumer knowledge later but not earlier in the transition, personal search is important
at both times, and interpersonal sources are not important in either time period; brand experience is negatively related to
knowledge earlier in the transition and positively related later in the transition. This study allows one to begin to understand
the boundary conditions associated with studies conducted in developed economies. Managerial implications for firms investing
in transitional economies are presented.
Robin A. Coulter (robin.coulter@business.uconn.edu) is Ackerman Scholar and an associate professor of marketing in the School of Business
at the University of Connecticut. She received her Ph.D. from the University of Pittsburgh. Her research interests include
branding, cross-cultural consumer behavior, advertising, and research methods. Her work has appeared in theJournal of Consumer Research, the Journal of Consumer Psychology, theJournal of Applied Psychology, and theInternational Journal of Research in Marketing.
Linda L. Price (llprice@email.arizona.edu) is Soldwedel Professor of Marketing in the Eller School of Management at the University of Arizona.
She received her Ph.D. from the University of Texas at Austin. Her research combines qualitative and quantitative methodologies
to examine the active, emotional, imaginative aspects of consumers’ decisions and activities, and the social and cultural
context of marketplace behaviors. Her work has appeared in theJournal of Consumer Research, Journal of Marketing, and other leading marketing, management, and social science journals.
Lawrence Feick (feick@katz.pitt.edu) is a professor of business administration in the Katz Graduate School of Business at the University
of Pittsburgh. He received his Ph.D. from Pennsylvania State University. His current research focuses on cross-cultural consumer
behavior, consumer word-of-mouth, and referrals. His work has appeared in the Journal of Marketing, theJournal of Marketing Research, the Journal of Consumer Research, Psychological Bulletin, andPublic Opinion Quarterly.
Camelia Micu (camelia.micu@business.uconn.edu) is a marketing doctoral candidate at the University of Connecticut. Her research interests
include advertising and product trial and cross-cultural consumer behavior. 相似文献
17.
Janeen E. Olsen Abhijit Biswas Kent L. Granzin 《Journal of the Academy of Marketing Science》1993,21(4):307-321
Recent marketing campaigns have urged American consumers to “Buy American.” Marketers can improve the success of their campaigns
if they understand the network of influences that lead American consumers to help threatened domestic workers. Consumers’
cooperation in purchasing domestic products may be viewed as a form of help for American workers whose jobs are threatened
by the success of imported products. This study presents a model designed to explain consumers’ willingness to help these
workers. Survey data were subjected to structural equation analysis to test the model. Results confirmed willingness to help
is influenced by the salience of the problem, identification with the workers, inequity of the situation, felt similarity
with the workers, empathy with the workers, and the costs of helping. These findings suggest ways to market the Buy American
theme.
She received her Ph.D. from the University of Utah. Her research interests include international marketing and channels of
distribution. Her work has appeared in theJournal of Business Research, Journal of Advertising, Journal of Retailing, and other marketing journals.
He received his Ph.D. from the University of Illinois. His research interests include the fitness market, consumer logistics,
helping behavior, and marketing channels. His research findings have been reported in theJournal of the Academy of Marketing Science and in various other business and social science journals and proceedings.
He received his Ph.D. from the University of Houston. Dr. Biswas’s work has been published in theJournal of Marketing, Journal of the Academy of Marketing Science, Journal of Macromarketing, Journal of Business Research,
Journal of Advertising, Journal of Consumer Affairs, Psychology and Marketing, andJournalism Quarterly, as well as other refereed journals. 相似文献
18.
The influence of store environment on quality inferences and store image 总被引:17,自引:0,他引:17
Julie Baker Dhruv Grewal A. Parasuraman 《Journal of the Academy of Marketing Science》1994,22(4):328-339
The study reported here examines how combinations of specific elements in the retail store environment influence consumers’
inferences about merchandise and service quality and discusses the extent to which these inferences mediate the influence
of the store environment on store image. Results show that ambient and social elements in the store environment provide cues
that consumers use for their quality inferences. In addition, store environment, merchandise quality, and service quality
were posited to be antecedents of store image—with the latter two serving as mediators—rather than components of store image
(as they are typically treated in the store image literature). Theoretical and managerial implications of the findings are
discussed, and future research directions are proposed.
She received her Ph.D. from Texas A&M University. Her areas of interest include store environment, consumer behavior, and
product/service quality. She has published articles in theInternational Journal of Research in Marketing and theJournal of Retailing.
