bluuebunny/crossref_metadata_2025_split huggingface dataset:
Cause‐Related Marketing
Authors: Deshpande Sameer 
Published: January 2015

Abstract
In cause‐related marketing (CRM) activity, a for‐profit brand aligns with a nonprofit organization such that during a limited time period, the company promises to donate a predetermined percentage of brand‐sale proceeds to the nonprofit organization. A CRM alliance results in a win‐win‐win situation for the corporate brand, the nonprofit organization, and the consumer. For a CRM campaign to succeed, the consumer should perceive a fit between the cause and the brand and the partnership should be framed at a more strategic level, lasting for a longer time period and indulging in multiple activities.
Coproduction (Services)
Authors: Groeger Lars , Buttle Francis 
Published: January 2015

Abstract

A key aspect of many services is that they require the customer to participate in coproducing the service product. While customers' involvement is often indispensable for the completion of service production and delivery processes, the degree of involvement varies between categories. In many instances, the customer's contribution to coproduction involves little other than self‐service, such as withdrawing money from an automated teller machine (
ATM
).
Commoditization
Authors: Reimann Martin , Schilke Oliver 
Published: January 2015

Abstract
Commoditization of an industry is considered high when competitors in comparatively stable industries offer homogenous products to price‐sensitive customers, who incur relatively low costs in changing supplier. In other words, businesses facing high industry commoditization sell products whose core offerings are essentially identical in quality and performance to those of their competitors. Further, commoditized markets are relatively stable, as products are manufactured to a standard or fixed specification. In addition, rational factors govern customers purchasing decisions, resulting in high price sensitivity and low switching costs for customers. Research has indicated that commoditization is not limited to a single industry but rather constitutes a general trend pertaining to an increasing number of industries. Thus, commoditization appears to be a general phenomenon in marketing competition. For example, many high‐tech industries currently face the challenge of commoditization as a steadily greater number of offerings from component suppliers are undifferentiated, including computer memory, television parts, and disk drives.
Deviant/Dysfunctional Customers
Authors: Daunt Kate L. 
Published: January 2015

Abstract
From a firm's perspective, deviant or dysfunctional customers are those who act in a negative and unwanted manner. Such behaviours violate organizational and/or societal norms. Many alternative terms are used within the marketing literature to describe customers' misdeeds. These include, aberrant consumer behaviour, jaycustomer behaviour and consumer misbehaviour. Multiple forms of deviant and dysfunctional consumer behaviours are identified, including acts of theft, vandalism, verbal aggression, physical aggression and drunken behaviour.
Direct‐to‐Consumer Advertising
Authors: Bala Ram , Bhardwaj Pradeep 
Published: January 2015

Abstract

Direct‐to‐Consumer Advertising (
DTCA
) is the most common form of advertising observed for consumer packaged goods. Marketing literature has looked at several issues in
DTCA
such as effect of advertising on perceived product quality, consumer awareness levels and consumer inertia. However, the managerial insights that emerge from these papers are not readily transferable to other complex product categories such as prescription pharmaceuticals, where a change in regulation has reduced pharmaceutical firms' costs of reaching out directly to consumers as opposed to physicians. In this context,
DTCA
has both market expanding and share increasing effects with significant ambiguity about the relative strengths of these effects. Market expansion occurs through
constructive advertising
that provides information about the disease itself including information on symptoms, possible remedies and side effects with much less emphasis on the brand. An increase in market share occurs through
combative advertising
that emphasizes the advantages of the brand relative to the other competing brands. Our research shows that product margins, stage of the product category lifecycle, heterogeneity in detailing productivity and the strength of intrinsic consumer preferences affect advertising outcomes in competitive markets.
Evolutionary Consumption
Authors: Saad Gad 
Published: January 2015

Abstract
Evolutionary consumption is a nascent discipline that applies principles of evolutionary psychology in the study of consumer behavior. The same evolutionary forces that are responsible for the evolution of countless biological phenomena have shaped consumers' minds and bodies. Many consumer phenomena could be mapped onto four overriding Darwinian meta‐drives: survival, reproduction, kin selection, and reciprocal altruism. By studying the contents of cultural products (e.g., song lyrics, literary narratives, movie plotlines), one can identify universal themes that are indicative of a shared human nature that is invariant to time or place.
Notwithstanding some staunch resistance from those who possess a poor understanding of the field, the practical and theoretical benefits of Darwinizing consumer research are innumerable.
Homo consumericus is a biological creature driven in large part by an evolved consuming instinct.
Export Market Orientation
Authors: Sundqvist Sanna 
Published: January 2015

