Dawes, PL & Massey, GR 2005, 'Antecedents of conflict in marketing's cross‐functional relationship with sales', European Journal of Marketing, vol. 39, no. 11/12, pp. 1327-1344.
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PurposeThe purpose of this paper is to develop and test a model of the factors that explain the level of interpersonal conflict between marketing managers and sales managers. The paper aims to establish the overall level of interpersonal conflict in the full sample and in the two sampled countries (UK and Australia).Design/methodology/approachThe study draws on two theoretical frameworks to develop the model, namely structural contingency theory and the interaction approach. More specifically, the conceptual framework uses three groups of variables to explain interpersonal conflict: structural, individual, and communication. Importantly, the study developed and tested nine hypotheses. Confirmatory factor analysis was used to test the validity of the measures while OLS regression was used in testing the hypotheses. The data were collected from 200 sales managers in the UK and Australia.FindingsOverall, the study finds that there was a surprisingly low level of interpersonal conflict between marketing managers and sales managers and that there were no differences across the two countries. Of the three groups of variables, the two communication variables – frequency and bidirectionality – had the strongest effects on interpersonal conflict. The next strongest effects were from the individual‐level variables – psychological distance and the sales manager's formal education. The findings also reveal that the level of the sales manager's marketing training and the marketing manager's sales experience had no influence on interpersonal conflict. Two of the three structural variables – use of lateral linkages and being part of a corporation – had the hypothesized negative impact on interpersonal confli...
Devinney, T, Dowling, G & Collins, M 2005, 'Client and agency mental models in evaluating advertising', International Journal of Advertising, vol. 24, no. 1, pp. 35-50.
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Much has been written about the working relationship of advertising agencies and their clients. This paper examines whether advertising agency and client managers use the same mental models to evaluate the creative execution of print advertisements. It is found that while each group uses a different mental model to evaluate four such advertisements, they agree on the most preferred advertisement. Conflict is present but it does not reach a dysfunctional level.
Lee, KP & Miller, K 2005, 'Customization of corporate web site', Asian Journal of Marketing, vol. 11, no. 1, pp. 123-139.
Lok, P, Hung, RY, Walsh, P, Wang, P & Crawford, J 2005, 'An Integrative Framework for Measuring the Extent to which Organizational Variables Influence the Success of Process Improvement Programmes', Journal of Management Studies, vol. 42, no. 7, pp. 1357-1381.
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abstract Studies on the three types of process improvement programmes (Continuous Improvement, Reengineering and Benchmarking) have appeared many times in the literature. These studies suggest that certain organizational variables act as enablers and their presence or absence can significantly influence success rates. Such studies have tended to examine companies where a single programme has been implemented. In contrast, this paper examines a sample of companies who have experienced all three programmes. Our aim is to compare and contrast each programme's impact on firm performance and identify which organizational variables are common and which are programme‐specific enablers of success. We build and test an integrative framework to support our analysis. Our study found that: (1) Reengineering delivered the greatest impact on performance; (2) executive commitment was needed to make this happen; (3) strategic alignment was the major influence on the success rate of Reengineering and Continuous Improvement programmes; and (4) employee empowerment was necessary for each programme to work effectively.
Stark, A, Fam, K, Waller, DS & Tian, Z 2005, 'Chinese negotiation practice: a perspective from New Zealand exporters', Cross Cultural Management: An International Journal, vol. 12, no. 3, pp. 85-102.
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Negotiation is crucial to business alliances, but this process can become more complicated if there are language barriers and differences in cultural values, customs, and lifestyles, such as Western businesses negotiating in the People’s Republic of China (PRC). Previous studies have presented models of the Chinese negotiating process but these are primarily from the US. This study examines the negotiating experiences of selected New Zealand investors who have had experiences negotiating either Foreign Direct Investment (FDI) or short‐term sales agreements in the PRC to create two conceptual models. The results provide some interesting insights for doing business in China.
Waller, DS 2005, 'A Proposed Response Model for Controversial Advertising', Journal of Promotion Management, vol. 11, no. 2-3, pp. 3-15.
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A number of advertisers have used the strategy of controversial images (fear, sexual), or promoted their controversial product (alcohol, underwear), in a way to get the audiences' attention and a positive reaction. However, the use of controversial advertising can also potentially offend people and create a negative reaction. This article discusses controversial advertising and proposes a conceptual model of responses to controversial advertising. Copyright © 2005 by The Haworth Press, Inc. All rights reserved.
