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Articles 451 - 476 of 476

Full-Text Articles in Marketing

Market Orientation And Organizational Performance: Is Innovation A Missing Link?, Jin K. Han, Namwoon Kim, Rajendra K. Srivastava Oct 1998

Market Orientation And Organizational Performance: Is Innovation A Missing Link?, Jin K. Han, Namwoon Kim, Rajendra K. Srivastava

Research Collection Lee Kong Chian School Of Business

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 potential mediator of this market orientation-corporate performance relationship, much of the evidence to date remains anecdotal or speculative. In this context, the authors present a systematic framework to test the postulated "market orientation-innovation-performance" chain. To this end, the direct causality assumption of market orientation on organizational performance is examined with Narver and Slater's (1990) market orientation framework. Moreover, the authors take a componentwise approach and examine how the three core components of market orientation …

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Market Orientation And Organizational Performance: Is Innovation A Missing Link?, Jin K. Han, Namwoon Kim, Rajendra K. Srivastava Oct 1998

Market Orientation And Organizational Performance: Is Innovation A Missing Link?, Jin K. Han, Namwoon Kim, Rajendra K. Srivastava

Research Collection Lee Kong Chian School Of Business

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 potential mediator of this market orientation - corporate performance relationship, much of the evidence to date remains anecdotal or speculative. In this context, a systematic framework is presented to test the postulated market orientation-innovation-performance chain. To this end, the direct causality assumption of market orientation on organizational performance is examined with Narver and Slater's (1990) market orientation framework. Moreover, a componentwise approach is taken, and an examination is conducted of how the 3 core …

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Generalizations About Trust In Marketing Channel Relationships Using Meta-Analysis, Inge Geyskens, Jan-Benedict E. M. Steenkamp, Nirmalya Kumar Jul 1998

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. …

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Interdependence, Punitive Capability, And The Reciprocation Of Punitive Actions In Channel Relationships, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp May 1998

Interdependence, Punitive Capability, And The Reciprocation Of Punitive Actions In Channel Relationships, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp

Research Collection Lee Kong Chian School Of Business

Using data from automobile dealers in the Netherlands, the authors find that dealers' punitive actions toward their key suppliers are affected by their perceptions of their own and their supplier's interdependence and punitive capabilities, as well as by the supplier's punitive actions. Punitive actions are affected by interdependence, but a more complete picture is achieved by also examining punitive capability. The authors test hypotheses based on bilateral deterrence, conflict spiral, and relative power theories, but none of these comprehensively explains the effects of both total power and power asymmetry. Dealer punitive actions are inhibited as total interdependence increases, but are …

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Market-Based Assets And Shareholder Value: A Framework For Analysis, Rajendra Kumar Srivastava, Tasadduq A. Shervani, Liam Fahey Jan 1998

Market-Based Assets And Shareholder Value: A Framework For Analysis, Rajendra Kumar Srivastava, Tasadduq A. Shervani, Liam Fahey

Research Collection Lee Kong Chian School Of Business

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 concerned with the task of developing and managing market-based assets, or assets that arise from the commingling of the firm with entities in its external environment. Examples of market-based assets include customer relationships, channel relationships, and partner relationships. Market-based assets, in turn, increase shareholder value by accelerating and enhancing cash flows, lowering the volatility and vulnerability of cash flows, and increasing the residual value of cash flows. ABSTRACT FROM AUTHOR Copyright of Journal …

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Brand Extensions In A Competitive Context: Effects Of Competitive Targets And Product Attribute Typicality On Perceived Quality, Jin K. Han Jan 1998

Brand Extensions In A Competitive Context: Effects Of Competitive Targets And Product Attribute Typicality On Perceived Quality, Jin K. Han

Research Collection Lee Kong Chian School Of Business

Brand extensions have proliferated over the past decade, and the rationale behind endowing a new product with a well-known brand name is to provide consumers--and the trade--with a sense of familiarity and security by leveraging positive brand characteristics in a new product category. Although brand extensions have become a standard strategy for new product introductions in today's fiercely competitive marketplace, the extant literature has examined brand extensions as if they occur in a competitive vacuum. This study attempts to fill this void by examining brand extensions in a competitive context. Specifically, brand-extension strategy in a competitive context includes two key …

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The Revolution In Retailing: Introduction To The Special Issue, Nirmalya Kumar Dec 1997

The Revolution In Retailing: Introduction To The Special Issue, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

No abstract provided.

