bluuebunny/crossref_metadata_2025_split huggingface dataset:
Market orientation of value chains
Authors: Grunert Klaus G. , Fruensgaard Jeppesen Lisbeth , Risom Jespersen Kristina , Sonne Anne‐Mette , Hansen Kåre , Trondsen Torbjørn , Young James A. 
Published: June 2005

PurposeThis paper extends the concept of market orientation from the firm to the value chain level and seeks to develop empirically founded propositions on determinants of different levels of market orientation of value chains.Design/methodology/approachFour case studies on value chains within the areas of agribusiness and fisheries are conducted. For each value chain, desk research is combined with interviews with decision‐makers of all types of value chain members. Interview guidelines were derived from a conceptual model of potential determinants of value chain market orientation.FindingsDegree of market orientation of value chains is found to be related to degree of heterogeneity and dynamism of end‐users served, nature of chain relationships, regulations and prevailing mental models of decision‐makers. Short and balanced chains are believed to further upstream market orientation.Research limitations/implicationsThe results point at two areas, where additional research on market orientation is called for: a better conceptualization of market intelligence and theorizing on most cost effective ways of being market oriented, including implications for the distribution of market oriented activities among value chain members.Practical implicationsThe paper underlines the importance of managing channel relationships, up to and including vertical integration, when serving markets with high degrees of end‐user volatility.Originality/valueThis paper is the first empirical contribution to the market orientation literature employing a perspective encompassing the whole value chain.
Measuring risk‐adjusted customer lifetime value and its impact on relationship marketing strategies and shareholder value
Authors: Ryals Lynette J. , Knox Simon 
Published: June 2005

PurposeThe calculations which underlie efforts to balance marketing spending on customer acquisition and customer retention are usually based on either single‐period customer profitability or forecasts of customer lifetime value (CLTV). This paper argues instead for risk‐adjusted CLTV, which is termed the economic value (EV) of a customer, as the means for marketing to assess both customer profitability and shareholder value gains.Design/methodology/approachReports on the empirical measurement of EV of customers through a collaborative case study analysis of business‐to‐business relationships in the financial service industry.FindingsOne direct consequence of measuring this risk and the EV of key account customers was a customer portfolio review which led to changes in their relationship marketing strategies and improvements in shareholder value for the firm.Practical implicationsSelective customer retention through lifetime value analysis and a risk‐adjustment process may be the means for developing relationship marketing strategies.Originality/valueThis paper contributes to the field by extending the discussion on customer risk and demonstrating a method that managers can readily adopt to evaluate the risk of their customers.
Determinants and consequences of ethical behaviour: an empirical study of salespeople
Authors: Román Sergio , Luis Munuera José 
Published: June 2005

PurposeThe main purpose of this research is to gain a clearer understanding of several key determinants and consequences of the ethical behaviour of salespeople.Design/methodology/approachQuestionnaires were administered during regularly scheduled meetings to a total of 280 financial services salespeople. The salespeople questioned were mainly specializing in selling high‐involvement financial products (e.g. mortgages, life insurance) to final consumers.FindingsResults suggest that method of compensation and control system (CS) are important determinants of ethical behaviour. Age (AGE) also proves to be a significant antecedent of ethical behaviour. However, education (EDU) is not significantly related to ethical behaviour. Additionally, a salesperson's ethical behaviour leads to lower levels of role conflict‐intersender and higher levels of job satisfaction, but not higher performance.Research limitations/implicationsTo improve generalization of the findings, future research should broaden the sample by including a variety of industries. Likewise, the use of longitudinal data could provide new insights into the antecedents and consequences of ethical behaviour of salespeople and in particular the relationship with performance. Continuing research is needed to further analyse the relationship between ethical behaviour and other relevant behaviours that may take place during the interaction with the customer (e.g. organisational citizenship behaviours and customer orientation).Practical implicationsThis research is, to our knowledge, the first study that simultaneously identifies and analyses several key antecedents and consequences of the ethical behaviour of salespeople.Originality/valueThis study adds to the literature by reducing the existing gap and showing companies insights into how to foster ethical sales behaviour and the positive consequences that this behaviour has on their salespeople.
Customer‐based brand equity in the team sport industry
Authors: Bauer Hans H. , Sauer Nicola E. , Schmitt Philipp 
Published: June 2005

