JOURNAL OF SENSORY STUDIES, Issue 2 2007
JEFF EWALD
ABSTRACT This article suggests that the relationship between a brand and a product is a virtuous circle,the brand frames expectations for a product execution; and the product experience either strengthens the brand perceptions or weakens them. Empirical evidence, based on a comprehensive database of scores collected across multiple conjoint studies, then confirms the hypothesis that different product attributes synergize, or interact, with different brand names. [source]

TROPICAL AND PICTURESQUE: MARKETING THE CARIBBEAN by Krista A. Thompson

ART HISTORY, Issue 2 2009
Melanie Vandenbrouck-Przybylski
First page of article [source]

Publishing in the Majors: A Comparison of Accounting, Finance, Management, and Marketing,

CONTEMPORARY ACCOUNTING RESEARCH, Issue 1 2004
EDWARD P. SWANSON
Abstract Business schools evaluate publication records, especially for the promotion and tenure decision, by comparing the quality and quantity of a candidate's research with those of peers within the same discipline (intradisciplinary) and with those of academics from other business disciplines (interdisciplinary). A recently developed analytical model of the research review process provides theory about the norms used by editors and referees in deciding whether to publish research papers. The model predicts that interdisciplinary differences exist in quality norms, which could result in disparity among business disciplines in the number of top-tier articles published. I examine the period from 1980 to 1999 and, consistent with the theory, find that significant differences exist in the number of articles and proportion of doctoral faculty who published in the "major" journals in accounting, finance, management, and marketing. Most notably, the proportion of doctoral faculty publishing a major article is 1.4 to 2.4 times greater in the other business disciplines than in accounting (depending on the set of journals). The theory also predicts an upward drift over time in the quality norms used by referees. Consistent with a drift, the number of articles published has declined substantially in marketing and, to a lesser extent, in the other business disciplines. [source]

European Food Marketing: Understanding Consumer Wants , The Starting Point in Adding Value to Basic Food Products La commercialisation des aliments en Europe : comprendre des désirs des consommateurs , point de départ pour ajouter de la valeur aux produits alimentaires de base Lebensmittelhandel in Europa: Das Verständnis der Kundenwünsche ist Voraussetzung für zusätzliche Wertschöpfung bei Grundnahrungsmitteln

