Showing papers in "Journal of Marketing Channels in 2010"
TL;DR: In this paper, the authors assess the dimensionality of a multichannel retailer's cross-channel integration practices and effectiveness and test its relationship with shopping orientation and loyalty intention toward the multirannel retailers.
Abstract: This study assesses the dimensionality of a multichannel retailer's cross-channel integration practices and effectiveness. The study subsequently tests its relationships with shopping orientation and loyalty intention toward the multichannel retailers. Five dimensions of multichannel retailer's practices and effectives are identified. The findings suggest that all but one dimension of the cross-channel integration practices and effectives were positively related with the consumers' utilitarian and hedonic shopping orientation. The results also indicate that three factors—freedom in channel selection, e-mail marketing effectiveness, and appreciation of store-based customer services—were significant predictors of consumers' loyalty intention toward the multichannel retailer.
95 citations
TL;DR: In this article, a case analysis suggests that the quality of the franchise relationship is impacted by a number of factors but that effective communication is critical in ensuring shared values and, therefore, a relationship characterized by trust and commitment.
Abstract: Since the emergence of the relationship marketing paradigm, researchers have increasingly considered why some efforts at relationship marketing are more successful than others. This article explores this subject within the context of a particular form of relational exchange—the franchisor–franchisee relationship. Though the importance of good franchisor–franchisee relations have long been recognized as critical to the success of franchise systems, little attention has been given as to how this can be achieved. This article, by applying a relationship marketing framework, seeks to provide new insights into those factors that influence relationship quality and considers how relationships may evolve over time. The case analysis suggests that the quality of the franchise relationship is impacted by a number of factors but that effective communication is critical in ensuring shared values and, therefore, a relationship characterized by trust and commitment. Leadership also emerges as being very important in sh...
75 citations
TL;DR: In this article, the authors examine the evolution of multi-unit franchising research and develop an integrative model for the franchisor's choice of ownership strategy between single-unit and multiuser franchising.
Abstract: In this article, we examine the evolution of multi-unit franchising (MUF) research and develop an integrative model for the franchisor's choice of ownership strategy between single-unit and multi-unit franchising. Although several empirical studies were published on MUF in the last two decades, the research deficit primarily results from the lack of theoretical foundation of this ownership strategy. We extend the literature in the following way: First, based on the transaction cost view of governance mechanism, we examine the influence of environmental uncertainty on the choice of ownership strategy. Second, we develop hypotheses based on the resource-based and organizational capabilities view. Third, we investigate the influence of contractibility of resources and organizational capabilities on the choice of ownership strategy. Finally, we apply the screening theory and argue that specific investments of MUF have an ex-post bonding function, based on transaction cost reasoning, and an ex ante screening f...
51 citations
TL;DR: In this paper, the authors disaggregated the standardization-versus-adaptation argument by focusing on just one strategic area of the marketing mix (channel strategy), and argued that three underlying phenomena or forces in global markets (culturally distant distribution behavior, distributive institution rigidity, and international functional fragmentation) inhibit a firm's ability to standardize channel strategy in a greater degree than is the case for product, price, and promotional strategies.
Abstract: The argument over standardization versus adaptation of marketing strategy in international markets has raged for several decades. This argument has generally taken place at the aggregate level to include all four strategic areas of the marketing mix (product, price, promotion, and place) taken together. This article disaggregates the standardization-versus-adaptation argument by focusing on just one strategic area of the marketing mix—channel strategy. We argue that three underlying phenomena or forces in global markets (culturally distant distribution behavior, distributive institution rigidity, and international functional fragmentation) inhibit a firm's ability to standardize channel strategy in global markets to a greater degree than is the case for product, price, and promotional strategies.
44 citations
TL;DR: In this article, a set of firm-level attributes such as bonding, percentage of franchised units, the number of states within which the system operates, and the provis...
Abstract: Studies of international franchising are scant but increasing and can be divided into two streams of research: those focusing on environmental predictors of internationalization and those focusing on strategic, firm-level characteristics. Examining the latter category, this study empirically explores a set of firm-level attributes as predictors of decision making on whether firms seek international expansion. Using longitudinal data from Bond's Franchise Guide 2001–2008, we draw on a sample of U.S.-based fast-food franchise systems to test our hypotheses. Specifically, our database is composed of 1,058 observations of 158 chains, and we estimate a semi-parametric logistic model for international franchising. The model contributes to the literature by being the first to examine the nonlinearity of international franchising determinants using agency theory. The results show that (a) bonding, (b) the percentage of franchised units, (c) the number of states within which the system operates, and (d) the provis...
