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51.
Rosemary P. Ramsey Greg W. Marshall Mark W. Johnston Dawn R. Deeter-Schmelz 《Journal of Business Ethics》2007,70(2):191-207
Demographic differences among consumer groups have become increasingly important to the development of marketing strategies.
Marketers depend heavily on the sales force to implement strategies at the consumer level and, not surprisingly, different
groups may view the salesperson’s role differently. Unfortunately, unethical sales practices targeted at various consumer
groups, and especially at seniors, have been utilized as well. The purpose of this study is to provide initial empirical evidence
of the ethical ideological make-up of four age segments outlined by Strauss and Howe (1991, Generations: The History of America’s Future 1584–2069, Morrow, New York) and to examine the propensity for these groups (seniors, in particular) to respond differentially to potentially
unethical sales tactics. Data were collected from 179 respondents representing the four generational age groups. MANOVA revealed
that the seniors in this study were distinct with respect to ethical ideology and less accepting of unethical sales tactics.
Managerial implications are discussed for sales organizations to maximize their effectiveness across consumer groups.
Rosemary P. Ramsey (Ph.D., University of Cineinnati) is Professor of Marketing in the Raj Soin College of Business at Wright
State University, Dayton, OH, USA. Rosemary spent several years as a marketing and sales practitioner in the private sector,
primarily for NCR Corporation. She is interested in relationship development as it pertains to buyer-seller interactions,
salespersons with their sales managers, and team dynamics. She has been on the faculty at University of Kentucky and University
of South Florida. She was in administration at Eastern Kentucky University, Cleveland State University, and Wright State University.
She is published in the Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, Journal of Personal Selling
& Sales Management, among others. She was recently honored by Who’s Who among America’s Teachers and Who’s Who in Executives and Professionals.
Greg W. Marshall (Ph.D., Oklahoma State University) is Professor of Marketing and Strategy in the Roy E. Crummer Graduate
School of Business at Rollins College, Winter Park, FL, USA, Greg’s research centers on the areas of sales force selection,
performance, and evaluation; adoption and successful use of technology by salespeople; sales force diversity; decision making
by marketing managers; and intraorganizational relationships. He is Editor of the Journal of Marketing Theory and Practice.
His industry experience includes thirteen years in selling and sales management, product management, and retailing with companies
such as Warner Lambert, Mennen, and Target Corporation. He is a frequent consultant and trainer in the area of strategic marketing.
Greg serves on the editorial review boards of the Journal of the Academy of Marketing Science, Journal of Business Research, and Industrial Marketing Management.He is co-author of the books, Sales Force Management 9e and Relationship Selling and Sales Management 2e, both published by McCraw-Hill, and Marketing: Real People, Real Choices 5e, published by Prentice Hall.
Mark W Johnston (Ph.D., Texas A&M University) is the Alan and Sandra Gerry Professor of Marketing and Ethics at the Roy E.
Crummer Graduate School of Business at Rollins College, Winter Park, FL, USA. Mark has conducted a number of seminars around
the world on a variety of topics including ethical issues in marketing, sales force motivation, managing turnover in the organization,
sales training issues, and improving overall sales performance. He has served as a marketing consultant to a number of organizations
around the country. A partial list of his research includes publications in theJournal of Marketing Research, Jotunal of Applied Psychology, Journal of Business Research, and Journal of Personal Selling
& Sales Management. He is co-author of the books Sales Force Marnagement 9e and Relationship Selling and Sales Management 2e, both published by McGraw-Hill.
Dawn R, Deeter-Schmelz (Ph.D., University of South Florida) is Chair and O’Bleness Professor of Marketing at Ohio University,
Athens, OH, USA. Her research interests include customer service teams, sales management and buyer-seller relationship issues,
business-to-business e-commerce, and scale development. She has published in Journal of the Academy of Marketing Science, Journal of Marketing Theory and Practice, Industrial Marketing Management, Journal
of Personal Selling & Sales Management, Journal of Marketing Education, and Journal of Business Logistics, among others.
In a marketplace where the consumer is King ... understanding the fundamental needs, values, icons and historical experiences
of the various generations is more critical than ever. Generational mindsets and feelings are major factors in determining
...an effective marketing strategy. —Fishman (2004), p. 4 相似文献
52.
Rosemary Batt 《劳资关系》2004,43(1):183-212
This article offers a political explanation for the diffusion and sustainability of team-based work systems by examining the differential outcomes of team structures for 1200 workers, supervisors, and middle managers in a large unionized telecommunications company. Regression analyses show that participation in self-managed teams is associated with significantly higher levels of perceived discretion, employment security, and satisfaction for workers and the opposite for supervisors. Middle managers who initiate team innovations report higher employment security but otherwise are not significantly different from their counterparts who are not involved in innovations. By contrast, there are no significant outcomes for employees associated with their participation in off-line problem-solving teams. 相似文献
53.
