Showing papers in "Journal of Marketing in 1997"
TL;DR: In this paper, the authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson and their salesperson.
Abstract: The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson. These p...
6,637 citations
TL;DR: Although brand theorists suggest that what a person knows about a company can influence perceptions of the company's products, little systematic research has been conducted on these eff ective factors.
Abstract: Although brand theorists suggest that what a person knows about a company (i.e., corporate associations) can influence perceptions of the company's products, little systematic research on these eff...
3,086 citations
TL;DR: In this article, the authors examine the implications of electronic shopping for consumers, retailers, and manufacturers, and they assume that near-term technological developments will offer consumers unparalleled oppo...
Abstract: The authors examine the implications of electronic shopping for consumers, retailers, and manufacturers. They assume that near-term technological developments will offer consumers unparalleled oppo...
1,967 citations
TL;DR: In this article, transaction cost analysis (TCA) has received considerable attention in the marketing literature over the past decade, and marketing scholars have made important contributions in extending and refining it.
Abstract: Over the past decade, transaction cost analysis (TCA) has received considerable attention in the marketing literature. Marketing scholars have made important contributions in extending and refining...
1,868 citations
TL;DR: Selling alliances that are formed to cooperatively develop and maintain customer relationships are among the new organizational forms that marketing managers utilize for competitive advantage as discussed by the authors. But, as stated in the paper,
Abstract: Selling alliances that are formed to cooperatively develop and maintain customer relationships are among the new organizational forms that marketing managers utilize for competitive advantage. To b...
1,451 citations
TL;DR: The demands and influences of the environmental movement are evident in the dollar value size of the world's largest companies as mentioned in this paper, as well as the changes in the landscape in which global organizations compete.
Abstract: Environmental concerns have begun to reshape the landscape in which global organizations compete. The demands and influences of the environmental movement are evident in the dollar value size of th...
1,032 citations
TL;DR: In this article, the authors consider the relationship between the market and the critic and their reviews in the entertainment industry and propose a method to understand the relationship. But few marketing scholars have considered the relationship among the two.
Abstract: Critics and their reviews pervade many industries and are particularly important in the entertainment industry. Few marketing scholars, however, have considered the relationship between the market ...
831 citations
TL;DR: In this paper, the authors report the results of two studies that attempt to model antecedents of organizational citizenship behaviors in a personal selling context, drawing the antecedent from extant research.
Abstract: The authors report the results of two studies that attempt to model antecedents of organizational citizenship behaviors in a personal selling context. They draw the antecedents from extant research...
715 citations
TL;DR: In this paper, the authors identify strategic, tactical, and environmental factors that influence the commercial success of new products, and test the result of these factors on real-world data.
Abstract: Drawing on the marketing and management literatures, the authors identify strategic, tactical, and environmental factors that influence the commercial success of new products. They test the resulti...
698 citations
TL;DR: In this paper, the authors examine international distribution channels in terms of the coordination processes that govern the relationship between export manufacturers and their foreign-based distributors, and examine the relationship among them.
Abstract: The authors examine international distribution channels in terms of the coordination processes that govern the relationship between export manufacturers and their foreign-based distributors. Althou...
587 citations
TL;DR: Manuel Castells, (bivši) neomarksist, autor je kapitalnih djela s područja urbane sociologije i urbanih društvenih pokreta.
Abstract: Manuel Castells, (bivši) neomarksist, autor je kapitalnih djela s područja urbane sociologije i urbanih društvenih pokreta. Predavao je na dvadesetak prestižnih svjetskih sveučilišta, a redovni je profesor na Berkeleyu. Njegov magnum opus, rezultat desetogodišnjeg izučavanja suvremenih društava, kroz brojne interkulturalne analize oslikava čovječanstvo na prijelazu u informacijsko doba, razapeto između net i self; između funkcije i značenja.
TL;DR: This article pointed out that while some firms embrace and successfully exploit pro-social consumer influence strategies (e.g., environmental positionings, cause-related promotions), other firms tend to downplay their effecti...
Abstract: Whereas some firms embrace and successfully exploit pro-social consumer influence strategies (e.g., environmental positionings, cause-related promotions), other firms tend to downplay their effecti...
TL;DR: Using research in social psychology, the authors illustrate how two key routes to improve communication between marketing and engineering are dependent on the strength of managers' psychological co-efficacy, and demonstrate how managers can be influenced by their psychological co...
Abstract: Using research in social psychology, the authors illustrate how two key routes to improve communication between marketing and engineering are dependent on the strength of managers’ psychological co...
TL;DR: In this paper, the authors identify explanations for the ethical concern of target marketing and propose a solution to the ethical concerns of the target marketing concept, which is the epitome of the marketing concept.
