Showing papers in "Journal of Marketing in 1984"
TL;DR: In this article, an integrated overview of the present status of the theory of power and conflict in marketing channels is presented, including a presentation of the conceptual foundation provided by the authors.
Abstract: This review article develops an integrated overview of the present status of the theory of power and conflict in marketing channels. It includes a presentation of the conceptual foundation provided...
1,309 citations
TL;DR: In this paper, a model of distribution-manufacturer working relationships from the perspective of social exchange theory and channels of distribution is presented, based upon work from social exchange theories and channels.
Abstract: Building upon work from social exchange theory and channels of distribution, a model of distributor-manufacturer working relationships from the distributor's perspective is presented. An initial em...
1,122 citations
TL;DR: In this article, an integrative model of the antecedents and consequences of salesforce role stress is proposed, with particular emphasis on two outcomes important to sales reps and firms alike.
Abstract: This research proposes an integrative model of the antecedents and consequences of salesforce role stress, with particular emphasis on two outcomes important to sales reps and firms alike: salesfor...
727 citations
TL;DR: This article focuses on the use of influence strategies by boundary personnel within distribution channel relationships and the relationship between the boundary person's reliance on each strategy and interfirm agreement.
Abstract: This article focuses on the use of influence strategies by boundary personnel within distribution channel relationships. Alternative strategies are discussed in terms of their operational character...
589 citations
TL;DR: In this article, the authors address the question, "How should theories be constructed?" In doing so, two approaches are considered: the classic positivist paradigm and an emerging realist perspective.
Abstract: This article addresses the question, “How should theories be constructed?” In doing so, two approaches are considered: the classic positivist paradigm and an emerging realist perspective. An attemp...
407 citations
TL;DR: In this paper, the authors present the results of a resea-mentioning study of marketing Machiavellianness in terms of unethical and manipulative behavior, and the results show that marketing is not Machiavelli-like.
Abstract: Critics often attack marketing as being manipulative and unethical, or “Machiavellian” in nature. Are these critics correct? Is marketing Machiavellian? This article presents the results of a resea...
279 citations
TL;DR: In this article, the authors reviewed pertinent research related to the antecedents of turnover and discussed a research study involving a national industrial firm's salesforce, which examined the moderating effect of turnover.
Abstract: This article reviews pertinent research related to the antecedents of turnover and discusses a research study involving a national industrial firm's salesforce. The study examined the moderating ef...
277 citations
262 citations
TL;DR: The paper reviews the development of environmental management in allied disciplines, offers a typology of strategies, discusses implementation issues, and presents implications of the perspective for marketing theory.
Abstract: Environmental management argues that marketing strategies can be implemented to change the context in which the organization operates, both in terms of constraints on the marketing function and lim...
246 citations
TL;DR: The scope of research on the development of salespeople has been very limited, in part because of an incomplete conceptual framework of salesperson's life and career changes as mentioned in this paper, which is a first step toward...
Abstract: The scope of research on the development of salespeople has been very limited, in part because of an incomplete conceptual framework of salespeople's life and career changes. As a first step toward...
233 citations
TL;DR: In this paper, a framework for market analysis based on customer perceptions of substitutability-in-use is presented and an empirical application in the financial/banking services market is used to illustrate that w...
Abstract: A framework for market analysis based on customer perceptions of substitutability-in-use is presented. An empirical application in the financial/banking services market is used to illustrate that w...
TL;DR: In this article, the authors suggest a process whereby increasing consumer complaint proportions leads to organizational suppression of the unprofessionally generated consumer complaints, which is known as suppression of consumer complaints.
Abstract: Little is known about how organizations respond to consumer complaints. This paper suggests a process whereby increasing consumer complaint proportions leads to organizational suppression of the un...
TL;DR: In this paper, the importance of the differences between industrial and consumer marketing is discussed. But, the fundamental question raised in this paper is whether the importance is suffi cient.
Abstract: Academicians have traditionally acknowledged that industrial and consumer marketing are different. A fundamental question raised in this paper is whether the importance of these differences is suff...
TL;DR: Decision systems analysis, participant observation, and document analysis were used to collect data on the activities, decisions, and interactions of persons involved in 18 plant purchasing agreeme....
Abstract: Decision systems analysis, participant observation, and document analysis were used to collect data on the activities, decisions, and interactions of persons involved in 18 plant purchasing agreeme...
TL;DR: Cognitive script theory is applied to the analysis of the industrial purchase behaviors involved in a computer terminal purchase to establish and validate industrial buyers' scripts for the overall new buy purchase process.
Abstract: This article applies cognitive script theory to the analysis of the industrial purchase behaviors involved in a computer terminal purchase. Industrial buyers' scripts for the overall new buy purcha...
