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Journal of Marketing Education, 2019
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It has been argued that entrepreneurial marketing is a comprehensive construct that integrates th... more It has been argued that entrepreneurial marketing is a comprehensive construct that integrates the disciplines of entrepreneurship and marketing. As such, entrepreneurial marketing differs from traditional or conventional marketing in that it is characterized by simplicity and informality (e.g., Carson, Cromie, McGowan, and Hill 1995). Entrepreneurial marketing is particularly important for smalland medium-sized business, and especially for firms founded and managed by minorities. Jones and Rowley (2011) have characterized entrepreneurial marketing as consisting of four interrelated orientations—innovation orientation, entrepreneurial orientation, market orientation, and customer orientation. The present research focuses on customer orientation in the Jones and Rowley characterization in the context of minority entrepreneurship. Minority entrepreneurs face a relatively unique market/product strategy: They can initially or solely focus on a particular (minority) market niche, which i...
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Journal of Applied Psychology, 2005
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As an industry, direct selling is ubiquitous. An estimated 5.3 million people were direct sellers... more As an industry, direct selling is ubiquitous. An estimated 5.3 million people were direct sellers in the United States in 2016. Of those 5.3 million direct sellers, 4.5 million were part-time and 800,000 were full-time. Moreover, in 2016, direct selling generated an estimated US$35.54 billion in retail sales that, in turn, had a US$83.11 billion impact on the United States economy. In a broad sense, direct selling is simultaneously considered to be a distribution channel, an industry, and a business model. Traditional major modes of direct selling include person-to-person and party-plan selling at a home or in the workplace, with online sales now gaining traction in the direct selling marketplace. or work earn especially those whose extra direct before all
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AMS Review, 2011
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Journal of the Academy of Marketing Science, 1997
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ABSTRACT. Cross-national studies of business-related ethicality frequently have concluded that Am... more ABSTRACT. Cross-national studies of business-related ethicality frequently have concluded that Americans possess higher ethical standards than non-Americans. These conclusions have generally been based on survey responses of relatively small convenience samples of individuals in a very limited number of countries. This article reports a study of the relationship between nationality and business-related ethicality based on survey responses from more than 6300 business students attending 120 colleges and universities in 36 countries. Two well-documented determinants of business ethics (gender and religiosity) were investigated as moderators of the nationality–business ethicality relationship. The major research finding is that, while statistically significant differences were found between the business-related ethicality of American survey participants and the business-related ethicality of the non-American survey participants, the magnitudes of the differences were not substantial. T...
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International Journal of Applied Decision Sciences, 2022
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Journal of the Academy of Marketing Science, 2017
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Journal of the Academy of Marketing Science, 1995
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Journal of Public Policy & Marketing, 2005
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Journal of Personal Selling and Sales Management, 2010
... use improves customer service and salespersons' adaptability, thus leading to im... more ... use improves customer service and salespersons' adaptability, thus leading to improved sales performance (see Johnson and Bharadwaj 2005; Ko ... Bristow, Dennis, Rajesh Gulati, Steve Mooney, and Wenyu Dou (2004), “The Impact of Internet Savvy and Innovative-ness on ...
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Journal of Marketing Research, 1993
A three-phase quantitative investigation of relationships involving salesperson job satisfaction ... more A three-phase quantitative investigation of relationships involving salesperson job satisfaction was undertaken. First, the strength, valence, and consistency of pairwise relationships were assessed by means of a meta-analysis. Second, methodological characteristics coded as moderator variables were used to account for variability in study effects. Finally, weighted mean correlations resulting from the analysis of pairwise relationships were used to evaluate a causal model of antecedents and consequences of job satisfaction. In general, relationships involving job satisfaction were robust across study contexts. Systematic moderating effects of type of sales-force and operationalization of job satisfaction were found. Several summary conclusions about antecedents and consequences of salesperson job satisfaction are drawn from the analyses.
