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941.
ABSTRACTPurpose: Problems of relationship quality and interfirm conflict in business-to-business settings are serious concerns that need to be addressed. Thus, the authors have engaged in an extensive review to promote an understanding of these complex issues. This article develops an integrated framework for analyzing wide-ranging relations between individual representatives and patterns of interfirm incompatibility for managerial control.Methodology/approach: The review involves numerous sources that include articles and monographs. A theoretical framework is constructed to integrate fragmented empirical data. In particular, social identity and commitment-trust theories are mobilized for this framework.Findings: The review of studies has a substantial consistency with the theoretical framework. The article outlines a causal chain from interpersonal agent dissimilarities to dysfunctional buyer–supplier relations, culminating in interfirm pathological conflict. Moderating factors in the causal chain are: agent identity differentiation (for interpersonal dissimilarity), supplier relations mismanagement (for buyer–supplier relationship quality), and interfirm opportunism (for interfirm pathological conflict). Buyer–supplier interfirm incompatibility mediates the causal link between interpersonal dissimilarity and buyer–supplier relationship quality. Identity differentiation, the validation of one’s self-image, is introduced as a process that determines buyer–supplier agent interpersonal dissimilarity judgments. This framework uses a contextual perspective. It describes interactions between observations of micro-level phenomena of interpersonal dissimilarities and macro-level models of interfirm fit. From a managerial perspective, interpersonal relations between individual buyer and supplier agents may be further strengthened by such strategies as expanding the scope of the interpersonal relationship, relaxation of role responsibilities, and volunteering business-related contact referrals.Originality/value: A new theoretical framework has been devised to predict and explain relationship quality and interfirm pathological conflict in the business-to-business context. The framework contributes to the value of the knowledge base by serving as a means for building new diagnostic tools for assessment of interfirm behavioral issues affecting exchanges. New concepts are introduced to enhance current literature on business-to-business marketing. The framework provides concreteindicators that operationally define ideas and enable or improve measurement for empirical modeling. 相似文献
942.
The purpose of this article was to examine a research method designed for testing marketing communication themes. The theme testing approach, which was based on perceptual mapping procedures, focused on communication potency issues such as the degree to which the communication achieves marketing communication objectives, is compatible with the image of the source, is compatible with the target consumers' preferences and is differentiated from competitors' market positions. The results of convergent and discriminant validity tests suggested strong support for the theme testing method. 相似文献
943.
Nicky Mee 《Journal of Marketing Communications》2013,19(4):297-308
This paper is a case study that evaluated the effects of a communications campaign for increasing recycling rates and positively influencing recycling attitudes and the behaviour of residents in Rushcliffe. Household waste is growing by approximately 3% each year and there is a need for a planned and sustained strategy that is regularly evaluated and adapted in order to achieve positive environmental outcomes and a mutual understanding between a council and its residents. The research reported is longitudinal and involved large‐scale surveys that explored attitudes to the current refuse collection methods, the new recycling service and the effectiveness of the communications tools used. 相似文献
944.
Tracy L. Tuten 《Journal of Marketing Communications》2013,19(2):79-94
Gay men and lesbian consumers are increasingly representing a desired target audience for brands seeking to build brand loyalty in an under‐tapped market. The existing literature on marketing to gay men and lesbians suggests that brands targeting this market should position themselves as gay‐friendly. Nevertheless, little is known about consumer perceptions of gay‐friendliness, its antecedents or the socialization processes relevant to establishing a brand's gay‐friendly claim. This paper attempts to fill this void by reporting the results of a survey of gay men and lesbian consumers. The survey assessed the factors involved in perceptions of gay‐friendliness, socialization sources and the relationship between gay‐friendly brand claims and attitudes towards the brand. 相似文献
945.
Philip J. Kitchen J. Graham Spickett‐Jones Tony Grimes 《Journal of Marketing Communications》2013,19(2):149-168
The all‐important focus upon brands and brand success is underpinned – of necessity – by well‐designed and well‐executed integrated marketing communications (IMC). This qualitative paper explores perceptions of IMC in relation to branding within senior UK‐based advertising and public relations agencies in terms of current perceptions, implementation, coordination, evaluation, barriers, budgetary issues, decision‐making; and managerial implications for the future of IMC. The paper describes the findings from a series of depth interviews with senior executives from leading advertising and public relations agencies. While the findings do indicate the presence of ongoing barriers to the adoption and usage of integrated solutions, these barriers are as much an issue to do with clients as with the agencies themselves. Nonetheless, there seems to be an issue concerned with remodelling working practices to accommodate new and seamless ways of working creatively across all promotional mix elements. Thus, while the principles of integrated marketing communications are sound, the actual mechanisms for application still need further work –in terms of both application and measurement, and the need for in‐depth research. We also endorse and reiterate oft‐repeated calls for research with client organizations. 相似文献
946.