PurposeThe paper aims to refine existing customer‐based brand equity models for the team sport industry and examine the importance of brand equity in the professional German soccer league Bundesliga.Design/methodology/approachAfter assessing brand equity on the basis of actual consumer responses, we relate the brand equity measure on an aggregate level to objective means of economic success. Online sampling with a total database of 1,594 usable questionnaires is utilized for analysis. Exploratory and confirmatory factor analyses (including multi‐group analysis) as well as structural equation modeling and regression analysis are applied.FindingsResults highlight the adequacy of a parsimonious brand equity model in team sport (BETS) model and the importance of the brand in team sport for economic success.Research limitations/implicationsThe main limitations of this research are sample constraints; test persons are highly involved in and knowledgeable about the product category under research. Future research should address a more diverse population.Practical implicationsTeams and their management have to realize the relevance of their brand in economic success. They have to recognize the significance of the stadium visit and the individual spectators in the stadium.Originality/valueFirst, a parsimonious BETS model is presented. Second, it was found that special attention should be devoted to the brand equity‐component “brand awareness” when researching brand equity. Third, this is one of the few studies that uses actual economic data to show the impact of brand equity based on direct consumer responses on company success.
Measuring transaction‐specific satisfaction in services
Authors: Veloutsou Cleopatra , Gilbert G. Ronald , Moutinho Luiz A. , Goode Mark M.H. 
Published: June 2005

PurposeThis study examines the equivalence of the use of a customer satisfaction survey in four culturally divergent contexts.Design/methodology/approachIt is based on 6,776 responses collected from fast food customers in Greece, Jamaica, the UK and the USA.FindingsThe results reveal that the similarities in the measurement of satisfaction in these contexts are more than the differences, and suggest that the development of measures to examine and compare consumer satisfaction across cultures and languages is, indeed, feasible.Research limitations/implicationsThe data reveal considerable promise that rather simple, cross‐cultural measures can be identified and used to gain valuable insight about the viability of business products and services. This implies that researchers might be able to use the same instruments for measurement in different contexts. However, additional research is necessary to firmly support the suitability of the consumer‐related measures across cultures that were the focus of this study.Practical implicationsThe findings of this study are particularly useful for multinational companies, which might want to measure and compare the level of their consumers' satisfaction in various countries.Originality/valueThis paper adds to the literature assessing the challenges of cross‐cultural research.
Market orientation and marketing practice in a developing economy
Authors: Ellis Paul D. 
Published: June 2005

PurposeThe central question of this study is whether the implementation of the marketing concept boosts organizational performance in developing economies. A subsidiary aim is to identify those antecedents that influence the formation of market orientation (MO) and marketing practice (MP).Design/methodology/approachInterview data were collected from a sample of 57 exporter manufacturers located in central China.FindingsAlthough there is a link between MP and overall business performance, no such link exists for Narver and Slater's concept of MO. In general, MP was found to be a superior predictor of business performance. This study also found that the most significant antecedents to MO for developing country firms were customers and markets located outside the home market.Research limitations/implicationsMarketing‐minded managers in developing economies encounter a number of institutional and environmental obstacles to collecting useful market intelligence. In such cases, the development of a MO will be inevitably hindered and it will be preferable to focus instead on boosting MP, which has a clearer link with performance. As the economy matures, customers and competitors located in export markets may provide useful MO‐enhancing intelligence.Originality/valueAs an exploratory study, this study has value as a first step towards integrating the two MO and MP research streams in the context of marketing in developing economies. The study's findings reinforce the idea of the marketing concept as a universal construct when measured in terms of specific business activities.
Consequences of market orientation for customers and employees
Authors: Barroso Castro Carmen , Martín Armario Enrique , Elena Sánchez del Río María 
Published: June 2005

