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  • 1
    Electronic Resource
    Electronic Resource
    A five-country study of national identity: Implications for international marketing research and practice (1999)
    Bingley : Emerald
    International marketing review 16 (1999), S. 65-84 
    Details
    ISSN: 0265-1335
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: A number of studies in the international marketing literature have focused on the identification and discussion of differences across nations and cultures. Unfortunately, the majority of these investigations focus on existing differences without addressing which of these differences have the potential to substantially affect international operations or how to make comparisons within a framework which allows some measure of flexibility across nations and cultures. The objectives of this study were twofold: (1) to develop and measure the national identify of several different cultures in order to establish a means by which similarities and differences can be placed into a practically applicable context for international marketing decision making; and (2) to establish initial generalizable national identity norms for making broad cross-cultural/cross-national comparisons. The results based on a five-country sample (i.e. the USA, Mexico, Japan, Sweden and Hong Kong) show that, within the theoretical framework of national identity it is possible to identify such differences. Implications for both academic research as well as managerial decision making in an international marketing context are presented.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/02651339910257656
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  • 2
    Electronic Resource
    Electronic Resource
    The effect of global leadership on purchasing process outcomes (1998)
    Bradford : Emerald
    European journal of marketing 32 (1998), S. 1029-1050 
    Details
    ISSN: 0309-0566
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: This study examines the effects of transformational and transactional leadership behaviors on cycle time, customer orientation, and relationship commitment in the purchasing process of a multinational services organization. The focus is on the activities and relationships between the international strategic business units (SBUs) and the corporate buying center leadership of the organization. Based on a sample of 346 SBUs and a series of 11 case studies, the results suggest that frequent and infrequent SBU users differ somewhat in the leadership behaviors preferred as determined by the effects on the three purchasing outcomes. The paper concludes with a discussion of the results and the implications for future research endeavors on global leadership in purchasing.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/03090569810243686
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  • 3
    Electronic Resource
    Electronic Resource
    A synthesis of contemporary market orientation perspectives (2001)
    Bradford : Emerald
    European journal of marketing 35 (2001), S. 92-109 
    Details
    ISSN: 0309-0566
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: A great deal of attention has been devoted to the concept of market orientation in marketing academe and practice. Numerous perspectives have been proposed as researchers endeavor to conceptualize the market orientation construct and implement it in practice. Presents a conceptual framework that integrates five recently advanced perspectives on market orientation (Deshpande, Farley, and Webster; Kohli and Jaworski; Narver and Slater; Ruekert; Shapiro). The similarities and differences are reviewed and a synthesized conceptualization of market orientation is offered, followed by a discussion of market orientation as a managerial versus cultural phenomenon to achieving a competitive advantage.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/03090560110363364
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  • 4
    Electronic Resource
    Electronic Resource
    A study of team orientation in global purchasing (1999)
    Bradford : Emerald
    The @journal of business & industrial marketing 14 (1999), S. 194-212 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Develops and tests a model of team orientation in the global purchasing process of a Fortune 500 multinational services organization. Based on a sample of 179 domestic and 167 international strategic business units (SBUs), the results indicate that team orientation in a purchasing unit is influenced by transformational leadership behaviors and the SBU user's flexibility in mental models, which, in turn, affects customer orientation, relationship commitment, and cycle time in the process. The results appear to be strategically robust across the domestic and international purchasing settings, while the tactical implications of the results differ somewhat depending on the purchasing scenarios.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629910272238
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  • 5
    Electronic Resource
    Electronic Resource
    Classifying health care offerings to gain strategic marketing insights (1995)
    Bradford : Emerald
    The @journal of services marketing 9 (1995), S. 36-48 
    Details
    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The diversity of the health care sector makes it difficult to comeup with managerially useful generalizations concerning marketingpractice in health care organizations. Develops specific categories ofhealth care offerings and proposes a two-by-two matrix for classifyinghealth care offerings based on customer participation and complexity ofthe health care offering. In each quadrant, offers strategic marketinginsights into how the nature of the health care offering might affectthe marketing task. Uses network theory as the guiding framework inconstructing the health care classification schema.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049510086008
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  • 6
    Electronic Resource
    Electronic Resource
    A longitudinal study of the learning climate and cycle time in supply chains (2002)
    Bradford : Emerald
