Showing papers in "Journal of Marketing in 1990"
TL;DR: In this paper, the authors have been observing for more than three decades that business performance is affected by market orientation, yet to date there has been no valid measure of market orientation.
Abstract: Marketing academicians and practitioners have been observing for more than three decades that business performance is affected by market orientation, yet to date there has been no valid measure of ...
8,812 citations
TL;DR: The literature reflects remarkably little effort to develop a framework for understanding the implementation of the marketing concept as mentioned in this paper, and the authors synthesize extant knowledge on the subject and pro-pose a knowledge-based approach.
Abstract: The literature reflects remarkably little effort to develop a framework for understanding the implementation of the marketing concept. The authors synthesize extant knowledge on the subject and pro...
7,539 citations
TL;DR: In this article, a model of a distribution firm and a manufacturer working partnership is presented and is assessed empirically on a sample of distributor firms and an empirically verified sample of manufacturer firms.
Abstract: A model of distributor firm and manufacturer firm working partnerships is presented and is assessed empirically on a sample of distributor firms and a sample of manufacturer firms. A multiple-infor...
5,853 citations
TL;DR: For consumers, evaluation of a service firm often depends on evaluation of the "service encounter" or the period of time when the customer interacts directly with the firm as mentioned in this paper. But this evaluation may not be accurate.
Abstract: For consumers, evaluation of a service firm often depends on evaluation of the “service encounter” or the period of time when the customer interacts directly with the firm. Knowledge of the factors...
4,811 citations
TL;DR: In this article, the authors collected 700 incidents from customers of airlines, hotels, and restaurants and used the critical incident method to identify the most frequent service encounter from the customer's point of view.
Abstract: The service encounter frequently is the service from the customer's point of view. Using the critical incident method, the authors collected 700 incidents from customers of airlines, hotels, and re...
4,629 citations
TL;DR: In this article, the authors describe the role of relationship manager as the quality of the relationship between the salesperson and the customer, which is defined as "the quality of a salesperson's relationship with the customer".
Abstract: Salespeople involved in the marketing of complex services often perform the role of “relationship manager.” It is, in part, the quality of the relationship between the salesperson and the customer ...
4,414 citations
TL;DR: In this article, two studies were conducted to obtain insights on how consumers form attitudes toward brand extensions, i.e., use of an established brand name to enter a new product category.
Abstract: Two studies were conducted to obtain insights on how consumers form attitudes toward brand extensions, (i.e., use of an established brand name to enter a new product category). In one study, reacti...
2,902 citations
TL;DR: The authors update and extend their 1978 review of conjoint analysis, discussing several new developments and considering alternative approaches for measuring preference structures in the presence of a large number of attributes.
Abstract: The authors update and extend their 1978 review of conjoint analysis. In addition to discussing several new developments, they consider alternative approaches for measuring preference structures in...
2,541 citations
TL;DR: The diffusion of an innovation traditionally has been defined as the process by which that innovation iscommunicated through certain channels over time among the members of a social system.
Abstract: The diffusion of an innovation traditionally has been defined as the process by which that innovation is “communicated through certain channels over time among the members of a social system” (Rogers, 1983, p. 5). As such, the diffusion process consists of four key elements: innovation, communication channels, time, and the social system.
2,535 citations
TL;DR: In this article, a conceptual framework that organizes the purchasing arrangements for repetitively used industrial supplies assume many different forms, and a transaction cost analysis is used to organize these forms.
Abstract: Purchasing arrangements for repetitively used industrial supplies assume many different forms. Drawing on transaction cost analysis, the authors advance a conceptual framework that organizes these ...
1,682 citations
TL;DR: A contingency theory is proposed in which communication strategy moderates the impact of channel conditions (structure, climate, and power) on channel outcomes (coordination, satisfaction, commitment, and performance).
Abstract: Though the marketing literature acknowledges that communication plays a vital role in channel functioning, it provides no integrated theory for channel communication. The authors build a theoretica...
TL;DR: In this article, a model of grocery shopper response to price and other point-of-purchase information was developed and hypotheses were tested by using observations and interviews, and the findings suggest that shopper...
Abstract: A model of grocery shopper response to price and other point-of-purchase information was developed and hypotheses were tested by using observations and interviews. The findings suggest that shopper...
TL;DR: This chapter discusses the role of community and power in the development of rationalism and discusses the roles of pleasure, altruism, and self-consistency in the context of dominant culture.
TL;DR: The authors measured the construct only in behavioral terms (i.e., consumers who are more responsive to coupon promotions are coupon prone) and found that consumers who were more responsive were more coupon prone than others.
Abstract: Previous research on coupon proneness has measured the construct only in behavioral terms (i.e., consumers who are more responsive to coupon promotions are coupon prone). On the basis of the study ...
TL;DR: The notion that music affects human beings in various ways has probably been presumed as long as people have played music as discussed by the authors and many marketing practitioners already accept this notion, given that music is increasi...
Abstract: That music affects human beings in various ways has probably been presumed as long as people have played music. Many marketing practitioners already accept this notion, given that music is increasi...
TL;DR: The concept of national character as discussed by the authors is defined as "the idea that the people of each nation have a distinctive, enduring pattern of behavior and/or personality characteristics" and defined by the author.
