Relationship marketing—establishing, developing, and maintaining successful relational exchanges—constitutes a major shift in marketing theory and practice. After conceptualizing relationship marke...

The Commitment-Trust Theory of Relationship Marketing

The attainment of quality in products and services has become a pivotal concern of the 1980s. While quality in tangible goods has been described and measured by marketers, quality in services is la...

A Conceptual Model of Service Quality and Its Implications for Future Research

This chapter aims to develop one of perhaps multiple specifications of embeddedness, a concept that has been used to refer broadly to the contingent nature of economic action with respect to cognition, social structure, institutions, and culture. Research on embeddedness is an exciting area in sociology and economics because it advances understanding of how social structure affects economic life. The chapter addresses propositions about the operation and outcomes of interfirm networks that are guided implicitly by ceteris paribus assumptions. While economies of time due to embeddedness have obvious benefits for the individual firm, they also have important implications for allocative efficiency and the determination of prices. Under the conditions, social processes that increase integration combine with resource dependency problems to increase the vulnerability of networked organizations. The level of investment in an economy promotes positive changes in productivity, standards of living, mobility, and wealth generation.

Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness

Marketing academicians and practitioners have been observing for more than three decades that business performance is affected by market orientation, yet to date there has been no valid measure of ...

https://www.jstor.org/stable/pdfplus/1251757.pdf

The Effect of a Market Orientation on Business Profitability

This research addresses three questions: (1) Why are some organizations more market-oriented than others? (2) What effect does a market orientation have on employees and business performance? (3) D...

Market orientation: Antecedents and consequences

“Quadrads” (double dyads) of interviews, each conducted with a pair of marketing executives at a Japanese vendor firm and a pair of purchasing executives at a Japanese customer firm, provided data 

https://www.jstor.org/stable/pdfplus/1252055.pdf

Corporate culture, customer orientation, and innovativeness in Japanese firms : a quadrad analysis

The authors investigate the role of trust between knowledge users and knowledge providers. The kind of knowledge of special concern is formal market research. Users include marketing and nonmarketi...

Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations:

Building on previous work suggesting that trust is critical in facilitating exchange relationships, the authors describe a comprehensive theory of trust in market research relationships. This theor...

/pdf/factors-affecting-trust-in-market-research-relationships-nbya3hrpvf.pdf

Factors affecting trust in market research relationships.

Contemporary work on marketing management is grounded implicitly in a structural functionalist or contingency perspective of organizational functioning. However, the field of organizational behavio...

Organizational Culture and Marketing: Defining the Research Agenda:

Only recently have marketing scientists become concerned with issues in the philosophy of science. This paper points to one neglected area—the implications of a theoretical tradition for the select...

Rohit Deshpandé

Papers

Corporate culture, customer orientation, and innovativeness in Japanese firms : a quadrad analysis

Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations:

Factors affecting trust in market research relationships.

Organizational Culture and Marketing: Defining the Research Agenda:

“Paradigms Lost”: On Theory and Method in Research in Marketing: