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111.
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
112.
Henry O. Pruden Ph.D. F. Kelly Shuptrine Douglas S. Longman 《Journal of the Academy of Marketing Science》1974,2(4):610-619
For the purpose of equipping researchers in marketing with a more sophisticated method to measure alienation in a marketing
context, the authors have constructed and initially tested an alienation from the marketplace index. Alienation is defined
in terms of Melvin Seeman's (1959) five basic variants of alienation: powerlessness, meaninglessness, normlessness, social
isolation, and self-estrangement. After pretesting, two questions per variant of alienation remained as the operational measures
of alienation from the marketplace. These questions focused specifically on marketing phenomenon. Test-retest reliability
was tested with 35 paired observations. Validity was checked with survey data from 140 households. In terms of face or content
validity, the questions met the criterion of “looking as if” they should indicate the corresponding dimensions of alienation.
Correlations between the marketplace alienation items and a measure of general alienation established concurrent validity.
The authors propose that the use of the marketplace alienation index in studies involving those who are affected by our country's
business climate may prove useful. For example, one would hypothesize that increasing alienation from the marketplace would
be associated with support of consumerist goals, or even of additional government legislation to control problems that the
individual feels is uncontrollable by him because of the bigness and indifference of modern day enterprise.
Pepsico, Inc. 相似文献
113.
Julie A. Ruth Frédéric F. Brunel Cele C. Otnes 《Journal of the Academy of Marketing Science》2002,30(1):44-58
While emotions have been shown to have significant influence on various consumer behaviors, the cognitive appraisals linked
to consumption emotions have not been fully explored. This research investigates how individuals' cognitive interpretations
of situations correspond to the emotions they experience in these contexts. Using analysis of variance and multiple discriminant
analysis, our results show a systematic relationship between cognitive appraisals and 10 consumption emotions. The author's
findings offer theoretical insights into these consumption emotions, the appraisal/consumption emotion correspondence, basisversus
subordinate-level category differences in emotions, and mixed consumption emotions. The findings provide a practical framework
for academics and practitioners interested in better understanding and managing consumption emotions.
Julie A. Ruth (Ph.D., University of Michigan) is an assistant professor of marketing in the School of Business—Camden at Rutgers University.
Her research interests include affect and emotions, consumer relationships, and consumer response to brand strategies such
as brand alliances and sponsorships.
Frédéric F. Brunel (Ph.D., University of Washington) is an assistant professor of marketing in the School of Management at Boston University.
His research interests include consumer perceptions of product design and aesthetics, consumer attitude and affect, and gender
and sociocultural issues in consumption.
Cele C. Otnes (Ph.D., University of Tennessee) is an associate professor of business administration in the College of Commerce and Business
Administration at the University of Illinois, Urbana. Her research interests include consumer rituals, affect and consumer
ambivalence, and gift exchange. 相似文献
114.
Peter Wright Mark Kroll Peng Chan Karin Hamel 《Journal of the Academy of Marketing Science》1991,19(3):245-254
Competing theories on internal orientation versus external orientation are examined. The relevant theories are amalgamated
and condensed into a number of competing propositions that are empirically tested. The findings suggest that the internally
oriented businesses as well as the externally oriented businesses underperform the efficient, marketing oriented businesses. 相似文献
115.
116.
Does the competition mode influence the delegation decisions of the firm owners? By constructing a vertical negotiation game model, we find that under Cournot competition in the downstream market, the downstream firm's owner will not choose delegation, whereas under Bertrand competition, the downstream firm's owner will choose delegation. If the product substitution is relatively large, the adoption of delegation management by the owners of downstream firms under Bertrand competition will bring higher profits. It further shows that compared with the situation of no delegation, delegation management may reverse the social welfare ranking under Bertrand and Cournot competitions. 相似文献
117.
The new productivity challenge 总被引:22,自引:0,他引:22
Drucker PF 《Harvard business review》1991,69(6):69-69
"The single greatest challenge facing managers in the developed countries of the world is to raise the productivity of knowledge and service workers," writes Peter F. Drucker in "The New Productivity Challenge." Productivity, says Drucker, ultimately defeated Karl Marx; it gave common laborers the chance to earn the wages of skilled workers. Now five distinct steps will raise the productivity of knowledge and service workers--and not only stimulate new economic growth but also defuse rising social tensions. 相似文献
118.
119.
F. Pearson 《International Journal of Technology and Design Education》1991,1(3):152-158
This paper describes the development of a new version of Witkin's Group Embedded Figures Test (GEFT) and two further tests of a similar type using words and letters. The new form of the Group Embedded Figures Test Consists of a number of original two dimensional figures (complex and simple). Variations of the basic two dimensional figures were obtained by establishing a geometrical progression (from following a set of simple rules) to produce increasing degrees of complexity of the complex figures. This in turn generated more simple figures within them which were used in the test items.By using words and lettersas a means of generating embedded complex/simple shapes, not only are very different types of (overall) shape possible, but also the notion of field dependence/independence can (possibly) be applied to non-spatial (in the usual sense) modes of operating within the curriculum, i.e. the humanities as opposed to design and technology subject areas. 相似文献
120.