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Article
Publication date: 3 January 2019

Ilgım Dara Benoit, Thomas Brashear Alejandro, Jeffrey Foreman, Christian Chelariu and Shawn Bergman

This paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce commitment and…

441

Abstract

Purpose

This paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce commitment and turnover.

Design/methodology/approach

This study uses structural equation modeling to analyze survey data from 402 business-to-business salespeople.

Findings

As discrete foundational norms, distributive, procedural and interactional (interpersonal, informational) justice develop higher-order norms of relationalism, which then reflect on increased commitment and reduced turnover intention of the salesforce. Among the justice norms, interpersonal justice has the strongest impact on relationalism.

Research limitations/implications

The paper shows how each justice norm has a distinct impact in shaping relational norms, and that interpersonal justice has the highest impact. In addition, with enhanced relationalism salespeople become more committed and have lower turnover intentions. Future research could use a longitudinal study, present manager’s side in the model and measure and compare the impact of supervisor- versus organization-focused justice.

Practical implications

To enhance relationalism, and thus in turn increase commitment and decrease turnover intention of salesforce, sales managers should pay attention to the salespeople’s perceptions of justice norms (distributive, procedural, informational and interpersonal justice), especially interpersonal justice, as it has the highest impact on relationalism. The specific ways to enhance justice perceptions are discussed.

Originality/value

This paper is the first to show how each justice norm is unique in its importance to shape the relationship between sales manager and salespeople in a way that increases the quality of relational norms, governing the relational process into a highly committed one. It also shows that among the four justice norms, interactional justice has the highest impact on relationalism. In addition, this is the first study to show that relationalism decreases turnover intention of salespeople.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 5 March 2018

Jun Kang, Thomas Brashear-Alejandro, Anthony K. Asare and Sixing Chen

This study aims to examine the role of channel strategies in value appropriation and their effects on firm value with the consideration of situational factors.

679

Abstract

Purpose

This study aims to examine the role of channel strategies in value appropriation and their effects on firm value with the consideration of situational factors.

Design/methodology/approach

An empirical study with secondary data is conducted in the context of public franchised channels. The authors use Entrepreneur Franchise Top 500 (2012) as the sampling frame and merge the data from three sources to create the final data set. A set of models are built to test the hypotheses in a hierarchical manner.

Findings

Value appropriation provides a solid rationale to link marketing channel strategies to firm value. Channel integration is an effective strategy driving intangible firm value. The influence of channel compression on intangible firm value depends on its interaction with other marketing environmental variables.

Research limitations/implications

First, the sample size in this study is relatively small though these samples show high representativeness. Second, the empirical analysis in this study focuses on the franchised channels because of data availability.

Practical implications

Managers should consider the role of value appropriation when developing new channel strategies. A channel strategy deserves firm-level attention and resources because of its relevance to firm value. Managers should examine channel environment carefully and deploy internal resources to augment the potential of value appropriation strategies in channels.

Originality/value

This study is among the first to investigate the value relevance of marketing channel strategies from a value appropriation perspective. It identifies profit appropriation and resource appropriation as two mechanisms of value appropriation in marketing channels and uses these two processes to link channel integration and channel compression strategies with firm value.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 5 March 2018

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro and Ping Li

This study aims to help resolve some of the inconsistencies of the relationships between franchisor growth and its drivers in prior literature.

554

Abstract

Purpose

This study aims to help resolve some of the inconsistencies of the relationships between franchisor growth and its drivers in prior literature.

Design/methodology/approach

First, this study provides a meta-analysis with bivariate correlation analysis and moderation analysis. It then offers an additional analysis of secondary data to shed further light on the relationship between franchisor growth and its drivers.

Findings

This study confirms the diverse nature of the relationship between the various measures of growth and drivers. It finds that proportion of outlets franchised and brand reputation have the strongest relationships with geographic dispersion; age and proportion of outlets franchised have the strongest relationships with outlet growth rate; and size has the strongest relationship with the number of new outlets. In addition, these multiple relationships are moderated by all three research characteristics that this study investigates, including data source, time frame and industry context.

Research limitations/implications

This meta-analysis merely offers an examination of the most commonly studied drivers and not a complete review of all potentially important variables. It calls for further research that examines the factors that lead to franchisor growth and performance in general.

Practical implications

Managers of young franchisors do not need to rush to expand their business across a wide range of geographic regions. Young franchisors instead should focus initially on gaining maturity, developing their business concept, building an attractive track record and improving their brand reputation. Beyond a strong brand and well-developed business concept, franchisors can attract potential franchisees by reassuring them and making them feel secure about their investment.

Originality/value

This study includes a bivariate analysis that was used to conduct a meta-analysis and also an empirical analysis of secondary data. By conducting the secondary data analysis, we were able to examine the extent to which the meta-analysis results of this study could be extended beyond the time period for papers included in the meta-analysis.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 8 May 2018

Reza Rajabi, Thomas Brashear-Alejandro and Cristian Chelariu

This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial…

1381

Abstract

Purpose

This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial motivation.

