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Institution

Babson College

EducationWellesley, Massachusetts, United States
About: Babson College is a education organization based out in Wellesley, Massachusetts, United States. It is known for research contribution in the topics: Entrepreneurship & Venture capital. The organization has 752 authors who have published 2278 publications receiving 122431 citations.


Papers
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Journal ArticleDOI
TL;DR: In this paper, the authors synthesize relationship marketing empirical research in a meta-analytic framework and find that relationship investment has a large direct effect on seller objective performance, which implies that additional meditated pathways may explain the impact of relationship marketing on performance.
Abstract: Relationship marketing (RM) has emerged as one of the dominant mantras in business strategy circles, though RM investigations often yield mixed results. To help managers and researchers improve the effectiveness of their efforts, the authors synthesize RM empirical research in a meta-analytic framework. Although the fundamental premise that RM positively affects performance is well supported, many of the authors' findings have significant implications for research and practice. Relationship investment has a large direct effect on seller objective performance, which implies that additional meditated pathways may explain the impact of RM on performance. Objective performance is influenced most by relationship quality (a composite measure of relationship strength) and least by commitment. The results suggest also that RM is more effective when relationships are more critical to customers (e.g., service offerings, channel exchanges, business markets) and built with an individual person rather than a selling firm (which partially explains the mixed effects between RM and performance reported in previous studies).

2,467 citations

Journal ArticleDOI
TL;DR: In this article, the authors provide an overview of the existing literature on customer experience and expand on it to examine the creation of a customer experience from a holistic perspective, and propose a conceptual model, in which they discuss the determinants of customer experience.

2,337 citations

Journal ArticleDOI
TL;DR: In this paper, the authors define social entrepreneurship and discuss its contributions to creating social wealth; offer a typology of entrepreneurs' search processes that lead to the discovery of opportunities for creating social ventures; and articulate the major ethical concerns social entrepreneurs might encounter.

2,136 citations

Journal ArticleDOI
TL;DR: In this article, the authors propose a comprehensive store choice model that includes three types of store environment cues (social, design, and ambient) as exogenous constructs, various store choice criteria (including shopping experience costs that heretofore have not been included in store choice models) as mediating constructs, and store patronage intentions as the endogenous construct.
Abstract: Research on how store environment cues influence consumers’ store choice decision criteria, such as perceived merchandise value and shopping experience costs, is sparse. Especially absent is research on the simultaneous impact of multiple store environment cues. The authors propose a comprehensive store choice model that includes (1) three types of store environment cues (social, design, and ambient) as exogenous constructs, (2) various store choice criteria (including shopping experience costs that heretofore have not been included in store choice models) as mediating constructs, and (3) store patronage intentions as the endogenous construct. They then empirically examine the extent to which environmental cues influence consumers’ assessments of a store on various store choice criteria and how those assessments, in turn, influence patronage intentions. The results of two different studies provide support for the model. The authors conclude by discussing the results to develop an agenda for addit...

2,088 citations

Journal ArticleDOI
TL;DR: In this article, the authors synthesize relationship marketing empirical research in a meta-analytic framework and show that relationship investment has a large, direct effect on seller objective performance, which implies that additional meditated pathways may explain the impact of relationship marketing on performance.
Abstract: Relationship marketing (RM) has emerged as one of the dominant mantras in business strategy circles, though RM investigations often yield mixed results To help managers and researchers improve the effectiveness of their efforts, the authors synthesize RM empirical research in a meta-analytic framework Although the fundamental premise that RM positively affects performance is well supported, many of the authors’ findings have significant implications for research and practice Relationship investment has a large, direct effect on seller objective performance, which implies that additional meditated pathways may explain the impact of RM on performance Objective performance is influenced most by relationship quality (a composite measure of relationship strength) and least by commitment The results also suggest that RM is more effective when relationships are more critical to customers (eg, service offerings, channel exchanges, business markets) and when relationships are built with an individual person rather than a selling firm (which partially explains the mixed effects between RM and performance reported in previous studies)

2,056 citations


Authors

Showing all 757 results

NameH-indexPapersCitations
Mike Wright12777564030
Shaker A. Zahra10429363532
Dean A. Shepherd9430036740
Dhruv Grewal8222941013
Johan Wiklund7428830038
Howard E. Aldrich7221033843
Per Davidsson7130932262
Thomas H. Davenport6414940743
Candida G. Brush6017218256
William B. Gartner4913924248
John B. Cullen4512012093
Paul D. Reynolds4514313523
Friederike Welter4531610616
Siri Terjesen441628641
Pramodita Sharma4412414482
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Performance
Metrics
No. of papers from the Institution in previous years
YearPapers
20232
20227
202188
202096
2019115
2018108