Showing papers in "Journal of Marketing in 1983"
TL;DR: In this paper, the authors argue for a focus on marketing practice in service organizations, arguing that the diversity of the service sector makes it difficult to come up with managerially useful generalizations concerning marketing practice.
Abstract: The diversity of the service sector makes it difficult to come up with managerially useful generalizations concerning marketing practice in service organizations. This article argues for a focus on...
2,031 citations
TL;DR: This paper examined consumers' responses to customer dissatisfaction and examined the correlation of one's response to customer satisfaction with one's overall satisfaction with a product and the product itself, while marketing scholars have emphasized the importance of customer satisfaction, few studies have examined in detail consumers' response to dissatisfaction.
Abstract: While marketing scholars have emphasized the importance of customer satisfaction, few studies have examined in detail consumers’ responses to dissatisfaction. This study examines correlates of one ...
1,864 citations
TL;DR: In this paper, product importance and related constructs have been inadequately defined and understood in the consumer behavior literature, and a review and integration of these constructs and presents a framewe...
Abstract: Product importance and related constructs have been inadequately defined and understood in the consumer behavior literature. This paper reviews and integrates these constructs and presents a framew...
911 citations
TL;DR: In this article, the implications of a theoretical tradition for the philosophy of science for marketing scientists have been discussed, focusing on one neglected area, namely the implications for the select few.
Abstract: 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...
820 citations
TL;DR: In this paper, a causal modelling methodology is used to examine competing methodological and theoretical hypotheses concerning the effects of product quality on direct costs and business unit return on a business unit's performance.
Abstract: This study uses a causal modelling methodology to examine competing methodological and theoretical hypotheses concerning the effects of product quality on direct costs and business unit return on i...
806 citations
TL;DR: The scope of research on interorganizational exchange behavior in the marketing channels literature has been very limited, in part because of an incomplete conceptual framework as discussed by the authors, which is urgently ne...
Abstract: The scope of research on interorganizational exchange behavior in the marketing channels literature has been very limited, in part because of an incomplete conceptual framework. What is urgently ne...
799 citations
TL;DR: The political economy framework for the comparative analysis of marketing channel dyads proposed by Stern and Reve (1980) focused mainly on relationships between channel members was used in this paper for the analysis of the relationship among channel members.
Abstract: The political economy framework for the comparative analysis of marketing channel dyads proposed by Stern and Reve (1980) focused mainly on relationships between channel members. This article exten...
542 citations
TL;DR: The traditional paradigms of marketing are expanding to incorporate negotiated exchanges with internal and external coalitions in the pursuit of competitive advantage as mentioned in this paper, and this paper explores the impli...
Abstract: The traditional paradigms of marketing are expanding to incorporate negotiated exchanges with internal and external coalitions in the pursuit of competitive advantage. This paper explores the impli...
527 citations
TL;DR: In this paper, the marketing concept, as a normative framework, is not applicable to two broad classes of producers because of the personal values and social norms that characterize the produc...
Abstract: It is proposed that the marketing concept, as a normative framework, is not applicable to two broad classes of producers because of the personal values and social norms that characterize the produc...
411 citations
TL;DR: In this article, the authors briefly examined the nature of theory in marketing, and explored the characteristics of general theories in general theories of marketing, in order to find out whether a general theory of marketing is possible.
Abstract: Is a general theory of marketing possible? If so, what would it look like? This article (1) briefly examines the nature of theory in marketing, (2) explores the characteristics of general theories ...
408 citations
TL;DR: The authors argued that the long debate concerning the scientific credentials of marketing has been couched in terms of an idealized notion of science as the ultimate source of objectively certified know-how.
Abstract: It is argued that the long debate concerning the scientific credentials of marketing has been couched in terms of an idealized notion of science as the ultimate source of objectively certified know...
TL;DR: In this paper, an integrated strategic marketing planning approach is proposed, together with a new directions for marketing strategy aimed at overcoming the current limitations of marketing theory, which is based on a new approach to marketing theory.
Abstract: New directions for marketing strategy are proposed, aimed at overcoming the current limitations of marketing theory. An integrated strategic marketing planning approach is offered, together with a ...
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TL;DR: In this article, science is analyzed as a special case of marketing, the marketing of ideas in the form of substantive and methodological theories, and the marketing mix, target markets, and marketing objectives are defined.
Abstract: Science is analyzed as a special case of marketing—the marketing of ideas in the form of substantive and methodological theories. The marketing mix, target markets, and marketing objectives are dev...
TL;DR: In this paper, an institutional, political economy paradigm in marketing as a complement to the presently prevailing microeconomic/marketing management concept is presented. And the latter framework provides a framework that provides...
Abstract: This article presents an institutional, political economy paradigm in marketing as a complement to the presently prevailing microeconomic/marketing management concept. The latter framework provides...
TL;DR: In this article, the authors argue that few strategy concepts are more likely to give misleading insights than the experience curve and that there is considerable disenchantment with the simplistic market share prescriptions that mar...
Abstract: Few strategy concepts are more likely to give misleading insights than the experience curve. As a result there is considerable disenchantment with the simplistic market share prescriptions that mar...
TL;DR: In this article, the authors propose that retailers must take into account not only the marketing environment confronting them today but also anticipate possible competitive and demographic changes in order to design successful strategies.
Abstract: To design successful strategies retailers must take into account not only the marketing environment confronting them today but also anticipate possible competitive and demographic changes. This art...
