University of Colorado Colorado Springs

About: University of Colorado Colorado Springs is a education organization based out in Colorado Springs, Colorado, United States. It is known for research contribution in the topics: Population & Poison control. The organization has 6664 authors who have published 10872 publications receiving 323416 citations. The organization is also known as: UCCS & University of Colorado at Colorado Springs.

Organization-Based Self-Esteem: Construct Definition, Measurement, And Validation

Abstract: The article introduces the construct “organization-based self-esteem” and its measurement. We developed a partial nomological network resulting in a set of hypotheses that guided efforts to validat...

Antecedents and Consequences of Customer – Company Identification: Expanding the Role of Relationship Marketing

Abstract: This article presents an empirical test of organizational identification in the context of customer–company (C-C) relationships. It investigates whether customers identify with companies and what the antecedents and consequences of such identification are. The model posits that perceived company characteristics, construed external image, and the perception of the company’s boundary-spanning agent lead to C-C identification. In turn, such identification is expected to impact both in-role behavior (i.e., product utilization) as well as extra-role behavior (i.e., citizenship). The model was tested in a consultative selling context of pharmaceutical sales reps calling on physicians. Results from the empirical test indicated that customers do indeed identify with organizations and that C-C identification positively impacts both product utilization behavior and extra-role behavior even when the effect of brand perception is accounted for. Second, the study found that the organization’s characteristics as well as the salesperson’s characteristics contributed to the development of C-C identification.

The Performance Implications of Fit among Business Strategy, Marketing Organization Structure, and Strategic Behavior:

Abstract: Adopting a contingency perspective, the authors present and test a fit-as-moderation model that posits that overall firm performance is influenced by how well the marketing organization's structural characteristics (i.e., formalization, centralization, and specialization) and strategic behavioral emphases (i.e., customer, competitor, innovation, and cost control) complement alternative business strategies (i.e., prospector, analyzer, low-cost defender, and differentiated defender). Responses from 228 senior marketing managers provide support for the model and demonstrate that each strategy type requires different combinations of marketing organization structures and strategic behaviors for success.

Decision-Making Style: The Development and Assessment of a New Measure

Abstract: A multistage, four sample study was conducted to develop a conceptually consistent and psychometrically sound measure of decision-making style. Construct definitions were developed from prior theory, and items were written to assess rational, avoidant, intuitive, and dependent decision-making styles. A series of principal-axis factor analyses with varimax rotation and subsequent item analyses were conducted to develop four conceptually distinct scales with acceptable internal consistency (alpha ranging from .68 to .94) and a stable factor structure. In the process of scale development, a fifth style (spontaneous) was identified. Tests for independence among the five decision-making style scales and concurrent validity analyses were conducted. Finally, discussion of the new instrument with reference to the extant literature is provided.