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Article
Publication date: 1 March 1993

Adel L. El‐Ansary, Noël B. Zabriskie and John M. Browning

Reports the findings of a national study which addresses thequestion: why do some salesforces perform much better than others?Features an in‐depth presentation of the results…

886

Abstract

Reports the findings of a national study which addresses the question: why do some salesforces perform much better than others? Features an in‐depth presentation of the results pertaining to the teamwork factor and recommends managerial actions to take. Relates the key findings, examines the measures used to determine salesforce performance, and identifies teamwork variables constituting the dominant strategies which result in increasing salesforce effectiveness.

Details

Journal of Business & Industrial Marketing, vol. 8 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 18 December 2003

Audhesh K. Paswan

This study empirically explores one of the important channel issues – the relationship between various channel support given to channel partners and the perceived (by managers…

1065

Abstract

This study empirically explores one of the important channel issues – the relationship between various channel support given to channel partners and the perceived (by managers) goal‐orientation of a firm. Results from an emerging market, India, indicate that perceived orientation towards both profitability and market share is not associated with any of the channel support considered. Growth orientation however is strongly associated with most of the channel support activities – both business (e.g., business advice, pricing and ordering assistance, and personnel training) as well as marketing (advertising support, sales promotional material, and inventory management assistance) oriented activities. In contrast, perceived sales volume orientation is only associated with advertising support and business advice, however, the relationship is negative. These findings have interesting implications for channel management and channel motivation.

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Asia Pacific Journal of Marketing and Logistics, vol. 15 no. 4
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 1 January 1986

Adel I. El‐Ansary

Despite the noticeable gains in agricultural productivity in the last decade, people are still dying from starvation and malnutrition. While part of the problem is inadequate food…

121

Abstract

Despite the noticeable gains in agricultural productivity in the last decade, people are still dying from starvation and malnutrition. While part of the problem is inadequate food supplies at the national level, nutrition problems relate to physical and economic access to food. The key to improving access to food for the rural and urban poor consumers in developing countries lies in reforming the food distribution or marketing system. The objective of this paper is to define food marketing system parameters, delineate the imperatives of marketing system reform, and recommend actionable managerial strategies for their reform.

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International Marketing Review, vol. 3 no. 1
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 January 1975

Michael G. Harvey

This article applies the theory of coalition formation in triads to channels of distribution. The theory explains alternative power strategies of weaker (smaller) channel members…

277

Abstract

This article applies the theory of coalition formation in triads to channels of distribution. The theory explains alternative power strategies of weaker (smaller) channel members to dominance by more powerful channel entities. Six pre‐coalition situations are examined to aid in predicting the possible conditions that may form, given an uneven distribution of power in the channel system. This type of analysis could be used to predict disadvantageous power combinations in the channels of distribution to the overall macro effectiveness of the channel system.

Details

International Journal of Physical Distribution, vol. 5 no. 3
Type: Research Article
ISSN: 0020-7527

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Article
Publication date: 2 May 2023

Osama El-Ansary and Aya M. Ahmed

This paper aims to investigate whether managerial overconfidence has an impact on investment inefficiency beyond its influence on the use of internal financing or whether internal…

615

Abstract

Purpose

This paper aims to investigate whether managerial overconfidence has an impact on investment inefficiency beyond its influence on the use of internal financing or whether internal financing behaves as a full intermediary.

Design/methodology/approach

The study employed three dependent variables, namely business investment scale, overinvestment and underinvestment, and analyzed data from 282 firms across five different industries listed in 11 Middle East/North Africa (MENA) countries between 2013 and 2019 using regression analysis via least square dummy variable (LSDV).

Findings

The findings indicate that while internal financing can provide funding for investment opportunities and address capital shortages, it may also result in overinvestment, particularly in companies led by overconfident managers.

Practical implications

Stakeholders, including shareholders and board of directors, should pay attention to the chief executive officer (CEO)'s behavioral aspects such as overconfidence in decision-making while undertaking new investment projects. Additionally, regulators and policymakers in emerging markets like MENA should re-evaluate the corporate governance framework, devise a corporate governance index and promote boardroom gender diversity as it can significantly reduce risk.

Originality/value

This study adds to the limited research on the impact of managerial overconfidence on investment efficiency in the MENA region. By focusing on this region, which has unique economic, political and social characteristics, the study provides new insights into the role of behavioral biases in investment decision-making in emerging markets.

Details

International Journal of Emerging Markets, vol. 20 no. 2
Type: Research Article
ISSN: 1746-8809

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Article
Publication date: 1 July 2006

Adel I. El‐Ansary

The purpose of this paper is to present taxonomy of marketing strategy concepts and integrative frameworks that differentiate and integrate its formulation and implementation…

24717

Abstract

Purpose

The purpose of this paper is to present taxonomy of marketing strategy concepts and integrative frameworks that differentiate and integrate its formulation and implementation processes.

Design/methodology/approach

The paper is conceptual based on a review of academic literature on marketing strategy chronicled in major marketing journals January 1990‐April 2006. We present selected references classified by key marketing strategy topics for further pursuit by interested readers. Also, the paper reflects our experience and views based on practices chronicled in corporate case studies and trade journals.