30 citations
TL;DR: In this article, the authors explored the issue of franchisee shortage in Australia and found that prospective franchisees are seeking a return on investment, provision of training, and being their own boss as being the most important attributes that franchisors could provide.
Abstract: A shortage of suitable franchisee applicants has been identified by franchisors as a major hindrance to franchise sector growth in Australia. However, there has been little investigation into this issue within organizational choice research. This represents an important gap in the literature. To explore the issue of franchisee shortage it was first necessary to determine what prospective franchisees are seeking from franchisors. Prospective franchisees considered a return on investment, provision of training, and being their own boss as being the most important attributes that franchisors could provide. These findings also indicate that attendees saw trade shows as an important means of gathering franchising information. Further, respondent's attributes generally aligned with what franchisors believed they supplied, and though possessing entrepreneurial tendencies, they desired ongoing support from franchisors.
25 citations
TL;DR: In this paper, the authors explored the effect of market expansion and product category diversification strategies on retail sales volumes and found that both strategies have positive effects on the retail sales volume.
Abstract: This study explored the number of international regions in which retailers operate, the assortment of product categories they offer their customers, and the effects of these market and product category diversification strategies on retail sales volumes. The analysis used sales data about 246 global large-scale retail stores from diverse industries and countries of origin. We found that both strategies have positive effects on retail sales volumes. The two strategies interact such that the positive effect of market expansion on retail sales volumes is larger for retailers who also follow a strategy of greater product category diversity.
25 citations
TL;DR: In this article, the authors examine the antecedents, processes, and effects of independent franchisee associations and the reactions of franchisors to their organization and draw on various literatures to pose propositions relating to the following research questions.
Abstract: This article examines some of the antecedents, processes, and effects of independent franchisee associations (IndFAs) and the reactions of franchisors to their organization. Specifically, we draw on various literatures to pose propositions relating to the following research questions: (a) Are there fundamental differences between associations whose focus is based on disagreements relating to strategic actions of the franchisor and those whose focus is perceived opportunistic behavior on the part of the franchisor? (b) Does the way these IndFAs are treated by the franchisor—after inception—affect members' identification with the group and/or franchisor? (c) Does the existence of a franchisee advisory council influence the willingness of a franchisor to legitimize an IndFA? (d) How does the size of the IndFA influence identification? We then present a conceptual model and use two illustrative examples from the business literature to explore our propositions.
19 citations
TL;DR: In this article, the authors employ meta-analytic techniques and structural equation modeling to assess the nomological network of opportunism research, and find that the analysis of 684 effect sizes extracted from 262 publications supports two of the three orientations.
Abstract: Opportunism has prompted several orientations to the study of inter-firm interaction. Some research maintains that opportunism is an exogenous construct, whereas other research implicates opportunism as a mediator of the relationships between organizational properties and organizational effectiveness. Yet another stream of research argues that the assumption of opportunism precludes researchers from investigating collaborative governance. To examine the merits of each perspective, this study employs meta-analytic techniques and structural equation modeling to assess the nomological network of opportunism research. The analysis of 684 effect sizes extracted from 262 publications supports two of the three orientations. Implications of the findings and future research directions are discussed.
18 citations
TL;DR: In this article, the authors explored the extent to which different channel leadership styles, predicated on Hofstede's dimensions of national culture, can be effective strategies to manage conflict in international distribution channels.
Abstract: Although the topic of conflict has been extensively studied in the distribution channels literature from a domestic perspective, there is relatively little published research examining the construct within the international distribution channels context. This is of particular concern because cross-national channel partnerships are on the rise, and divergent cultures may engender heightened conflict, which has a deleterious effect on channel performance. This article explores the extent to which different channel leadership styles, predicated on Hofstede's dimensions of national culture, can be effective strategies to manage conflict in international distribution channels. Specifically, the article examines whether the relationship between leadership style and conflict in international distribution channels is moderated by national culture. Additionally, the impact of manifest conflict on international channel partner performance is investigated. A conceptual model and research propositions are developed. ...
18 citations
TL;DR: In this paper, the relative impact of predictors in creating relationship values from the supplier angle is examined, which sheds light on the significant mediating role of dynamic learning over the linkage between social capital and relationship value.