Abstract

Export market orientation (
EMO
) concept has its roots in market orientation.
EMO
can be defined as being the implementation of the marketing concept in export business. The domain of export market orientation encapsulates three generic behavioral activities, the focus of these activities and their coordinating mechanism. Previous research has identified several antecedents to export market orientation. Yet, the performance consequences of
EMO
dominate the research field. Recent literature shows that the relationship between export market oriented behaviours and firm export performance is inverted U‐shaped and that the relationship is moderated by environmental conditions.
Hedonic Consumption
Authors: Hennigs Nadine , Klarmann Christiane 
Published: January 2015

Abstract
Hedonic consumption addresses an emotional user experience through the use of certain products and services, which in addition to their functional utility, create appropriate experiences, feelings, and emotions, such as pleasure, arousal, fun, joy, and well‐being. The hedonic value results from the personal motive to spoil, indulge or reward oneself.
Monte Carlo/Monte Carlo Markov Chain Method
Authors: Castellano Rosella , Cedrola Elena 
Published: January 2015

Abstract
The Monte Carlo simulation is a versatile method for analyzing the behavior of some activities, plans, or processes that involve uncertainty. The method was invented by scientists working on the atomic bomb in the 1940s. It uses randomness to obtain random variable estimates, similarly to the gambling process. A Monte Carlo simulation is a parametric procedure, where specific distributional parameters are required before a simulation can begin. In its simplest form, it can be considered to be a random number generator that is useful for forecasting, estimation, and risk analysis.
The Markov Chain Monte Carlo method is more efficient than simple Monte Carlo in obtaining samples for any target distribution and achieving more general inferential objectives.
Perceived Value (Service Evaluation)
Authors: Sánchez José Ángel López 
Published: January 2015

Abstract
The study of perceived value in service contexts is considered by academics and practitioners to be of importance in order to comprehend customers' service evaluations. This entry gives a brief account of what is understood by perceived value in service contexts, and recognizes the richness and complexity of this concept by invoking value‐related insights from the literature.
Pyramid Selling
Authors: Donaldson Bill 
Published: January 2015

Abstract
Pyramid selling is one way of recruiting and deploying salespeople to effect a route to market. It is advantageous to those recruited early in the process but is inevitably unstable as subsequent recruits finds it difficult to justify increasing levels of commission to those little involved in the sales. Hence, a few do very well but the majority of salespeople earn very little for their efforts.
Self‐Service Technology
Authors: Sucu Cristian , Demangeot Catherine 
Published: January 2015

Abstract

Recent technological development has enabled firms to design customer interactions with reduced or zero human intervention, by employing self‐service technologies (
SSTs
). The main benefits for marketers of adopting
SSTs
are cost efficiency, consistency in the delivery of standardized services, consumer convenience, 24/7 availability, consumer involvement and motivation, and wide distribution. In
SST
interactions, customers play a larger role in the production of the services that they request. Firms have less control over the quality and performance of the service.
Semiotics
Authors: Schroeder Jonathan E. 
Published: January 2015

AbstractSemiotics – the study of signs – provides a framework for understanding of meaning‐making within brand management, marketing, and organization, as well as the overall process of commodification that characterizes the modern market. Semiotic analysis focuses on how signs, including advertising images, brands, corporate reports, organizational communication, and strategic messages produce meaning. Semiotic analysis centers on the sign, made up of a signifier – the sign's perceptual component – and the signified – the concepts to which the signifier refers. Semiotic analysis points out how communication can create meaning beyond the managerial control of any one organization or strategic vision.
Service‐Dominant Logic
Authors: Doherty Anne M. 
Published: January 2015

Abstract

Vargo and Lusch's seminal paper proposed a new dominant logic for marketing that transcends the traditional goods‐dominant logic that marketing inherited from economics. Service‐dominant (
S‐D
) logic is the term which this new dominant logic was subsequently titled. Ten foundational premises form the basis of
S‐D
logic. In
S‐D
logic, service is the fundamental basis of exchange; operant resources are the main source of competitive advantage; co‐creation of value is a central premise with value being created collaboratively through the interaction that occurs in networks.
S‐D
logic is fundamentally relational in nature.
The Service‐Profit Chain
Authors: Ennew Christine T. 
Published: January 2015

Abstract
The service‐profit chain explains in detail how one of the most basic principles of marketing works in a service context; specifically, it outlines a sequence of causal links that demonstrate how employee satisfaction contributes to service quality and customer satisfaction and how they in turn can influence revenue and profit. In essence, the service‐profit chain highlights the important links among how an organization manages itself internally, the impact of this on the experience of customers, and the benefits in terms of organizational performance.
Signaling Theory
Authors: Whelan Jamie , Demangeot Catherine 
Published: January 2015

