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  • 1
    Electronic Resource
    Electronic Resource
    The potential influence of organizational and personal variables on customer-oriented selling (2003)
    Bradford : Emerald
    The @journal of business & industrial marketing 18 (2003), S. 114-132 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Recent research investigating customer-oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing customer-oriented selling behaviors. Similar to most other departments, a selling department's environment would include its goals, objectives, and culture, as well as the behaviors, beliefs, and attitudes of top and middle management. Through its corporate culture and environment, the organization's expectations and requirements are transmitted to its employees, who then implement the organization's policies and carry out organizational strategies. Therefore, it is apparent that both individual internal environment perceptions and managerial leadership styles could possibly have a significant impact on the level of customer-oriented selling behavior exhibited by salespeople. Three organizational or personal variables likely related to customer-oriented selling are examined in the present study. The variables include sales manager leadership style, psychological climate, and empowerment. Each of the variables, and an explanation of its expected relationship with customer-oriented selling, is explored. Implications for managers from these potential relationships are also provided.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620310463051
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    Paper (German National Licenses)
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  • 2
    Electronic Resource
    Electronic Resource
    Establishing ethical boundaries for service providers: a narrative approach (1997)
    Bradford : Emerald
    The @journal of services marketing 11 (1997), S. 265-277 
    Details
    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The arena of services marketing provides numerous opportunities for ethical violations. As competition intensifies, service providers strive harder to please the customer which can increase the temptation to make ethical compromises. Presents the narrative paradigm as a normative model for ethical decision making in the services marketing environment. The narrative paradigm is learned through socialization and can be applied to the performances of service providers. By viewing services rendered from the narrative perspective, service marketers may be able to discern hidden moral issues, or potential controversial activities. Introduces the concept of services as a performance and the current status of ethics in marketing with implications for the service industry. Introduces the narrative paradigm and gives examples of how it can be applied to the service marketing environment.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049710171722
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  • 3
    Electronic Resource
    Electronic Resource
    Using the incomplete information framework to develop service provider communication guidelines (2002)
    Bradford : Emerald
    The @journal of services marketing 16 (2002), S. 535-552 
    Details
    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The debate over how services should be advertised and communicated has raged on for decades. Much of the early work on services emphasized the use of tangible cues and was primarily issue and/or profession specific. There are no real communication guidelines that encompass all service marketers. This paper looks at how consumers use information in a purchase situation to establish communication guidelines for service providers. Marketers know consumers rarely have full information in a buying situation and have devised communication strategies accordingly. Services in particular offer less information than traditional consumer goods because of services inherent distinguishing characteristics, e.g. intangibility, non-standardization and concurrent production and consumption. Integrating both conceptual and empirical work this paper uses a framework of incomplete information to examine commonly practiced communication methods of advertising, signaling, personal sources and relationship marketing. Using the two-dimensional framework advanced in this paper, 16 communication guidelines for service providers are presented.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876040210443409
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  • 4
    Electronic Resource
    Electronic Resource
    Do role models influence teenagers' purchase intentions and behavior? (2000)
    Bradford : Emerald
    Journal of consumer marketing 17 (2000), S. 441-453 
    Details
    ISSN: 0736-3761
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Attempts to determine which individual, or group of individuals, has the strongest influence on adolescent consumer purchase intentions and purchase behavior. By introducing the concepts of direct (fathers and mothers) and vicarious (favorite entertainers and favorite athletes) role models into the consumer behavior literature, the study allows greater understanding of the socialization patterns of young adult consumers. Results from this study provide significant contributions for marketing and advertising managers seeking to improve their understanding of the ever-growing adolescent consumer market.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/07363760010341081
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  • 5
    Electronic Resource
    Electronic Resource
    Girl power and word-of-mouth behavior in the flourishing sports market (2005)
    Bradford : Emerald
    Journal of consumer marketing 22 (2005), S. 257-264 
    Details
    ISSN: 0736-3761