Waller, DS, Fam, K & Zafer Erdogan, B 2005, 'Advertising of controversial products:a cross‐cultural study', Journal of Consumer Marketing, vol. 22, no. 1, pp. 6-13.
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PurposeThe purpose of this paper is to determine attitudes towards the advertising of certain controversial products/services and reasons for being offensive across four different countries, Malaysia, New Zealand, Turkey and the UK.Design/methodology/approachThis was achieved by analyzing the responses to a questionnaire that was distributed to a convenience sample of university students in the four countries. A total of 954 were sampled for this study. The results indicated that geography is not a major determinant of attitudes, and that religious and historical factors play a very important role.FindingsOf the 17 products presented, 11 resulted in similar answers for New Zealand and the UK, and seven were similar for Malaysia and Turkey. However, it was apparent that the two countries mostly populated by Muslims had some differences as Malaysia has a multicultural society that must make some allowances for other ethnic groups. It also appears that racism and racist images are of concern to all those sampled.Originality/valueThe opening up of regional markets and the development of regional and global media, such as satellite television and the internet, will mean that marketers will try to take advantage of the associated benefits of a standardized approach to advertising and promotional activities. For those involved in international marketing, it is important that they are aware of possible differences and cultural sensitivities when entering a new market or undertaking a standardized mass‐media campaign across a region, whether it be Australasia or Europe.
Woodside, AG, Pattinson, HM & Miller, KE 2005, 'Advancing hermeneutic research for interpreting interfirm new product development', Journal of Business & Industrial Marketing, vol. 20, no. 7, pp. 364-379.
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PurposeThe principal objective here is to describe conceptual and research tools for achieving deeper sense‐making of what happened and why it happened –including how participants interpret outcomes of what happened and the dynamics of emic (executive) and etic (researcher) sense‐making.Design/methodology/approachThis article uses a mixed research design including decision systems analysis, cognitive mapping, computer software‐based text analysis, and the long interview method for mapping the mental models of the participants in specific decision‐making processes as well as mapping the immediate, feedback, and downstream influences of decisions‐actions‐outcomes.FindingsThe findings in the empirical study support the view that decision processes are prospective, introspective, and retrospective, sporadically rational, ultimately affective, and altogether imaginatively unbounded.Research limitations/implicationsNot using outside auditors to evaluate post‐etic interpretations is recognized as a method limitation to the extended case study; such outside auditor reports represent an etic‐4 level of interpretation. Incorporating such etic‐4 interpretation is one suggestion for further research.Practical implicationsAsking executives for in‐depth stories about what happened and why helps them reflect and uncover very subtle nuances of what went right and what went wrong.Originality/valueA series advanced hermeneutic B2B ...
Burke, PF 1970, 'Seeking simplicity in complexity: profiling consumers who prefer easy-to-use products in the DVD recorder market', Broadening the Boundaries - ANZMAC 2005 Conference Proceedings, Australian and New Zealand Marketing Academy Conference, University of Western Australia, Fremantle, Australia, pp. 1-7.
Burke, PF, Devinney, TM & Louviere, JJ 1970, 'Using choice models to measure the dollar return to the marketer for building brand equity and identifying the dollar value of each key 'driver'', Marketing in the New Millennium: using knowledge to find, understand and keep consumers - AMR Interactive, AMR Interactive, -, Sydney, Australia.
Burke, PF, Islam, T, Louviere, JJ & Wise, C 1970, 'Modelling the variance of the random utility component in choice', Rejuvenating Marketing: contamination, innovation, integration - Proceedings of the 34th EMAC Conference, Engineering Mathematics and Applications Conference, European Marketing Academy, Milan, Italy.
Delaney, JA, Burke, PF & Gudergan, S 1970, 'National culture, materialism and consumption behaviour', Broadening the Boundaries - ANZMAC 2005 Conference Proceedings, Australian and New Zealand Marketing Academy Conference, University of Western Australia, Fremantle, Australia, pp. 21-27.
Denize, SM, Miller, K & Young, LC 1970, 'Information exchange: an actor, activity and resource perspective', Building Social Capital in Networks - Second meeting of the IMP Group in Asia, Meeting of the IMP Group in Asia, IMP Group, Phuket, Thailand, pp. 1-15.
Hingorani, A 1970, 'Scratching the surface of skincare product advertising in Australia', Advertising and Communication - Proceedings of the 4th International Conference on Research in Advertising (ICORIA), International Conference on Research in Advertising (ICORIA), Institute for Consumer and Behaviour Research, Saarbruecken, Germany, pp. 301-306.
