Journal ArticleDOI
Organizational motivation, opportunity and ability to measure marketing performance
Reads0
Chats0
TLDR
In this paper, a survey of senior managers at 66 large corporations reveals that organizational ability and opportunity to process marketing performance information appear to have positive effects on both the sophistication of processing and satisfaction with performance measurement.Abstract:
The authors draw on the MOA (motivation, opportunity, ability) framework from consumer information processing theory to explore the drivers of performance information processing, satisfaction with marketing performance assessment systems, and top management intentions to change them. A survey of senior managers at 66 large corporations reveals that organizational ability and opportunity to process marketing performance information appear to have positive effects on both the sophistication of processing and satisfaction with performance measurement. Motivation to process has both direct and moderating effects on future measurement spending plans. On the other hand, satisfaction with the system did not appear to influence future spending plans. Managerially, developing the organization's ability to interpret performance data appears to have the strongest effects on managers' attitudes and intentions regarding the measurement system.read more
Citations
More filters
Journal ArticleDOI
How Motivation, Opportunity, and Ability Impact Travelers' Social Media Involvement and Revisit Intention
Xi Y. Leung,Billy Bai +1 more
TL;DR: In this paper, the authors applied the motivation, opportunity, and ability (MOA) theory and the concept of involvement in exploring travelers' behaviors in hotel social media pages, and found that travelers' motivation and opportunity have positive relationships with their involvement in online social media, and their social media involvement positively impacts their revisit intention pages.
Journal ArticleDOI
The power of a thumbs-up: Will e-commerce switch to social commerce?
Chia-Ying Li,Yi-Cheng Ku +1 more
TL;DR: The findings revealed that push effect, in terms of low transaction efficiency, drives customers away from e-commerce sites, whereas the pull effects, including social presence, social support, social benefit, and self-presentation, attract customers to social commerce sites.
Journal ArticleDOI
Marketing strategy: taxonomy and frameworks
TL;DR: In this article, a taxonomy of marketing strategy concepts and integrative frameworks that differentiate and integrate its formulation and implementation processes is presented, based on a review of academic literature on marketing strategy chronicled in major marketing journals January 1990•April 2006.
Journal ArticleDOI
The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads.
TL;DR: In this article, the authors consider factors that influence sales reps' pursuit (or lack thereof) of marketing and self-generated leads, and find that the proportion of time that sales reps devote to marketing leads depends on organizational lead prequalification and managerial tracking processes, as well as marketing lead volume (opportunity), and sales rep experience and performance.
Journal ArticleDOI
Human factors of knowledge-sharing intention among taiwanese enterprises: A model of hypotheses
TL;DR: In this paper, the authors combine the concept of social capital and motivation by both social and technological dimensions to investigate the human factors that characterize knowledge sharing and the motivational elements that can encourage investment in it.
References
More filters
Journal ArticleDOI
The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.
Reuben M. Baron,David A. Kenny +1 more
TL;DR: This article seeks to make theorists and researchers aware of the importance of not using the terms moderator and mediator interchangeably by carefully elaborating the many ways in which moderators and mediators differ, and delineates the conceptual and strategic implications of making use of such distinctions with regard to a wide range of phenomena.
Journal ArticleDOI
Estimating Nonresponse Bias in Mail Surveys
TL;DR: This article used subjective estimates and extrapolations in an analysis of mail survey data from published studies for estimates of the magnitude of bias and found that the use of extrapolation led to substantial improvements over a strategy of not using extrapolation.
Posted Content
Estimating Nonresponse Bias in Mail Surveys
JS Armstrong,Terry Overton +1 more
TL;DR: Valid predictions for the direction of nonresponse bias were obtained from subjective estimates and extrapolations in an analysis of mail survey data from published studies and the use of extrapolation led to substantial improvements over a strategy of not using extrapolation.
Journal ArticleDOI
Market orientation: Antecedents and consequences
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...
Book ChapterDOI
The elaboration likelihood model of persuasion
TL;DR: This chapter discusses a wide variety of variables that proved instrumental in affecting the elaboration likelihood, and thus the route to persuasion, and outlines the two basic routes to persuasion.
Related Papers (5)
Evaluating Structural Equation Models with Unobservable Variables and Measurement Error
Claes Fornell,David F. Larcker +1 more