Abstract
Signaling theory helps researchers and managers better understand communication under conditions of imperfect information. A signal is an action or statement conveying a person's or firm's capabilities or intentions and discloses a range of information. Signaling theory posits a rational customer expecting a firm to honor his or her commitments because of potential for economic punishment through termination of repeat purchasing. Some firms, however, may choose to signal false claims if initial financial payoffs outweigh future losses once the truth becomes known.
Social Exchange (Theory)
Authors: Varey Richard J. 
Published: January 2015

Abstract
Although social exchange theory is not a formal theory, it may be the most important body of social psychological thinking for explaining social behavior as exchange with an understanding of interdependence and relationships and the set of norms governing contractual relationships, emphasizing as it does both trust and commitment. There is neither an assumption of self‐profit maximization nor is individual behavior the focus of attention. This behaviorist perspective emphasizes situational factors, interaction, and reinforcement and learning, as well as subjective evaluation of rewards and costs, and the exchange of rewards.

Originating in the nexus of economics, psychology, sociology, and anthropology, and the concept of contract, social exchange thinking has become embedded in the marketing discipline, so much so that recent textbooks reproducing the convention do not mention it explicitly at all. Social exchange theory neither takes a utilitarian view of
homo economicus
nor does it assume risk‐taking rationality in
homo aleator
by ignoring the social and the economic power distribution. Indeed, social exchange theory aims to explain what is not economic in social behavior.
Social Learning Theory
Authors: Varey Richard J. 
Published: January 2015

Abstract
Two conceptions of social learning with different units of analysis are discussed. Until recently more common idea is of one independent person individually learning to be socially effective in social situations. Persons seek education to adapt to their local context. The other notion of social learning is of large‐scale many‐person collective learning, in which there is intentional adaptation of behavior in a social network of collaboratively interacting actors. This might be termed the “learning society.”
The former socialization process mostly occurs at the micro individual level of information transmission and personal adaptation, whereas the latter arises at the macro societal level of aggregation in communal or social deliberation. This distinction is important in addressing how one person learns something that (perhaps) many others already know, and beyond that how numerous people learn something new together. It is important to understand social learning in terms of desired outcomes.
Strategic Group (Analysis)
Authors: Kasabov Edward 
Published: January 2015

Abstract
“Strategic group” is a concept used in strategic management and strategic marketing that clusters together companies that pursue similar underlying strategies or have comparable business models. Companies are assigned to specific strategic groups through comparison along competitive dimensions such as pricing, product or service quality, firm size, and degree of vertical integration. More recently, attempts have been made to combine industrial organization‐ and resource‐based views in strategic management by conceptualizing strategic groups not as sets of companies with similar product market strategies but as organizations that share similar resource bundles. Strategic group analysis has been applied to a number of sectors including pharmaceuticals, computing, retail, and financial services. The concept and its assumptions have been subject to much criticism. Some commentators consider the predictive validity of strategic groups to be low or view strategic groups as statistical artifacts only. The theory has also been hampered by conflicting empirical findings and snapshot‐type analyses.
Total Quality Management
Authors: Cedrola Elena 
Published: January 2015

Abstract

Total quality management (
TQM
) is an integrated management philosophy and set of practices that emphasize continuous improvement, reducing rework, meeting customer requirements, increasing employee involvement and teamwork, process redesign, continuous measurement of results, and closer relationships with suppliers. A firm adopting
TQM
organizes production and business processes in such a way as to identify and eliminate problems or sources of variations that cause products to deviate from customer needs.
Transaction Cost Analysis
Authors: Mooi Erik 
Published: January 2015

Abstract
Transaction cost theory is one of the most widely used theories in marketing, management, and economics. The focus of the theory is on explaining how firms organize transactions. The rules by which transactions are organized is called governance. A wide variety of strategic decisions of firms, such as outsourcing, the mode of organizing exports, the use of crowdsourcing, or partner selection efforts, can be analyzed and understood using transaction cost theory. The basic argument of transaction cost theory is that firms economize on costs by choosing a form of governance that minimizes production and transaction costs. We discuss the origins and uses of the theory, critical variables, assumptions, and limitations
Brand Equity
Authors: Christodoulides George 
Published: January 2015

Abstract
Brand equity is a term used to denote the added value of a brand over and above that of the product. The main recipients of this value may be either consumers or firms. This has resulted into two streams of research on brand equity. Consumer‐based brand equity looks at brand equity as the value of the brand to consumers, and firm‐based brand equity focuses on the financial benefits of brands to firms. As a multidimensional construct, brand equity is better captured through a set of measures that need to be adapted to the firm's strategy and operating environment.
Franchising
Authors: Evanschitzky Heiner 
Published: January 2015