Abstract: The author discusses the concept of national character—the idea that the people of each nation have a distinctive, enduring pattern of behavior and/or personality characteristics. He examines the c...
TL;DR: In any given time period, a small brand typically has far fewer buyers than a larger brand as mentioned in this paper, and its buyers tend to buy it less often, which is an instance of a widespread phenomenon.
Abstract: In any given time period, a small brand typically has far fewer buyers than a larger brand. In addition, its buyers tend to buy it less often. This pattern is an instance of a widespread phenomenon...
TL;DR: When information on product quality is not perfect, theories in the areas of consumer rationality, inference, and risk-aversion suggest at least three consumer choice strategies: best value, price-....
Abstract: When information on product quality is not perfect, theories in the areas of consumer rationality, inference, and risk-aversion suggest at least three consumer choice strategies: best value, price-...
TL;DR: The traditional view of truth as the central goal of marketing theory and research has been questioned in marketing's crisis literature by proponents of relativistic truth and critical relativism.
Abstract: The traditional view of truth as the central goal of marketing theory and research has been questioned in marketing's crisis literature by proponents of relativistic truth and critical relativism. ...
TL;DR: In this article, an extensive study of archival materials is used to examine the philosophic origins of marketing thought at two centers of early development, the University of Wisconsin and the Harvard Business School.
Abstract: An extensive study of archival materials is used to examine the philosophic origins of marketing thought at two centers of early development, the University of Wisconsin and the Harvard Business Sc...
TL;DR: The authors empirically examines the product policies of European and Japanese multinational firms in relation to product and process innovations and investigates linkages between corporate pro-clients and product innovations, and concludes that they are correlated.
Abstract: The author empirically examines the product policies of European and Japanese multinational firms in relation to product and process innovations. He also investigates linkages between corporate pro...
TL;DR: In this paper, the authors investigate the relationship between four personal difference variables and job outcomes of retail store managers and also investigate the influence of job tension on managerial perf... and find that job tension is correlated with job satisfaction.
Abstract: The authors investigate the relationships between four personal difference variables and job outcomes of retail store managers. They also investigate the influence of job tension on managerial perf...
TL;DR: In this article, a broker's dependence on a principal interacts with the principal's use of influence strategies to affect the broker's behavior, and a factorial design is used to analyze how a broker relies on the principal.
Abstract: Scenarios were used in a factorial design to analyze how a broker's dependence on a principal interacts with the principal's use of influence strategies to affect the broker's behavior. Results ind...
TL;DR: In this article, cross-category differences derived from a data source new to the marketing literature were analyzed for each of 331 separate grocery product categories, and two sets of varia...
Abstract: The authors analyze cross-category differences derived from a data source new to the marketing literature. For each of 331 separate grocery product categories, the authors examine two sets of varia...
TL;DR: In this paper, an analytical framework for assessing the costs of various sources of salesforce turnover (promotions, voluntary leaving, firing, and uncontrollable turnover) for salespeople is proposed.
Abstract: The author proposes an analytical framework for assessing the costs of various sources of salesforce turnover (promotions, voluntary leaving, firing, and uncontrollable turnover) for salespeople wi...
TL;DR: In this paper, the authors extend prior research on explaining variations in the intensity of marketing communication with a simple model estimated on cross-sectional cross-layer cross-correlations, i.e., advertising and promotional expenditures/sales.
Abstract: The authors extend prior research on explaining variations in the intensity of marketing communication (i.e., advertising and promotional expenditures/sales) with a simple model estimated on cross-...
TL;DR: In this article, the authors assess the PEC framework empirically in the U.S. cigarette industry and demonstrate a gradual but marked decrease in the effect of advertising on sales as products with more distant lineage coexist and compete.
Abstract: Criticism of the product life cycle (PLC) concept centers on problems with theory, empirical validation, and practical use. The product evolutionary cycle (PEC), an alternative concept based on the field of biology, has been suggested to provide a more complete picture of the effects of marketing mix and competition on product sales. The authors assess the PEC framework empirically in the U.S. cigarette industry. Advertising-sales causation is tested on three levels of segment competition: (1) individual brand, (2) intracategory, and (3) intercategory. The findings indicate that more distantly related "organisms" compete as well as those closely related in terms of background. Specifically, the authors demonstrate a gradual but marked decrease in the effect of advertising on sales as products with more distant lineage coexist and compete. The PEC is demonstrated to be an information-laden framework to use in making marketing mix decisions.
TL;DR: For instance, the authors pointed out that implicit and explicit rules have evolved that reflect judicial perspectives of survey research, and that these rules have increasingly reviewed and accepted survey research during the past decade.
Abstract: Courts have increasingly reviewed and accepted survey research during the past decade. As a result, implicit and explicit rules have evolved that reflect judicial perspectives of survey research me...
TL;DR: This paper responds to Sterrett and Smith by proclaiming the extreme importance of induction for marketing science, showing that the demands of deductive reasoning, if properly understood, are not excessive, and defanging their argument from non-ampliativity.
Abstract: Sterrett and Smith argue that deduction is ill-suited for use in argument-centered works and that deduction should not replace induction. We respond by (1) clarifying some key terms, (2) proclaimin...