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The Revolution In Retailing: From Market Driven To Market Driving, Nirmalya Kumar Dec 1997

The Revolution In Retailing: From Market Driven To Market Driving, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

The first image aroused by 'retailing' for many of us, especially those of us who are somewhat older, is that of the corner grocery store. Not so long agb retailing was, and it still is in some parts of the world, a fragmented, local, unsophisticated, traditional business run by vulnerable owner-operators. Yet, here we are talking about a revolution in retailing. Why? What has changed? Fundamentally retailers have grown up over the past 25 years into large, global, technology-intensive, powerful, fast-growth corporations managing their own brands. Several retailers have become the darlings of their stock markets. Hennes and Mauritz, the …

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The Power Of Trust In Manufacturer-Retailer Relationships, Nirmalya Kumar Nov 1996

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 …

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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 Oct 1996

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 …

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A Comparison Of The Perceptions Of Clients And Design Consultants Toward Corporate Identity Programs, Dae Ryun Chang, Don Ryun Chang, Kwon Soo Lee Jan 1996

A Comparison Of The Perceptions Of Clients And Design Consultants Toward Corporate Identity Programs, Dae Ryun Chang, Don Ryun Chang, Kwon Soo Lee

Research Collection Lee Kong Chian School Of Business

Although much attention has been given to the importance of developing and using corporate and brand identity programs (from hereon essentially combined and referred to as CI), in the business literature in contrast academic treatment is less abundant and in particular there is little research on their actual implementation. While the motivation for the emergence of CI is easily understood, what is not clear is how effective these programs are after implementation. In this paper we focus on two communities responsible for the creation and implementation of identity programs, the clients and the designers. Even within client corporations of CI …

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The Effects Of Perceived Interdependence On Dealer Attitudes, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp Aug 1995

The Effects Of Perceived Interdependence On Dealer Attitudes, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp

Research Collection Lee Kong Chian School Of Business

Channels research has consistently argued that asymmetric channel relationships are more dysfunctional than those characterized by symmetric interdependence, The authors propose that the degree of both interdependence asymmetry and total interdependence affect the level of interfirm conflict, trust, and commitment. Using survey data from automobile dealers, they demonstrate that, with increasing interdependence asymmetry, the dealer's trust in and commitment to the supplier decline while interfirm conflict increases, In addition, they demonstrate that relationships with greater total interdependence exhibit higher trust, stronger commitment, and lower conflict than relationships with lower interdependence. The effects on conflict are consistent with those predicted by …

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The Effects Of Supplier Fairness On Vulnerable Resellers, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp Feb 1995

The Effects Of Supplier Fairness On Vulnerable Resellers, Nirmalya Kumar, Lisa K. Scheer, Jan-Benedict E. M. Steenkamp

Research Collection Lee Kong Chian School Of Business

This study examines the role of supplier fairness in developing long-term relationships between relatively smaller, vulnerable resellers and larger, powerful suppliers. The authors conceptualize two components of fairness-distributive fairness, that is, the fairness of outcomes received by the reseller from carrying the supplier's line, and procedural fairness, the fairness of procedures and processes used by the supplier in relation to its resellers. Testing their hypotheses from the perspective of automobile dealers, the authors find strong evidence that vulnerable resellers' perceptions of both distributive and procedural fairness enhance their relationship quality, although these effects are moderated by the level of outcomes …

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Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar Jul 1994

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.

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Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert May 1994

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 …

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To Extend Or Not To Extend: Success Determinants Of Brand Line Extensions, Srinivas K. Reddy, Susan L. Holak, Subodh Bhat May 1994

To Extend Or Not To Extend: Success Determinants Of Brand Line Extensions, Srinivas K. Reddy, Susan L. Holak, Subodh Bhat

Research Collection Lee Kong Chian School Of Business

The authors study the determinants of line extension success using data on 75 line extensions of 34 cigarette brands over a 20-year period to investigate the relative effects of brand, extension, and firm characteristics on the incremental market share of brand line extensions. The econometric model also captures the extent of cannibalization of parent brand sales that may have occurred due to the line extension's introduction. The authors also explore the role of a brand's symbolic value as a factor in line extension success. Results indicate that parent brand strength and its symbolic value, early entry timing, a firm's size, …

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Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert May 1994

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 …

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R&D-Marketing Integration Mechanisms, Communication Flows, And Innovation Success, Rudy K. Moenaert, William E. Souder, Arnoud De Meyer, Dirk Deschoolmeester Jan 1994

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.

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Conducting Interorganizational Research Using Key Informants, Nirmalya Kumar, Louis W. Stern, James C. Anderson Dec 1993

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.

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Assessing Reseller Performance From The Perspective Of The Supplier, Nirmalya Kumar, Louis W. Stern, Ravi S. Achrol May 1992

Assessing Reseller Performance From The Perspective Of The Supplier, Nirmalya Kumar, Louis W. Stern, Ravi S. Achrol

Research Collection Lee Kong Chian School Of Business

The objective of the authors' study was to develop a reliable and valid scale to assess reseller performance from the perspective of the supplier. To specify the domain of reseller performance, four different conceptualizations of organizational effectiveness were explored, leading to the identification of eight facets of reseller performance. Using data collected on the resellers of two different suppliers, the authors investigated the reliability and validity of three different types of scales-facet, composite, and global. Results indicate that two composite scales, a 5-item global scale, and seven 3-item facet scales have acceptable levels of reliability, construct validity, and generalizability.