EUROCHOICES, Issue 3 2009
David Hughes
Summary European Food Marketing: Understanding Consumer Wants , The Starting Point in Adding Value to Basic Food Products European consumers have been in sombre mood as they battle to make ends meet in an economic recession. Yet, for many countries, the past 50 years or so has been a halcyon period of economic growth and, in real terms, declining food prices. Apart from lower food prices, attributes of convenience, health, pleasure and more esoteric social elements such as animal welfare-friendliness and environmental sustainability are increasingly important to consumers in their food choices. With higher household incomes has come an increasingly segmented food market, as businesses seek to differentiate their products from competitors to earn a premium above the basic commodity price. In an increasingly competitive European and global market, whether the firm is small or large, the first step in successful product differentiation requires an insightful understanding of the drivers of consumer purchase and consumption behaviour. These have fundamental commercial importance in the marketing strategy of any business. Yet, a surprising number of businesses in the food and beverage industry know very little about who buys and consumes their products. In the 21st century, the primacy of consumers and citizens will be substantially more ,front and centre' than in the previous 50 years of production-driven agricultural and food policy. Les consommateurs européens font grise mine depuis qu'ils peinent à joindre les deux bouts dans un contexte de récession économique. Pourtant, dans de nombreux pays, les cinquante dernières années ont formé une période en or de croissance économique et de baisse des prix alimentaires en termes réels. Outre des prix plus bas, les consommateurs accordent, dans leurs choix alimentaires, une importance de plus en plus grande à des attributs en termes de commodité, de santé, de plaisir et d'éléments sociaux plus ésotériques comme le bon traitement des animaux et la durabilité environnementale. La hausse des revenus des ménages a entraîné une segmentation accrue des marchés des produits alimentaires car les entreprises cherchent à différencier leurs produits de ceux de leurs concurrents pour obtenir une prime en sus du prix du produit classique. Dans un marché européen et mondial de plus en plus concurrentiel, que l'entreprise soit petite ou grande, la première étape d'une différentiation de produit réussie consiste à bien comprendre les motivations des consommateurs en termes d'achat et leur comportement en terme de consommation. Ces considérations ont une importance commerciale primordiale dans la stratégie de commercialisation de toute entreprise. Pourtant, un nombre surprenant de firmes de l'industrie des aliments et boissons savent très peu de chose sur les clients qui achètent et consomment leurs produits. Au vingt-et-unième siècle, la primauté des consommateurs et des citoyens sera nettement plus ,,frontale et centrale" qu'elle ne l'était dans les cinquante dernières années durant lesquelles la politique agricole et alimentaire était axée sur la production. Gedrückte Stimmung hat sich unter den europäischen Verbrauchern breit gemacht, da sie in der Rezession über die Runden kommen müssen. Dabei konnten viele Länder in den vergangenen etwa 50 Jahren auf eine glückliche Zeit wirtschaftlichen Wachstums und real rückläufiger Lebensmittelpreise blicken. Einmal abgesehen von den geringeren Lebensmittelpreisen, richtet der Verbraucher sein Hauptaugenmerk bei der Auswahl seiner Lebensmittel zunehmend auf Kriterien wie Verbraucherfreundlichkeit, Gesundheit, Genuss sowie esoterischere soziale Elemente wie Tierschutzfreundlichkeit und Umweltverträglichkeit. Höhere Haushaltseinkommen führten zu einem immer stärker segmentierten Lebensmittelmarkt, da die Unternehmen danach streben, ihre Produkte von denen der Konkurrenz abzuheben, um einen Aufschlag auf den Grundwarenpreis zu erzielen. Ob es sich nun um ein kleines oder großes Unternehmen handelt: Auf einem zunehmend wettbewerbsorientierten europäischen Markt und Weltmarkt und auf dem Weg hin zu einer erfolgreichen Produktdifferenzierung ist es zunächst einmal erforderlich, die Triebfedern für die Kaufentscheidung und das Konsumverhalten des Verbrauchers zu verstehen. Diese spielen eine wichtige wirtschaftliche Rolle in der Marketingstrategie eines jeden Unternehmens. Dennoch wissen erstaunlich viele Unternehmen aus der Lebensmittel- und Getränkeindustrie nur sehr wenig darüber, wer ihre Produkte kauft und konsumiert. Im 21. Jahrhundert werden die Wünsche der Verbraucher und Bürger wesentlich stärker Vorrang haben als dies in den vergangenen 50 Jahren produktionsorientierter Agrar- und Lebensmittelpolitik der Fall war. [source]

African American Women's Satisfaction with the Design and Marketing of Ready-to-Wear Clothing

FAMILY & CONSUMER SCIENCES RESEARCH JOURNAL, Issue 3 2009
Nora M. MacDonald
The African American market has increased in terms of percentage of the United States population and income, with purchasing power estimated at more than $800 billion. This pilot study assessed older African American women's perception of how well their clothing needs were being met using focus group discussion methodology. The primary objective was to determine African American women's satisfaction with marketing clothing, clothing fit, cultural dress, and accessories. The dress-body clothing purchase decision-making factors model was used as the theoretical framework. Thirty-two African American women from the Charleston, West Virginia, area participated in the study. Results indicated dissatisfaction with the portrayal of African American females in targeted advertisements and the fit of clothing. Suggestions are provided to overcome these reservations. [source]

The Invention of the Model: Artists and Models in Paris, 1830,1870 by Susan Waller Evil by Design: The Creation and Marketing of the Femme Fatale by Elizabeth K. Menon

GENDER & HISTORY, Issue 1 2009
TANIA WOLOSHYN
No abstract is available for this article. [source]

Microsoft implements readiness as a strategic force

GLOBAL BUSINESS AND ORGANIZATIONAL EXCELLENCE, Issue 5 2008
Dustin Grosse
The success of Microsoft's global product launches and solutions for a huge, diverse customer base hinges upon readiness in the field. To make workforce readiness a strategic lever, field training is aligned with business objectives, the role, and the task, and delivered to highly mobile communities at the right time, in the right place, and on the right device. The Sales, Marketing, and Services Group Readiness group builds its training offerings on three pillars of content development: an operating model that aligns priorities across businesses, regions, and customer segments; strong partnerships with business groups and subject matter experts; and metrics for assessing results. © 2008 Wiley Periodicals, Inc. [source]

International Organizations in Transfer of Infectious Diseases: Iterative Loops of Adoption, Adaptation, and Marketing