Abstract: Although the critical role of relationship value to business has been widely acknowledged, a review of the extant literature reveals that understanding on antecedents of relationship value is limited to relationship-specific factors, and impacts of key customer relationship value on performance still await empirical substantiation. Grounded in dynamic learning capability and social capital perspective, this study collected a sample of 411 principal–agent relationships to examine the relative impact of predictors in creating relationship values from the supplier angle. The result shed light on the significant mediating role of dynamic learning over the linkage between social capital and relationship value.
TL;DR: In this paper, the authors used a scanner panel dataset to investigate how brand choice behavior varies for the same consumer shopping for same brand across different retail formats. And they found that consumers exhibit different promotion and price sensitivities in brand choice behaviour between the mass merchandise format and supermarkets.
Abstract: There has been a blurring with respect to the retail formats because of competition and proliferation of different types of formats. In this research, we use a unique scanner panel dataset to investigate how brand choice behavior varies for the same consumer shopping for the same brand across different retail formats. We develop hypotheses pertaining to promotion sensitivity, price sensitivity, package size preference, and effects of demographic and shopping variables on consumer brand choice behavior and test them using a multi-format probit choice model that allows for the estimation of the cross-format differences with respect to the above. We find that consumers exhibit different promotion and price sensitivities in brand choice behavior between the mass merchandise format and supermarkets. Discussions and insights are provided.
TL;DR: In this paper, the authors examine whether pioneers implement a different strategy than fast followers, early majority entrants, and late majority entrants and confirm the differences in competitive strategy between entrants at each stage of the industry life cycle.
Abstract: This article provides evidence on the strategies that lead to a greater franchise network size. Though the empirical literature has studied the ownership structure and the incentive policy, our work expands the analysis by including another important source of differences in the strategies implemented by firms: the stage of the life cycle at which the firm enters. The objective of this study is to examine whether pioneers implement a different strategy than fast followers, early majority entrants, and late majority entrants. Our results confirm the differences in competitive strategy between entrants at each stage of the industry life cycle.
TL;DR: In this article, the authors explore the sources of potential early entrant advantages in retailing markets and find that for store-based consumer electronics retailers, early-entrant advantages result from two factors: non-firm-specific factors unique to the retailing industry subfield of consumer electronics retailing and firm-specific operations capability factors.
Abstract: The focus in this study is to explore the sources of the potential early entrant advantages in retailing markets. Are the sources of retailers' early entrant advantages external market factors, internal resource factors, neither, or both of these two types of factors? The results show that for store-based consumer electronics retailers, early entrant advantages result from two factors: non-firm-specific factors unique to the retailing industry subfield of consumer electronics retailing and firm-specific operations capability factors. However, in this study, firm-specific advertising capability factors did not seem to make any significant contribution to early entrant advantages.
TL;DR: In this paper, the authors present a nine-base typology of intelligence for global supply chain managers, which includes cognitive, social, political, emotional, structural, intuition, experiential, creative, and network dimensions.
Abstract: Managerial scholars have suggested that “g” score (i.e., intelligence) tests are not enough to assess and select the appropriate candidates for some jobs. Other dimensions can play just as important a role in employee performance. Thus, the purpose of this article is to expand our view in terms of criteria that may be used as it relates to global supply chain managers. We present a nine-base typology to assist researchers and managers in assessing the true dynamics of global supply chain manager intelligence. The typology of intelligence includes the dimensions of cognitive, social, political, emotional, structural, intuition, experiential, creative, and network. We build our model by using intelligence dimensions from management, industrial organizational psychology, marketing and organizational behavior, and perspectives that include relational contracting norms, relationship marketing, networking, and communications. We propose that global supply chain managers need all nine bases to perform well in th...
TL;DR: In this paper, the authors explore which perspective dominates location decisions in practice and clarify the relevance of the decisive criteria for outlet performance, and find that location decisions rely more on inner strength factors.
Abstract: For every franchise system, making the leap from the unknown to the common place requires a strategic plan for growth. The exogenous market perspective holds that evaluating market conditions is central to defining promising outlet locations as there are direct economic effects on performance. The endogenous firm perspective and the social network approach together provide an inner strength perspective on interconnected firms; this perspective holds that access to resources offered at a certain spot determines site attractiveness, rather than location-specific market factors. Using a sample of 201 German franchisees, this study tests hypotheses that explore which perspective dominates location decisions in practice and clarify the relevance of the decisive criteria for outlet performance. Results show that location decisions rely on both perspectives, yet franchisee performance depends more on inner strength factors. We also find that expansion is better served by following a geographically dispersed clus...