Marketing Commons^™

Do Suppliers Benefit From Collaborative Relationships With Large Retailers? An Empirical Investigation Of Efficient Consumer Response Adoption, Daniel Corsten, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

Collaborative manufacturer-retailer relationships based on efficient consumer response (ECR) have become ubiquitous over the past decade. Yet academic studies of ECR adoption and its impact on marketing relationships are relatively scarce. Inspired by the relational view of competitive advantage, the authors empirically investigate whether the extent to which suppliers of a major retailer adopt ECR has a beneficial impact on their outcomes. The results demonstrate that whereas ECR adoption has a positive impact on supplier economic performance and capability development, it also generates greater perceptions of negative inequity on the part of the supplier. However, retailer capabilities and supplier trust …

Microeconomics Of Brand Loyalty: Learning, Switching, And Uncertainty, Ronia Ahmed Moustafa Hawash

Archived Theses and Dissertations

In a world of competition, loyalty to a particular brand has a significant role in the behaviour of economic agents and the outcome of markets. The objective of this thesis is to examine the microeconomics of brand loyalty from three dimensions: consumer learning by using markets with switching costs, and uncertainty in product quality. The various methodologies used are based on extensions, modeling, and integrative analysis of some works in the literature, most notably those of Klemperer, Pepall, Thisse, Gabszewicz, Schwartz and Wilde, and Tirole. Brand loyalty arising from the above mentioned perspectives is tackled via three models. The first …

Obesity, Educational Attainment, And State Economic Welfare, Martin W. Sivula Ph.D.

MBA Faculty Conference Papers & Journal Articles

For the first time in history, estimates of the overweight people in the world rival estimates of those malnourished. The World Health Organization (WHO, 2002) ranked obesity among the top 10 risks to human health worldwide. In the early 1960s, nearly half of the Americans were overweight and 13% were obese. Today some 64% of U.S. adults are overweight and 30.5% are obese. Even more alarming, twice as many U.S. children are overweight than were twenty years ago, a 66% increase. Non-communicable diseases impose a heavy economic burden on already strained health systems. Health is a key determinant of development …

Procedural Priming Effects On Spontaneous Inference Formation, Kirmani Amma, Michelle P. Lee, Carolyn Yoon

Research Collection Lee Kong Chian School Of Business

Procedural priming refers to how the frequent or recent use of certain cognitive procedures on one task can lead to a greater propensity to use the same procedures on a subsequent task. In this paper, we demonstrate how procedural priming may be used to assess spontaneous inference formation in situations where the inference involves a relationship or rule. We do so in the context of the advertising cost–product quality rule, i.e., that higher advertising expense implies higher product quality. Prior research suggests that underlying the advertising cost–quality rule is a basic human attribution (the effort investment rule) that says, if …

Reactions To Perceived Inequity In U.S. And Dutch Interorganizational Relationships, Lisa K. Scheer, Nirmalya Kumar, Jan-Benedict E. M. Steenkamp

Research Collection Lee Kong Chian School Of Business

In an empirical examination of inequity in interorganizational relationships, we found similarities and differences in Dutch and U.S. automobile dealers' reactions to inequity in their relationships with their automobile suppliers. As predicted by equity theory, both positive and negative inequity have detrimental effects on the reactions of Dutch firms. In contrast, U.S. firms do not react negatively to positive inequity; only negative inequity has deleterious effects.

Sampling Concepts, Paul Boyd, Ph.D.

MBA Faculty Conference Papers & Journal Articles

The usefulness of any research is dependent upon how well the group studied represents the group about which decisions are to be made or conclusions drawn. That is, it depends upon how well the sample reflects relevant characteristics of the population. When it is possible to study every member of that group there is no problem, for on these occasions we can easily calculate the exact attribute (parameter) of interest for our population.

