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Showing papers in "Journal of Marketing in 1993"


Journal ArticleDOI
TL;DR: In this article, a conceptual model of brand equity from the perspective of the individual consumer is presented, which is defined as the differential effect of brand knowledge on consumers' perceptions of the brand.
Abstract: The author presents a conceptual model of brand equity from the perspective of the individual consumer. Customer-based brand equity is defined as the differential effect of brand knowledge on consu...

12,021 citations


Journal ArticleDOI
TL;DR: In this paper, the authors address three questions: (1) Why are some organizations more market-oriented than others? (2) What effect does a market orientation have on employees and business performance? (3) D...
Abstract: This research addresses three questions: (1) Why are some organizations more market-oriented than others? (2) What effect does a market orientation have on employees and business performance? (3) D...

7,978 citations


Journal ArticleDOI
TL;DR: The authors conducted double dyads interviews with marketing executives at a Japanese vendor firm and a pair of purchasing executives from a Japanese customer firm, each conducted with a double dyad pair of interviews.
Abstract: “Quadrads” (double dyads) of interviews, each conducted with a pair of marketing executives at a Japanese vendor firm and a pair of purchasing executives at a Japanese customer firm, provided data

4,271 citations


Journal ArticleDOI
TL;DR: In this article, the authors describe a comprehensive theory of trust in market research relationships. But they do not consider the impact of trust on exchange relationships in the context of financial transactions, where trust is critical in facilitating exchange relationships.
Abstract: Building on previous work suggesting that trust is critical in facilitating exchange relationships, the authors describe a comprehensive theory of trust in market research relationships. This theor...

3,425 citations


Journal ArticleDOI
TL;DR: In this paper, the authors examine conceptual and operational issues associated with the perceived-minus-expectations (P-E) perceived service quality model and conclude that the P-E framework is...
Abstract: The author examines conceptual and operational issues associated with the “perceptions-minus-expectations” (P-E) perceived service quality model. The examination indicates that the P-E framework is...

1,767 citations


Journal ArticleDOI
TL;DR: In this paper, the authors describe the characteristics of service firms, such as low capital intensity and the inseparability of production and consumption, which have necessitated the modification of the traditional transaction.
Abstract: Some peculiar characteristics of service firms, such as low capital intensity and the inseparability of production and consumption, have necessitated the modification of the traditional transaction...

1,372 citations


Book ChapterDOI
TL;DR: In this article, the authors present a review of the literature on sustainable competitive advantage (SCA) for services marketing and demonstrate that research in services marketing is characterized more by an operations management orientation than a strategic orientation.
Abstract: This paper presents a review of the literature to demonstrate that research in services marketing is characterized more by an operations management orientation than a strategic orientation. Diverse literature on sustainable competitive advantage (SCA) is synthesized and a conceptual model of drivers of SCA is proposed in this paper. Lessons from the manufacturing sector form the basis for a number of sources of SCA for services industries outlined in the paper. The distinctive characteristics of services are posited to moderate the effectiveness of the sources of competitive advantage.

1,058 citations


Journal ArticleDOI
TL;DR: In this article, the authors show that gains in effectiveness can be obtained by reducing power and managerial imbalance in co-marketing alliances between firms, which can be found in 98 alliances.
Abstract: Co-marketing alliances between firms afford fresh opportunity for strategic advantage. Data from 98 alliances show that gains in effectiveness can be obtained by reducing power and managerial imbal...

1,033 citations


Journal ArticleDOI
TL;DR: In this paper, the authors focus on the events and conditions leading to and the outcomes of exchange interaction, but only limited attention has been directed toward the ro... and conditions of exchange interactions.
Abstract: Previous study of exchange by marketing scholars has emphasized events and conditions leading to and the outcomes of exchange interaction. However, limited attention has been directed toward the ro...

807 citations


Journal ArticleDOI
TL;DR: This article examined situations in which brand extensions are more or less likely to dilute beliefs associated with the family brand name, and found that the results of an experimental investigation indicate that the extensions are less likely than the original brand name.
Abstract: This paper examines situations in which brand extensions are more or less likely to dilute beliefs associated with the family brand name. The results of an experimental investigation indicate that ...