PurposeThe present empirical study intends to address a significant topic for business management, such as the influence of market orientation (MO) on the internal and external environments of an organisation. More precisely, the main objective of this paper focuses on the effect of such an orientation on employees – organisational commitment and OCBs – as well as on customers – satisfaction and perceived service quality.Design/methodology/approachStructural equation models are employed to analyse the data collected from the spanish retail banking sector in order to verify the hypotheses corresponding to the causal relationships proposed in our research model.FindingsThe results achieved in this research represent significant contributions both from a theoretical perspective as well as for management in the service industry. From a theoretical perspective, these findings reinforce the research position stressing the role of the employees in the MO relationship and the operational level of the business incorporating new evidence into this emerging field of study.Research limitations/implicationsLimitations of the study can account for the anomalous relationships that have been identified. First, the cross‐sectional nature of the study could have been an obstacle to revealing short‐term answers. In addition, the empirical study focused on one particular case in the service industry – banking – hindered the generalization of results.Originality/valueProvides further research on the role of market orientation as a major source of achieving sustainable competitive advantage.
Attributes of information quality of export market assistance: an exploratory study
Authors: Toften Kjell , Rustad Kirsten 
Published: June 2005

PurposeTo explore the perceived attributes of export information quality provided by export assistance sources, in order to provide some guidelines for how these information suppliers can improve the quality of their offered information.Design/methodology/approachTwelve in‐depth personal interviews of export managers were used as the data collection method. The setting selected for this research is the Norwegian seafood industry, which mainly consists of a number of small and medium‐sized firms with a strong export dependency, and thus well positioned to address export‐specific issues.FindingsFour service aspects are important: reliability (delivery within agreed deadline), responsiveness (rapid feedback and good communication flow), assurance (credibility and honesty) and empathy (able and willing to serve individual needs). Six aspects related to outcome are important: form and comparability (concrete, specific, precise, comparable and up‐to‐date), infrastructure (distribution, logistics and storage), general marketing (economics, trends and culture), specific marketing (detailed information regarding, e.g. price fluctuations, consumer preferences, distributor assessments, credit valuation), production/supply (volumes, quotas and availability) and regulatory framework (customs, market access and regulations).Research limitations/implicationsThese findings are not fit for generalizing purposes and future research could test these results in a quantitative study. Further, the effect of other variables such as firm size and export experience could be examined and linked with different dimensions of export market information use.Practical implicationsSuggestions for providers of export information on how to improve the process of supplying information to exporters and the type of information needed by exporters and how exporters can influence this process and results are provided.Originality/valueThis paper identifies attributes of export information quality as perceived by exporters and thus enables subsequent information quality measurements and information quality improvements.
Pricing objectives over the service life cycle: some empirical evidence
Authors: Avlonitis George J. , Indounas Kostis A. , Gounaris Spiros P. 
Published: June 2005

PurposeTo explore the pricing objectives that service companies pursue along with the extent to which these objectives are influenced by the stage of the services' life cycle.Design/methodology/approachReviews the existing literature and analyzes data from 170 companies operating in six different services sectors in Greece in order to achieve the research objectives.FindingsThe literature on pricing of services reveals the complete lack of any previous work endeavoring to examine empirically this potential influence. The study concludes that the objectives are mainly customer oriented aimed at improving the companies' financial performance in the market. Furthermore, the stage of these services' life cycle along with the sector of operation seems to have an influence on the pricing objectives pursued.Research limitations/implicationsThe context of the study (Greece) is an obvious caveat to the research findings suggesting the need for further replication of the current study in different national contexts.Practical implicationsThe practical implications of the findings refer to the fact that managers might have much to gain by adopting a “situation specific approach” when setting prices. Thus, different pricing objectives should be set as a service passes from one stage of its life cycle to another, while different services necessitate also a different pricing approach.Originality/valueThe value of the paper lies in the fact that it presents a first attempt to investigate empirically this issue.
The effect of the implementation of advanced manufacturing technologies on training in the manufacturing sector
Authors: Diéguez Castrillón Isabel , Sinde Cantorna Ana I. 
Published: June 2005

PurposeThe aim of this article is to gain insight into some of the factors that determine personnel‐training efforts in companies introducing advanced manufacturing technologies (AMTs). The study provides empirical evidence from a sector with high rates of technological modernisation.Design/methodology/approachAd hoc survey of 90 firms in the manufacturing sector with advanced manufacturing technologies in production processes.FindingsManagerial decision to develop training is determined by a factor that is extraneous to the investment in new production technologies, that is to say, recruitment policies. As for the existence of a specific training budget, implementation of AMTs does not appear to determine a company's decision to allocate specific budget items to personnel‐training programmes. It is concluded that training policies are strongly influenced by factors outside the inner context of the organisation.Research limitations/implicationsSimilar research could be conducted on informal corporate training, working with additional variables to determine how they affect company training policies. The propositions were tested in a specific industry and area. Further research would be convenient in different regions and sectors.Originality/valueContributes to the literature in human resources about the adaptation of human resources strategy to necessary changes in the workplace.
Exploring the “learning organization model” in multinational companies
Authors: Díez Miriam , Soler Ceferí , Sureda María , Visauta Bienvenido 
Published: June 2005

