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111.
112.
This paper investigates the post-issue operating performance of companies that conducted seasoned equity offerings (SEO) in
the Stock Exchange of Thailand (SET) during the period 1991 to 1994. It is documented that SEO firms exhibited declining operating
performance after the offering. Further, there is a negative relation between inside ownership concentration and postissue
operating performance decline. In support of the signaling effect, the ratio of issue proceeds to pre-issue equity also negatively
relates to post-issue operating performance. Further, the negative relation between issue proceeds and operating performance
decline is intensified among SEO firms with high insider ownership concentration. The finding offers evidence in support of
agency conflicts and information asymmetry and suggests that the two factors are operating simultaneously. 相似文献
113.
T. Bettina Cornwell Stephen W. Pruitt John M. Clark 《Journal of the Academy of Marketing Science》2005,33(4):401-412
This study presents analysis of the impact of “official product” sports sponsorships with the National Football League (NFL),
Major League Baseball (MLB), the National Hockey League (NHL), the National Basketball Association (NBA), and the Professional
Golfers Association (PGA) on the stock prices of sponsoring firms. The primary finding of the study is that, in the main,
announcements were accompanied by increases in shareholder wealth. The 53 sponsors analyzed experienced mean increases in
stock valuations of about $257 million. A multiple regression analysis of firm-specific stock price changes and selected corporate
and sponsorship attributes indicates that official product sponsorships with the NBA, NHL, and PGA and those with smaller
market shares were associated with the largest gains in share prices. Although corporate cashflow (a proxy for agency conflicts)
is statistically unrelated to shareholder approval, sponsorships by high-technology companies were associated with stronger
stock price reactions than otherwise. Finally, product congruence with the sponsored sport was positively related to changes
in stock prices.
T. Bettina Cornwell (b.cornwell@business.uq.edu.au) is Professor of Marketing and Leader of the Marketing cluster in the UQ Business School at
the University of Queensland, Australia. She was formerly Professor of Marketing in the Fogelman College of Business and Economics
at the University of Memphis. She received her Ph.D. from the University of Texas. Her research focuses on promotion and consumer
behavior, especially with regard to international and public policy issues. Other articles on the topic of sponsorship-linked
marketing have recently appeared in theJournal of Advertising, the Journal of Advertising Research, theJournal of Business Research, andPsychology & Marketing.
Stephen W. Pruitt (pruittst@umkc.edu) is the holder of the Arvin Gottlieb/Missouri Endowed Chair of Business Economics and Finance in the Henry
W. Bloch School of Business and Public Administration at the University of Missouri-Kansas City. He received his Ph.D. from
Florida State University. He has published more than 45 articles, most of which employ event study methodologies, in journals
such as theJournal of Finance, theJournal of Political Economy, Financial Management, theJournal of Public Policy and Marketing, and theJournal of Advertising Research.
John M. Clark (clarkj@cba.usm.edu) is an assistant professor of finance at the University of Southern Mississippi. He received his Ph.D.
from the University of Alabama. His research interests include options and other derivatives, investments, and the impact
of real events upon the stock prices of corporations. His work has appeared in scholarly outlets such as theJournal of Advertising Research, theFinancial Review, and theJournal of Business Ethics. 相似文献
114.
This work draws on consumer and psychology research to explain sociocognitive aspects of product-market dynamics at a higher
level of specificity than prior research. The authors extend the field’s understanding of market-shaping shared knowledge
through a theory-informed discussion of how shared product knowledge comes to exist and how it changes as product markets
develop. They define shared knowledge as the aspects of product representations that are common across the minds of market
actors, making it possible for them to understand one another. The authors also discuss ways to track shared knowledge content
that is expressed in market narratives. As the characteristics of shared knowledge are explained and linked to stages of product-market
development, the authors develop a set of researchable propositions to guide future research. The theoretical arguments and
propositions in this article complement extant marketing strategy research by integrating individual-level consumer theory
with market evolution models.
José Antonio Rosa (jose.rosa@case.edu; Ph.D., University of Michigan) is an assistant professor of marketing at Case Western Reserve University.
His research interests include product markets as sociocognitive phenomena, embodied knowledge in consumer and managerial
sensemaking, consumer illiteracy and coping, commitment and motivation among members of network marketing organizations, and
buying group satisfaction. His research has been published in marketing and management publications, including theJournal of Marketing and theAcademy of Management Journal. Before entering academia, he worked in the automotive and information systems industries.
Jelena Spanjol (jspanjol@tamu.edu; Ph.D., University of Illinois) is an assistant professor of marketing at Texas A&M University. Her research
interests include product market dynamics, product portfolio management, innovation, sensemaking, and organizational and managerial
cognition in marketing strategy. Her research has been published in marketing and management publications, including theJournal of Marketing and several book chapters. Before academia, she worked in the scientific software industry. 相似文献
115.