GOVERNANCE, Issue 2 2004
Gill Walt
Over the past few years increasing attention has been given to the role of international organizations in the diffusion of policy ideas and promotion of particular macro-level policies. Much of the attention has been on the ideological driving forces behind such policies, and on the extent to which the policies are externally imposed. There has been limited discussion on the bread-and-butter, technical policies of international organizations, and how they devise, adopt, adapt, and then promote what come to be seen as policies of global "best practice." This paper seeks to redress this gap by looking at the process of transfer of two infectious disease policies between international and national levels. It demonstrates that international organizations play different roles in policy transfer at particular stages in the process. The paper suggests that health policy transfer is a long adaptive process, made up of several iterative loops, as research and clinical practices developed in one or more countries are adopted, adapted, and taken up by international organizations which then mobilize support for particular policies, market, and promote them. Assumptions that new ideas about policies flow "rationally" into existing decision making are challenged by the processes analyzed here. Policy transfer, given the experience of these infectious diseases policies, goes through separate, "bottom-up," research-oriented, and "top-down" marketing-oriented loops. Individuals and different configurations of networks play key roles linking these loops. In the process, complex, context-specific policies are repackaged into simplified guidelines for global best practice, leading to considerable contestation within the policy networks. [source]

University Strategy in an Age of Uncertainty: The Effect of Higher Education Funding on Old and New Universities

HIGHER EDUCATION QUARTERLY, Issue 1 2003
Heather RolfeArticle first published online: 27 OCT 200
This paper explores the effects of changes in funding arrangements, and particularly in tuition fees, on universities and their strategic responses to these changes. Using data from interviews with senior managers in four universities, it finds the most prestigious, pre-1992, university largely unaffected by tuition fees and the others responding to changes in application patterns and intake. However, the effects of tuition fees on university strategy are not easily separated from other changes in the funding of Higher Education, and universities' strategies were strongly influenced by the need to reduce costs and to generate income. A second major concern of all four universities was quality, both of inputs such as students and staff and of outputs, in degree results and ratings in employability, research, teaching and other activities. Marketing was assuming a position of increasing importance, with universities striving to develop a ,brand' to attract students, staff and funding. [source]

A New Brand in Imaging

IMAGING & MICROSCOPY (ELECTRONIC), Issue 1 2008
Five Imaging Companies Formed MAG In Late 200
The Microimaging Applications Group (MAG) comprises five imaging technology leaders: Gatan, Media Cybernetics, Photometrics, QImaging, and MAG Biosystems. These partners work independently as well as in synergy to offer an unparalleled range of solutions for microimaging applications. Michael Reubold spoke with Steven Ridge, MAG's Vice President of Marketing about the concept and strategy behind the formation of MAG. [source]

Marketing of cultural institutions in French-speaking Switzerland

INTERNATIONAL JOURNAL OF NONPROFIT & VOLUNTARY SECTOR MARKETING, Issue 3 2007
François H. Courvoisier
Marketing in cultural institutions is a field that has rarely been studied in French-speaking Switzerland so far. Therefore this paper explores the way in which visitors-clients appreciate qualitatively their contacts with cultural institutions concerned with the visual arts in comparison with the communication strategy of the curators and directors of museums. A survey has been conducted amongst 20 museums and over 200 visitors of French-speaking Switzerland to evaluate the way visitors perceive the marketing of cultural institutions and behave accordingly or not. The paper concludes with recommendations to improve the knowledge of the visitors' background and expectations. Copyright © 2007 John Wiley & Sons, Ltd. [source]

The importance of values research for nonprofit organisations: the motivation-based values of museum visitors

INTERNATIONAL JOURNAL OF NONPROFIT & VOLUNTARY SECTOR MARKETING, Issue 2 2001
Maree Thyne
Marketing is very important to nonprofit organisations, and museums, being nonprofits, need to consider different market segments when designing and implementing their strategic and marketing plans. Marketing has traditionally been linked to concepts of profitability and providing a competitive edge, however with nonprofit organisations, marketing needs to focus on customer service. To achieve the best customer service, the organisation needs to know what the customer wants. Therefore this paper advocates that research on museums move away from demographic segmentation and factual recall, to psychographic segmentation and values. This paper discusses exploratory research undertaken on the Otago Museum, New Zealand, which looks at the motivation-based values of the museum patrons. The most important finding in this study is the prevalence of socially oriented values (being with friends and family), whereas traditionally a museum visit has been linked to more individualistic values, such as education and knowledge. These findings have important implications for museum managers (and other nonprofit organisations) in that they show the value of psychographic segmentation. A museum, and other arts organisations, can decide if they will target one particular segment, for example, families, or if they will design their museum with quite different sections that will appeal to different target markets. Copyright © 2001 Henry Stewart Publications [source]