TL;DR: In this article, the authors discuss the role of the buying center in industrial purchasing decisions, and present some research into the center's composition and composition and its composition, as well as its composition.
Abstract: Industrial purchasing decisions typically are influenced by several organizational members referred to as the buying center. Although there has been some research into the center's composition and ...
TL;DR: In this paper, the authors assesses whether the sex and attractiveness of a sales representative used in a direct mail advertisement or the sex of the receiver of that advertisement influences the receiver's decision.
Abstract: This study assesses whether sex and attractiveness of a sales representative used in a direct mail advertisement or the sex of the receiver of that advertisement influences the receiver's decision ...
TL;DR: While the possibility of a federal ban on children's food advertising has been eliminated, the possibility for private actions by concerned parents remains a potent threat as mentioned in this paper, and marketers can use social media to exploit such concerns.
Abstract: While the possibility of a federal ban on children's food advertising has been eliminated, the possibility of private actions by concerned parents remains a potent threat. Marketers can use sociali...
TL;DR: In this paper, the concept of the marketing strategy center is proposed as an organizing framework for explor... and strategic interdependencies exist between marketing and other functional areas in the industrial firm.
Abstract: Strategic interdependencies exist between marketing and other functional areas in the industrial firm. The concept of the marketing strategy center is offered as an organizing framework for explori...
TL;DR: In view of the importance of interpersonal communication in the face-to-face selling interaction, the authors seeks to provide a more complete picture of the actual communication process by inte...
Abstract: In view of the importance of interpersonal communication in the face-to-face selling interaction, this discussion seeks to provide a more complete picture of the actual communication process by int...
TL;DR: In this article, the authors investigated the perception by purchasing agents of industrial salesmen and saleswomen on attributes that are important in determining buyer acceptance of the salesperson, but without discriminating against saleswomen.
Abstract: This study investigates the perception by purchasing agents of industrial salesmen and saleswomen on attributes that are important in determining buyer acceptance of the salesperson. Purchasing agents rated salesmen and saleswomen differently, but without discriminating against saleswomen.
TL;DR: In this article, the authors provide an in-depth look at this FTC program, analyzes the theory behind FTC's management, and provides an analysis of the effectiveness of the program.
Abstract: Corrective advertising is one of the most controversial regulatory proposals made in recent years. This article provides an in-depth look at this FTC program, analyzes the theory behind FTC's manag...
TL;DR: In this article, an international study of industrial marketing communications is presented, which compares the results of data collected from 55 European companies on 80 products with a sample of 5,000 users.
Abstract: This paper presents an international study of industrial marketing communications spending. The study compares the results of data collected from 55 European companies on 80 products with a sample ...
TL;DR: In this article, the demographic and psychographic characteristics of the market for generic brand grocery products were reviewed and the results of an examination of panel data relating to the purchase behavio...
Abstract: This article reviews the demographic and psychographic characteristics of the market for generic brand grocery products. The results of an examination of panel data relating to the purchase behavio...
TL;DR: Spiraling inflation, rapidly increasing media costs, and the greater accountability that the advertising manager must now assume require a budget appropriation for advertising that will lead to the increased accountability as mentioned in this paper.
Abstract: Spiraling inflation, rapidly increasing media costs, and the greater accountability that the advertising manager must now assume require a budget appropriation for advertising that will lead to the...
TL;DR: In this article, the boundary coincidence of two market areas that share the same distribution point has been investigated for assessing whether market areas vary in different dime-shaped distribution points in different market areas.
Abstract: Methods are proposed for assessing the boundary coincidence of two market areas that share the same distribution point. These methods may be used to test whether market areas vary in different dime...
TL;DR: In this paper, the volatility of derived demand in industrial markets has not been studied by marketing scholars, and the authors present a description of how fluctuations in demand for fossil fuels can be explained.
Abstract: Despite its importance, the volatility of derived demand in industrial markets has not been studied by marketing scholars. Here we present a description of how fluctuations in demand for fossil fue...
TL;DR: Some aspects of preference structure can be represented by a space in which the proximity of objects indicates the degree to which people who like or dislike one tend also to like/dislike another as mentioned in this paper.
Abstract: Some aspects of preference structure can be represented by a space in which the proximity of objects indicates the degree to which people who like or dislike one tend also to like or dislike the ot...
TL;DR: In this paper, the timing of market research resource expenditures (man-hours) in 112 new product development processes was investigated. But the focus of the research effort was not defined.
Abstract: During the management of the new product development process, when should market research effort be focused? In this study the timing of market research resource expenditures (man-hours) in 112 new...
TL;DR: In this paper, the authors present an operational method for estimating quantitatively market acceptance of new industrial products, including estimates of variations in likely market response as a function of product characteristics.
Abstract: This paper presents an operational method for estimating quantitatively market acceptance of new industrial products, including estimates of variations in likely market response as a function of pr...