Ioannou, C, Yip, J & Zlatevska, N 1970, 'The Art of Breaking Up', European Advances in Consumer Research, Association for Consumer Research (Europe), Association for Consumer Research, Duluth, MN, pp. 416-417.
Kwak, K, Russell, G & Gruca, T 1970, 'A Brand Choice Model for the Analysis of New Product Positioning', INFORMS Marketing Science Conference, Atalanta, Georgia, USA.
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We developed a new product forecasting system based on consumer scanner panel data. We incorporate three streams of research: new product forecasting, consideration set, and spatial statistics. First, we calibrate a psychometric map representing customersâ brand preference, using purchase histories. Second, we calibrate a mixture logit choice model incorporating the map, in which a customer considers brands close to her ideal point in the map. Accordingly, the observed choice share of a brand depends upon which customers actively consider the brand and how these customers respond to marketing activity. Our model provides the basis for a marketing decision support system to test the impact of various positioning strategies on market share in advance. Empirical results from the coffee category show that the model generates accurate forecasts about new product share. Various scenarios based on different positioning strategies are tested and managerial implications of those strategies are investigated.
Kwak, K, Russell, G & Gruca, T 1970, 'A Brand Choice Model for the Analysis of New Product Positioning', Haring Symposium, Indiana University, Indiana, USA.
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Although new product forecasting is a well-researched method in marketing science, most existing approaches for nondurable products make use of experimental or survey data to calibrate the model. The logic underlying these approaches is that the interplay among product positioning, consumer preference segmentation and consideration set composition determines new product success. We build upon this literature by developing a new product forecasting system which can be calibrated entirely with purchase histories from consumer scanner panel data. The model is constructed in two steps. First, we use household purchase summaries to calibrate a joint-space (pick-any) map. This map has the property that proximity of consumer ideal points and brand positions increases the likelihood that the product will be considered by the consumer. Second, using this joint-space map and household purchase histories, we calibrate a mixture logit choice model in which distances between consumers and products determine the value of brand intercepts. Accordingly, the observed choice share of a brand depends upon which consumers actively consider the brand and how these consumers respond to marketing activity. Our model provides the basis for a marketing decision support system that marketers can use to test the impact of various positioning strategies on market share in advance. This is due to the fact that changes in brand positions on the map necessarily imply changes in brand share. Empirical results from the coffee category show that the model generates accurate forecasts about new product share. Various scenarios based on different positioning strategies are tested and managerial implications of those strategies are investigated.
Kwak, K, Russell, G & Gruca, T 1970, 'Application of Psychological Mapping to Analyze New Product Positioning', Data Mining at Iowa group, University of Iowa, Iowa, USA.
Kyriazis, E & Massey, GR 1970, 'The effects of organisational structure, interpersonal trust and communication during new product development projects', Broadening the Boundaries - ANZMAC 2005 Conference Proceedings, Australian and New Zealand Marketing Academy Conference, University of Western Australia, Fremantle, Australia, pp. 67-75.
Kyriazis, E & Massey, GR 1970, 'The effects of structure, communication, and trust between marketing and R&D during new product development', Marketing: Building Business, Shaping Society - 2005 Academy of Marketing Conference Proceedings, Academy of Marketing Conference, The Academy of Marketing, Dublin, Ireland, pp. 1-13.
Massey, GR & Dawes, PL 1970, 'Functional and dysfunctional interpersonal conflict in the context of marketing & sales relationships', Rejuvenating Marketing: contamination, innovation, integration - Proceedings of the 34th EMAC Conference, Engineering Mathematics and Applications Conference, European Marketing Academy, Milan, Italy, pp. 1-10.
Morrison, MD, Wang, PZ, Oppewal, H & Waller, DS 1970, 'Comparing choice models across decision states: some preliminary results', Broadening the Boundaries - ANZMAC 2005 Conference Proceedings, Australian and New Zealand Marketing Academy Conference, University of Western Australia, Fremantle, Australia, pp. 76-82.
Nguyen, DT & Barrett, NJ 1970, 'Internet-based knowledge internalization and firms' internationalization: evidence from Vietnam', International Marketing Challenges in the 21st Century - Consortium for International Marketing and Research, Consortium for International Marketing and Research, UAB and MSU-CIBER, Barcelona, Spain.
Nguyen, DT, Barrett, NJ & Miller, K 1970, 'Perceived brand globalness: Antecedents and outcome - The case of Vietnamese consumers', Rejuvenating Marketing: contamination, innovation, integration - Proceedings of the 34th EMAC Conference, Engineering Mathematics and Applications Conference, European Marketing Academy, Milan, Italy, pp. 1-6.