785 citations


Journal ArticleDOI
TL;DR: In this article, the authors examined the relative impact of organizational citizenship behaviors and objective sales productivity on sales managers' evaluations of the performance of the company's products. But, the research objective was not to examine the impact of OCBs on the performance evaluation of the product.
Abstract: The research objective was to examine the relative impact of “organizational citizenship behaviors” (OCBs) and objective sales productivity on sales managers’ evaluations of the performance of thei...

Journal ArticleDOI
TL;DR: Badaracco as mentioned in this paper argues that corporations enter into strategic alliances to capitalize on knowledge: migratory knowledge, often technical in nature, which can be transferred easily between people or organizations in a formula or product, and embedded knowledge, which defines how a particular company organizes itself to do business.
Abstract: Why do successful companies let down their corporate walls, exposing their organizations and strategies to competitors? The answer, according to Joseph Badaracco is that corporations enter into strategic alliances to capitalize on knowledge: migratory knowledge, often technical in nature, which can be transferred easily between people or organizations in a formula or product, and embedded knowledge, which defines how a particular company organizes itself to do business. In today's business environment companies need to utilize each type of knowledge to sustain their competitive advantage. The challenge for today's manager is to balance the opportunities offered by open boundaries and free flowing information against the need to protect the corporations's unique advantages. Managing strategic alliances effectively will determine corporate success in the years ahead.

Journal ArticleDOI
TL;DR: This paper developed a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the performance and effectiveness of a sales organization's control systems.
Abstract: The authors develop a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the ...

Journal ArticleDOI
TL;DR: A comprehensive model of attitudes toward advertising includes three personal utility factors (product information, social image information, and hedonic amusement) and four socioeconomic factors (economic factors).
Abstract: A comprehensive model of attitudes toward advertising includes three personal utility factors (product information, social image information, and hedonic amusement) and four socioeconomic factors (...

Journal ArticleDOI
TL;DR: A number of researchers in the marketing, management, and economics disciplines have expressed reservations regarding the validity and generalizability of the reported relationships between market participants and market participants as discussed by the authors.
Abstract: A number of researchers in the marketing, management, and economics disciplines have expressed reservations regarding the validity and generalizability of the reported relationships between market ...

Journal ArticleDOI
TL;DR: The issue of whether a business should pursue a strategy that is standardized across national markets or adapted to individual markets is discussed frequently in the international marketing literature as mentioned in this paper, where the authors focus on the following:
Abstract: An issue debated frequently in the international marketing literature centers on whether a business should pursue a strategy that is standardized across national markets or adapted to individual na...

Journal ArticleDOI
TL;DR: The topic of management control systems has received limited attention in the marketing literature as mentioned in this paper, though previous research has tended to view each organizational control in isolation, the authors of this paper focus on the management control system.
Abstract: The topic of management control systems has received limited attention in the marketing literature. Though previous research has tended to view each organizational control in isolation, the authors...

Journal ArticleDOI
TL;DR: In this paper, the organizational determinants of role ambiguity among sales and marketing professionals and its dysfunctional impact on job outcomes are studied in an important area of research in marketing and sales.
Abstract: The study of the organizational determinants of role ambiguity among sales and marketing professionals and its dysfunctional impact on job outcomes is an important area of research in marketing. Re...

Journal ArticleDOI
TL;DR: A classification scheme of buying patterns and situations that consists of six prototypical “buying decision approaches” identified through an empirically based taxonomy development procedure is reported, which is useful to marketing managers, who can view their customer segments in terms of the categories in the taxonomy.
Abstract: The author reports the development of a classification scheme of buying patterns and situations. Unlike previous conceptual schemes, it consists of six prototypical “buying decision approaches” ide...