Findings

The literature casts marketing strategy formulation and implementation in the context of strategic planning and marketing strategy process models. The focus of the strategic planning model is on achieving corporate financial objectives through the implementation of product, pricing, promotion, and place (distribution) programs. The focus of the marketing strategy process model is on the formulation of segmentation, targeting, differentiation, and positioning strategies to create, communicate, and deliver the value to the customer resulting in gaining customer satisfaction and loyalty; i.e. marketing objectives.

Practical implications

The propositions and frameworks constitute guidelines useful in the process of marketing strategy formulations and implementation by practitioners and establish bases for academic researchers to test concept validity, examine concept differences, and explore concept relationships.

Originality/value

This paper advances propositions that clearly differentiate, but interrelate, marketing strategy formulation and implementation processes and recast the strategic planning financial‐oriented model and the marketing strategy process models into a set of frameworks to demonstrate that: the road to healthy financial results must first be paved by sound marketing strategies; explicitly state and underscore the role of branding and organizational strategies in mediating formulated marketing strategy into actionable marketing programs; and broaden the concept of firm orientation to reflect its role in mediating corporate strategy into a set of functional strategies including marketing.

Details

European Business Review, vol. 18 no. 4
Type: Research Article
ISSN: 0955-534X

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Article
Publication date: 1 February 1993

Lawrence S. Lockshin and W. Timothy Rhodus

This research compared wine quality evaluations by wine consumers and wine wholesalers for the same Chardonnay wine at three price levels and four different oak levels. Consumers…

972

Abstract

This research compared wine quality evaluations by wine consumers and wine wholesalers for the same Chardonnay wine at three price levels and four different oak levels. Consumers judged wines mainly by price, regardless of the oak level. Wholesale sales people ignored the prices and judged the wines by the oak level. Wholesalers predicted that consumers would respond based on the wholeaslers' quality judgments, and were unable to accurately predict the consumers' responses. Better targeting of consumers and better training of the wholesale representatives is recommended.

Details

International Journal of Wine Marketing, vol. 5 no. 2/3
Type: Research Article
ISSN: 0954-7541

Keywords

Available. Content available
Article
Publication date: 8 August 2008

Susan L. Golicic

474

Abstract

Details

International Journal of Physical Distribution & Logistics Management, vol. 38 no. 7
Type: Research Article
ISSN: 0960-0035

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Article
Publication date: 1 January 2008

Yi Liu, Lei Tao, Yuan Li and Adel I. El‐Ansary

The purpose of this paper is to explore empirically how a distributor's trust in a supplier and its use of control mechanisms affect the values it gains from the relationship.

2829

Abstract

Purpose

The purpose of this paper is to explore empirically how a distributor's trust in a supplier and its use of control mechanisms affect the values it gains from the relationship.

Design/methodology/approach

Factor analysis and a structural equation model were used to test the framework in a sample of 251 distributors in the household appliances industry in China.

Findings

The findings show that a distributor's honesty trust in a supplier enhances the direct value gained through the use of both contract and relational norms, but hinders and promotes the indirect value gained through the use of contract and relational norms respectively. A distributor's benevolence trust promotes the direct and indirect value gained through the use of relational norms, but impedes the direct value and enhances the indirect value gained through the use of contracts.

Research limitations/implication

A distributor's trust in a supplier may involve competence trust besides honesty trust and benevolence trust. Hence, the framework can be further studied in the situations where the distributor's trust in the supplier's competence is considered. Moreover, the sample of the empirical study only comes from the household appliances industry, and research in future may be extended to include multiple industries.

Practical implications

The paper may help distributors choose and use the proper control mechanism as well as foster a suitable kind of trust in suppliers to realize the objectives of maximizing the relationship value.

Originality/value

The results permit an in‐depth look into the effects of trust and control mechanisms on the relational values in a channel relationship context.

Details

Journal of Business & Industrial Marketing, vol. 23 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 1 January 1973

PHILIP B. SCHARY and BORIS W. BECKER

This monograph progresses from a consideration of definitional issues to the development of a conceptual model for marketing‐logistics interaction and finally to a discussion of…

646

Abstract

This monograph progresses from a consideration of definitional issues to the development of a conceptual model for marketing‐logistics interaction and finally to a discussion of the issues of implementation of the model within the context of marketing strategy. Thus, following an introduction, Part II begins with definition of the field and examines the position of physical distribution in relation to marketing. Part III discusses the relationship of physical distribution and macro‐marketing, and is thus concerned about the social, aggregative goals of logistics systems, including the costs of distribution. Part IV continues this argument, examining specifically the influence of physical distribution on channel structure. Part V then focuses on the assumptions underlying the customer service function, asking how physical distribution can influence final demand in the market place. Part VI presents a conceptual model of marketing‐logistics demand stimulation. The operational issues concerned with its implementation are shown in Part VII; and a summary of the relevant points is presented in Part VIII. The concern has been not with presenting either new computational models nor empirical data but with presenting a new perspective on the marketing‐logistics interface. There is a need to reduce the barriers between these fields and to present more useful ways for co‐operation.

Details

International Journal of Physical Distribution, vol. 3 no. 4
Type: Research Article
ISSN: 0020-7527

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