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Papers by Jule Gassenheimer

Research paper thumbnail of Toward a framework for mixed-gender selling teams and the impact of increased female presence on team performance: Thought development and propositions

Industrial Marketing Management, 2017

Research paper thumbnail of From the Special Issue Guest Editors

Journal of Marketing Theory and Practice, 2016

Research paper thumbnail of Generalizing Diversification Theory across Economic Sectors: Theoretical and Empirical Considerations

Journal of Marketing Theory and Practice, 1998

Page 1. GENERALIZING DIVERSIFICATION THEORY ACROSS ECONOMIC SECTORS: THEORETICAL AND EMPIRICAL CO... more Page 1. GENERALIZING DIVERSIFICATION THEORY ACROSS ECONOMIC SECTORS: THEORETICAL AND EMPIRICAL CONSIDERATIONS Jule B. Gassenheimer University Of Kentucky William W. Keep University Of Kentucky ...

Research paper thumbnail of Exploring the “Lone Wolf” Phenomenon in Student Teams

Journal of Marketing Education, 2005

The proliferation of projects using student teams has motivated researchers to examine factors th... more The proliferation of projects using student teams has motivated researchers to examine factors that affect both team process and outcomes. This research introduces an individual difference variable found in the business environment that has not been examined in a classroom context. The lone wolf appears to play a role in how teams function and perform. Described by practitioners and academics, the lone wolf is identified by a preference to work alone, a dislike of group process and the ideas of others, and a proclivity to see others as less capable and effective. This study finds the lone wolf phenomenon among marketing students working in teams through self-ratings and the assessments of team members. Furthermore, the inclusion of lone wolves on teams is found to have a negative impact on student team performance. Implications of these findings and ideas for managing the team process when lone wolves are present are considered.

Research paper thumbnail of The Role of Economic Value �9 ~I Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions

Research paper thumbnail of Index to Volume 21 of Marketing education review

Research paper thumbnail of Scaling and Measurement: A Quasi-Replicative Assessment Of A Revised Version Of INDSALES

Journal of Personal Selling and Sales Management

Programmatic research in sales is facilitated by the availability of scales with known and accept... more Programmatic research in sales is facilitated by the availability of scales with known and acceptable psychometric properties. Comer et al. (1989) have suggested a significantly shortened version of INDSALES for sales researchers who are constrained by questionnaire length. Using a quasi-replication methodology, we evaluate this shortened version of INDSALES by comparing the Comer et al. results with those of a non-industrial sample. Findings generally support the reduced scale's psychometric properties, although some qualifications are given.

Research paper thumbnail of Scaling and Measurement: A Quasi-Replicative Assessment Of A Revised Version Of INDSALES

Journal of Personal Selling and Sales Management

Programmatic research in sales is facilitated by the availability of scales with known and accept... more Programmatic research in sales is facilitated by the availability of scales with known and acceptable psychometric properties. Comer et al. (1989) have suggested a significantly shortened version of INDSALES for sales researchers who are constrained by questionnaire length. Using a quasi-replication methodology, we evaluate this shortened version of INDSALES by comparing the Comer et al. results with those of a non-industrial sample. Findings generally support the reduced scale's psychometric properties, although some qualifications are given.

Research paper thumbnail of Interorganizational market exchange: critical issues for strategic market decision analysis

APA PsycNET Our Apologies! - The following features are not available with your current Browser c... more APA PsycNET Our Apologies! - The following features are not available with your current Browser configuration. - display, print, save, export, and email selected records - get My List count - save record to My List - get references ...

Research paper thumbnail of The influence of product customization and supplier selection on future intentions: The mediating effects of salesperson and organizational trust

... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and We... more ... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and Weitz (1992) found that the use of multiple suppliers can be inefficient when building commitment and so-lidifying relationships. In ...

Research paper thumbnail of The influence of product customization and supplier selection on future intentions: The mediating effects of salesperson and organizational trust

... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and We... more ... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and Weitz (1992) found that the use of multiple suppliers can be inefficient when building commitment and so-lidifying relationships. In ...