Design/methodology/approach

A two-study approach with data from 285 business-to-business (B2B) salespeople in the USA and 342 B2B/business-to-consumer salespeople in Poland is used. This study has also used structural equation modelling with partial least squares, common method assessment and mediation testing.

Findings

The findings show that across both studies, entrepreneurial motivation relates directly and positively to effort: salespeople with a greater entrepreneurial motivation exert more effort to perform their sales-related tasks. In addition, competitiveness and self-efficacy are two antecedents of entrepreneurial motivation in a sales context.

Originality/value

This study introduces the concept of entrepreneurial motivation as a goal orientation.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 5 March 2018

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro, Elad Granot and Ping Li

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are organized in a…

544

Abstract

Purpose

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are organized in a theoretically integrated structural analysis to predict performance.

Design/methodology/approach

First, it offers a quantitative summary on the drivers of channel performance through pairwise correlation analysis. Second, it tests an integrative framework of various performance drivers based on the relational view by using structural equation modeling. Last, it examines the potential moderation on the effects of performance drivers.

Findings

The synthesized effects of various channel performance drivers confirm the effectiveness of underlying theoretical perspectives of channel performance. The relational view is effective to identify immediate interorganizational drivers of channel performance. The contexts and methods of performance assessment have an impact on the appraisal of performance drivers.

Research limitations/implications

The performance drivers included in this meta-analysis are constrained to variables that exist in empirical channels literature and have sufficient primary data for analysis. Moderation tests are constrained by the report of research contexts and methods in original studies. Future research should broaden the theoretical perspectives on channel performance.

Practical implications

First, leveraging key routines and processes embedded in marketing channel relationships is critical to improve channel performance. Second, more targeted effort to manage channels in different markets may improve the efficiency of channel performance enhancement. Last, a comprehensive performance assessment process is necessary to avoid biased estimation of performance drivers.

Originality/value

This meta-analysis provides a systematic review of factors influencing marketing channel performance by synthesizing and correcting the effect sizes of performance drivers from different theoretical perspectives. It further develops and tests an integrative model of four immediate interorganizational drivers of channel performance.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 5 July 2021

Benoit Bourguignon, Harold Boeck and Thomas Brashear Alejandro

Salespeople are at the forefront of the external environment where they act as the first responders to critical events and their resulting business turbulence. How the salesforce…

879

Abstract

Purpose

Salespeople are at the forefront of the external environment where they act as the first responders to critical events and their resulting business turbulence. How the salesforce responds to turbulence is, therefore, of great interest both theoretically and in practice. The paper aims to rekindle interest in agility selling, which is the most adequate behavioral sales model to exploit environmental uncertainty.

Design/methodology/approach

An organizational autoethnography complemented with data from in-depth interviews with key salespeople involved in turbulence resulted in the development of eight case studies.

Findings

Salespeople use agility selling through four possible responsive roles. They amplify, innovate, cooperate or mitigate turbulence to exploit its ensuing opportunity or minimize its negative effect for both the supplier and the customer. The article enhances the agility selling model by putting three core abilities in the forefront: (1) forecasting turbulence from critical events, (2) responding to changes quickly and adequately and (3) exploiting changes as opportunities.

Research limitations/implications

The article argues that critical events are the cause of the turbulence that the salesforce must deal with before it hits the dyad. Agility selling represents an untapped research opportunity in business-to-business sales, and sales management, as well as within the overall agile organization.

Practical implications

Sales organizations would greatly benefit in implementing training of agility selling’s core abilities because responsiveness is a valuable tool for salespeople in times of turbulence.

Originality/value

The study is the first to empirically demonstrate the existence of agility selling.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 8
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 11 October 2018

Mario Kienzler, Daniel Kindström and Thomas Brashear-Alejandro

This paper aims to investigate factors that affect the use of value-based selling and the subsequent influences on salespeople’s sales performance.

1996

Abstract

Purpose

This paper aims to investigate factors that affect the use of value-based selling and the subsequent influences on salespeople’s sales performance.

Design/methodology/approach

Industrial salespeople from five steel manufacturers were surveyed. Scales measure three components of value-based selling: comprehension, crafting and confirmation. Partial least squares path analysis tested the conceptual model.

Findings

Salespeople’s learning orientation has the greatest impact on the use of value-based selling. Managerial support exerts a positive effect on crafting. Salespeople’s experience has a positive impact on comprehension and confirmation. The implementation of value-based selling has a positive effect on sales performance.

Research limitations/implications

The research is cross-sectional, with a small sample size (n = 60). The data were collected from a single source (i.e. salespeople).

Practical implications

The results suggest that value-based selling is a multi-component sales process that requires balancing managerial actions among individual and organizational factors.

