Showing papers in "Industrial Marketing Management in 2009"

TL;DR: In this article, the authors proposed a model with customer trust, customer identification and customer commitment as the key intervening factors between corporate reputation and customer purchase intention and willingness to pay a price premium.

TL;DR: In this article, the authors examined the relationship among entrepreneurial orientation, knowledge creation process, and firm performance using survey data from 165 entrepreneurs and found that entrepreneurial orientation is positively related to firm performance.

TL;DR: In this article, structural equations modeling (SEM) was used to explore the positive effects of relationship learning and absorptive capacity on competitive advantages of companies through their innovation performances in Taiwanese manufacturing industry.

TL;DR: The authors empirically examines the role of operant resource-based capabilities as antecedents to a firm's value offering and finds that firms seeking to create a superior value offering for customers should invest in and nurture operant resources-based capability.

TL;DR: In this article, the authors examined commitment from the customer's perspective, consisting of three components: calculative, affective and normative, and found that affective commitment is the only one of the three components that significantly influences customer loyalty.

TL;DR: In this paper, the authors explore how firms are attracted to one another within buyer-supplier dyads and propose a conceptual model of attraction with theoretical underpinnings in social exchange theory.

TL;DR: In this article, the authors take a component-wise approach to investigate the effects of market orientation in new-to-the-world product innovation, and examine how other variables interplay with market orientation to affect product development.

TL;DR: In this paper, a performance measurement framework called a customer relationship management (CRM) scorecard is proposed to diagnose and assess a firm's CRM practice, which is developed through a rigorous and stepwise development process collaborated with a number of firms in a variety of industries.

TL;DR: In this article, three prominent theoretical approaches to explain alliance success rely on resources, competences, and relational factors, and the authors theorize that the three approaches are interdependent and, using resource advantage theory as a framework, develop an integrative model.

TL;DR: In this article, the authors focus on the potential impact of enhanced strategic relationships between the boundary-spanning functions in supplier organizations, focusing on the alignment between the organizational groups managing: marketing, sales and strategic account management; purchasing and supply strategy; and, collaborations and external partnerships.

TL;DR: A metatheoretical, contingency-based framework of inter-organizational network management is introduced and it is argued that management tasks, derived from more general management functions and contingent upon network characteristics, differ according to network type.

TL;DR: In this paper, the authors explore the management challenges of emerging new business fields by using a network perspective and identify and examine the company-level capabilities involved in the management of these core activities.

TL;DR: In this paper, the authors examine knowledge management in a franchising context, where franchisors and franchisees are independent entities linked together in a contractual (some even use the word hybrid) relationship.

TL;DR: The authors empirically demonstrate that without these requisite selling skills, salespeople are better off utilizing a sales orientation approach, as opposed to a customer orientation approach and show that specific selling skills can impact sales performance directly as well as moderate the impact that both a "sales orientation" and a "customer orientation" ultimately have on sales performance.

TL;DR: In this paper, the authors outline the development and validation of a measure of reciprocity, which extends traditional quid pro quo interpretations to include behavior designed to stabilize relationships in times of exchange breakdown This includes resisting and not returning harm and making reparation for harm done.

TL;DR: In this paper, the authors explore the reasons behind the problems in logistics outsourcing and conclude that increasing interaction between buyer and provider would be beneficial to the outcome of outsourcing, and apply the industrial network model for the analysis of potential consequences of outsourcing.

TL;DR: In this paper, the impact of managers' dispositional factors on new product portfolio management (NPPM) strategy is investigated by examining three divisions of a single conglomerate firm operating in different business-to-business markets.

TL;DR: In this paper, the authors explored the impact of some behaviors of strategic account managers on the relational outcomes of the relationships they are in charge of and found that team selling has a positive impact on the attainment of synergistic solutions, thereby fostering customer trust.

TL;DR: In this article, the role of relational capabilities with employees, customers and strategic partners on process and performance outcomes in a business-to-business context is examined, and the authors demonstrate how satisfied and loyal employees are better in developing relationships with customers and partners.

TL;DR: In this article, the authors examined whether certain coping strategies moderate the impact of work-related stressors on salesperson burnout, and found that problem-focused coping strategies significantly moderate the effect of role stress on feelings of emotional exhaustion in an industrial sales setting.

TL;DR: In this article, the authors examine the relationship between marketing and purchasing as a result of the shift from product-to capability-focused commerce and suggest that the marketing and buying departments will become closer due to two major reasons.

TL;DR: In this paper, the relationship between strategic skills and performance is mediated by supplier integration and a dominance analysis is performed to identify which strategic skills are most likely to explain status integration, and performance.

TL;DR: In this paper, the authors explore four interrelated strategic concepts: core competencies, economies of scale and scope, knowledge sharing, and learning, and identify implications for industrial managers and directions for future research.

TL;DR: In this article, the impact of market orientation on sales manager control approaches has not been previously considered, and sales manager competencies in behavior-based control have not been examined, as research has focused on the level and form of control.

TL;DR: In this paper, the effect of market orientation on relationship learning and relationship performance and the moderating effect of relationship quality in Taiwan manufacturing industry was explored from dyadic perspectives, and the results revealed that both customer market orientation and supplier market orientation are positively related to relationship learning.

TL;DR: In this article, the authors show how commission compensation can be viewed as a sales performance contingent reward and the extent of its use to reward performance, coupled with a sales control system, impacts salesperson intrinsic motivation in a relationship selling environment.

TL;DR: In this article, the authors assess the current understanding in the academic literature of the intra-organisational dimension of relational capabilities, focussing on the adoption of internal mechanisms supporting international sourcing activities.

TL;DR: In this article, the authors employed a multi-method approach to determine the key variables, including: database currency, internal database utilization, database accuracy and performance based reward systems utilized to construct the firm's customer information orientation, in order to develop statistical measures of the relationships of selected variables.

TL;DR: In this paper, the authors identify the critical interfaces and the knowledge sharing benefits and how the strength of the relationships at those interfaces can become the basis for building organisational reputation and create an environment more conducive to co-operation and knowledge sharing.

TL;DR: In this paper, the interaction effects of quality and innovativeness on new product performance are analyzed and the main and joint impact of these variables on short-term product performance is provided.