A Critical Review of Theories Underlying Relationship Marketing in the Context of Explaining Consumer Relationships

JOURNAL FOR THE THEORY OF SOCIAL BEHAVIOUR, Issue 1 2001
Kristof De Wulf
[source]

Cooperative Cotton Marketing, Liberalization and ,Civil Society' in Tanzania

JOURNAL OF AGRARIAN CHANGE, Issue 3 2001
Peter Gibbon
This paper describes developments in marketing cooperatives in Tanzania's major cotton-growing area between 1991 and 1997, when they underwent voluntarization, lost state and donor financial support, and (from 1995) faced strong competition from private cotton buyers/ginners. After summarizing the history of marketing cooperatives in the country, the paper distinguishes the main dimensions of the current changes and sums up their outcomes. It then examines the main socio-economic and political dimensions of these outcomes before exploring current developments with reference to broader changes in ,civil society' and organizational life in rural Tanzania. [source]

Commercial considerations in tissue engineering

JOURNAL OF ANATOMY, Issue 4 2006
Jonathan Mansbridge
Abstract Tissue engineering is a field with immense promise. Using the example of an early tissue-engineered skin implant, Dermagraft, factors involved in the successful commercial development of devices of this type are explored. Tissue engineering has to strike a balance between tissue culture, which is a resource-intensive activity, and business considerations that are concerned with minimizing cost and maximizing customer convenience. Bioreactor design takes place in a highly regulated environment, so factors to be incorporated into the concept include not only tissue culture considerations but also matters related to asepsis, scaleup, automation and ease of use by the final customer. Dermagraft is an allogeneic tissue. Stasis preservation, in this case cryopreservation, is essential in allogeneic tissue engineering, allowing sterility testing, inventory control and, in the case of Dermagraft, a cellular stress that may be important for hormesis following implantation. Although the use of allogeneic cells provides advantages in manufacturing under suitable conditions, it raises the spectre of immunological rejection. Such rejection has not been experienced with Dermagraft. Possible reasons for this and the vision of further application of allogeneic tissues are important considerations in future tissue-engineered cellular devices. This review illustrates approaches that indicate some of the criteria that may provide a basis for further developments. Marketing is a further requirement for success, which entails understanding of the mechanism of action of the procedure, and is illustrated for Dermagraft. The success of a tissue-engineered product is dependent on many interacting operations, some discussed here, each of which must be performed simultaneously and well. [source]

A Comprehensive Analysis of Permission Marketing

JOURNAL OF COMPUTER-MEDIATED COMMUNICATION, Issue 2 2001
Sandeep Krishnamurthy
Godin (1999) has proposed a new idea-permission marketing. Here, consumers provide marketers with the permission to send them certain types of promotional messages. This is seen as reducing clutter and search costs for the consumer while improving targeting precision for marketers. This paper makes three contributions: First, a critical analysis of the concept and its relationship to existing ideas in the marketing literature is discussed. Second, a taxonomy of four models used to implement permission marketing today, direct relationship maintenance, permission partnership, ad market and permission pool, is presented. Permission intensity is seen as a key differentiator among models. Finally, a comprehensive conceptual cost-benefit framework is presented that captures the consumer experience in permission marketing programs. Consumer interest is seen as the key dependent variable that influences the degree of participation. Consumer interest is positively affected by message relevance and monetary benefit and negatively affected by information entry/modification costs, message processing costs and privacy costs. Based on this framework, several empirically testable propositions are identified. [source]

Marketing research and new product development success in Thai food processing

AGRIBUSINESS : AN INTERNATIONAL JOURNAL, Issue 2 2003
Prisana Suwannaporn
Marketing plays an important role in new product development (NPD) through several mechanisms. One is crossfunctional communication and collaboration so that marketing issues are integrated into the NPD process. Another is the strategic orientation of NPD, which includes marketing strategy issues such as customer orientation and market fit. Third, marketing research plays a specific role, as it provides the information and knowledge which marketing brings into its NPD roles. We show that use of marketing research is the most important determinant of higher NPD success in Thailand's food processing industry. Crossfunctional communication is also an important success factor, but strategy and planning elements are not very critical in this industry in Thailand. [EconLit classification: M310; Q130.] © 2003 Wiley Periodicals, Inc. Agribusiness 19: 169,188, 2003. [source]