Originality/value

This paper presents a broad evaluation of measures and assessments of value-based selling in business-to-business sales settings. The findings provide new elaborations on the theoretical and practical implications of value-based selling and reveal which individual and organizational factors affect the usage of value-based selling.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 18 March 2016

Neha Srivastava, Satya Dash and Amit Mookerjee

This paper seeks to empirically examine the distinct antecedents of cognitive and affective brand trust in the context of high inherent risk product of baby care toiletries. In…

2007

Abstract

Purpose

This paper seeks to empirically examine the distinct antecedents of cognitive and affective brand trust in the context of high inherent risk product of baby care toiletries. In addition, the moderating role of working status and education is investigated for the relationship between brand trust and its antecedents.

Design/methodology/approach

Extensive literature review was conducted to develop the theoretical framework, which was then empirically validated through a survey conducted on the 507 respondents. Data was analyzed using structural equation modeling.

Findings

The study found that brand credibility, brand innovativeness and family influence are antecedents of cognitive brand trust whereas brand intimacy and family influence are drivers of affective brand trust. Further, the working status is found to moderate the relationship between brand intimacy to affective brand trust and family influence to both cognitive and affective brand trust. The study result does not support the moderating effect of education on the relationship of cognitive brand trust with brand credibility and brand innovativeness.

Practical implications

The study recommends marketing strategy implications for high inherent risk product companies such as baby care toiletries that what essential factors they must keep in mind while promoting their brand and winning trust of customers.

Originality/value

The present study is one among those few empirical investigations that examines the role of antecedents of brand trust in less researched context of high inherent risk products.

Details

Marketing Intelligence & Planning, vol. 34 no. 3
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 18 March 2016

Sylvia Cardinale, Bang Nguyen and TC Melewar

This research explores (1) whether the experience of a winery visit may lead to a customer’s emotional attachment to the place where the winery is located and (2) whether this can…

3471

Abstract

Purpose

This research explores (1) whether the experience of a winery visit may lead to a customer’s emotional attachment to the place where the winery is located and (2) whether this can lead to the establishment of long lasting relationships and loyalty to the place. The context of the study is the wine region of Friuli Colli Orientali in the North East of Italy.

Design/methodology/approach

Using a mixed-method approach, data from across the zone of Friuli Colli Orientali were obtained through a combination of interviews and a questionnaire survey. With responses from 10 wine buyers in a series of interviews and 210 usable questionnaires, the authors test the study’s hypotheses to investigate the behaviors of wine clients.

Findings

Findings show that a positive winery experience – consisting of relaxing, educational, entertaining, aesthetical and well-served tasting of good products - in a winery, develop both emotional attachment and subsequent loyalty to the place in which the winery is located.

Practical implications

For marketers, it is necessary to have a positive overall experience with a place-based brand. Providing customers with the above positive experiences make them feel attached to the place in which the winery is located and make them desire to return and become loyal visitors of the area. The wineries, providing positive experiences, should make all customers feel at home, attached and should encourage them to visit the zone again. Repeated visits will increase place attachment and subsequently, place loyalty. It is also necessary to gain new customers. The study shows that if the current clients are satisfied, they will spread positive WOM, encouraging other travellers to visit the place-based brand.

Originality/value

Several contributions have been made to the literatures. First, the study identified place-based brand experience (PBBE) dimensions in a winery visit. Second, the study provided information to clarify the relationships between place-based brand experience, brand attachment and brand loyalty in a framework. Finally, the study demonstrated that place-based brand experience lead to place attachment and place loyalty in a new context.

Details

Marketing Intelligence & Planning, vol. 34 no. 3
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 18 March 2016

Fanny Fong Yee Chan, Ben Lowe and Dan Petrovici

This research contributes to literature on marketing communication by exploring the roles of depth of processing and the dispositional factor, need for cognition (NFC), on…

3365

Abstract

Purpose

This research contributes to literature on marketing communication by exploring the roles of depth of processing and the dispositional factor, need for cognition (NFC), on consumer perceptions of product placement.

Design/methodology/approach

A web-based experiment with a 2 (low versus high prominence) x2 (low versus high brand awareness) x2 (with versus without prior disclosure) between-subjects full factorial design was conducted.

Findings

The results indicate that prominent placements were found to elicit more extensive processing, which was negatively correlated with brand attitudes. A significant negative relationship between NFC and purchase intention towards a placed brand was also revealed.

Practical implications

The study offers managerial and policy implications for practitioners and educators. It is suggested that brand practitioners should avoid placing brands too prominently or in film genres which are cognitively demanding. The low NFC group appears to be more vulnerable to covert marketing. Therefore it is suggested that media educators target this group and plan effective media literacy programs to guard youngsters from surreptitious selling.

Originality/value

This is the first study to empirically examine the role of prominence, brand awareness and prior disclosure in the processing of product placement information and their influence on product placement effectiveness.

Details

Marketing Intelligence & Planning, vol. 34 no. 3
Type: Research Article
ISSN: 0263-4503

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