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Purpose - To investigate the influence of word-of-mouth (WOM) behavior among the growing teenage female market segment in the flourishing sports market. Design/methodology/approach - A sample of 118 teenaged girls, aged 13-18, participated in the study. The theory of consumer socialization and interpersonal influence was used as the conceptual foundation to generate hypotheses concerning female teens' susceptibility to interpersonal influence, self-esteem, and WOM behavior. Female teens' ethnicity and media habits were also investigated. Findings - All hypotheses were either supported or partially supported, suggesting that female teens' susceptibility to interpersonal influence and self-esteem are related to athlete WOM behavior. Additionally, African-American teenaged girls had significantly higher media habits than Caucasian teenaged girls. Research limitations/implications - The research is based on a small sample of teenaged girls from one region of the USA. However, the sample is from a diverse socioeconomic group of teenagers, and represents a relatively unexplored, yet extremely important, consumer market segment. Practical implications - The study provides insights for managers who want to learn more about the WOM behavior of one of the largest and most powerful market segments in the USA. Implications and applications are given to consumer marketers to help better serve this segment. Originality/value - This paper fills a gap in the literature on female teens and what influences their WOM behavior in the enormous and growing sports market. Additionally, the paper looks at ethnicity and media habits and how these variables may impact on WOM behavior.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/07363760510611680
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  • 6
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    An Assessment of the Mall Intercept as a Data Collection Method (1985)
    Chicago : Periodicals Archive Online (PAO)
    Journal of marketing research. 22:2 (1985:May) 158 
    Details
    ISSN: 0022-2437
    Topics: Economics
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:b178-1985-022-02-000005
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  • 7
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    Assessing Response Quality (1984)
    New York, N.Y. : Periodicals Archive Online (PAO)
    Psychology and Marketing. 1:3/4 (1984:Fall/Winter) 57 
    Details
    ISSN: 0742-6046
    Topics: Psychology , Economics
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:v501-1984-001-03-000006
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  • 8
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    Personality Profiles of Marketing vs. R&D Managers (1988)
    New York, N.Y. : Periodicals Archive Online (PAO)
    Psychology and Marketing. 5:1 (1988:Spring) 17 
    Details
    ISSN: 0742-6046
    Topics: Psychology , Economics
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:v501-1988-005-01-000002
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  • 9
    Electronic Resource
    Electronic Resource
    Ethics and Marketing on this Internet: Practitioners' Perceptions of Societal, Industry and Company Concerns (2000)
    Springer
    Journal of business ethics 23 (2000), S. 237-248 
    Details
    ISSN: 1573-0697
    Source: Springer Online Journal Archives 1860-2000
    Topics: Philosophy , Economics
    Notes: Abstract The astonishing growth of the Internet coupled with its unique capabilities has captured the attention of the marketing community. Although many businesses are acknowledging the importance of a Web site, to date, little attention has been given to the business community'sperceptions of the ethicality of this new medium. A national sample of marketing executives was surveyed regarding their perceptions of: (1) regulation of the Internet, (2) the potential ethical issues via Internet marketing facing their industry, and (3) the role of ethics and Internet marketing in their organization. Results and recommendations for incorporating Internet ethical guidelines into organizations are discussed.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1023/A:1006202107464
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  • 10
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    Syringeal EMGs and synthetic stimuli reveal a switch-like activation of the songbird’s vocal motor program (2018)
    National Academy of Sciences
    Details
    Publication Date: 2018-08-01
    Description: The coordination of complex vocal behaviors like human speech and oscine birdsong requires fine interactions between sensory and motor programs, the details of which are not completely understood. Here, we show that in sleeping male zebra finches (Taeniopygia guttata), the activity of the song system selectively evoked by playbacks of their own song can be detected in the syrinx. Electromyograms (EMGs) of a syringeal muscle show playback-evoked patterns strikingly similar to those recorded during song execution, with preferred activation instants within the song. Using this global and continuous readout, we studied the activation dynamics of the song system elicited by different auditory stimuli. We found that synthetic versions of the bird’s song, rendered by a physical model of the avian phonation apparatus, evoked very similar responses, albeit with lower efficiency. Modifications of autogenous or synthetic songs reduce the response probability, but when present, the elicited activity patterns match execution patterns in shape and timing, indicating an all-or-nothing activation of the vocal motor program.
    Print ISSN: 0027-8424
    Electronic ISSN: 1091-6490
    Topics: Biology , Medicine , Natural Sciences in General
    Published by National Academy of Sciences
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