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Journal of Business Research, 2005
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Journal of Applied Psychology, 1976
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AMS Review, 2012
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AMS Review, 2011
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AMS Review, 2012
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Journal of Marketing Education, 2019
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Bookmarks Related papers MentionsView impact
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It has been argued that entrepreneurial marketing is a comprehensive construct that integrates th... more It has been argued that entrepreneurial marketing is a comprehensive construct that integrates the disciplines of entrepreneurship and marketing. As such, entrepreneurial marketing differs from traditional or conventional marketing in that it is characterized by simplicity and informality (e.g., Carson, Cromie, McGowan, and Hill 1995). Entrepreneurial marketing is particularly important for smalland medium-sized business, and especially for firms founded and managed by minorities. Jones and Rowley (2011) have characterized entrepreneurial marketing as consisting of four interrelated orientations—innovation orientation, entrepreneurial orientation, market orientation, and customer orientation. The present research focuses on customer orientation in the Jones and Rowley characterization in the context of minority entrepreneurship. Minority entrepreneurs face a relatively unique market/product strategy: They can initially or solely focus on a particular (minority) market niche, which i...
Bookmarks Related papers MentionsView impact
Journal of Applied Psychology, 2005
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As an industry, direct selling is ubiquitous. An estimated 5.3 million people were direct sellers... more As an industry, direct selling is ubiquitous. An estimated 5.3 million people were direct sellers in the United States in 2016. Of those 5.3 million direct sellers, 4.5 million were part-time and 800,000 were full-time. Moreover, in 2016, direct selling generated an estimated US$35.54 billion in retail sales that, in turn, had a US$83.11 billion impact on the United States economy. In a broad sense, direct selling is simultaneously considered to be a distribution channel, an industry, and a business model. Traditional major modes of direct selling include person-to-person and party-plan selling at a home or in the workplace, with online sales now gaining traction in the direct selling marketplace. or work earn especially those whose extra direct before all
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AMS Review, 2011
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Journal of the Academy of Marketing Science, 1997
Bookmarks Related papers MentionsView impact
ABSTRACT. Cross-national studies of business-related ethicality frequently have concluded that Am... more ABSTRACT. Cross-national studies of business-related ethicality frequently have concluded that Americans possess higher ethical standards than non-Americans. These conclusions have generally been based on survey responses of relatively small convenience samples of individuals in a very limited number of countries. This article reports a study of the relationship between nationality and business-related ethicality based on survey responses from more than 6300 business students attending 120 colleges and universities in 36 countries. Two well-documented determinants of business ethics (gender and religiosity) were investigated as moderators of the nationality–business ethicality relationship. The major research finding is that, while statistically significant differences were found between the business-related ethicality of American survey participants and the business-related ethicality of the non-American survey participants, the magnitudes of the differences were not substantial. T...
Bookmarks Related papers MentionsView impact
International Journal of Applied Decision Sciences, 2022
Bookmarks Related papers MentionsView impact
Journal of the Academy of Marketing Science, 2017
Bookmarks Related papers MentionsView impact
Journal of the Academy of Marketing Science, 1995
Bookmarks Related papers MentionsView impact
Journal of Public Policy & Marketing, 2005
Bookmarks Related papers MentionsView impact
Journal of Personal Selling and Sales Management, 2010
... use improves customer service and salespersons' adaptability, thus leading to im... more ... use improves customer service and salespersons' adaptability, thus leading to improved sales performance (see Johnson and Bharadwaj 2005; Ko ... Bristow, Dennis, Rajesh Gulati, Steve Mooney, and Wenyu Dou (2004), “The Impact of Internet Savvy and Innovative-ness on ...
Bookmarks Related papers MentionsView impact
Journal of Marketing Research, 1993
A three-phase quantitative investigation of relationships involving salesperson job satisfaction ... more A three-phase quantitative investigation of relationships involving salesperson job satisfaction was undertaken. First, the strength, valence, and consistency of pairwise relationships were assessed by means of a meta-analysis. Second, methodological characteristics coded as moderator variables were used to account for variability in study effects. Finally, weighted mean correlations resulting from the analysis of pairwise relationships were used to evaluate a causal model of antecedents and consequences of job satisfaction. In general, relationships involving job satisfaction were robust across study contexts. Systematic moderating effects of type of sales-force and operationalization of job satisfaction were found. Several summary conclusions about antecedents and consequences of salesperson job satisfaction are drawn from the analyses.
Bookmarks Related papers MentionsView impact
Journal of Business Research, 2005
Bookmarks Related papers MentionsView impact
Journal of Applied Psychology, 1976
Bookmarks Related papers MentionsView impact
AMS Review, 2012
Bookmarks Related papers MentionsView impact
AMS Review, 2011
Bookmarks Related papers MentionsView impact
AMS Review, 2012
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