Jule Gassenheimer | Rollins College (original) (raw)
Papers by Jule Gassenheimer
Industrial Marketing Management, 2017
Team selling and the increasing representation of women in the sales force are two current trends... more Team selling and the increasing representation of women in the sales force are two current trends contributing to the complexity of managing the sales environment, yet little work exists investigating the impact of women on selling team performance. This paper anchors on cognitive resource diversity theory and integrates relevant prior research to propose a new proposition-driven framework that explains why gender diversity of team members improves team performance. Specifically, we provide evidence to suggest that the addition of females to all-male selling teams should positively impact team performance by reducing the average turnover rate of high performers within the team; by enhancing relational skills, organizational citizenship behaviors, and shared leadership within the team; and by building on the favorable effects associated with team heterogeneity. We also consider the moderating effects that potentially deeply ingrained connections among members of all-male teams may have on changes in team gender composition, as well as the importance of a culture of organizational inclusion on the favorable effects of team heterogeneity overall. Managerial implications of increased female presence on teams are proffered, along with suggested next steps in research and limitations of the present conceptualization.
Marketing and the structuration of organizational learning
Marketing Theory, Sep 1, 2009
A new dominant logic for marketing has evolved, one that sees both firms and customers as resourc... more A new dominant logic for marketing has evolved, one that sees both firms and customers as resource integrators. Proponents of this new marketing logic have called for the refinement and elaboration of this resource integration concept and a more explicit connection to the interactivity and networking literature. We address this need by exploring these literatures and drawing inferences for value creation. In particular, we explore how value creation in marketing is reliant upon organizational learning. To do this we draw upon structuration theory as a means of explaining the relationship between organizational and individual learning. We then explore how this relationship helps a firm to improve its value creation capabilities. We examine three key aspects of the structuration process of organizational learning: (1) the structural properties that enable and constrain learning practices; (2) the ways in which knowledgeable individuals carry out learning practices; and (3) the social processes in which learning practices are embedded. We illustrate these processes with the example of a typical network relationship dilemma in the construction industry. We then conclude by highlighting the ways in which our framework captures the central role that marketing plays in enhancing the organization’s capacity and capability to engage in knowledge management, organizational learning, and value creation and what that means to both the customer and the organization.
Industrial Marketing Management, Oct 1, 2003
Firms should be able to apply the time-based philosophy of revenue management to their sales forc... more Firms should be able to apply the time-based philosophy of revenue management to their sales forces. To do so requires a revision in the way most sales divisions traditionally have viewed salesperson time. Hence, a different type of proposed measure, revenue per available salesperson hour, is proposed to better integrate the value of the salesperson's time as a factor in sales potential and revenue calculation. This article seeks to (1) foster a positive perception of revenue management as a viable sales approach, (2) establish a framework for such a strategy, and (3) set a useful road map for facilitating execution.
Motivational Differences Between Salesmen and Saleswomen: Actual or Percpetual?
Developments in marketing science: proceedings of the Academy of Marketing Science, Dec 15, 2014
Using expectancy theory as a framework, salesmen and saleswomen were investigated at the item-lev... more Using expectancy theory as a framework, salesmen and saleswomen were investigated at the item-level of analysis for differences in intrinsic valence, extrinsic valence, intrinsic instrumentality, extrinsic instrumentality, and expectancy. Findings reveal that salesmen, in general, are more highly motivated than saleswomen. The components of motivation were also regressed on salesmen's and saleswomen's job satisfaction and job performance to further our understanding of gender differences. Information revealed that this micro-level of analysis may account for the inconsistent findings in previous research. Suggestions for future areas of research and managerial implications are offered.
