1,721,031 research outputs found
What do we mean by "marketing" resources and competencies? A comment on Hooley, Greenley, Cadogan, and Fahey (JBR 2005)
No full textHooley et al. [Hooley, G.J., Greenley, G.E., Cadogan, J.W., and Fahy, J., 2005. The performance impact of marketing resources. J Bus Res, 58, 18-27.] develop and empirically test scales for measuring marketing resources and competencies and to assess their performance outcomes. Their method provides a useful aid only for expanding understanding of marketing where "marketing" is interpreted as an adjective, rather than a verb. We develop a refined categorization of marketing competencies based on this important distinction. In particular, we argue that a view of marketing competencies as a verb complements Hooley et al.'s treatment by suggesting a new type of marketing competence, called "competence-based marketing". A case study in the Italian high fashion industry illustrates this new perspective. © 2005 Elsevier Inc. All rights reserved
What passes as a transparent field study in management?
No full textIn order to assess the rigor of research procedures (whether qualitative or quantitative), to appreciate a study’s results, and to want to integrate them into the body of scholarly knowledge, they need to be transparently relayed. Unlike in other disciplines or methods, it is far from clear what the label ‘transparent research procedures’ constitutes in management field studies, with adverse effects during write-up, revision, and even after publication. To rectify this, we review 365 field studies across seven major management journals 1997-2006 in order to develop a transparency index, and link it to article impact. Overall, transparency tends to increase impact across methods, particularly with increasing article age. Moreover, quantitative studies tend to be more transparent than qualitative studies, although key transparency indicators were underutilized in either method
You designed that yourself for me? Vicarious pride in customized gift exchange
No full textIn four studies, we found that receiving a customized gift leads recipients to appreciate the gift more highly because of vicarious feelings of pride. This vicarious pride is the same feeling that the customizer experiences after having self-customized a product. In the first two experiments with real-life pairs of friends, vicarious pride was documented among recipients of customized gifts. The findings show that the relationship between customization and gift appreciation is mediated by vicarious pride. Study 3 and Study 4 replicate the results of the first series of experiments, and reveal the role of vicarious pride in enhancing state self-esteem and, in turn, gift appreciation. Study 4 also tests the effect of a relational variable (i.e., relationship anxiety) on this relationship. Specifically, relationship anxiety affects vicarious pride, and then consequently state self-esteem and gift appreciation, which are only enhanced by customization when the relationship is not anxious. As a practical implication, this research emphasizes the importance of communicating gift customization to gift recipients to enhance their gift experience and appreciation
Embarrassment, Disclosure and Willingness to Buy
No full textEmbarrassment can easily influence the consumer decision making process and therefore plays an important role in consumer behavior. Despite this, research on embarrassment is scanty. Moreover, the few studies actually focusing on embarrassment use it as an outcome variable, i.e. investigate what affects embarrassment, rather than how embarrassment influences consumer decision making. The aim of this research is to determine the negative effect of embarrassment on consumers’ willingness to buy a product, and a way to reduce it – namely, willingness to disclose (e.g. creating and subsequently disseminating personal Web sites, and other forms of conspicuous self-presentation in social networks). Across two experimental studies, we show that embarrassment lowers the willingness to buy of the product and that disclosure indicates an effective strategy for consumers to cope with embarrassing situations
Rejuvenating corporate intellectual capital by co-opting customer competence
No full textThe paper proposes an approach through which incumbent enterprises can rejuvenate the value of their IC through “real time” co-option of customer competence. In contrast to extant research evidence, the integration of customer competence is viewed not only as a means to renew the overall competence of the organization, but also as a method for ensuring that the IC of an enterprise does not become obsolete in a turbulent environment. The paper first describes the dilemma for incumbent firms regarding the continued relevancy (or “freshness”) of their IC. An evaluation of major concepts of customer capital as part of IC is then provided, and subsequently an approach for real time validation of IC through co-option of customer competence is proposed, with application in a global telecommunications corporation. Finally, conclusions are drawn and further research efforts suggested. © 2001, MCB UP Limite
Collaboration, governance, and technology in inter-organisational learning networks: evidence from a cross-case analysis
No full textThis paper looks at collaboration, governance, and technology in inter-organizational learning networks and provides evidence from a cross-case analysi
What makes a ‘good’ title and (how) does it matter for citations? A review and general model of article title attributes in management science
No full textWhat makes a “good” title for an article, i.e. one which might attract citations in the academic community? Answers to this question are manifold, though inconclusive across disciplines. In an attempt to provide cohesion, we integrate significant title characteristics from previous studies across disciplines into a comprehensive model and link it with citation count. Keeping the application context constant, we focus on management science and find that only non-alpha numeric characters and a balanced title structure have small, but significant effects on citation count. Surprisingly, attributes which tended to show significant effects in other disciplines (though often in opposite directions), such as length, context, and linguistic attributes exhibited no relationship with citation count
Going Beyond Counting First Authors in Author Co-citation Analysis
Full text linkThe present study examines one of the fundamental aspects of author co-citation analysis (ACA) - the way co-citation
counts are defined. Co-citation counting provides the data on which all subsequent statistical analyses and mappings
are based, and we compare ACA results based on two different types of co-citation counting - the traditional type that
only counts the first one among a cited work's authors on the one hand and a non-traditional type that takes into
account the first 5 authors of a cited work on the other hand. Results indicate that the picture produced through this non-traditional author co-citation counting contains more coherent author groups and is therefore considerably clearer. However, this picture represents fewer specialties in the research field being studied than that produced through the traditional first-author co-citation counting when the same number of top-ranked authors is selected and analyzed. Reasons for these effects are discussed
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