Showing papers in "Journal of Marketing in 1998"
TL;DR: Research on market orientation and organizational learning addresses how organizations adapt to their environments and develop competitive advantage as discussed by the authors. But a significant void exists in current models of market orientation, which is not addressed in this paper.
Abstract: Research on market orientation and organizational learning addresses how organizations adapt to their environments and develop competitive advantage. A significant void exists in current models of ...
2,955 citations
TL;DR: In recent years, a market-oriented corporate culture increasingly has been considered a key element of superior corporate performance as discussed by the authors, although organizational innovativeness is believed to be a pot...
Abstract: In recent years, a market-oriented corporate culture increasingly has been considered a key element of superior corporate performance. Although organizational innovativeness is believed to be a pot...
2,594 citations
TL;DR: In this article, the authors consider investments in complaint handling as a means of increasing customer commitment and building customer loyalty, but they are not well informed on how to deal successfully with successful complaints.
Abstract: Many companies consider investments in complaint handling as means of increasing customer commitment and building customer loyalty. Firms are not well informed, however, on how to deal successfully...
2,164 citations
TL;DR: The authors developed a conceptual framework of the marketing-finance interface and discussed its implications for the theory and practice of marketing, and proposed that marketing is concern, concern, and concern.
Abstract: The authors develop a conceptual framework of the marketing–finance interface and discuss its implications for the theory and practice of marketing. The framework proposes that marketing is concern...
1,900 citations
TL;DR: In this article, the authors expand and integrate prior price-perceived value models within the context of price comparison advertising and present a conceptual model that explicates the effects of advertised prices.
Abstract: The authors expand and integrate prior price-perceived value models within the context of price comparison advertising. More specifically, the conceptual model explicates the effects of advertised ...
1,467 citations
TL;DR: Although the role of market knowledge competence in enhancing new product advantage is assumed widely in the literature, empirical studies are lacking because of an absence of the concept definitio....
Abstract: Although the role of market knowledge competence in enhancing new product advantage is assumed widely in the literature, empirical studies are lacking because of an absence of the concept definitio...
1,318 citations
TL;DR: In this article, the authors propose a communication-based model of relationship marketing and discuss how communication is the foundation of the new customer-focused marketing efforts, rather than persuading.
Abstract: The authors propose a communication-based model of relationship marketing and discuss how communication (rather than persuasion) is the foundation of the “new” customer-focused marketing efforts. T...
1,263 citations
TL;DR: This paper provided an initial test of the animosity model of foreign product purchase in the People's Republic of China and showed that the model predicts that foreign product purchases in China will lead to increased animosity.
Abstract: The authors provide an initial test of the animosity model of foreign product purchase in the People's Republic of China. In contrast to Shimp and Sharma's (1987) CETSCALE, the model predicts that ...
1,204 citations
TL;DR: In this paper, the authors argue that new product development (NPD) teams are engaged in knowledge creation, and NPD management should emphasize cognitive team processes rather than purely social processes.
Abstract: Because new product development (NPD) teams are engaged in knowledge creation, NPD management should emphasize cognitive team processes rather than purely social processes. Using the notions of tac...
994 citations
TL;DR: The relationship between attribute-level performance, overall satisfaction, and repurchase intentions is of critical importance to managers and generally has been conceptualized as linear and symme....
Abstract: The relationship between attribute-level performance, overall satisfaction, and repurchase intentions is of critical importance to managers and generally has been conceptualized as linear and symme...
962 citations
TL;DR: In this paper, the authors examine the roles that price, performance, and expectations play in determining satisfaction in a discrete service exchange and maintain that the price fluctuation is correlated with the expected satisfaction.
Abstract: In this article, the authors examine the roles that price, performance, and expectations play in determining satisfaction in a discrete service exchange. The authors maintain that the price fluctua...
TL;DR: Results show that organizational improvisation occurs moderately in organizations and that organizational memory level decreases and environmental turbulence level increases the incidence of improvisation, and indicate that environmental and organizational factors can reduce negative effects and sometimes create a positive effect for improvisation.
Abstract: The field of marketing strategy often makes the important assumption that marketing strategy should occur by first composing a plan on the basis of a careful review of environmental and firm inform...
TL;DR: A strategy for easing the tensions facing suppliers and distributors in their channel relationships may be the adoption of market-oriented behaviors as mentioned in this paper, where the authors develop a model of likely effects a
Abstract: A strategy for easing the tensions facing suppliers and distributors in their channel relationships may be the adoption of market-oriented behaviors The authors develop a model of likely effects a
TL;DR: In this article, the authors integrate the notion of extra role performance with the current understanding of the relationships among salesperson job attitudes (job satisfaction and organization) to find out the relationship between extra-role performance and job satisfaction.
Abstract: The purpose of this study is to integrate the notion of extra-role performance with the current understanding of the relationships among salesperson job attitudes (job satisfaction and organization...
TL;DR: In this paper, the attitudes and behaviors of employees who provide frontline service and the extent to which relationships vary among male and female employees were examined. The overall model predicated on the overall model.
Abstract: The authors examine the attitudes and behaviors of employees who provide frontline service and address the extent to which relationships vary among male and female employees. The overall model pred...