Journal ArticleDOI
TL;DR: The authors examined the content of humorous television advertising from four national cultures: Korea, Germany, Thailand, and the United States and found that humorous communications from such diverse national cultures share certain universal cognitive structures underlying the message.
Abstract: Humor is a commonly used communication tool in advertising in the United States, but U.S. marketers know little about its use and effectiveness in foreign markets. Such limited knowledge hinders international managers' ability to determine which aspects of humorous communications are likely to be amenable to global standardization and which should be adapted to local expectations. The authors examine the content of humorous television advertising from four national cultures: Korea, Germany, Thailand, and the United States. Findings indicate that humorous communications from such diverse national cultures share certain universal cognitive structures underlying the message. However, the specific content of humorous advertising is likely to be variable across national cultures along major normative dimensions such as collectivism- individualism.

Journal ArticleDOI
TL;DR: Experimental results suggest that message reception is influenced by the interplay of two musical properties: attention-gaining value and music-message congruency.
Abstract: Music is an increasingly prominent and expensive feature of broadcast ads, yet its effects on message reception are controversial. The authors propose and test a contingency that may help resolve t...

Journal ArticleDOI
TL;DR: In this article, country segmentation has been proposed to assist in marketing strategy decisions for international marketing managers, such schemes typically consist of grouping or clustering a set of specified co...
Abstract: Country segmentation has been proposed to assist in marketing strategy decisions for international marketing managers. Such schemes typically consist of grouping or clustering a set of specified co...

Journal ArticleDOI
TL;DR: In this article, the authors propose that for mature brands, ad-evoked affect will not have a strong influence on brand attitude; they formulate brand interest, a new construct, as a more relevant consequence of ad...
Abstract: The authors propose that for mature brands, ad-evoked affect will not have a strong influence on brand attitude; they formulate brand interest, a new construct, as a more relevant consequence of ad...

Journal ArticleDOI
TL;DR: In this paper, the authors investigate how Japanese distributors of U.S. manufactured consumer products perceive the exercise of power sources by both themselves and their suppliers in the across-culture dist...
Abstract: The study investigates how Japanese distributors of U.S. manufactured consumer products perceive the exercise of power sources by both themselves and their U.S. suppliers in the across-culture dist...

Journal ArticleDOI
TL;DR: In this article, the role of advertising claim objectivity under central route processing conditions is examined and two distinct components of claimobjectivity are identified: a) a) content objectivity, and b) a
Abstract: The authors examine the role of advertising claim objectivity under central route processing conditions. Past studies are reviewed and two distinct components of claim objectivity are identified: a...

Journal ArticleDOI
TL;DR: In this article, the authors assess the impact of a new brand entry on a market and propose a new entrant into a market may create additional demand for the new brand's products.
Abstract: The assessment of the impact of a new brand entry is an important issue for both practitioners and scholars of competitive strategy A new entrant into a market may create additional demand for the

Journal ArticleDOI
TL;DR: Many marketers contend that recent developments in the philosophy of science imply that objectivity in marketing research is an illusion, a chimera, or impossible as discussed by the authors, and five arguments are customarily pu...
Abstract: Many marketers contend that recent developments in the philosophy of science imply that objectivity in marketing research is an illusion, a chimera, or impossible. Five arguments are customarily pu...

Journal ArticleDOI
TL;DR: In this article, several significant features of alpha-numeric brand names are identified, such as the magnitude of the numbebebe and the number of the n-grams.
Abstract: Alpha-numeric brand names include referent and nonsense mixtures of letters and numbers. Several significant features of alpha-numeric brand names are identified, such as the magnitude of the numbe...

Journal ArticleDOI
TL;DR: In this article, the authors extend previous models for pre-market forecasting of new durable consumer goods by including parameters that reflect consumers' categorization and consideration processes, and propose a new model to predict durable consumer products.
Abstract: The authors extend previous models for premarket forecasting of new durable consumer goods by including parameters that reflect consumers’ categorization and consideration processes. They propose a...

Journal ArticleDOI
TL;DR: In the last decade or so, theoretical modeling has rapidly become an important style of research in marketing as mentioned in this paper, however, to many people, this style is still a mystery and it is still difficult to understand how to apply it in practice.
Abstract: Over the last 10 years or so, theoretical modeling has rapidly become an important style of research in marketing. To many people, however, this style is still a mystery. This article is an attempt...