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
116.
Willem Verbeke Frank Belschak Richard P. Bagozzi 《Journal of the Academy of Marketing Science》2004,32(4):386-402
This study examines the adaptive consequences of pride in personal selling and its self-regulation with colleagues and customers.
Study 1 investigates the effects of experiencing pride, where two benefits were found. First, pride increases salespersons’
performance-related motivations. Specifically, it promotes the use of adaptive selling strategies, greater effort, and self-efficacy.
Second, pride positively affects organizational citizenship behaviors. Study 2 takes an emotion-process point of view and
compares excessive pride (hubris) with positive pride. The results show that salespeople are capable of self-regulating the
expression of these emotions differently toward colleagues and customers via anticipated feelings of fear, shame, and regret.
Salespeople, in other words, are affected by their emotions, but they also are capable of controlling them to their advantage.
Willem Verbeke (verbeke@few.eur.nl) is a chaired professor of sales and account management at Erasmus University in Rotterdam, the Netherlands.
He received his Ph.D. from the University of Pennsylvania. His research has appeared in a number of academic journals, including
theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Management, theJournal of Organizational Behavior, and theJournal of Applied Psychology. His area of research interests includes personal selling, sales management, emotions and emotion regulation, social capital,
and knowledge management.
Frank Belschak (belschak@few.eur.nl) is an assistant professor of marketing and organizational behavior at Erasmus University in Rotterdam,
the Netherlands. He received his Ph.D. in organizational behavior from the University of Cologne in Germany. His current research
interests include emotions and emotion regulation in organizations and across cultures, as well as social capital and networks.
Richard P. Bagozzi (bagozzi@rice.edu) is the J. Hugh Liedtke Professor of Management in the Jesse H. Jones Graduate School of Management and
a professor of psychology at Rice University in Houston, Texas. He conducts research on human emotions, the theory of action,
goal setting and goal striving, and structural equation methods. 相似文献
117.
118.
It is becoming increasingly apparent from the literature that marketers need to consider customer-level information when they
generate a marketing strategy for the firm. In this article, the authors develop a customer-focused framework that uses a
marketing strategy with an overall objective of maximized financial performance. This strategy is driven by seven customer-level
marketing tactics and shows how actual customer data can be used to generate an actionable marketing strategy leading to optimal
levels of profitability, customer equity, and shareholder value. In addition, the authors discuss a successful implementation
of this strategy for several business-to-business and business-to-consumer firms and offer insights as to how to customize
an implementation strategy for any firm, along with presenting potential challenges a firm may encounter during the implementation
process. Several suggestions for future research are offered to explore and harness this newly available evidence.
V. Kumar (VK) (vk@business.uconn.edu) is the ING Chair Professor of Marketing and the executive director of the ING Center for Financial
Services at the University of Connecticut. He spends his time by transferring his knowledge (however little it may be) to
his two daughters about customer lifetime value, diffusion models, forecasting sales and market share, retailing, and marketing
strategy.
J. Andrew Petersen (apetersen@business.uconn.edu) is a doctoral candidate in marketing at the University of Connecticut. His research interests
include customer lifetime value, word-of-mouth effects, and customer-level marketing strategy. His research has been published
inMarketing Research Magazine and theJournal of the Academy of Marketing Science. 相似文献
119.
George M. Zinkhan 《Journal of the Academy of Marketing Science》2005,33(3):251-253
Summary In summary, it is important, from time to time, to step back and consider the publication process, as it exists in marketing
and as it operates forJAMS. As part of this consideration, the issue of journal quality is paramount.
As mentioned above, there are many ways to assess journal quality, and each method has its advantages and its limitations.
In the field of marketing, we have a long history of relying on perceptual data, and this tradition is reflected in methods
that rely on expert ratings and rankings of journals. In our field, we also have a history of trying to collect “objective”
or quantitative data, and methods that rely on citation counts fit into this tradition. Here, using contrasting but related
methods, we report encouraging evidence about the growing status and reputation ofJAMS as an influential publication outlet for marketing scholarship. 相似文献
120.
An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships 总被引:1,自引:0,他引:1
Thomas G. Brashear James S. Boles Danny N. Bellenger Charles M. Brooks 《Journal of the Academy of Marketing Science》2003,31(2):189-200
This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based
on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes
(predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust
was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism,
and indirectly related to organizational commitment and turnover intention.
Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School
of Management at the University of Massachusetts-Amherst.
James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business
at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business
relationships.
Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson
College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing.
Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing
and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice. 相似文献