For example, if we were interested in determining the average number of gallons of gasoline sold to customers at our service station yesterday, we …

Examining The Impact Of Destructive Acts In Marketing Channel Relationships, Jonathan D. Hibbard, Nirmalya Kumar, Lisa W. Stern

Research Collection Lee Kong Chian School Of Business

In virtually all marketing channel relationships, one of the parties eventually will engage in an action that another channel member considers potentially destructive for the relationship. How a particular channel member reacts to such an act has implications for the long-term viability and success of the relationship. On the basis of a large data set collected from both a focal supplier and its independent dealers, the authors classify dealers' responses to a supplier's destructive acts by extending the response 'typology of exit, voice, and loyalty, which is based on Hirschman's seminal writings on responses to decline in organizations and states. …

Identification Of Linkage Between Strategic Group And Performance Of Indian Commercial Banks: A Combined Approach Using Dea And Co-Plot, Prithwiraj Nath, Avinandan Mukherjee, Manabendra Nath

Marketing Faculty Research

This paper explores the linkage between strategic grouping and performance of the Indian banking sector. Strategic grouping and performance were identified using published financial information for all public sector banks. Grouping of Indian public sector banks following comparable financial strategy – with similar asset quality, operational efficiency and profitability was operationalized using the graphical display method of Co-plot.

From their position in the two dimensional conceptual map, banks with identical financial performance formed strategic groups with significant positive linkage between better groups and their superior financial performance, which showed their inherent homogeneity in business policy decisions. Relative performance of the …

A Social-Cognitive Approach To Salesperson Work Motivation, Lawrence Scott Silver

Doctoral Dissertations

The purpose of this study was to apply a social-cognitive model of motivation, used extensively in educational psychology, to a sales setting. The topic pertaining to work motivation and its importance is evidenced by the amount of research devoted to the topic. The literature examined for this study was selected from the fields of industrial/organizational psychology, educational psychology, and marketing/sales. Specifically, this study addressed the following research questions: (1) To what extent is salespeople's goal orientation determined by their implicit personality theory? (2) Do salespeople's goal orientation determine their behavior pattern? (3) Does optimism moderate the relationship between salespeople's implicit …

Moderating Effects Of Vertical Exchange Relationship On The Relationship Between Firm Market Orientation And Selected Salesperson Role Variables, Patrick Dwain Fountain

Doctoral Dissertations

The purpose of this dissertation is to examine the moderating effects of identified dimensions of vertical exchange relationship (VER) between firm market orientation and the salesperson role variables of job satisfaction, organizational commitment, role ambiguity and role conflict. The sample utilized in this dissertation is the salesforce of a major United States publishing company. Moderated regression analysis is used to determine moderating effects. Three dimensions of vertical exchange relationship are identified using factor analysis and are labeled work, loyalty and congruence. The results indicate that the work dimension is a moderator of the relationship between market orientation and job satisfaction. …

Sole Survivors: How Exceptional Companies Survive And Thrive At The Edge, Anto Kerins

Books / Book chapters

Some companies seem born to fail, while others manage to survive and thrive despite great adversity. What are the secrets of the survivors?. Sole Survivors puts nine such companies under the microscope to discover what sets them apart from their less-successful competitors, what make them "exceptional". But these nine are neither blue-chip multinationals nor high-tech operators. They are small to medium-sized European companies in a traditional section that has been decimated in recent times-footwear manufacturing. This book tells the stories of these companies in detail from their historical development through to their current business strategies, from their organisational structures to …

Generalizations About Trust In Marketing Channel Relationships Using Meta-Analysis, Inge Geyskens, Jan-Benedict E. M. Steenkamp, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

This meta-analysis examines the role of trust in marketing channels. First, the analysis of painwise relationships involving trust indicates that trust, on average, exhibits a robust and strong relationship with other channel relationship constructs under a wide range of different conditions. Next, we explored systematic patterns of variation in the correlations. The results demonstrate that the use of experiments, samples drawn from multiple industries, and US data tend to produce larger effects than the use of field studies, samples drawn from a single industry, and European data respectively do. Various other methodological characteristics of studies did not have significant effects. …

No. 130 1997 November

International Journal for Business Education

SIEC Historical Documents

The Effects Of Organizational And Individual Learning On Job Satisfaction And Organizational Commitment, David Lee Wright

Doctoral Dissertations

The objective of this dissertation was to assess how certain organizational-level and individual-level factors affect member job attitudes. Specifically, market orientation and organizational learning, contingent on the individual's orientation toward learning, were examined as potential predictors of job satisfaction and organizational commitment. Individual performance of employees affects organizational performance. Consequently, these organizational and individual factors are significant to management because of their potential influence on the attitudes of employees.