Nguyen, DT, Nguyen, TT & Barrett, NJ 1970, 'The role of market and learning orientations in relationship quality - evidence from Vietnamese exporters and their foreign importers', International Marketing Challenges in the 21st Century - Consortium for International Marketing and Research, Consortium for International Marketing and Research, UAB and MSU-CIBER, Barcelona, Spain.
Nguyen, TT, Nguyen, DT, Barrett, NJ & Miller, K 1970, 'The impact of hedonic shopping motivations and store attributes on supermarket loyalty in Vietnam', Rejuvenating Marketing: contamination, innovation, integration - Proceedings of the 34th EMAC Conference, Engineering Mathematics and Applications Conference, European Marketing Academy, Milan, Italy, pp. 1-8.
Rauyruen, PY, Miller, K & Barrett, NJ 1970, 'Relationship quality as a predictor of B2B customer loyalty', Dealing with Dualities - 21st Annual IMP Conference, Annual IMP Conference, IMP Group, Rotterdam, Netherlands, pp. 1-15.
Russell, G, Feinberg, F & Kwak, K 1970, 'Measuring Consumer Heterogeneity with Loyalty Variable: Theory and Evidence', INFORMS Marketing Science Conference, Atlanta, Georgia, USA.
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Since the pioneering work of Guadagni and Little (1983), the most common method of accounting for household-level preference heterogeneity in the multinomial logit model has been the loyalty variable, an exponentially-weighted average of a householdâs past purchases. Although this approach has considerable intuitive appeal, it has not been provided with a rigorous statistical foundation. The present paper argues that loyalty variables, construed purely as cross-sectional measures of preference heterogeneity, should be constructed with reference to a particular model of choice behavior and assumptions regarding how marketing activity evolves over time. Beginning with a generalized form of the logit model consistent with both Jeulandâs (1979) inertial choice framework and the Lightning Bolt model of Roy, Chintagunta and Haldar (1996), a loyalty measure is derived which is a consistent estimate of the householdâs underlying brand preferences. The framework also implies that loyalty variables do not exist for certain types of dynamic choice models. We study the theory by estimating our loyalty model specification using supermarket scanner data. Empirical results show that brand intercepts are related to marketing mix activity. Moreover, results show that forecast accuracy compares favorably with a more sophisticated Hierarchical Bayes specification. Both findings are consistent our loyalty variable theory. The central message of our work is that loyalty variables cannot be justified without making strong assumptions about the choice process and marketing mix activity. We offer specific recommendations about conditions under which loyalty variables can and cannot be used in marketing science applications.
Russell, G, Gruca, T, Duvvuri, S & Kwak, K 1970, 'Modeling Household Response Heterogeneity', INFORMS Marketing Science Conference, Atlanta, Georgia, USA.
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Consumer response heterogeneity is accommodated by a random-coefficient specification of response coefficients in choice models. Latent class analysis or Bayesian inference have typically been used to estimate these models. This research proposes a new approach to modeling consumer heterogeneity in choice models. Drawing upon the geographically weighted regression approach proposed by Fortheringham et al (2002), we develop a spatially-weighted logit (SWL) model which allows for an arbitrary heterogeneity distribution. The model's developed in two stages. In the first stage, we use information on consumer consideration sets to construct a map of consumer ideal points. The inter-consumer distances on this map are then used to compute measures on consumer similarity. In the second stage, these similarity measures are used in a weighted likelihood function to compute a vector of response coefficients for each consumer. The benefits from using the proposed methodology are two-fold. First, the approach does not require specifying a parametric distribution for the response coefficients. Second, the approach allows computation of response coefficients for consumers with a limited amount of purchase data. As long as a consumer can be located on the ideal point map, response coefficients can be inferred by amining the purchase behavior of similar consumers. For these reasons, the approach has substantial potential for work in database marketing. The approach is compared to existing heterogeneity correction techniques using both simulated and real data. We argue that the proposed approach will be useful in product categories where consideration set composition is a strong predictor of choice model response coefficients.
Tang, Y, Wang, PZ & Zhang, Y 1970, 'Marketing strategy and business performance: The case of small firms in China', Broadening the Boundaries - ANZMAC 2005 Conference Proceedings, Australian and New Zealand Marketing Academy Conference, University of Western Australia, Fremantle, Australia, pp. 67-75.
Waller, DS & Fam, KS 1970, 'A study of Australian/Chinese attitudes towards the advertising of controversial products', Communication at Work - ANZCA 2005, ANZCA 2005, University of Canterbury, Christchurch, New Zealand, pp. 140-140.
