European Journal of Marketing: Volume 37 Issue 11/12

Influence of culture on relationship development processes in overseas Chinese/Australian networks

Gerry Batonda, Chad Perry

This paper examines the impact of culture on inter‐firm network development in international marketing. Three research questions about the influence of culture on network…

Face, favour and positioning – a Chinese power game

T.K.P. Leung, Ricky Yee‐kwong Chan

This study is an initial attempt to look at the relationships among “inducement factors”, “face work” and “favour” from a Hong Kong‐China intra‐cultural negotiation environment…

Marketing in a multicultural world: The interplay of marketing, ethnicity and consumption

Ahmad Jamal

Marketing as a concept pays a great deal of attention to the individual market transactions, ignoring the impact of marketing practices on society at a macro level. The paper…

Market orientation and the craftsperson

Angela Tregear

In light of critiques of structured studies of market orientation in firms, this paper reports on a qualitative investigation of market orientation amongst craftspersons…

Dyadic adaptation in business‐to‐business markets

D. Ross Brennan, Peter W. Turnbull, David T. Wilson

Competitive success in business‐to‐business markets often depends upon the ability of the firm to adapt specifically to the needs of a single customer organization. Research into…

Buying or browsing?: An exploration of shopping orientations and online purchase intention

Mark Brown, Nigel Pope, Kevin Voges

Consumer selection of retail patronage mode has been widely researched by marketing scholars. Several researchers have segmented consumers by shopping orientation. However, few…

Unilateral control and the moderating effects of fairness on the target's performance in asymmetric channel partnerships

Miguel Hernández‐Espallardo, Narciso Arcas‐Lario

With the use of unilateral control, the leader in a channel dyad (source) leads the activities of its partner (target) to achieve its own goals. Although there are numerous…

The employee‐customer satisfaction chain in the ECSI model

Manuel José Vilares, Pedro Simões Coelho

Among the large number of currently available approaches for studying customer satisfaction, a very promising one is that adopted in the European customer satisfaction index…

Organisational and managerial drivers of effective export sales organisations: An empirical investigation

Eva S. Katsikea, Dionisis A. Skarmeas

In response to certain important gaps in the international marketing literature, an attempt is made to investigate the profile characteristics of highly effective export sales…

An experimental investigation of factors affecting consumers' perceptions of sales promotions

Alain d'Astous, Valérie Landreville

This paper reports the results of an experimental study where four characteristics of premium‐based sales promotions were manipulated in the context of a computer purchase: the…

Customer repurchase intention: A general structural equation model

Phillip K. Hellier, Gus M. Geursen, Rodney A. Carr, John A. Rickard

This paper develops a general service sector model of repurchase intention from the consumer theory literature. A key contribution of the structural equation model is the…

The dynamics of store hour changes and consumption behavior: Results of a longitudinal study of consumer attitudes toward Saturday shopping in Germany

Marko Grünhagen, Stephen J. Grove, James W. Gentry

Americans who travel internationally are often shocked to discover retail outlets closed during weekend and evening hours in cities such as Paris, Rome and Berlin. Based on the…

Market orientation in Nordic banks: does nationality matter?

Jørn Flohr Nielsen, Viggo Høst, Jan‐Erik Jaensson, Sören Kock, Fred Selnes

Neither market orientation nor the possible link to performance is easily achieved and in various countries companies may organize differently to cope with the…