An economic analysis of California raisin export promotion

AGRIBUSINESS : AN INTERNATIONAL JOURNAL, Issue 2 2003
Harry M. Kaiser
The effectiveness of the California raisin industry's export promotion programs in Japan and in the United Kingdom is addressed in this article. An econometric import demand equation was estimated for each of the two foreign markets. The results indicate that the export promotion programs have increased the demand for California raisins in both Japan and the United Kingdom. The benefit-cost ratios for the Japanese and the United Kingdom markets were computed to be 5:1 and 15:1, respectively; indicating that the benefit of export promotion in terms of expanding export revenue was greater than the cost of the programs. Optimality analysis suggest that, while the current export promotion spending level in Japan is about optimal, the industry should explore the option of investing more money in its export promotion activities in the United Kingdom. [EconLit citations: Q130: Agricultural Markets and Marketing; Cooperatives; Agribusiness; Q170: Agriculture in International Trade; Q180: Agricultural Policy; Food Policy.] © 2003 Wiley Periodicals, Inc. Agribusiness 19: 189,201, 2003. [source]

One Approach to Formulating and Evaluating Student Work Groups in Legal Environment of Business Courses

JOURNAL OF LEGAL STUDIES EDUCATION, Issue 1 2007
Joan E. Camara
The principal focus of this study is an investigation of whether students' grade point average (GPA) is a viable criterion for forming student work groups in the undergraduate Legal Environment of Business course. More specifically, the research focuses on the impact of: (1) GPA-homogeneous (HO) and GPA-heterogeneous (HE) groups upon student satisfaction with group processes and (2) the impact on individual student performance in both group and nongroup assignments. Data obtained from fourteen HE and fourteen HO student groups, in four separate Legal Environment of Business classes consisting of a mix of Management, Marketing, Computer Information Systems, International Business, Financial Services, and Accounting majors, generated a number of significant results. The most surprising observations dealt with the behavior of low achievers whose individual grades showed substantial improvement after working in HO groups. Researchers who are assessing pedagogical methods which serve to engage a student's active learning and motivation should find these results to be of interest. In addition, the beneficial impact on task and relationship behaviors observed in this study should provide solace or a sense of reward to the larger set of academicians, across disciplines, who attempt to impart realistic organizational skills to their classes. [source]

A critical assessment of the suitability of phosphite as a source of phosphorus

JOURNAL OF PLANT NUTRITION AND SOIL SCIENCE, Issue 6 2009
Arne M. Ratjen
Abstract Marketing of phosphite-containing preparations for foliar application, together with recent reports of positive yield responses, has revived the question as to whether phosphite (HPO) is a suitable P source for plants. Two experiments using zucchini (Cucurbita pepo L. convar. giromontina) have been conducted to evaluate the P-nutritional effect of phosphite either provided via the substrate or as a foliar spray. Plants grown in a P-deficient substrate were severely damaged when phosphite was applied as foliar fertiliser and more drastically when provided via the substrate. Growth of P-deficient plants receiving phosphite as a foliar spray was impaired in a dose-dependent manner after foliar P application (concentrations 0.0, 0.9, 2.7, and 4.5 g P L,1), while foliar provision of phosphate improved plant growth and yield. In the youngest leaves of phosphite-treated plants, which had developed after foliar spray, phosphite accumulated to considerable extent, reaching a similar concentration as phosphate at tissue level. These results confirm that P-deficient plants are very sensitive to phosphite, which represents a nutritionally ineffective form of P. It should thus not be considered as a form of P suitable for fertiliser manufacture. [source]

What Marketing CAN'T Do for Prosthodontists

JOURNAL OF PROSTHODONTICS, Issue 5 2006
Kirk Behrendt ACT Speaker & Coach
No abstract is available for this article. [source]

The 60/30/10 Rule of Marketing for Prosthodontists

JOURNAL OF PROSTHODONTICS, Issue 4 2006
Kirk Behrendt ACT Speaker & Coach
No abstract is available for this article. [source]

International political marketing: a case study of its application in China

JOURNAL OF PUBLIC AFFAIRS, Issue 4 2007
Henry H. Sun
The practice of International Political Marketing can be seen increasingly in the foreign relations of independent states. A review of relevant Political Marketing and International Relations publications reveals close linkage between the two. Based on the review, this paper categorizes political marketing into three aspects: the election aspect, the governing aspect (permanent campaign) and the international aspect of political marketing. The focus of this study is on international political marketing which was defined based on the review. This paper then reports a case study of the utilization of International Political Marketing by the government of the People's Republic of China. It looks at the recent events of China's accession of the WTO in 2001, China's hosting of Sino-African Summit in 2006 and the on going promotion of China's image of ,Peaceful Development and Cooperation'. The paper advances the argument that practically all nation states and international organizations apply International Political Marketing to both their strategic planning as well as conduct of day-to-day affairs. The paper concludes that there is a great demand both at a theoretical as well as practical level for International Political Marketing, requiring further study. Copyright © 2007 John Wiley & Sons, Ltd. [source]