He received his Ph.D. from Virginia Polytechnic Institute and State University. His areas of interest include pricing, consumer
behavior, product/service quality, and customer satisfaction. He has published articles in a number of journals, including
theJournal of the Academy of Marketing Science, Journal of Marketing Research, Journal of Consumer Research, Journal of Public
Policy and Marketing, andJournal of Retailing.
He received his D.B.A. from Indiana University in 1975. His research interests focus on the measurement and improvement of
service quality and on services marketing strategy. He is the recipient of several teaching and research awards. In 1988,
he was selected as one of the ten most influential figures in quality by the editorial board ofThe Quality Review. His articles have appeared in theJournal of Marketing, Journal of Marketing Research, Journal of Services Marketing, andBusiness Horizons, among other publications. He is the author ofMarketing Research, a college textbook, as well as coauthor ofMarketing Services: Competing through Quality andDelivering Quality Service: Balancing Customer Perceptions and Expectations. He is also an active consultant to a number of major corporations. 相似文献
19.
An exploration of the moderating role of buyer corporate culture in industrial buyer-seller relationships 总被引:3,自引:0,他引:3
Kelly Hewett R. Bruce Money Subhash Sharma 《Journal of the Academy of Marketing Science》2002,30(3):229-239
In this study, the authors examine industrial buyer-seller relationships, exploring the influence of buyer perceptions of
their relationships on their repurchase intentions. In particular close relationships as opposed to pure transactions, are
examined. Using data collected from buyers of industrial goods and services, the authors examine the association between buyers'
perceptions of relationship quality and repurchase intentions and the moderating effect of the corporate culture of the buying
firms. The results suggest a significant relationship between buyer perceptions of the relationship and their repurchase intentions,
as well as a significant moderating effect of buyer firm corporate culture. The implications of these findings for the study
of marketing relationships, as well as for marketing practice, are also offered.
Kelly Hewett is an assistant professor of marketing at Winthrop University. Her research focuses on the management of relationships between
buyers and sellers as well as between headquarters and foreign subsidiaries in managing the marketing function globally. Her
research has been published in theJournal of Marketing, Journal of International Marketing, andPsychology and Marketing.
R. Bruce Money is an associate professor of international business at the Moore School of Business, University of South Carolina. His research
interests include international aspects of business-to-business marketing, word-of-mouth promotion, services marketing, and
negotiation. His research has been published in theJournal of Marketing, Journal of International Business Studies, andSloan Management Review.
Subhash Sharma is a professor of marketing and the Charles W. Coker Sr. Distinguished Foundation Fellow at the Moore School of Business,
University of South Carolina. His research interests include research methods, pricing, CRM, and e-commerce. His research
has been published in major marketing and related journals, and he serves on the editorial review board of theJournal of Marketing, Journal of Marketing Reserch, andJournal of Retailing. 相似文献
20.
Generating new product ideas: An initial investigation of the role of market information and organizational characteristics 总被引:2,自引:0,他引:2
Lisa C. Troy David M. Szymanski P. Rajan Varadarajan 《Journal of the Academy of Marketing Science》2001,29(1):89-101
Although product innovation is widely recognized as crucial to the success of organizations, the literature still contains
certain gaps that limit our understanding of successful product innovation. These gaps include a lack of research employing
a decompositional approach (i,e., analysis of the drivers at each stage of the process) to studying product innovation and
a related lack of research investigating the effect of organizational characteristics on specific stages of the product innovation
process. The authors attempt to close these gaps by developing and testing a model examining the moderating effects of organizational
characteristics on the relationship between the amount of market information gathered and the number of new product ideas
generated by work groups in organizations. The study findings provide insights into the types of organizational structure
and climate characteristics that can have an impact on the relationship between amount of market information and new product
idea generation.
Lisa C. Troy is an assistant professor of marketing at Utah State University. She earned her Ph.D. from Texas A&M University. Her research
interests include product innovation management, environmental marketing, and international marketing management. Her work
has appeared in theJournal of the Academy of Marketing Science and theJournal of Marketing.
David M. Szymanski is the Al and Marion Withers Research Fellow and Director, Center for Retailing Studies in the Lowry Mays College and Graduate
School of Business at Texas A&M University. His research interests are in the areas of applied meta-analysis, marketing strategy,
personal selling and sales management, product innovation, and retail strategy. Representative research has appeared in theJournal of the Academy of Marketing Science, theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of Retailing.
P. Rajan Varadarajan is a professor of marketing and the Jenna and Calvin R. Guest professor of business administration at Texas A&M University.
His research interests are in the areas of corporate, business, and marketing strategy. His research has been published in
theJournal of Marketing, theJournal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, Sloan Management Review, California Management Review, Business Horizons, and other journals. 相似文献