PurposeThe principal aim of this research has been to discover what perception Spanish managers have of the organizational contexts in which they work and, in particular, in what way they consider that these conform with the characteristics of a continuously learning organization.Design/methodology/approachData were collected in accordance with the questionnaire of Pedler. The questionnaire was completed anonymously.FindingsOrganizational environments in what used to be state monopolies do not yet conform with the conditions that define a continuously learning organization. The greatest number of individual differences with respect to the perception of whether the organization is a learning organization are concentrated in individual variables such as age and professional level.Research limitations/implicationsThe main intention has been to learn more about a specific real situation, in order to gain the capacity to understand what is occurring. It has been considered that in the future this line of research could be continued by repeating the analysis in organizational contexts that are different from the one analyzed here.Practical implicationsAlthough the organizational environment does not have the characteristics of a “continuously learning organization”, the managers consider that they wish to end their working life in it.Originality/valueIn the future, it will be possible to evaluate the impact that certain strategic plans may have on workers and vice versa, since issues related to human factors may have an influence on the strategic actions of companies.
Continuing vocational training in Belgian companies
Authors: Buyens Dirk , Wouters Karen 
Published: June 2005

PurposeAs part of the European continuing vocational training survey, this paper aims to give an overview of the evolutions in continuing vocational training (CVT) in Belgian companies, by comparing both the results of the survey of 1994 and those of 2000/2001.Design/methodology/approachIn Belgium 1,129 companies took part in the survey of 2000/2001. The sample was representative of Belgian companies with more than ten employees, making use of two criteria: company size and economic activity. The data were collected by telephone, post and face‐to‐face interviews based on a standardised questionnaire.FindingsThe findings suggest that the Belgian companies increasingly invested in both formal and informal learning. The results concerning “access to CVT courses” and “efforts in financial terms” also show a positive evolution. Finally, the study reveals that the CVT‐policy within companies has become more formal. Despite this positive tendency in general, not all employees seem to have the same opportunities to take part in CVT. The company size and, to a lesser extent, the activity of the company are two important determinants for the investment in CVT.Research limitations/implicationsThe study focused on the formal types of CVT; consequently, it gives only a partial outline of the training efforts in Belgian enterprises. Future research should also include the other forms of CVT. Furthermore, the data are taken from enterprises; as such, they do not enable us to take into account the individual heterogeneity.Practical implicationsA two‐track policy is required to stimulate both training and non‐training enterprises to invest in their human resources. More specifically, the opportunities of on‐the‐job training and external CVT courses should be enhanced and it is recommended to examine which role the different providers can play.Originality/valueThe CVT survey is a useful source of statistical information for monitoring continuing vocational training by both policy‐makers and enterprises.
A “career” work ethic versus just a job
Authors: Porter Gayle 
Published: June 2005

PurposeTo provide current information on managers' expectations of their employees, toward structuring future research on amount of time and energy devoted to work.Design/methodology/approachQualitative data, acquired through focus groups and interviews, provide a sample of the perceptions of 57 managers in the mid‐Atlantic region of the USA regarding employees' work ethic.FindingsThe results are presented as descriptive information of interest in formulating future research. The traditional work ethic (hard work, responsibility, diligence) still dominates managers' expectations, and they believe many employees have lost the willingness to work now for later returns (that was a key component of the early Protestant work ethic in the USA). Many of the concerns these managers expressed parallel predictions by writers in social and economic history – for example, influence of early social development, emphasis on everything “instant”, and the pressure through technology to work anywhere/anytime. Some implications for practice are discussed.Originality/valueThis study is unique in that it asks the managers directly about their individual expectations. Literature reflects both individual and organizational pressures for hard work, but the organizational side is assessed through examining unfortunate outcomes of policies and practices. The personal comments of the managers provide an important dimension to considering demands of the workplace.