TL;DR: In this paper, the authors introduce and calibrates the concept of strategic force in portfolio analysis and PIMS studies to include military concepts of strategic forces, which produces a new paradigm of marketing strategies.
Abstract: Extending portfolio analysis and PIMS studies to include military concepts of strategic force produces a new paradigm of marketing strategies. The author introduces and calibrates the concept of st...
TL;DR: In this article, the authors evaluate the impact of variations in business definition within an industry and find that the manner in which organizations are defined is linked to the existence of strategic groups.
Abstract: This paper evaluates the impact of variations in business definition within an industry. The manner in which organizations are defined is linked to the existence of strategic groups. Data collected...
TL;DR: In this article, the authors propose a set of principles for the conduct of competitive analysis, which are universal and can be applied to biological or business competition, and the value of m...
Abstract: This paper proposes a set of principles for the conduct of competitive analysis. These principles of competition are universal, whether applied to biological or business competition. The value of m...
TL;DR: In this paper, the authors examined the impact of different types of channel leadership behavior on channel members' perceptions of intrachannel conflict in a franchise distribution channel and found that factor analysis and ca...
Abstract: This study examines the impact of different types of channel leadership behavior on channel members' perceptions of intrachannel conflict in a franchise distribution channel. Factor analysis and ca...
TL;DR: In this article, an exploratory study examined manager and consumer perceptions of appropriate responses to complaint letters and the responses were analyzed separately and then compared to determine how effectively the responses worked.
Abstract: An exploratory study examined manager and consumer perceptions of appropriate responses to complaint letters. The responses were analyzed separately and then compared to determine how effectively t...
TL;DR: Using PIMS data for 15 businesses of a Fortune 500 firm, this paper compares the positionings of these businesses on a number of standardized portfolio models and managerial implications are discussed.
Abstract: Given the popularity and diversity of the various standardized portfolio models, a critical management question is which of the various standardized portfolio models to select. Using PIMS data for ...
TL;DR: In this paper, the authors describe an empirical study to explore the feasibility of applying financial portfolio theory to product portfolio decisions, and present an empirical model to evaluate the feasibility and feasibility of this approach.
Abstract: To date no formal studies of applying financial portfolio theory to product portfolio decisions have appeared in the literature. This article describes an empirical study to explore the feasibility...
TL;DR: In this paper, the authors provide a fundamental logic to guide strategic and operational planning in marketing management, where one descriptive element is a model of the customer and other descriptive elements feed upon this model.
Abstract: Marketing management is provided with a fundamental logic to guide strategic and operational planning. One descriptive element is a model of the customer. Other descriptive elements feed upon this ...
TL;DR: A critical review of nine models using test market data to evaluate the performance of a new brand in an inexpensive, frequently purchased product category finds three of the models are particularly useful.
Abstract: This paper presents a critical review of nine models using test market data to evaluate the performance of a new brand in an inexpensive, frequently purchased product category. The models are evaluated on both theoretical criteria (e.g., the mathematical structure of the model) and on managerial dimensions (e.g., the type of sales data required and the degree of commercial acceptance of the model). Based on these criteria, three of the models are particularly useful. The paper concludes with a discussion of future directions for research in the area of test market models. New Product Models for Test Market Data1
TL;DR: Two techniques are offered that may help identify opportunities and problems for manufacturers and provide a better understanding of power relationships in channels.
Abstract: Today, more than ever, manufacturers need to manage their distribution channels carefully. Two techniques are offered that may help identify opportunities and problems for manufacturers and provide...
TL;DR: Product managers have a unique position in the organizational hierarchy. Neither line nor staff executives, they are responsible for planning and managing the activities of the firm's revenue generating activities.
Abstract: Product managers have a unique position in the organizational hierarchy. Neither line nor staff executives, they are responsible for planning and managing the activities of the firm's revenue gener...
TL;DR: This article investigated what changes occurred in print advertisements follow the publication of print advertisements and found that advertising substantiation has been a source of considerable agitation to advertisers and agencies for the past decade.
Abstract: Advertising substantiation has been a source of considerable agitation to advertisers and agencies for the past decade. This study investigated what changes occurred in print advertisements followi...
TL;DR: Can marketing fulfill the broad opportunities available to it and the demands made upon it, while concentrating on a limited scope of its domain? As a discipline, it has been repeatedly redefined b...
Abstract: Can marketing fulfill the broad opportunities available to it and the demands made upon it, while concentrating on a limited scope of its domain? As a discipline, it has been repeatedly redefined b...
TL;DR: In this paper, the authors present an overview of the history of the Panama Canal Negotiations and discuss the role of time, risk sharing, and third-party intervention in these negotiations.
Abstract: Prologue Part I: Overview 1. Some Organizing Questions 2. Research Perspectives Part II: Two Parties, One Issue 3. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6. The Role of Time 7. Acquisitions and Mergers 8. Third-Party Intervention 9. Advice for Negotiators Part III: Two Parties, Many Issues 10. AMPO versus City 11. Tradeoffs and Concessions 12. The Panama Canal Negotiations 13. Risk Sharing and Insecure Contracts 14. The Camp David Negotiations 15. Mediation of Conflicts 16. Arbitration of Disputes Part IV: Many Parties, Many Issues 17. Coalition Analysis 18. The Law of the Sea 19. Fair Division 20. Willingness to Pay for a Public Good 21. Environmental Conflict Resolution 22. The Mariner Space Probes 23. Voting Part V: General Concerns 24. Getting People to Communicate 25. Ethical and Moral Issues Epilogue Bibliography Index