A bstract . Women receive better returns than men in authority in the competitive sector of the economy, all else being equal (including gender-type of occupation and firm size). This finding supports a hypothesis drawn from organizations theory and Becker (1971) (1957). In addition, this analysis shows that while differences in education and hours worked per week do help explain the gender difference in authority in the workplace , gender differences in domestic responsibilities have little direct effect on authority attainment. 相似文献
54.
This empirical study advances the understanding of the theory of investment in human capital by outlining limitations to its applicability in the context of return to education. The study uses the concept of moral hazard to examine circumstances when financial support for education purpose generates less desirable post-graduation incomes. This study explores the relationship between financial support and post-graduation incomes using data from the Survey of Income and Program Participation that is designed to measure the economic situation of individuals. Results suggest that students are less likely to engage in moral hazardous behavior to the degree to which they are older and to the degree to which they receive costlier financial assistance. 相似文献
55.
People with disabilities in the U.S. command a buying power of $220 billion. This study combines service quality theory and disability orientation theory to focus on perceived service quality for this segment, with attribution theory providing a connecting framework. The results show that there is much room for improvement. A survey among people with disabilities reveals that retailers are rated lower on accessibility than on traditional service quality dimensions. Furthermore, feelings of disability pride and social activism (mediated by a sense of exclusion) significantly affect ratings of accessibility. Service “intangibles” such as assurance and empathy have the greatest positive effect on service quality ratings, which in turn significantly affect purchase intention (mediated by customer satisfaction). Implications and research issues are discussed. 相似文献
56.
57.
58.
Economic theory suggests that price competition is in part driven by actively searching buyers. An exploratory study in a major midwestern grocery market revealed that executives responsible for pricing decisions overestimate the size of the price-driven shopping segment. The reasons behind this perception and its impact on pricing decisions are examined. 相似文献
59.
Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes 总被引:4,自引:0,他引:4
Rosemary P. Ramsey Ravipreet S. Sohi 《Journal of the Academy of Marketing Science》1997,25(2):127-137
A thorough understanding of how businesses gain and maintain long-term relationships with clients is critical in today’s environment.
This study develops a scale for salesperson listening behavior and investigates the impact of customers’ perceptions of salespeople’s
listening behavior on trust, satisfaction, and anticipation of future interaction. A structural equations model is developed
and empirically tested using a sample of new car buyers. The research results suggest that listening is a higher-order construct
composed of three dimensions: (a) sensing, (b) evaluating, and (c) responding. When customers perceive a high level of listening
behavior by a salesperson, it enhances their trust in the salesperson and leads to greater anticipation of future interaction.
Implications and future research issues are discussed.
Her research interests include measurement issues, buyer-seller relationships, sales technology, and creativity. She has published
inJournal of Retailing, Journal of Business Research, Journal of Personal Selling & Sales Management, and various other journals and proceedings.
His research interests include issues in personal selling, sales management, and channels of distribution. He has published
inEuropean Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Macromarketing, Journal of Marketing
Theory and Practice, Journal of Retailing, Psychology and Marketing, and various conference proceedings. 相似文献
60.
Glenn Morgan Diana Rosemary Sharpe William Kelly & Richard Whitley 《Journal of Management Studies》2002,39(8):1023-1044
The expansion of Japanese FDI into the UK manufacturing sector during the 1980s and early 1990s gave rise to the debate on the Japanization of British industry. The paper argues that this debate was constructed from a Western perspective. It did not locate the strategies and structures of Japanese subsidiaries within the broader context of how Japanese multinational corporations were evolving in this period. The necessity to look at these issues from a more global perspective is reinforced by the changes which have occurred since the mid 1990s in the environment for Japanese multinationals. The global economy offers more choices to firms about their location as well as facing them with a more competitive environment. In the Japanese case, this is leading to a growing differentiation between standardized mass production (which can be located in Asia and Eastern Europe) and science–led sectors of industrial production (which necessitate location near to centres of research and development expertise in the USA and Europe). This means that Japanese firms are reconsidering the strategy and structure of their subsidiaries in the UK. Standardized mass production will only survive in the UK as long as costs can be pushed further down and productivity increased, both of which are difficult conditions to meet given possibilities elsewhere in the world for cheap mass production. The growing area of investment will be in science–based manufacturing, though here the UK will be competing against the USA and Germany for Japanese investment. Here, however, the organizational and management characteristics of Japanese subsidiaries will make the necessary connections with local managers and local networks of expertise difficult to achieve. Thus Japanese subsidiaries in the UK are in a period of prolonged uncertainty about their role in the future. These changes open up the necessity for a new agenda of research which goes beyond the Japanization approach and is concerned with the organization and management of Japanese multinationals in an era of global competition. 相似文献