The Journal of Marketing Theory and Practice, Jun 22, 2016
Suspicion: Its sources, means of control, and effect on interorganizational relationships
Industrial Marketing Management, Oct 1, 2011
Suspicion in the interorganizational relationship literature has been associated with relationshi... more Suspicion in the interorganizational relationship literature has been associated with relationship decay but this literature fails to capture the value of suspicion in maintaining relationships. The authors offer an inventory of propositions, suggesting that the level of suspicion determines whether it has beneficial or harmful effects on channel relationships. Support for many of these propositions is based on a unique attribute of suspicion: Suspicion serves as an antidote to the fundamental attribution error, or the tendency to take behavior at face value without allowing for situational influences. Such an attribute suggests suspicion should have an important influence on interorganizational relationships. Specifically, the authors propose that suspicion can be beneficial at moderate levels, but harmful at very low or high levels. Of particular interest to practitioners, we propose some methods for controlling suspicion.
Internet channel and perceived cannibalization
European Journal of Marketing, Jul 24, 2009
PurposeThe purpose of this paper is multifold. First, this study aims to proffer a psychometric s... more PurposeThe purpose of this paper is multifold. First, this study aims to proffer a psychometric scale to measure sales agent's perception of sales cannibalization due to the addition of an internet channel. Second, the study seeks to estimate the downstream impact of sales agents' perceived cannibalization (SPC) on two outcomes, namely, commitment and alienation from work. Third, it aims to examine the moderating role of environmental munificence in the relationship between SPC and the two outcomes.Design/methodology/approachThe data for this study were collected from a contact pool of 2,108 insurance sales agents. A total of 511 valid responses were attained. Structural equation modeling was employed to examine the relationships posited in this study.FindingsFirst, a multi‐item scale was conceptualized and developed for measuring SPC. Second, the properties of the scale were assessed following procedures recommended by Churchill, Anderson, Gerbing, Bagozzi, and Yi. The scale demonstrated satisfactory reliability and validity. Third, SPC was shown to be not universally damaging to commitment. Rather, only under a low munificent environment does perceived cannibalization significantly reduce salespersons' commitment. Additionally, the severity of the influence of SPC on alienation from work increases in low munificent environment.Research limitations/implicationsThe data for this study were collected using a single survey of insurance agents. Future researchers should attempt to examine the relationships posited in this study using a sample from a different industry.Practical implicationsWhile recognizing that the internet is here to stay and that strategic channel decisions will unlikely be made based on the views or psychological reactions of sales agents alone, incorporating the sales agent perspective does allow organizations to take a holistic view of their distribution system. This may be particularly important in view of multi‐channel marketing, when a new marketing channel is employed to co‐exist with the traditional sales force.Originality/valuePrevious conceptualizations of inter‐channel cannibalization were all based on economic terms and, hence, were considered myopic by Porter. This study examines the psychological influence of the addition of an internet channel on sale agents' work related outcomes.
Journal of Retailing, Jun 1, 1998
A paradigm shift within marketing has focused attention on the relational end of the exchange con... more A paradigm shift within marketing has focused attention on the relational end of the exchange continuum where dependence justifies relationship behavior and drives outcomes. Previous research, however, ignores the possibility that attitudes toward dependence might also be responsible for relational and economic outcomes. We propose that the impact of adverse attitudes might be partially responsible for previous empirical results, contradicting the notion that parties respond favorably toward relationships and experience positive outcomes. Building on dependency theory, transactional cost analysis (TCA), and congruency theory, this study examines the influence attitudes toward dependence have on the ability of a channel member to work effectively under conditions where dependence exists. Results indicate that when dependence exists adverse attitudes toward dependence moderate the relationships between dependence and dealer satisfaction, and dependence and revenue generated from the relationship, but not necessarily in a negative fashion or under all dependent conditions.
Relational roles and triangle dramas: Effects on power play and sentiments in industrial channels
Marketing Letters, Apr 1, 1992
... 188 F. ROBERT DWYER AND JULE B. GASSENHEIMER 1.1. Power use in relationships In relationships... more ... 188 F. ROBERT DWYER AND JULE B. GASSENHEIMER 1.1. Power use in relationships In relationships between marketing channel participants the sources, uses, and consequences of power have occupied a central role in the literature. Power is the ability of one channel ...