Marketing, truth and political expediency

JOURNAL OF PUBLIC AFFAIRS, Issue 1 2005
Colin Jevons
Countries have been built on the hopes, dreams and courage of refugees. In recent years, the global refugee problem has become more intense, and reactions from governments around the world have been generally negative. This paper explores and describes the way in which a hitherto unpopular Australian Government managed and communicated an apparent ,refugee crisis' to win an election campaign, using information known at the time to be untruthful. It compares the messages used to win the election with the truth that subsequently emerged, and relates this to political marketing, especially the theories of Machiavelli. It concludes by describing the situation post-election and discusses some potential implications for public affairs. Copyright © 2005 John Wiley & Sons, Ltd. [source]

Promoting Physical Activity Among Youth Through Community-Based Prevention Marketing

JOURNAL OF SCHOOL HEALTH, Issue 5 2010
Carol A. Bryant PhD
BACKGROUND: Community-based prevention marketing (CBPM) is a program planning framework that blends community-organizing principles with a social marketing mind-set to design, implement, and evaluate public health interventions. A community coalition used CBPM to create a physical activity promotion program for tweens (youth 9,13 years of age) called VERBÔ Summer Scorecard. Based on the national VERBÔ media campaign, the program offered opportunities for tweens to try new types of physical activity during the summer months. METHODS: The VERBÔ Summer Scorecard was implemented and monitored between 2004 and 2007 using the 9-step CBPM framework. Program performance was assessed through in-depth interviews and a school-based survey of youth. RESULTS: The CBPM process and principles used by school and community personnel to promote physical activity among tweens are presented. Observed declines may become less steep if school officials adopt a marketing mind-set to encourage youth physical activity: deemphasizing health benefits but promoting activity as something fun that fosters spending time with friends while trying and mastering new skills. CONCLUSIONS: Community-based programs can augment and provide continuity to school-based prevention programs to increase physical activity among tweens. [source]

A Commentary on Current Research at the Marketing and Entrepreneurship Interface,

JOURNAL OF SMALL BUSINESS MANAGEMENT, Issue 1 2008
Morgan P. Miles
First page of article [source]

SO YOU ALREADY HAVE A SURVEY DATABASE?,A SEVEN-STEP METHODOLOGY FOR THEORY BUILDING FROM SURVEY DATABASES: AN ILLUSTRATION FROM INCREMENTAL INNOVATION GENERATION IN BUYER,SELLER RELATIONSHIPS

JOURNAL OF SUPPLY CHAIN MANAGEMENT, Issue 4 2010
SUBROTO ROY
Across business disciplines, the importance of database research for theory testing continues to increase. The availability of data also has increased, though methods to analyze and interpret these data lag. This research proposes a method for extracting strong measures from survey databases by a progression from qualitative to quantitative techniques. To test the proposed method, this study uses the Industrial Marketing and Purchasing (IMP) survey database, which includes data from firms in several European countries. The proposed method consists of two phases and seven steps, as illustrated in the context of the firm's incremental innovation generation for buyer,seller relationships. This systematic progression moves from a broad but valid empirical case study to the development of a narrow and reliable measure of incremental innovation generation in the IMP database. The proposed method can use supply chain survey databases for theory development without requiring primary data collection, assuming certain conditions. [source]

Relationship Marketing and Supplier Logistics Performance: An Extension of the Key Mediating Variables Model

JOURNAL OF SUPPLY CHAIN MANAGEMENT, Issue 4 2005
Matthew Morris
Summary Firms are increasingly relying on relational exchanges to govern buyer,supplier relationships. While the antecedents to these relationships have been studied extensively in the marketing channels and supply chain management literature, relatively little research has considered the performance outcomes of such exchanges. The current study contributes to this stream of research by extending Morgan and Hunt's key mediating variables (KMV) model to examine how the five key endogenous variables from the KMV model affect supplier logistics performance. The findings suggest that cooperation and uncertainty are significantly related to supplier logistics performance, while supplier acquiescence, functional conflict and propensity to leave the relationship have no significant impact. [source]