Abstract: Target marketing might be the epitome of the marketing concept. However, in certain instances it has been criticized as unethical. The authors identify explanations for the ethical concern and cont...
TL;DR: Deligonul and cavusgil as discussed by the authors conducted a paradigm-level analysis of resource advantage (R-A) theory and argued that Hunt and Morgan (1995) offer resource-advantage theory as a replacement for p...
Abstract: Deligonul and cavusgil (1997) conduct a paradigm-level analysis of resource-advantage (R-A) theory. They argue that (1) Hunt and Morgan (1995) offer resource-advantage theory as a replacement for p...
TL;DR: In this paper, the authors report the results from a meta-analysis that examines the efficacy of comparative advertising and conclude that comparative advertising can be used to improve the performance of advertising.
Abstract: Previous research and reviews on comparative advertising report mixed results. The authors report the results from a meta-analysis that examines the efficacy of comparative advertising. The analysi...
TL;DR: In this paper, Moore explores the impact of the technology adoption life cycle on marketing and overall business planning, especially strategic partnerships, competitive advantage, positioning and organizational leadership, and shows how to capitalize on the profit-rich niches and hyper-growth markets beyond the chasm.
Abstract: "The chasm is where high-tech fortunes are lost... the tornado is where they are made."-- Steve Jobs, Founder & CEO, Next Computer, Inc. Now, in this fascinating sequel, Moore shows how to capitalize on the profit-rich niches and hyper-growth markets beyond the chasm. Continuing to chart the impact of the Technology Adoption Life Cycle, he explores its effects not just on marketing but on overall business planning, especially strategic partnerships, competitive advantage, positioning and organizational leadership. Moore's most startling lesson is: "As markets move from stage to stage in the Life Cycle, the winning strategy does not just change -- it actually reverses the prior strategy. The very skills that you've just perfected become your biggest liabilities; and if you can't put them aside to acquire new ones, then you're in for tough times." As challenging as this lesson is to apply, Moore leads the way. Using actual examples of cutting-edge firms, he applies the Life Cycle model to all aspects of managing a market-focused business strategy, including how to manage people effectively through each phase of the cycle. There are significant management implications: Chasm-crossers who love the customer intimacy of niches may rebel against the depersonalizing power of the tornado; tornado managers who relish the gales of hyper-growth may resist the inevitable return to the niche, in the guise of mass customization, once the rush to the new paradigm subsides. All industries relying on technology -- not just computer hardware, software and telecommunications, but entertainment, publishing, broadcasting, banking, insurance, health care, aerospace, defense, utilities,pharmaceuticals and retail -- must master Moore's lessons to see the year 2000. If you are marketing technology-based products or managing the people who do, then you will find yourself "Inside the Tornado.""A must-read for start-up cowboys with delusions of Pixar grandeur, as well as aw-just-one-more-button developers and their reengineer-till-ya-puke overlords in the nice offices upstairs." "--Wired" "The chasm is where many high-tech fortunes have been lost...the Tornado is where many have been made."--Steve Jobs, CEO, NeXT Computer, Inc.
TL;DR: In this article, the authors demonstrate that competition among brands in different quality tiers can be asymmetric both in brand choice (what) and in category choice (whether) and investigate how compet...
Abstract: The authors demonstrate that competition among brands in different quality tiers can be asymmetric both in brand choice (“what”) and in category choice (“whether”). They also investigate how compet...
TL;DR: In this article, the authors investigate the motivational effects of emotions in a sales force context and find that emotions are an important driving force behind sales force motivation, while goal-directed behavior is positively associated with positive outcome emotions, independently of goal attainment.
Abstract: The authors investigate the motivational effects of emotions in a sales force context. The personal stakes that salespeople have in a goal situation triggered anticipation of emotions that result from attaining or failing to attain their performance goal. Positive anticipatory emotions were positively related to volitions and mediated the relationship between personal stakes and volitions. Goal attainment was positively related to positive outcome emotions and negatively related to negative outcome emotions. Goal-directed behavior was positively associated with positive outcome emotions, independently of goal attainment. The findings suggest that emotions are an important driving force behind sales force motivation. The authors discuss the implications for sales management, theory development, and further research. A ttempts to identify the motivational antecedents of sales performance constitute one of the longeststanding research streams in marketing research (Churchill et al. 1985). This research, however, has generally neglected a basic psychological factor likely to affect sales force motivation, behavior, and performance: emotions. Although personal selling is a profession in which emotional highs and lows are commonplace, existing research provides little indication of how emotions are related to motivation, behavior, and performance. The research literature suggests that salesperson motivation results primarily from rational thought processes, unaffected by emotions. Yet emotions constitute a powerful psychological force that can affect behavior and performance in
TL;DR: In this article, the authors propose a new theoretical rationale that explains the paired existence of both a manufacturer's decision to limit the number of intermediaries operating in a specific geographic market and a buyer's decision not to use intermediaries.