Supplier involvement and dealer satisfaction: implications for enhancing channel relationships
Journal of Business & Industrial Marketing, May 1, 1995
Suppliers use a variety of strategies to gain a preferred position within their dealers′ supply n... more Suppliers use a variety of strategies to gain a preferred position within their dealers′ supply network. Dealers allocate purchases among several suppliers in order to maximize benefits from their suppliers′ competitive maneuvers and to avoid being dominated. Uses an extension of transaction cost analysis and contract law to provide empirical insight into supplier‐dealer relationships within dealers′ supply networks. Also suggests simple but powerful mechanisms for suppliers to enhance relationship strength.
The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry
Journal of Personal Selling and Sales Management, Oct 24, 2013
The impact of dependence on dealer satisfaction: A comparison of reseller-supplier relationships
Journal of Retailing, 1994
... Morgan and Hunt 1994), while using force to discourage partners from engaging in alternative ... more ... Morgan and Hunt 1994), while using force to discourage partners from engaging in alternative relationships (Frazier, Gill and ... Professor of Marketing, College of Business and EOOImCS, University of Kentucky, Lexington, KY 4O5O0034 Rosemary Ramsey, Associate Professor ...
The role of power and satisfaction in developing extended relationships in a marketing channel : an empirical study
Underground Economy and Economic Exchange: A Macro Perspective
Consumer co-creation and the impact on intermediaries
International Journal of Physical Distribution & Logistics Management, Mar 3, 2014
Purpose – While prior studies have examined how loyal customers create value for preferred manufa... more Purpose – While prior studies have examined how loyal customers create value for preferred manufacturers, this study aims to focus on the supply chain and captures the indirect economic and relational benefits and costs of customer value creation on channel intermediaries. Design/methodology/approach – Service-dominant logic is used to explain the rationale behind consumer contributions and supply chain connectedness in an interactive online world. Drawing from the relevant literature, a conceptual model supported by propositions is presented. Findings – As manufacturers utilize consumer contributions, affiliated intermediaries will report having less informational power, providing less value to the channel, greater benefit-based and cost-based dependence, heightened efforts to create channel value, an enhanced reputation and greater sales, and greater collaboration with customers. Research limitations/implications – This conceptual paper is the beginning of an investigation into the pragmatic function of a service-dominant view as it pertains to a marketing channel. As this avenue for research is further developed, it is important that the propositions included in this study first be examined. Practical implications – Awareness of the underlying logic and the resulting impacts should aid channel intermediaries in realizing their own contributions throughout the manufacturer ' s value chain and recognizing changes to their positions of power. As a result, channel intermediaries should be better positioned to assess the health and future prospects of the relationship. Originality/value – This work is the first study to examine potential impacts on the intermediary operating in a channel in which the manufacturer is significantly influenced by consumer contributions.
AMS review, Aug 14, 2013
The use of crowds to solve business problems, or to take advantage of market opportunities, appea... more The use of crowds to solve business problems, or to take advantage of market opportunities, appears to be increasingly popular. The impact of crowdsourcing across the marketing domain, suggests the importance of examining this phenomenon. Firms use crowds of consumers to perform many of the traditional tasks of marketing, such as choosing designs (e.g., Threadless t-shirts), testing offerings (e.g., Microsoft), creating promotions (e.g., Facebook), and determining pricing (e.g., Travelocity). To more effectively harness the power of crowds and to learn from crowds, firms should understand their capacity for absorbing crowd contributions and the motives underlying the participation of the crowd as well as their own participation. An eclectic review of the literature offers a base for distinguishing crowds using a range of motives from intrinsic to extrinsic. Exploration of these dimensions results in a propositional inventory identifying motivations for both crowdsourcing and crowd participation. These inform practitioners of consequences of crowdsourcing decisions and offer future research directions.
