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Article
Publication date: 4 October 2019

Leslier M. Valenzuela-Fernández, José M. Merigó, Carolina Nicolas and Michael Kleinaltenkamp

This paper aims to present a bibliometric overview of the leading trends of the journals in industrial marketing during for 25 years. Thus, the purpose is to carry out an analysis…

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Abstract

Purpose

This paper aims to present a bibliometric overview of the leading trends of the journals in industrial marketing during for 25 years. Thus, the purpose is to carry out an analysis about contributions that industrial marketing or business to business (B2B) marketing discipline has done for scientific investigation, presenting a ranking of the 30 most influential journals and their global evolution by five-year periods from 1992 to 2016. Moreover, this study presents the amount of citations, who quotes who from the top 15 ranking and self-citations.

Design/methodology/approach

This study analyzes 3,587 documents classified as articles, letters, notes and reviews from Clarivate Analytics’ Web of Science for the period 1992- 2016, by bibliometric indicators such as H-index, total citations (TC), total papers (TP), TC/TP. Furthermore, this paper develops a graphical visualization of the bibliographic material by using the visualization of similarities viewer software for constructing and visualizing bibliometric networks in leading journals, publications and keywords with bibliographic coupling and co-citation analysis.

Findings

Industrial Marketing Management is the leader of the ranking, representing 34 per cent of the total manuscripts considered in this study. The most influential journals were classified by periods of five years and the top five for the period 2012-2016 were in ascending order: Industrial Marketing Management, Journal of Business & Industrial Marketing, Journal of Business-to-Business Marketing, Journal of Business Research and Journal of Marketing. Therefore, in this last period, the considered specialized journals of industrial marketing have increased the quantity (TP) and quality (better H-index) of marketing contributions. The main node on the keywords was of “business-to-business marketing.” The most frequent keywords were “industrial marketing,” “trust,” “business-to-business,” “B2B,” “relationship marketing” and finally “electronic commerce”.

Practical implications

The information presented in this paper is useful to academics, publishers, academic institutions and other interested groups in industrial marketing because it makes available a global and current picture of this discipline that could be used to make decisions about publishing strategies and journal position.

Originality/value

This study aims to analyze the progress of industrial marketing discipline, reviewing the contribution of several scientific journals for 25 years. In fact, to the authors’ knowledge, this is the first quantitative study focused on the only purpose of ranking the most influential journals and keywords analysis using bibliometric techniques and networks theories.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 13 June 2019

Leslier M. Valenzuela-Fernández, Francisco-Javier Arroyo-Cañada and Francisco Javier Villegas Pinuer

Salesperson’s actions are critical in helping the firm develop customer value orientation and long-term relationship with profitable customers to achieve sustainable sales growth…

211

Abstract

Purpose

Salesperson’s actions are critical in helping the firm develop customer value orientation and long-term relationship with profitable customers to achieve sustainable sales growth and profitability over time. The purpose of this paper is to examine the salespeople and service executives’ perceptions about the relevance of some human resource management variables and employees’ attitudes as key factors to develop a company’s customer value orientation. The authors tested whether the perceptions of role ambiguity, incentives policy and provided training (PT) had an impact on job involvement (JI), job satisfaction (JS), and consequently, on customer value orientation.

Design/methodology/approach

Research design was nested with data from 327 executives from medium and upper positions in Chilean companies.

Findings

The results show that while the perception of role ambiguity had an indirect negative impact on customer value orientation through JI, perception of PT level had a direct impact over and above the other variables.

Research limitations/implications

JS and JI are attitudinal variables, which companies try to encourage in their employees through different human resources, practices. Incentives and training are ways to develop favorable employees’ attitudes and improve their customer value orientation. With the research, companies could invest their resources in better and more effective practices to generate favorable attitudes toward customer value orientation.

Originality/value

Through structural equation modeling, the model shows the relevance in the perception of sales executives about the relationship of employees’ JI and customer value orientation. This commands to open the view of the customer value orientation management to include other attitudinal variables as JI.

Details

Kybernetes, vol. 49 no. 3
Type: Research Article
ISSN: 0368-492X

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Article
Publication date: 31 January 2018

Francisco J. Martínez-López, José M. Merigó, Leslier Valenzuela-Fernández and Carolina Nicolás

The European Journal of Marketing was created in 1967. In 2017, the journal celebrates its 50th anniversary. Therefore, the purpose of this study is to present a bibliometric…

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Abstract

Purpose

The European Journal of Marketing was created in 1967. In 2017, the journal celebrates its 50th anniversary. Therefore, the purpose of this study is to present a bibliometric overview of the leading trends of the journal during this period.