Abstract: The authors propose a new theoretical rationale that explains the paired existence of both a manufacturer's decision to limit the number of intermediaries operating in a specific geographic market ...
TL;DR: In this article, the determinants of trade show effectiveness are investigated. But little is known about the determinant of trade shows effectiveness. And the authors build a model that ca...
Abstract: Trade shows are a multibillion-dollar business in the United States and the United Kingdom, but little is known about the determinants of trade show effectiveness. The authors build a model that ca...
TL;DR: The authors present a framework that researchers can use to assess the theoretical meaningfulness of conceptual definitions and to improve theoreticalmeaningness using the specification of formal language systems.
Abstract: Nominal definitions of concepts specified in marketing theories are vulnerable to problems involving conceptual ambiguity and vagueness when they are defined using natural language systems. The aut...
TL;DR: In this paper, the authors take a cognitive approach to match decision aids for marketing managers with the thinking and reasoning processes of the marketing decision makers who use them to match with the decision aids.
Abstract: To be effective, decision aids for marketing managers should match with the thinking and reasoning processes of the marketing decision makers who use them. The authors take a cognitive approach to ...
TL;DR: The Comparative Advantage Theory of Competition (CATC) was proposed by Hunt and Morgan as mentioned in this paper to replace the Neoclassical Theory of Perfect Competition (NTPC) in 1995.
Abstract: The Comparative Advantage Theory of Competition (CATC) is proposed by Hunt and Morgan (1995) to replace the Neoclassical Theory of Perfect Competition (NTPC). The new theory claims to offer a bette...
TL;DR: Novak argues that business not only creates social connections, lifts its participants out of poverty, and builds the foundations for democracy, but can and must be morally uplifting.
Abstract: Business is routinely dismissed as soulless, valueless and rapacious. This book argues against this by saying that business not only creates social connections, lifts its participants out of poverty, and builds the foundations for democracy, but can and must be morally uplifting. Novak defends business executives and provides a philosophy to guide their thinking. He presents their key moral ideas, including the creation of the idea of progress, and attempts to show how the moral risk of materialism can be countered by a cultivation of natural virtue. The author's previous titles include \"The Spirit of Democratic Capitalism\" and \"Belief and Unbelief\".
TL;DR: Balasubramanian and Kumar as mentioned in this paper showed that market share, market growth, and their interaction are important predictors of the ratio of ratio of advancers to advancers.
Abstract: The authors focus on their 1990 model (BK see Balasubramanian and Kumar 1990), which indicates that market share, market growth, and their interaction are important predictors of the ratio of adv...
Journal Article•
TL;DR: In this article, 11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German sales organizations.
Abstract: 11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German sales organizations. Many of the hypotheses get empirical support. Contrary to hypothesis, however, salesforce size is negatively related to the use of behavior-based control in salesforces.
TL;DR: Ailawadi, Farris, and Parry as discussed by the authors reported the results of a failed attempt to validate the findings of Balasubramanian and Kumar's (1990) empirical analysis of the deterministic deterministic model.
Abstract: In 1994, the authors (see Ailawadi, Farris, and Parry 1994) reported the results of a failed attempt to validate the findings of Balasubramanian and Kumar's (1990) empirical analysis of the determi...
TL;DR: Brandenburger and Nalebuff as mentioned in this paper used game theory to develop a set of guidelines that will make it easier to explain the reasoning behind a proposed strategy and encourage readers to think about not only how to play the game, but also how to change the rules.
Abstract: Why Can't a Game Be More Like a Business? In this book, Brandenburger and Nalebuff use game theory to develop a set of guidelines that will \"make it easier to explain the reasoning behind a proposed strategy.\" The games that they use as analogies do not involve sports with their zero-sum outcomes; instead, they consider a variety of games that allow for mutual benefit, as well as harm, for the players. They use the term co-opetition, which is consistent with their message that cooperation pays off in some situations, competition in others. They encourage readers to think about not only how to play the game, but also how to change the rules. Examination of these games leads them to make recommendations for managers, many of which are relevant to marketing managers. So, to the extent that a game is like a business, this book should be useful. My aims in reviewing the book are to ask: (l) Is it new? (2) Is it useful? and (3) Is it supported? The book has flaws, particularly in the area of supporting evidence, but it is an important book.
TL;DR: The authors show reasons why their claim that their analyses have invalidated the Balasubramanian and Kumar (1990) model is incorrect and highlight key criteria and guidelines that can help further research.
Abstract: Ailawadi, Farris, and Parry (1997) claim that their analyses have invalidated the Balasubramanian and Kumar (1990) model. The authors show reasons why their claim is incorrect and highlight key cri...