Journal of the Academy of Marketing Science, Oct 1, 1998
Although previous research provides a foundation for developing, maintaining, and exiting relatio... more Although previous research provides a foundation for developing, maintaining, and exiting relationships, the extant literature has yet to consider the influence that patterns of economic and social forces have in guiding the future of deteriorating relationships. To understand better and respond to relationships in decline and to salvage relationships that are destined to fail needlessly, the authors use the political economic paradigm to identify symptoms of deteriorating relationships and provide a framework for combining relational forces that best guides relationship retention decisions. They propose a model based on the theoretical foundations of transactional cost analysis (TCA), social exchange, and distributive justice. Using relative dependence, interdependence, and mutual dependence to define the economic and social worth of the relationship, they incorporate dyadic patterns of behavior to illustrate similar and different interpretations and evaluations of fairness and the impact on relational outcomes. The article culminates with managerial implications and directions for future research.
Scaling and Measurement: A Quasi-Replicative Assessment Of A Revised Version Of INDSALES
Journal of Personal Selling and Sales Management, Oct 24, 2013
ABSTRACT Programmatic research in sales is facilitated by the availability of scales with known a... more ABSTRACT 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.
A Measure of Global Trust and Suspicion: Replication
Psychological Reports, Oct 1, 1989
A replication of earlier results of a scale to measure trust and suspicion was conducted. With 24... more A replication of earlier results of a scale to measure trust and suspicion was conducted. With 242 adults as subjects, a confirmatory factor analysis soundly supported the two-factor solution. Sex differences appeared on Suspicion but not on Trust.
Towards Improving Cross-Cultural Research
Journal of International Consumer Marketing, Jan 4, 1995
... liiipiiiviiig Ci"0ss~Qiiliiiml i{Sfi3;l'iiZ Exiei... more ... liiipiiiviiig Ci"0ss~Qiiliiiml i{Sfi3;l'iiZ Exieiidiiig filiuieliillis Reseaieli ?iii"ei.i ii? § Alma "ii Miiiiii Roger l. Qalaiilcme Jule E. G&S ... tor marketing mix decisionsi and/or (Z) estahlislr evidence oi universal mhavioral conclusions for global marketing purposesi {Douglas and Craig l983 ...
Industrial Marketing Management, 2017
Team selling and the increasing representation of women in the sales force are two current trends... more Team selling and the increasing representation of women in the sales force are two current trends contributing to the complexity of managing the sales environment, yet little work exists investigating the impact of women on selling team performance. This paper anchors on cognitive resource diversity theory and integrates relevant prior research to propose a new proposition-driven framework that explains why gender diversity of team members improves team performance. Specifically, we provide evidence to suggest that the addition of females to all-male selling teams should positively impact team performance by reducing the average turnover rate of high performers within the team; by enhancing relational skills, organizational citizenship behaviors, and shared leadership within the team; and by building on the favorable effects associated with team heterogeneity. We also consider the moderating effects that potentially deeply ingrained connections among members of all-male teams may have on changes in team gender composition, as well as the importance of a culture of organizational inclusion on the favorable effects of team heterogeneity overall. Managerial implications of increased female presence on teams are proffered, along with suggested next steps in research and limitations of the present conceptualization.
Marketing and the structuration of organizational learning
Marketing Theory, Sep 1, 2009
A new dominant logic for marketing has evolved, one that sees both firms and customers as resourc... more A new dominant logic for marketing has evolved, one that sees both firms and customers as resource integrators. Proponents of this new marketing logic have called for the refinement and elaboration of this resource integration concept and a more explicit connection to the interactivity and networking literature. We address this need by exploring these literatures and drawing inferences for value creation. In particular, we explore how value creation in marketing is reliant upon organizational learning. To do this we draw upon structuration theory as a means of explaining the relationship between organizational and individual learning. We then explore how this relationship helps a firm to improve its value creation capabilities. We examine three key aspects of the structuration process of organizational learning: (1) the structural properties that enable and constrain learning practices; (2) the ways in which knowledgeable individuals carry out learning practices; and (3) the social processes in which learning practices are embedded. We illustrate these processes with the example of a typical network relationship dilemma in the construction industry. We then conclude by highlighting the ways in which our framework captures the central role that marketing plays in enhancing the organization’s capacity and capability to engage in knowledge management, organizational learning, and value creation and what that means to both the customer and the organization.