Design/methodology/approach

This work uses the Scopus database to analyse the most productive authors, institutions and countries, as well as the most cited papers and the citing articles. The investigation uses bibliometric indicators to represent the bibliographic data, including the total number of publications and citations between 1967 and 2017. Additionally, the article also develops a graphical visualization of the bibliographic material by using the visualization of similarities viewer software to map journals, keywords and institutions with bibliographic coupling and co-citation analysis.

Findings

British authors and institutions are the most productive in the journal, although Australians’ are growing significantly the number of papers published. Continental European institutions are also increasing the number of publications, but they are still far from reaching the British contribution so far. In the mid-term, however, these zone’s authors and institutions, especially those from big European countries like France, Germany, Italy and Spain, should reach a closer performance to British ones; more as less long, historic, but more recent periods of analysis are considered.

Practical implications

This article is useful for any reader of this journal to understand questions such as papers’ European Journal of Marketing-related scientific productivity in terms of, for instance, contributors/authors, institutions and countries, or the main sources used to back them.

Originality/value

This is the first comprehensive article offering a general overview of the leading trends and researchers of the journal over its history.

Details

European Journal of Marketing, vol. 52 no. 1/2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 October 2018

Leslier Valenzuela-Fernández, Carolina Nicolas and Jose M. Merigo

The purpose of this paper is to present a general overview of the most influential countries according to their scientific contributions in marketing for the 1990–2014 period. In…

572

Abstract

Purpose

The purpose of this paper is to present a general overview of the most influential countries according to their scientific contributions in marketing for the 1990–2014 period. In this bibliometric-based research, the authors generate a ranking of the 50 most influential nations according to the H-index and citations per paper, co-authorship, citation analysis and bibliographic coupling. The study provides a map that identifies the networks of researchers between countries.

Design/methodology/approach

The method used is bibliometric analysis. The relevant research in marketing was extracted from Web of Science Database Core Collection, during the 1990–2014 period; 29,947 published articles in 50 countries were obtained. The investigation used: H-index as the first criterion in creating the country ranking, number of articles (TP) as a proxy for the productivity of each country, the average citation per article (C/P) and the number of citations (TC) to express the influence of a country’s articles. In addition, the study adopts VOSviewer software to identify the collaboration networks of researchers between countries and the links between countries.

Findings

The results reveal a general level that 54 percent of countries have a category H-index greater than 20. In turn, the authors see a steady increase in the number of publications over the five-year periods. The first ten countries account for over 80 percent of all publications of the sample. The USA is presented here as the leader in all indicators and highlights the important role that China has been developing.

Research limitations/implications

Several limitations of the study result from the use of the Web of Science database. For example, each journal, author, university and/or country involved in a specific paper is considered a single unit. Therefore, in research papers with more than one author or with authors from different universities and/or countries, only the lead author is considered in the analysis. In addition, the study does not include new trends in publications between 2014 and 2018. However, there are other databases that could have been used such as: Scopus, Google Scholar, among others.

Practical implications

The findings are relevant for students, academics, organizations and governments, which may use this information for decision making on future research, identifying countries concerning the area and their relationships.

Originality/value

This paper shows progress and contribution of the most influential countries according to their scientific contribution in marketing during the period 1990–2014. This research is relevant because until now there has been no study with the sole purpose of ranking countries according to their marketing publications. In this sense, the study is useful to academics, publishers, educational institutions or other interested in marketing. The study provides a knowledge domain map that identifies the collaboration networks of researchers between countries and the links between countries.

Details

American Journal of Business, vol. 33 no. 4
Type: Research Article
ISSN: 1935-519X

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Article
Publication date: 23 January 2019

Narayan Janakiraman, Jorge Bullemore, Leslier Valenzuela-Fernández and Jorge Fernando Jaramillo

The purpose of this study is to examine how a service provider’s offer quality is evaluated (OQ).This study shows that attitude toward the salesperson in a service context (AS) is…

601

Abstract

Purpose

The purpose of this study is to examine how a service provider’s offer quality is evaluated (OQ).This study shows that attitude toward the salesperson in a service context (AS) is an important antecedent to OQ.