Abstract
Franchising is a contractual business arrangement between franchisor and franchisees that combines efficient back‐office operations provided by a franchisor with effective customer‐facing activities managed by the individual franchisee. It is considered a hybrid form of organization and is believed to evolve over time. Franchisees are considered entrepreneurs that run their own business and have certain rights, notably, the right to set their own prices. Franchise systems often employ a multi unit franchising strategy and operate as so‐called plural form. A key managerial challenge for franchise systems is to balance tight control of franchisees with allowing them sufficient autonomy to capitalize on their local knowledge and entrepreneurial motivation.
Internal Marketing
Authors: Lings Ian N. 
Published: January 2015

Abstract
Internal marketing aligns the efforts of employees with the wants and needs of the market. Internal market orientation conceptualizes the internal market as a facsimile of the external markets and uses marketing know‐how to enable and motivate employees to deliver satisfying customer experiences. Internal customer orientation views the internal market as a network of relationships and employs marketing knowledge to facilitate these relationships, building quality into the service delivery process. Both internal market orientation and internal customer orientation positively influence the experiences of customers. In addition to the cultural and operational challenges associated with the implementation of internal marketing, measures of its financial impact remain illusive. This has resulted in a relatively slow uptake within organizations.
Retail Franchises
Authors: Byrom John 
Published: January 2015

Abstract
As a method of distribution, retail franchising has grown rapidly in importance over recent years. The process involves a parent company assigning rights to another firm, who are then licensed to offer the company's product in a given area in return for the payment of a fee and/or royalties. Franchising is also a popular choice of entry mode for companies looking to expand internationally, with many of the largest international retail firms having achieved success on the basis of a franchising model.
Sponsorship
Authors: Carrillat François A. , d'Astous Alain 
Published: January 2015

AbstractSponsorship is a marketing communication strategy that refers to a contractual association of an organization with an outside entity – a popular event (e.g., sport, culture, charity), an individual (e.g., an Olympic athlete), a group of individuals (e.g., a sports team), or a physical asset (e.g., a musical venue). In this article, what is known about the main phenomena and variables that surround sponsorship – consumer attributions, activation, sponsor–sponsee congruence, articulation, and multi–sponsor situations – and their effects on consumer responses is reviewed. It is concluded that more research on sponsorship is needed, particularly as regards ambush marketing and the longitudinal effects of sponsorship.
Television‐Based Home Shopping
Authors: Greenland Steve , Newman Andrew 
Published: January 2015

Abstract
Television‐based home shopping involves the purchase of products advertised on television programs and in commercial breaks by telephoning orders through to the advertised number. This may be undertaken at the press of a button with the advent of digital satellite and cable television. Digital television considerably improves a retailer's chances of launching interactive television shopping and can provide hundreds of channels of output and interactive services.
Construct Equivalence
Authors: Lindridge Andrew 
Published: January 2015

Abstract
Construct equivalence aims to identify whether the constructs being measured in a cross‐cultural/societal study hold the same meaning and value in the different cultures/societies being researched. The methodological requirement for construct equivalence arose from Campbell's (1964) observation that a major cross‐cultural/societal methodological problem was falsely attributing behavioural differences to cultural/societal causes. In this article we explore the difference components that form construct equivalence and their relevance to marketing research and methodological implications.
Depth Interviews
Authors: Karantinou Kalipso 
Published: January 2015

Abstract
The term depth interview or qualitative interview refers to one‐to‐one in‐depth, semistructured, or loosely structured forms of interviewing. The central difference of this form of interview from structured interviews used in survey research is its open‐ended character. Depth interviews enable the researcher to gather rich, insightful, and meaningful data and can thus be one of the most revealing instruments of inquiry, constituting a powerful research technique for interpretive research and a useful method for exploring new and under‐researched topics. Depth interviews are however time‐ and effort‐intensive, both in preparation and in execution and analysis. They are intellectually, practically, socially, and ethically difficult and require a great deal of preparation and planning to be conducted professionally and effectively.
Macroenvironment
Authors: Sammut‐Bonnici Tanya 
Published: January 2015

Abstract
The macroenvironment encompasses a number of variables that are beyond the control of an organization, but which nonetheless require analysis to realign corporate and marketing strategy to shifting business environments. The major forces in the macroenvironment are viewed to be political, economic, social, technological, legal, ecological, demographical, ethical, and regulatory. The objective of macroenvironment analysis is to help organizations recognize major developments and future implications. The structure of the analytical tools employed to view the macroenvironment implies that organizations are reactive to their environment. Some organizations may be instrumental in shaping their environment and act as game changers. An organization's environmental analysis can be biased in terms of the level of focus given to different factors of the macroenvironment and in their interpretation of them.