Industrial Marketing Management, Oct 1, 2003
Firms should be able to apply the time-based philosophy of revenue management to their sales forc... more Firms should be able to apply the time-based philosophy of revenue management to their sales forces. To do so requires a revision in the way most sales divisions traditionally have viewed salesperson time. Hence, a different type of proposed measure, revenue per available salesperson hour, is proposed to better integrate the value of the salesperson's time as a factor in sales potential and revenue calculation. This article seeks to (1) foster a positive perception of revenue management as a viable sales approach, (2) establish a framework for such a strategy, and (3) set a useful road map for facilitating execution.
Motivational Differences Between Salesmen and Saleswomen: Actual or Percpetual?
Developments in marketing science: proceedings of the Academy of Marketing Science, Dec 15, 2014
Using expectancy theory as a framework, salesmen and saleswomen were investigated at the item-lev... more Using expectancy theory as a framework, salesmen and saleswomen were investigated at the item-level of analysis for differences in intrinsic valence, extrinsic valence, intrinsic instrumentality, extrinsic instrumentality, and expectancy. Findings reveal that salesmen, in general, are more highly motivated than saleswomen. The components of motivation were also regressed on salesmen's and saleswomen's job satisfaction and job performance to further our understanding of gender differences. Information revealed that this micro-level of analysis may account for the inconsistent findings in previous research. Suggestions for future areas of research and managerial implications are offered.
The Journal of Marketing Theory and Practice, Jun 22, 2016
Suspicion: Its sources, means of control, and effect on interorganizational relationships
Industrial Marketing Management, Oct 1, 2011
Suspicion in the interorganizational relationship literature has been associated with relationshi... more Suspicion in the interorganizational relationship literature has been associated with relationship decay but this literature fails to capture the value of suspicion in maintaining relationships. The authors offer an inventory of propositions, suggesting that the level of suspicion determines whether it has beneficial or harmful effects on channel relationships. Support for many of these propositions is based on a unique attribute of suspicion: Suspicion serves as an antidote to the fundamental attribution error, or the tendency to take behavior at face value without allowing for situational influences. Such an attribute suggests suspicion should have an important influence on interorganizational relationships. Specifically, the authors propose that suspicion can be beneficial at moderate levels, but harmful at very low or high levels. Of particular interest to practitioners, we propose some methods for controlling suspicion.
Internet channel and perceived cannibalization
European Journal of Marketing, Jul 24, 2009
PurposeThe purpose of this paper is multifold. First, this study aims to proffer a psychometric s... more PurposeThe purpose of this paper is multifold. First, this study aims to proffer a psychometric scale to measure sales agent's perception of sales cannibalization due to the addition of an internet channel. Second, the study seeks to estimate the downstream impact of sales agents' perceived cannibalization (SPC) on two outcomes, namely, commitment and alienation from work. Third, it aims to examine the moderating role of environmental munificence in the relationship between SPC and the two outcomes.Design/methodology/approachThe data for this study were collected from a contact pool of 2,108 insurance sales agents. A total of 511 valid responses were attained. Structural equation modeling was employed to examine the relationships posited in this study.FindingsFirst, a multi‐item scale was conceptualized and developed for measuring SPC. Second, the properties of the scale were assessed following procedures recommended by Churchill, Anderson, Gerbing, Bagozzi, and Yi. The scale demonstrated satisfactory reliability and validity. Third, SPC was shown to be not universally damaging to commitment. Rather, only under a low munificent environment does perceived cannibalization significantly reduce salespersons' commitment. Additionally, the severity of the influence of SPC on alienation from work increases in low munificent environment.Research limitations/implicationsThe data for this study were collected using a single survey of insurance agents. Future researchers should attempt to examine the relationships posited in this study using a sample from a different industry.Practical implicationsWhile recognizing that the internet is here to stay and that strategic channel decisions will unlikely be made based on the views or psychological reactions of sales agents alone, incorporating the sales agent perspective does allow organizations to take a holistic view of their distribution system. This may be particularly important in view of multi‐channel marketing, when a new marketing channel is employed to co‐exist with the traditional sales force.Originality/valuePrevious conceptualizations of inter‐channel cannibalization were all based on economic terms and, hence, were considered myopic by Porter. This study examines the psychological influence of the addition of an internet channel on sale agents' work related outcomes.