    The @journal of business & industrial marketing 17 (2002), S. 302-323 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Drawing on the resource-based view, we posit that the learning climate is an intangible, strategic resource that influences important outcomes. Data from 141 supply chain units within a multinational corporation reveal that four constructs (team-, systems-, learning-, and memory orientations) function as first-order indicators of the higher-order phenomenon of the learning climate. In turn, learning is inversely related to supply chain cycle time. The results are robust across the 1994 and 1999 data, suggesting that learning offers a persistent tool for managing outcomes.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620210431697
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  • 7
    Electronic Resource
    Electronic Resource
    Organizational Learning in Global Purchasing: A Model and Test of Internal Users and Corporate Buyers (2000)
    Oxford, UK : Blackwell Publishing Ltd
    Decision sciences 31 (2000), S. 0 
    Details
    ISSN: 1540-5915
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Economics
    Notes: This research examines a model centered on organizational learning in purchasing. Two different studies are conducted to test the hypotheses among purchasing users (Study 1) and buyers (Study 2). The user sample consists of users representing 355 strategic business units of a Fortune 500 multinational corporation. The buyer sample consists of corporate buyers of 200 multinational corporations drawn from the membership directory of the National Association of Purchasing Management (NAPM). In each study, the focus is on the learning relationships between corporate buyers and internal users in the purchasing organization. Based on the two studies, the results suggest that organizational learning in the purchasing process is influenced by the organizational culture factors of localness, transformational leadership, and openness. Organizational learning has a positive effect on information processing in the purchasing system, which, in turn, has a positive influence on the cycle time of the purchasing process.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1540-5915.2000.tb01625.x
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  • 8
    Electronic Resource
    Electronic Resource
    Managing the International Strategic Sourcing Process as a Market-Driven Organizational Learning System (1998)
    Oxford, UK : Blackwell Publishing Ltd
    Decision sciences 29 (1998), S. 0 
    Details
    ISSN: 1540-5915
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Economics
    Notes: This study examines the effects of market-driven organizational learning on a select set of strategic sourcing outcomes involving the sourcing function of a Fortune 500 multinational corporation. The focus is on the dyadic activities and relationships between the domestic and international strategic business units (SBUs) and the corporate buying center. The hypothesized relationships are tested on the overall sample and based on a two-by-two matrix framework defined by international versus domestic settings and frequent versus infrequent sourcing scenarios. Based on a sample of 179 domestic and 167 international SBUs, the results suggest that market-driven organizational learning in the strategic sourcing units influences customer satisfaction, relationship commitment, and cycle time of the sourcing process. However, while the set of learning orientations appears to be strategically robust across the four quadrant scenarios (moderator settings), the sourcing situations differ somewhat in the specific tactical learning orientations preferred.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1540-5915.1998.tb01349.x
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  • 9
    Electronic Resource
    Electronic Resource
    Customer Behavior in an Online Ordering Application: A Decision Scoring Model (2005)
    350 Main Street , Malden , MA 02148 , USA . : Decision Sciences
    Decision sciences 36 (2005), S. 0 
    Details
    ISSN: 1540-5915
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Economics
    Notes: This research presents the development of behavioral scoring models to predict future customer purchases in an online ordering application. Internet retailing lowers many barriers for customers switching between retailers for repeat purchases; thus, retaining existing customers is a key challenge for achieving profitability. Survey data were collected from 1,089 online customers of two companies. The subjective survey data were then used to predict purchases over the ensuing 12 months based on data from the company databases. The analysis illustrates the general applicability of predictive models of future customer purchases while also demonstrating the need to develop specific models tailored for an individual company's operating and marketing environment. The models provide insight on how companies can target marketing dollars more effectively and allocate investment across multiple operational areas for maximum return. The research answers a call for rigorous research in the area of predictive marketing, an area in which many companies are excelling but where there is a scarcity of detailed knowledge regarding application of such models.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1540-5414.2005.00103.x
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  • 10
    Electronic Resource
    Electronic Resource
    Welcome Home: Innovating the Forward Supply Chain (2005)
    Oxford, UK and Boston, USA : Blackwell Science Ltd
    Business strategy review 16 (2005), S. 0 
    Details
    ISSN: 1467-8616
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Economics
    Notes: Most retailers have moved relentlessly towards the low price, low customer contact, big box experience over the past three decades.But, as Kenneth K Boyer and G Tomas M Hult show, good service is coming back into style. Reinventing home shopping, as part of a new forward supply chain mindset, could make the retail shopping experience more enjoyable and more convenient. Customers will value it — and pay for it.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.0955-6419.2005.00360.x
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