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Individual Differences In Response To Consumer Promotions, Gwen Ortmeyer, James M. Lattin, David B. Montgomery Sep 1991

Individual Differences In Response To Consumer Promotions, Gwen Ortmeyer, James M. Lattin, David B. Montgomery

Research Collection Lee Kong Chian School Of Business

This research hypothesizes important individual differences in response to promotions and tests for them using a cross-sectional multinomial logit choice model. Our hypotheses suggest interactions between individual brand preference and the effects of current promotion and past promotional purchase. To test for these interactions, we introduce a new method of measuring brand preference from past purchase data. The new method seeks to incorporate competitive purchase conditions as modifiers to observed brand purchase behavior in estimating consumer brand preference. We account for heterogeneity in the cross-sectional model by using two measures of loyalty: one to capture differences across individuals and one …

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Determination Of Adopter Categories By Using Innovation Diffusion Models, Vijay Mahajan, Eitan Muller, Rajendra Kumar Srivastava Feb 1990

Determination Of Adopter Categories By Using Innovation Diffusion Models, Vijay Mahajan, Eitan Muller, Rajendra Kumar Srivastava

Research Collection Lee Kong Chian School Of Business

Using the analytical logic underlying the classical adopter categorization approach proposed by Rogers, the authors suggest that adopter categories for a product innovation can also be developed by using their well-established diffusion models such as the Bass model. With data on 11 consumer durable products, they compare adopter categories generated by the classical approach and the Bass diffusion model, respectively. An application examining the diffusion of personal computers is documented to illustrate the usefulness of the adopter categorization based on the Bass diffusion model in studying differences among adopter categories.

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The Impact Of Cultural Patterns On Cognition And Intention In Singapore, Chin Tiong Tan, John U. Farley Mar 1987

The Impact Of Cultural Patterns On Cognition And Intention In Singapore, Chin Tiong Tan, John U. Farley

Research Collection Lee Kong Chian School Of Business

Ethnicity of models used in advertisements and the advertised product's country of origin are manipulated experimentally to study how attitudes toward advertising and products lead to behavioral intention. A sample of Singaporean students' traditional Eastern values about family and conformity are also examined. Patterns of results for three products are consistent with theoretical predictions of cognitive processes, and attitude-intention links appear stronger than do those in similar tests in the West. Culture has mixed effect.

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A Customer-Oriented Approach For Determining Market Structures, Rajendra K. Srivastava, Mark I. Alpert, Allan D. Shocker Mar 1984

A Customer-Oriented Approach For Determining Market Structures, Rajendra K. Srivastava, Mark I. Alpert, Allan D. Shocker

Research Collection Lee Kong Chian School Of Business

A framework for market analysis based on customer perceptions of substitutability-in-use is presented. An empirical application in the financial/banking services market is used to illustrate that when product preferences are dependent on the use/consumption context (especially relevant when products have multiple uses), situational variables can help predictive ability, and hierarchical clusters (requiring exclusive group membership) may be misleading. Additionally, it is shown that interactions among situation, product, and person factors may be more managerially meaningful than the main effects.

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Market Structure Analysis: Hierarchical Clustering Of Products Based On Substitution-In-Use, Rajendra Kumar Srivastava, Robert P. Leone, Allan D. Shocker Jan 1981

Market Structure Analysis: Hierarchical Clustering Of Products Based On Substitution-In-Use, Rajendra Kumar Srivastava, Robert P. Leone, Allan D. Shocker

Research Collection Lee Kong Chian School Of Business

In this paper, product usage data, employing a substitution-in-use criterion, are analyzed and shown to yield managerially useful product-market structures for financial services. These structures are identified through a form of hierarchical clustering which is different from traditional clustering routines in that it focuses on the explained or accounted for variance in the categorization of objects, thereby reducing groupings due to chance covariation.

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Customer-Oriented Approaches To Identifying Product-Markets, George S. Day, Allan D. Shocker, Rajendra Kumar Srivastava Oct 1979

Customer-Oriented Approaches To Identifying Product-Markets, George S. Day, Allan D. Shocker, Rajendra Kumar Srivastava

Research Collection Lee Kong Chian School Of Business

The need to identify the boundaries of increasingly complex product-markets has spawned a number of analytical methods based on customer behavior or judgments. The various methods are compared and contrasted according to whether they are consistent with a conceptual definition of a product-market, and their ability to yield diagnostic insights.

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