Journal of Retailing, Jun 1, 1998
A paradigm shift within marketing has focused attention on the relational end of the exchange con... more A paradigm shift within marketing has focused attention on the relational end of the exchange continuum where dependence justifies relationship behavior and drives outcomes. Previous research, however, ignores the possibility that attitudes toward dependence might also be responsible for relational and economic outcomes. We propose that the impact of adverse attitudes might be partially responsible for previous empirical results, contradicting the notion that parties respond favorably toward relationships and experience positive outcomes. Building on dependency theory, transactional cost analysis (TCA), and congruency theory, this study examines the influence attitudes toward dependence have on the ability of a channel member to work effectively under conditions where dependence exists. Results indicate that when dependence exists adverse attitudes toward dependence moderate the relationships between dependence and dealer satisfaction, and dependence and revenue generated from the relationship, but not necessarily in a negative fashion or under all dependent conditions.
Relational roles and triangle dramas: Effects on power play and sentiments in industrial channels
Marketing Letters, Apr 1, 1992
... 188 F. ROBERT DWYER AND JULE B. GASSENHEIMER 1.1. Power use in relationships In relationships... more ... 188 F. ROBERT DWYER AND JULE B. GASSENHEIMER 1.1. Power use in relationships In relationships between marketing channel participants the sources, uses, and consequences of power have occupied a central role in the literature. Power is the ability of one channel ...
Supplier involvement and dealer satisfaction: implications for enhancing channel relationships
Journal of Business & Industrial Marketing, May 1, 1995
Suppliers use a variety of strategies to gain a preferred position within their dealers′ supply n... more Suppliers use a variety of strategies to gain a preferred position within their dealers′ supply network. Dealers allocate purchases among several suppliers in order to maximize benefits from their suppliers′ competitive maneuvers and to avoid being dominated. Uses an extension of transaction cost analysis and contract law to provide empirical insight into supplier‐dealer relationships within dealers′ supply networks. Also suggests simple but powerful mechanisms for suppliers to enhance relationship strength.
The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry
Journal of Personal Selling and Sales Management, Oct 24, 2013
The impact of dependence on dealer satisfaction: A comparison of reseller-supplier relationships
Journal of Retailing, 1994
... Morgan and Hunt 1994), while using force to discourage partners from engaging in alternative ... more ... Morgan and Hunt 1994), while using force to discourage partners from engaging in alternative relationships (Frazier, Gill and ... Professor of Marketing, College of Business and EOOImCS, University of Kentucky, Lexington, KY 4O5O0034 Rosemary Ramsey, Associate Professor ...
The role of power and satisfaction in developing extended relationships in a marketing channel : an empirical study
Underground Economy and Economic Exchange: A Macro Perspective
Consumer co-creation and the impact on intermediaries
International Journal of Physical Distribution & Logistics Management, Mar 3, 2014
Purpose – While prior studies have examined how loyal customers create value for preferred manufa... more Purpose – While prior studies have examined how loyal customers create value for preferred manufacturers, this study aims to focus on the supply chain and captures the indirect economic and relational benefits and costs of customer value creation on channel intermediaries. Design/methodology/approach – Service-dominant logic is used to explain the rationale behind consumer contributions and supply chain connectedness in an interactive online world. Drawing from the relevant literature, a conceptual model supported by propositions is presented. Findings – As manufacturers utilize consumer contributions, affiliated intermediaries will report having less informational power, providing less value to the channel, greater benefit-based and cost-based dependence, heightened efforts to create channel value, an enhanced reputation and greater sales, and greater collaboration with customers. Research limitations/implications – This conceptual paper is the beginning of an investigation into the pragmatic function of a service-dominant view as it pertains to a marketing channel. As this avenue for research is further developed, it is important that the propositions included in this study first be examined. Practical implications – Awareness of the underlying logic and the resulting impacts should aid channel intermediaries in realizing their own contributions throughout the manufacturer ' s value chain and recognizing changes to their positions of power. As a result, channel intermediaries should be better positioned to assess the health and future prospects of the relationship. Originality/value – This work is the first study to examine potential impacts on the intermediary operating in a channel in which the manufacturer is significantly influenced by consumer contributions.
