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Full-Text Articles in Business
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, sales-people's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert
Research Collection Lee Kong Chian School Of Business
We adopt a broad perspective. The issues affecting brand management go beyond those that can be dealt with by the set of articles constituting the special issue. A broad perspective enables us to sketch some directions for research. We discuss problems and opportunities posed by major market forces and their implications for product management. We adopt a "systems" view, which considers brand management as adaptive, responding not only to the actions of competitors, final and intermediate customers, and other stakeholders, but also to its own past actions and reputation. We distinguish brand managers from brand management and discuss some possibilities …
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert
Research Collection Lee Kong Chian School Of Business
The article focuses on the state of brand management in the 1990s, including challenges and opportunities that brand managers face. It states that executives are challenged by daily crises that are a result of customer and competitive market activities, and also their need to strategically think about what function brand management serves. It examines the environmental pressures faced by brand managers as they work to create a competitive advantage as they adapt to and instigate change. It comments on the effect globalization has had on competition and the increased openness of markets. It examines the need for collaboration with competitors …
R&D-Marketing Integration Mechanisms, Communication Flows, And Innovation Success, Rudy K. Moenaert, William E. Souder, Arnoud De Meyer, Dirk Deschoolmeester
R&D-Marketing Integration Mechanisms, Communication Flows, And Innovation Success, Rudy K. Moenaert, William E. Souder, Arnoud De Meyer, Dirk Deschoolmeester
Research Collection Lee Kong Chian School Of Business
The authors report the results of their study of forty technologically innovative Belgian companies to examine the interaction between marketing and R&D. They studied one commercially successful and one commercially unsuccessful technological product innovation project in each participating company and collected data from one marketing and one R&D respondent per project. Communication flows between marketing and R&D are increased under conditions involving formalization of projects, decentralization, positive inter-functional climate, and role flexibility.