Design/methodology/approach

This study involves three studies, first is a dyadic data analyzed with HLM, second is an experiment and the third an IAT.

Findings

The findings of this study show that active empathetic listening increases offer quality evaluations, regardless of the AS level. However, at lower levels of AS, sales perseverance negatively affects offer quality evaluations.

Originality/value

While research suggests that listening is extremely important, there is also research that suggests that perseverance is more important. Considering data from sales people and from consumers, the authors examine when listening and when perseverance is important.

Details

Journal of Consumer Marketing, vol. 36 no. 1
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 23 June 2020

Francisco Trincado-Munoz, Leslier Valenzuela-Fernández and Melany Hebles

While companies have increasingly encouraged employees to adopt a customer orientation, less attention has been given to the impact that customer orientation has on employees' job…

622

Abstract

Purpose

While companies have increasingly encouraged employees to adopt a customer orientation, less attention has been given to the impact that customer orientation has on employees' job outcomes and performance. Previous research has used job demands-resource theory (JD-R) and proposed several mechanisms through which customer orientation influences performance, yet the intervening variables in the process have shown inconsistent results. The purpose of this paper is to investigate the contextual role of organizational justice on the relationship between customer orientation and performance through work engagement. In this way, offering more understanding of the contingent effects that intervene in the customer orientation–performance relationship.

Design/methodology/approach

Using a structural equation model (SEM) in a sample of 249 marketing, sales and management managers in Chilean companies, this paper tested different hypotheses concerning the role of work engagement, organizational justice and customer orientation in relation to perceived performance.

Findings

This study informs that organizational justice (procedural and distributive justice) moderates the relationship between customer orientation and performance through work engagement. Precisely, the findings reveal that at lower values of organizational justice, changes in customer orientation negatively influence work engagement and in turn performance.

Originality/value

The results contribute to strengthening customer orientation theory by integrating a contextual variable often omitted: organizational justice. By exploring the moderation effect of organizational justice on customer orientation, this paper reveals contingent effects of employees' perceived fairness on the organization in the relationship between customer orientation and performance through work engagement. The findings encourage managers to look after employees' perceived organizational justice when they implement customer-oriented approaches, in particular, of those employees who work in the frontline sales and service positions.

Propósito

Mientras las empresas han incentivado la adopción de una orientación al cliente por parte de los empleados, menos atención se ha dado al impacto que la orientación al cliente tiene en los resultados laborales y el desempeño. Investigación previa ha usado la teoría de Demandas y Recursos del Trabajo (Job Demands-Resource Theory en inglés) y propuesto varios mecanismos a través de los cuales la orientación al cliente tiene un efecto en el desempeño, no obstante las variables que intervienen en el proceso han mostrado resultados inconsistentes. Por tanto, este estudio tiene por objetivo investigar el rol contextual de justicia organizacional en la relación entre orientación al cliente y performance a través del compromiso organizacional. De esta manera, ofrecer mayor entendimiento de los efectos contingentes que intervienen la relación orientación al cliente-desempeño.

Diseño/metodología/enfoque

Usando un modelo de ecuaciones estructurales en una muestra de 249 ejecutivos de marketing, ventas y negocios en compañías chilenas, este estudio evalúa diferentes hipótesis respecto al rol del compromiso organizacional, justicia organizacional, y orientación al cliente en relación a la percepción del desempeño organizacional.

Hallazgos

Este estudio demuestra que la justicia organizacional (como justicia distributiva y procedural) modera la relación entre orientación al cliente y desempeño a través del compromiso organizacional. Precisamente, los resultados revelan que a menores valores de justicia organizacional, cambios en la orientación al cliente influencian negativamente el compromiso organizacional y a su vez el desempeño.

Originalidad/valor

Los resultados contribuyen a fortalecer la teoría de Orientación al Valor del Cliente integrando una variable contextual que a menudo ha sido omitida: Justicia organizacional. Explorando la moderación de la justicia organizacional en la orientación al cliente, esta investigación revela efectos contingentes de la percepción de justicia de los empleados en la organización en la relación entre orientación al cliente y el desempeño percibido a través del compromiso organizacional. Estos hallazgos invitan a los gerentes a preocuparse por la percepción de justicia de los empleados cuando deciden implementar la orientación al cliente en especial con quiénes trabajan en la provisión de servicios y atención a clientes.