AMS review, Aug 14, 2013
The use of crowds to solve business problems, or to take advantage of market opportunities, appea... more The use of crowds to solve business problems, or to take advantage of market opportunities, appears to be increasingly popular. The impact of crowdsourcing across the marketing domain, suggests the importance of examining this phenomenon. Firms use crowds of consumers to perform many of the traditional tasks of marketing, such as choosing designs (e.g., Threadless t-shirts), testing offerings (e.g., Microsoft), creating promotions (e.g., Facebook), and determining pricing (e.g., Travelocity). To more effectively harness the power of crowds and to learn from crowds, firms should understand their capacity for absorbing crowd contributions and the motives underlying the participation of the crowd as well as their own participation. An eclectic review of the literature offers a base for distinguishing crowds using a range of motives from intrinsic to extrinsic. Exploration of these dimensions results in a propositional inventory identifying motivations for both crowdsourcing and crowd participation. These inform practitioners of consequences of crowdsourcing decisions and offer future research directions.
Journal of the Academy of Marketing Science, Oct 1, 1998
Although previous research provides a foundation for developing, maintaining, and exiting relatio... more Although previous research provides a foundation for developing, maintaining, and exiting relationships, the extant literature has yet to consider the influence that patterns of economic and social forces have in guiding the future of deteriorating relationships. To understand better and respond to relationships in decline and to salvage relationships that are destined to fail needlessly, the authors use the political economic paradigm to identify symptoms of deteriorating relationships and provide a framework for combining relational forces that best guides relationship retention decisions. They propose a model based on the theoretical foundations of transactional cost analysis (TCA), social exchange, and distributive justice. Using relative dependence, interdependence, and mutual dependence to define the economic and social worth of the relationship, they incorporate dyadic patterns of behavior to illustrate similar and different interpretations and evaluations of fairness and the impact on relational outcomes. The article culminates with managerial implications and directions for future research.
Scaling and Measurement: A Quasi-Replicative Assessment Of A Revised Version Of INDSALES
Journal of Personal Selling and Sales Management, Oct 24, 2013
ABSTRACT Programmatic research in sales is facilitated by the availability of scales with known a... more ABSTRACT 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.
A Measure of Global Trust and Suspicion: Replication
Psychological Reports, Oct 1, 1989
A replication of earlier results of a scale to measure trust and suspicion was conducted. With 24... more A replication of earlier results of a scale to measure trust and suspicion was conducted. With 242 adults as subjects, a confirmatory factor analysis soundly supported the two-factor solution. Sex differences appeared on Suspicion but not on Trust.
Towards Improving Cross-Cultural Research
Journal of International Consumer Marketing, Jan 4, 1995
... liiipiiiviiig Ci"0ss~Qiiliiiml i{Sfi3;l'iiZ Exiei... more ... liiipiiiviiig Ci"0ss~Qiiliiiml i{Sfi3;l'iiZ Exieiidiiig filiuieliillis Reseaieli ?iii"ei.i ii? § Alma "ii Miiiiii Roger l. Qalaiilcme Jule E. G&S ... tor marketing mix decisionsi and/or (Z) estahlislr evidence oi universal mhavioral conclusions for global marketing purposesi {Douglas and Craig l983 ...