Research paper thumbnail of Houston, and J. Charlene Davis (1998),“The Role of Economic Value, Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions,”

Research paper thumbnail of Houston, and J. Charlene Davis (1998),“The Role of Economic Value, Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions,”

Research paper thumbnail of The Role of Economic Value �9 ~I Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions

Research paper thumbnail of The Impact of Dependence on Dealer Satisfaction: A Comparison of Reseller-Supplier Relationships

This study extends previous buyer-seller relationship research by examining the level of mutual d... more This study extends previous buyer-seller relationship research by examining the level of mutual dependence and power-dependerwe imbalances across buyer (reseller) supply sources. Using critical support services and the intensity of coercive influence attempts, results suggest that the level of mutual dependence and power-dependence imbalances make a difference in reseller satisfaction, but that the impact hinges upon whether the supplier is the primary, secondary, or tertiary supplier in terms of annual purchases by the reseller. The Executive Summary offers direction for managers.

Research paper thumbnail of Report Information from ProQuest

Research paper thumbnail of Marketing Exchange Transactions and Relationships

Journal of Marketing, 1994

Research paper thumbnail of Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes

Journal of Personal Selling and …, 2002

Research paper thumbnail of Identifying the Lone Wolf: A Team Perspective

Journal of Personal Selling and …, 2003

... Having good psychometric properties, the scale is useful to practitioners for assessing repre... more ... Having good psychometric properties, the scale is useful to practitioners for assessing representatives for sales team contexts. Andrea L. Dixon (Ph.D., Indiana University), Assistant Professor of Marketing, University of Cincinnati, Andrea.Dixon@uc.edu. ...

Research paper thumbnail of Cooperation in supplier-dealer relations

Journal of Retailing

Used structural equation modeling techniques to consider the relationship between the level of co... more Used structural equation modeling techniques to consider the relationship between the level of cooperation in a supplier–dealer network and dependence, coercive, and noncoercive bases of power, conflict, and satisfaction. 226 farm and power equipment dealers completed a questionnaire measuring these factors. Dependence and noncoercive bases of power had a positive impact on cooperation, while coercive bases of power had a negative impact on cooperation. Coercive bases of power were positively related to conflict and noncoercive bases of power were inversely related to conflict. Conflict had a negative impact on cooperation. Cooperation led to more satisfying supplier–dealer relationships, while conflict reduced satisfaction. (PsycINFO Database Record (c) 2012 APA, all rights reserved)

Research paper thumbnail of Toward a framework for mixed-gender selling teams and the impact of increased female presence on team performance: Thought development and propositions

Industrial Marketing Management, 2017

Research paper thumbnail of From the Special Issue Guest Editors

Journal of Marketing Theory and Practice, 2016

Research paper thumbnail of Generalizing Diversification Theory across Economic Sectors: Theoretical and Empirical Considerations

Journal of Marketing Theory and Practice, 1998

Page 1. GENERALIZING DIVERSIFICATION THEORY ACROSS ECONOMIC SECTORS: THEORETICAL AND EMPIRICAL CO... more Page 1. GENERALIZING DIVERSIFICATION THEORY ACROSS ECONOMIC SECTORS: THEORETICAL AND EMPIRICAL CONSIDERATIONS Jule B. Gassenheimer University Of Kentucky William W. Keep University Of Kentucky ...

Research paper thumbnail of Exploring the “Lone Wolf” Phenomenon in Student Teams

Journal of Marketing Education, 2005

The proliferation of projects using student teams has motivated researchers to examine factors th... more The proliferation of projects using student teams has motivated researchers to examine factors that affect both team process and outcomes. This research introduces an individual difference variable found in the business environment that has not been examined in a classroom context. The lone wolf appears to play a role in how teams function and perform. Described by practitioners and academics, the lone wolf is identified by a preference to work alone, a dislike of group process and the ideas of others, and a proclivity to see others as less capable and effective. This study finds the lone wolf phenomenon among marketing students working in teams through self-ratings and the assessments of team members. Furthermore, the inclusion of lone wolves on teams is found to have a negative impact on student team performance. Implications of these findings and ideas for managing the team process when lone wolves are present are considered.

Research paper thumbnail of The Role of Economic Value �9 ~I Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions

Research paper thumbnail of Index to Volume 21 of Marketing education review

Research paper thumbnail of Scaling and Measurement: A Quasi-Replicative Assessment Of A Revised Version Of INDSALES

Journal of Personal Selling and Sales Management

Programmatic research in sales is facilitated by the availability of scales with known and accept... more Programmatic research in sales is facilitated by the availability of scales with known and acceptable psychometric properties. Comer et al. (1989) have suggested a significantly shortened version of INDSALES for sales researchers who are constrained by questionnaire length. Using a quasi-replication methodology, we evaluate this shortened version of INDSALES by comparing the Comer et al. results with those of a non-industrial sample. Findings generally support the reduced scale's psychometric properties, although some qualifications are given.