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Article
Publication date: 25 September 2018

Leslier Maureen Valenzuela Fernandez, Carolina Nicolas, José M. Merigó and Francisco-Javier Arroyo-Cañada

The purpose of this paper is to determine the most influential countries and universities that have contributed to science in the field of industrial marketing research during the…

794

Abstract

Purpose

The purpose of this paper is to determine the most influential countries and universities that have contributed to science in the field of industrial marketing research during the period from 1990 to 2015.

Design/methodology/approach

Bibliometric methodology is adopted, focusing on the most productive and influential countries and universities within this discipline, for the scientific community analyzing journals listed in the Web of Science (WoS) database from 1990 to 2015 and is supplemented by using VOS viewer to graph the existing bibliometric networks for each and every variable.

Findings

Evidence that the USA and UK remain leaders in the investigation of industrial marketing research. Finland stands at the third place, leaving Australia and Germany behind. In reference to the universities, Michigan State University ranks as the leader.

Research limitations/implications

The process of data classification originates from WoS. Moreover, to provide a comprehensive analytical scenario, other factors could have potentially been considered such as the editor’s commitment to leading journals, to partnerships and conferences, as well as other databases.

Originality/value

This paper takes into account alternative variables that have not been previously considered in previous studies, such as universities and countries in which the transcendental contributions to this field have taken place, providing a closer look, which gives rise to further discussions and studies with more detail to the history of this science in the future.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 5 November 2019

Enrique Marinao-Artigas, Leslier Valenzuela-Fernández and Karla Barajas-Portas

The purpose of this paper is to analyze the effect of the consumer’s emotional shopping experience on the perception of benefits and on the corporate reputation of a department…

341

Abstract

Purpose

The purpose of this paper is to analyze the effect of the consumer’s emotional shopping experience on the perception of benefits and on the corporate reputation of a department store.

Design/methodology/approach

This study was applied to a non-probabilistic sample survey proportionally distributed among the main department stores in Chile and Mexico.

Findings

The findings show for both countries that the functional and symbolic benefit perceived by consumers significantly influences the reputation of department stores. However, the hedonic benefit perceived by the consumer had a negative effect on the reputation of the store.

Practical implications

The companies could redirect their marketing and commercial management strategies based on the variables and relationships of the model proposed in this study. For instance, managers should implement strategies to improve the emotional experience of their clients. In addition, future studies also could use other variables inherent to the consumer’s purchasing behavior to evaluate their effects on the corporate reputation of the department store.

Originality/value

This research contributes with the proposal of an explanatory model for decision making, using structural equations that suggest that the affective evaluation of the shopping experience is a key antecedent of the functional, hedonic and symbolic benefits perceived by the consumer. Moreover, the emotional experience plays a key role as an antecedent for the corporate reputation of a company.

Propósito

El objetivo de esta investigación es analizar el efecto de la experiencia emocional de compra del consumidor en la percepción de los beneficios y en la reputación corporativa de una tienda por departamentos.

Diseño/Metodología/Enfoque

Este estudio se aplicó a una muestra no probabilística a través de una encuesta distribuida proporcionalmente entre las principales tiendas por departamentos de Chile y México.

Resultados

Los resultados muestran para ambos países que el beneficio funcional y simbólico percibidos por los consumidores influye significativamente en la reputación de las tiendas por departamentos. Sin embargo, el beneficio hedónico percibido por el consumidor tuvo un efecto negativo en la reputación de la tienda.

Implicaciones prácticas

Las empresas podrían redirigir sus estrategias de marketing y gestión comercial en función de las variables y relaciones del modelo propuesto en este estudio. Por ejemplo, los gerentes deben implementar estrategias para mejorar la experiencia emocional de sus clientes. Además, los estudios futuros también podrían usar otras variables inherentes al comportamiento de compra del consumidor para evaluar sus efectos en la reputación corporativa de las tiendas por departamentos.

Originalidad/Valor

Esta investigación contribuye con la propuesta de un modelo explicativo para la toma de decisiones, utilizando ecuaciones estructurales que sugieren que la evaluación afectiva de la experiencia de compra es un antecedente clave de los beneficios funcionales, hedónicos y simbólicos percibidos por el consumidor. Además, la experiencia emocional juega un papel clave como antecedente de la reputación corporativa de una empresa.

Details

Academia Revista Latinoamericana de Administración, vol. 32 no. 4
Type: Research Article
ISSN: 1012-8255

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