TL;DR: The authors develop guidelines to assist managers in selecting or modifying logos to achieve their corporate image goals and identify logos that meet high-recognition, low-investment, and high-image communication objectives.
Abstract: The authors develop guidelines to assist managers in selecting or modifying logos to achieve their corporate image goals. An empirical analysis of 195 logos, calibrated on 13 design characteristics...
TL;DR: In this article, the authors focused on the linear effects of role stressors and job characteristics on salespersons' behavioral (e.g., performance) and psychological job outcome, while most previous studies have focused on linear effects.
Abstract: Most previous studies have focused on the linear effects of role stressors and job characteristics on salespersons’ behavioral (e.g., performance) and psychological (e.g., satisfaction) job outcome...
TL;DR: In this paper, the authors examined whether extensions can dilute beliefs associated with a product's brand and line extension strategy, and concluded that extensions may dilute consumers' trust in a product.
Abstract: This article extends the scope of investigations into the potential risks of brand and line extension strategies. Here, the authors examine whether extensions can dilute beliefs associated with a s...
TL;DR: In this article, the authors assess the effects of trait competitiveness and competitive psychological climate on self-set goal levels and sales performance and find that there is an interaction between trait compet...
Abstract: The authors assess the effects of trait competitiveness and competitive psychological climate on self-set goal levels and sales performance. The results indicate an interaction between trait compet...
TL;DR: In this paper, the authors examined how national culture affects referral behavior for industrial services such as advertising, banking, and accounting, and found that Japanese companies use more than comparable American companies do.
Abstract: In this study, the authors examine how national culture affects referral behavior for industrial services such as advertising, banking, and accounting. The authors collected data using interviews with managers of small- and medium-sized companies in the United States and Japan. The results show that national culture has a strong effect on the number of referral sources consulted and that Japanese companies use more than comparable American companies do. Don't laugh, but all the really important [business] services I have, I found in the Yellow Pages (American manager of a small manufacturing company in the United States). When starting a new business, your bank means everything. Just about all my service vendors came from talking with my bank (Japanese owner of a cosmetics manufacturer in Tokyo).
TL;DR: In this paper, the authors report the results of a laboratory experiment examining the effects of the meaningfulness of brand names on recall of advertising and find that a brand name explicitly con...
Abstract: The authors report the results of a laboratory experiment examining the effects of the meaningfulness of brand names on recall of advertising. The findings indicate that a brand name explicitly con...
TL;DR: Theoretical models of marketing ethics propose that people first must perceive the presence of an ethical issue before the process of ethical decision making can begin this paper, and the concept of ethic...
Abstract: Theoretical models of marketing ethics propose that people first must perceive the presence of an ethical issue before the process of ethical decision making can begin. Through the concept of ethic...
TL;DR: Although considerable research exists on consumer processing of nutrition labeling and package claims, less is known about consumer interpretation of nutrient content claims in advertising as discussed by the authors, which is the most relevant work to ours.
Abstract: Although considerable research exists on consumer processing of nutrition labeling and package claims, less is known about consumer interpretation of nutrient content claims in advertising. This is...
TL;DR: In this paper, the authors present a conceptual framework relating marketing organization to the business environment and draw on their field observations and prior research to describe variations and develop illustrative propositions for three organizational dimensions: the structural location of marketing and sales groups, the cross-functional dispersion of marketing activities, and the relative power of the marketing subunit.
Abstract: While there is increasing interest in topics related to organization of the marketing function,
there is relatively little research that relates marketing organization to the business unit’s
environment. This paper, based on interviews in U.S. and German firms, explores how the
organization and role of marketing varies across business contexts. After reviewing prior
research and describing the methodology, we present a conceptual framework relating
aspects of marketing organization to the business environment. We then draw on our field
observations and prior research to describe variations and develop illustrative propositions
for three organizational dimensions: (a) the structural location of marketing and sales groups,
(b) the cross-functional dispersion of marketing activities, and (c) the relative power of the
marketing sub-unit. We conclude with theoretical and managerial implications.
TL;DR: In this paper, the authors report the results of a study that examines retailer participation in manufacturer-sponsored promotion programs, and two particular aspects of participation are studied, namely, retaile...
Abstract: The authors report the results of a study that examines retailer participation in manufacturer-sponsored promotion programs. Two particular aspects of participation are studied, namely, (1) retaile...
TL;DR: In this article, the authors consider an important internal or "second audience" for their advertisements: employees who notice their employer's advertisements, evaluate the evaluation, and decide whether they like it or not.
Abstract: Marketing decision makers often do not consider an important internal or “second audience” for their advertisements: employees. Yet employees do notice their employer's advertisements, evaluate the...
TL;DR: In this paper, the authors focus on emergent buying center networks in firms that recently have purchased an expensive, complex, technological product, and examine how a person's information control and i...
Abstract: The authors focus on emergent buying center networks in firms that recently have purchased an expensive, complex, technological product. The authors examine how a person's information control and i...
TL;DR: This paper examined the histories of four business-to-business relationships in the United States: advertising agencies and clients, textile agents and mills, the Pullman Car Company and railroads.
Abstract: The authors examine the histories of four business-to-business relationships in the United States: advertising agencies and clients, textile agents and mills, the Pullman Car Company and railroads,...