Research paper thumbnail of Scaling and Measurement: A Quasi-Replicative Assessment Of A Revised Version Of INDSALES

Journal of Personal Selling and Sales Management

Programmatic research in sales is facilitated by the availability of scales with known and accept... more Programmatic research in sales is facilitated by the availability of scales with known and acceptable psychometric properties. Comer et al. (1989) have suggested a significantly shortened version of INDSALES for sales researchers who are constrained by questionnaire length. Using a quasi-replication methodology, we evaluate this shortened version of INDSALES by comparing the Comer et al. results with those of a non-industrial sample. Findings generally support the reduced scale's psychometric properties, although some qualifications are given.

Research paper thumbnail of Interorganizational market exchange: critical issues for strategic market decision analysis

APA PsycNET Our Apologies! - The following features are not available with your current Browser c... more APA PsycNET Our Apologies! - The following features are not available with your current Browser configuration. - display, print, save, export, and email selected records - get My List count - save record to My List - get references ...

Research paper thumbnail of The influence of product customization and supplier selection on future intentions: The mediating effects of salesperson and organizational trust

... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and We... more ... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and Weitz (1992) found that the use of multiple suppliers can be inefficient when building commitment and so-lidifying relationships. In ...

Research paper thumbnail of The influence of product customization and supplier selection on future intentions: The mediating effects of salesperson and organizational trust

... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and We... more ... 1988). Although the use of alternatives is an option for reducing dependence, Anderson and Weitz (1992) found that the use of multiple suppliers can be inefficient when building commitment and so-lidifying relationships. In ...

Research paper thumbnail of Houston, and J. Charlene Davis (1998),“The Role of Economic Value, Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions,”

Research paper thumbnail of Houston, and J. Charlene Davis (1998),“The Role of Economic Value, Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions,”

Research paper thumbnail of The Role of Economic Value �9 ~I Social Value, and Perceptions of Fairness in Interorganizational Relationship Retention Decisions

Research paper thumbnail of The Impact of Dependence on Dealer Satisfaction: A Comparison of Reseller-Supplier Relationships

This study extends previous buyer-seller relationship research by examining the level of mutual d... more This study extends previous buyer-seller relationship research by examining the level of mutual dependence and power-dependerwe imbalances across buyer (reseller) supply sources. Using critical support services and the intensity of coercive influence attempts, results suggest that the level of mutual dependence and power-dependence imbalances make a difference in reseller satisfaction, but that the impact hinges upon whether the supplier is the primary, secondary, or tertiary supplier in terms of annual purchases by the reseller. The Executive Summary offers direction for managers.

Research paper thumbnail of Report Information from ProQuest

Research paper thumbnail of Marketing Exchange Transactions and Relationships

Journal of Marketing, 1994

Research paper thumbnail of Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes

Journal of Personal Selling and …, 2002

Research paper thumbnail of Identifying the Lone Wolf: A Team Perspective

Journal of Personal Selling and …, 2003

... Having good psychometric properties, the scale is useful to practitioners for assessing repre... more ... Having good psychometric properties, the scale is useful to practitioners for assessing representatives for sales team contexts. Andrea L. Dixon (Ph.D., Indiana University), Assistant Professor of Marketing, University of Cincinnati, Andrea.Dixon@uc.edu. ...

Research paper thumbnail of Cooperation in supplier-dealer relations

Journal of Retailing

Used structural equation modeling techniques to consider the relationship between the level of co... more Used structural equation modeling techniques to consider the relationship between the level of cooperation in a supplier–dealer network and dependence, coercive, and noncoercive bases of power, conflict, and satisfaction. 226 farm and power equipment dealers completed a questionnaire measuring these factors. Dependence and noncoercive bases of power had a positive impact on cooperation, while coercive bases of power had a negative impact on cooperation. Coercive bases of power were positively related to conflict and noncoercive bases of power were inversely related to conflict. Conflict had a negative impact on cooperation. Cooperation led to more satisfying supplier–dealer relationships, while conflict reduced satisfaction. (PsycINFO Database Record (c) 2012 APA, all rights reserved)