This study, using a content analysis method, explored whether and to what extent multinational corporate websites targeting different markets are standardized. It also tested three organizational factors – country of origin, company size, and product type – for their potential influence on the level of corporate website standardization. A sample of 52 top US-based multinational companies and 52 Korea-based multinational companies was drawn and a total of 104 pairs of websites for these companies were content-analyzed. Overall, the degree of website standardization was not significantly different between companies based in the two countries. The results suggest that both US and Korean multinational corporations tend to maintain their websites in a similar way when targeting the home and foreign markets. Among the three organizational factors, only product type – B2B versus B2C products and durables versus non-durables – was found to be significantly associated with the level of website standardization. This study makes important contributions to the research literature by offering new information on the current state of multinational corporate website strategies and advancing our knowledge about international marketing communications on the Internet and influencing factors. 相似文献
947.
‘Culture is communication and communication is culture,’ as Hall (1976, Beyond culture, Garden City, NY: Anchor Books, Doubleday) reminds us. The main purpose of this paper was to assess the impact of technology on the Arab communication style. The Internet is a unique environment with particular characteristics that might cause shifts in people's communication styles. The setting/context of online communication is very different from face-to-face communication and thus assumptions about communication styles need to be reexamined. The data analysis indicates that significant changes to the Arab culture are taking place and these changes are likely to have an impact on marketing practices in the region. 相似文献
948.
This study is the first multi-year examination of the relative influence of the four main variables said to influence sponsorship recall. Sponsor recall data were collected from season ticket holders (STHs) of 10 professional sports teams, over periods ranging from 3 to 5 years per team. Across those teams and over that time, 309 sponsor–team relationships were examined, and sponsor recall data from over 117,000 individual STHs were collected. Sponsorship length and level were shown to have the strongest impact on recall, followed by relatedness and prominence. These variables affected both the recall of current sponsors and the decay rates of residual recall following the end of a sponsorship. The average rates of sponsor recall growth and decline have been derived from these data, giving managers a tool by which to benchmark sport sponsorship recall performance. 相似文献
949.
Although integrated marketing communication (IMC) has progressed towards mid-range maturity level, its full-scale adoption has been impeded by a lack of consensus on its defining constructs. The purpose of this study is to move from abstraction to define the construct of strategic integration (SI) and develop this into a management tool, thus making an important contribution to both the theory and practice of IMC. Drawing from both IMC and strategic management literature, the construct of SI is operationalised into a number of key factors and a well-cited management model, Fuchs' ‘integration valuator’ is explored as the starting point of a measurement tool for IMC. To do this, a Delphi study invites the scrutiny of an expert panel of world-leading IMC researchers and practitioners. The panel validated the model construction process, redefined overarching constructs and key factors with a high degree of consensus, supported a process measure, suggested a weighted evaluation measure and recognised the importance of developing such a measure. They delivered clear and consistent imperatives guiding model development. The result is a measure of SI that evaluates organisational proficiency and diagnoses the integration of IMC campaigns. It also advances theory by providing a better understanding of the construct of SI. 相似文献
950.
AbstractMedia investments are continuously shifting from traditional media like newspapers to digital alternatives like websites and social media. This study investigated if and how media choice between the two rival channels can influence consumers’ perceptions of a novel brand. 504 Swedish retail fashion customers participated in an experiment to evaluate the identical advertisement placed either in a national newspaper or on Facebook. The results revealed that advertising in a newspaper can have a positive effect on brand equity facets and purchase intention through brand personality perceptions of being competent, while advertising on Facebook have similar effects but through perceptions of being exciting. Besides some evidence that choice between traditional and new media affects brand personality this study is one of the first attempts to incorporate media channel choice into the broader customer-based brand equity framework. The results from this particular study suggest that media channel choice should be considered from a brand equity building perspective at least in the fashion category. This study shows that different media channels could complement each other strategically, as traditional media channels still can have valuable and unique contributions to brand building through brand personality perceptions, especially for brands striving to be perceived as competent. 相似文献