A national sample consisting of sales and marketing executives made up the sample frame. A self-report questionnaire was mailed to 2000 randomly selected potential respondents. The return of 213 usable questionnaires …

No. 129 1997 April

International Journal for Business Education

SIEC Historical Documents

The Power Of Trust In Manufacturer-Retailer Relationships, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

Manufacturers and retailers traditionally have seen each other as adversaries, but the benefits generated by trusting relationships between such old foes as Procter & Gamble Company and Wal-Mart Stores show that fear and intimidation may not be the most effective way for manufacturers and retailers to deal with each other after all. Studies of manufacturer-retailer relationships in a variety of industries reveal that exploiting power has three major drawbacks. it can come back to haunt a company if the balance of power changes; victims will ultimately seek ways to resist such exploitation; and working as partners allows retailers and manufacturers …

No. 128 1996 November

International Journal for Business Education

SIEC Historical Documents

The Effects Of Trust And Interdependence On Relationship Commitment: A Trans-Atlantic Study, Inge Geyskens, Jan-Benedict E. M. Steenkamp, Lisa K. Scheer, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

In recent years, interorganizational relationship management has become of paramount interest in marketing channels research. Marketing managers and researchers have identified mutual commitment among exchange partners in a marketing channel as central to successful relationship marketing and as key to producing significant benefits for firms. We consider two types of commitment that may characterize interfirm relationships. Affective commitment expresses the extent to which channel members like to maintain their relationship with specific partners. Calculative commitment measures the degree to which channel members experience the need to maintain a relationship. After conceptualizing commitment, we offer a set of hypotheses concerning the …

Interest Domination As A Framework For Exploring Channel Changes In Transitional Economies, Debra Dahab, James W. Gentry, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Changes in political and economic power can affect channel structures and decisions. Western channel models may not be useful for understanding the process of change in Central and East European transforming economies. This discussion suggests that channels in transforming economies may be controlled by groups or networks of people with mutual interests, a phenomenon the authors call interest domination. The article examines interest domination by managers, Communist cadres, and other party elite in two transforming economies and describes how structural and behavioral components of command economies might be conducive to interest domination of marketing channels. Propositions for explaining the political, …

No. 127 1996 April

International Journal for Business Education

SIEC Historical Documents

Are You Being Served? Organisational Survival May Depend On The Response, Anand Kasturi

IIMB Management Review

No abstract provided.

The Effects Of Environment Dynamism And Heterogeneity On Salespeople's Role Perceptions, Performance And Job Satisfaction, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

This article develops a structural equations model which examines the effects of environmental dynamism and heterogeneity on salespeople’s role conflict, role ambiguity, performance and job satisfaction. The model is tested with EQS, using data collected from 230 salespeople in multiple companies and industries. Indicates that environmental dynamism reduces satisfaction and performance, and increases role conflict and ambiguity. Notes that environmental heterogeneity also reduces performance and increases role conflict, but does not have a significant effect on role ambiguity.

No. 126 1995 November

International Journal for Business Education

SIEC Historical Documents

No. 125 1995 April

International Journal for Business Education

SIEC Historical Documents

No. 124 1994 November

International Journal for Business Education

SIEC Historical Documents

No. 123 1994 April

International Journal for Business Education

SIEC Historical Documents

Conducting Interorganizational Research Using Key Informants, Nirmalya Kumar, Louis W. Stern, James C. Anderson

Research Collection Lee Kong Chian School Of Business

In this article, we examine the use of the key informant methodology by researchers investigating interorganizational relationships. Authors have advocated the use of multiple informants to increase the reliability and validity of informant reports. However, interorganizational research still tends to rely on single informants. We investigated informant selection and obtaining perceptual agreement among multiple informants, two problems that may have inhibited widespread use of multiple informants. We suggest procedures for dealing with those problems and provide an illustrative application of our proposals.

No. 121 1993 April

International Journal for Business Education

SIEC Historical Documents

No. 120 1992 November

International Journal for Business Education

SIEC Historical Documents

No. 119 1992 April

International Journal for Business Education

SIEC Historical Documents