Table Of Content

JOURNAL OF BUSINESS RESEARCH VOLUME 56 Contents The antecedents and performance consequences of relationalism in export distribution channels Daniel C. Bello, Cristian Chelariu and Li Zhang 17 Exploring the relationships between shopping trip type, purchases of products on promotion, and shopping basket profit Rockney G. Walters and Magbul Jamil 31 Strategic configurations in health services organizations Terrie C. Reeves, W.J ack Duncan and Peter M. Ginter 45 Export sales forecasting by UK firms: Technique utilization and impact on forecast accuracy Adamantios Diamantopoulos and Heidi Winklhofer 55 Nature of corporate responsibilities: Perspectives from American, French, and German consumers Isabelle Maignan and O.C. Ferrell 69 Discovery and communication of important marketing findings: Evidence and proposals J. Scott Armstrong 85 Qualifying the importance of findings John R. Rossiter 89 Finding important findings Donald R. Lehmann 9] The value of surprising findings for research on marketing J. Scott Armstrong SPECIAL ISSUE: THE DYNAMICS OF STRATEGY 93 Special issue on the dynamics of strategy Paul A. Phillips Intangible resources and strategic orientation of companies: An analysis in the Spanish context Carmen Camelo-Ordaz, Fernando Martin-Alcazar and Ramon Valle-Cabrera Strategies in a dynamic marketplace: A case study in the airline industry Peter Kangis and M. Dolores O'Reilly Determinants of business success under “hypocapitalism”: Case studies of Russian firms and their strategies Jeffrey G. Hunter Strategy, practice, and the dynamics of power Keith S. Horton Optimising strategic information system development Charles E.R. Wainwright, Katherine A. Reynolds and Lisa J. Argument Systems modelling, simulation, and the dynamics of strategy Alan Fowler Managing knowledge associated with innovation Richard Hall and Pierpaolo Andriani Evolutionary concepts and business economics: Towards a normative approach John H. Powell and Timothy M. Wakeley Business performance and dimensions of strategic orientation Robert E. Morgan and Carolyn A. Strong Strengthening outcomes of retailer—consumer relationships: The dual impact of relationship marketing tactics and consumer personality Gaby Odekerken-Schréder, Kristof De Wulf and Patrick Schumacher Industry and firm level interaction: Implications for profitability Bo Eriksen and Thorbjoern Knudsen The effects of customer service, branding, and price on the perceived value of local telephone service Roy W. Ralston The influence of the image of a product’ region of origin on product evaluation Koert van Ittersum, Math J.J.M. Candel and Matthew T.G. Meulenberg Market orientation and business performance in a Chinese business environment Alan C.B. Tse, Leo Y.M. Sin, Oliver H.M. Yau, Jenny S.Y. Lee and Raymond Chow Erratum to “Effects of leadership on organizational performance in Russian companies” |J. Bus. Res. 55(6) (2002) 467-480] Detelin S. Elenkov SPECIAL ISSUE: BUYER-SELLER RELATIONSHIPS 243 At the interface: The nature of buyer-—seller interactions and relationships Michael R. Williams and Jill S. Attaway 247 Hiring for success at the buyer-—seller interface Greg W. Marshall, Daniel J. Goebel and William C. Moncrief 257 Factors associated with customer willingness to refer leads to salespeople Julie T. Johnson, Hiram C. Barksdale Jr. and James S. Boles 265 A perspective of partnerships based on interdependence and dialectical theory John H. Bantham, Kevin G. Celuch and Chickery J. Kasouf 275 The moderating effect of selling situation on the adaptive selling strategy—selling effectiveness relationship Stephen S. Porter, Joshua L. Wiener and Gary L. Frankwick 283 An empirical investigation of the effects of downsizing on buyer-seller relationships Jeffrey E. Lewin 295 Buyer—seller relationships and selling effectiveness: The moderating influence of buyer expertise and product competitive position Judy A. Wagner, Noreen M. Klein and Janet E. Keith 303 The “top-of-the-line” influence on the buyer-—selling relationship Casey L. Donoho 311 Preliminary evidence on the composition of relational exchange and its outcomes: The distributor perspective Judy A. Siguaw, Thomas L. Baker and Penny M. Simpson 323 Firm market orientation and salesperson customer orientation: Interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-—seller relationships Eli Jones, Paul Busch and Peter Dacin 341 A content analysis of outcomes and responsibilities for consumer complaints to third-party organizations Debbie Thorne McAlister and Robert C. Erffmeyer SPECIAL ISSUE: THE BEHAVIORAL ASPECTS OF PRICING 353 Introduction to special issue: The behavioral aspects of pricing Hooman Estelami and Sarah Maxwell 355 Using invoice price information to frame advertised offers William O. Bearden, Jay P Carlson and David M. Hardesty 367 Unit price usage knowledge: Conceptualization and empirical assessment Kenneth C. Manning, David E. Sprott and Anthony D. Miyazaki 379 The impact of the Internet and consumer motivation on evaluation of prices Rajneesh Suri, Mary Long and Kent B. Monroe 391 The Internet and the price—value—loyalty chain Dhruv Grewal, Gopalkrishnan R. Iyer, R. Krishnan and Arun Sharma 399 The wrath of the fairness-primed negotiator when the reciprocity norm is violated Sarah Maxwell, Pete Nye and Nicholas Maxwell 411 Sources, characteristics, and dynamics of postpurchase price complaints Hooman Estelami 421 The effects of music, wait-length evaluation, and mood on a low-cost wait experience Michaelle Ann Cameron, Julie Baker, Mark Peterson and Karin Braunsberger Sequential brand extensions and brand choice behavior Vanitha Swaminathan The influence of flexibility in buyer—seller relationships on the productivity of knowledge Greg Young, Harry Sapienza and David Baumer Who is the fairest of them all? An attributional approach to price fairness perceptions Rajiv Vaidyanathan and Praveen Aggarwal Can socio-demographics still play a role in profiling green consumers? A review of the evidence and an empirical investigation Adamantios Diamantopoulos, Bodo B. Schlegelmilch, Rudolf R. Sinkovics and Greg M. Bohlen Market-oriented organizations in an emerging economy: A study of missing links Sandra S. Liu, Xueming Luo and Yi-Zheng Shi Strategic resource commitment of high-technology firms: An international comparison James P Neelankavil and VT. Alaganar SPECIAL ISSUE: RETAILING RESEARCH 503 Advances in consumer decision processes in retail environments: Introduction to the Special Issue on Retailing Research Jean-Charles Chebat and Robert A. Robicheaux The product-specific nature of impulse buying tendency Michael A. Jones, Kristy E. Reynolds, Seungoog Weun and Sharon E. Beatty A model of consumer response to two retail sales promotion techniques Michel Laroche, Frank Pons, Nadia Zgolli, Marie-Cécile Cervellon and Chankon Kim Salespeople’s affect toward customers: Why should it be important for retailers? Arun Sharma and Michael Levy Impact of ambient odors on mall shoppers’ emotions, cognition, and spending: A test of competitive causal theories Jean-Charles Chebat and Richard Michon Color and shopping intentions: The intervening effect of price fairness and perceived affect Barry J. Babin, David M. Hardesty and Tracy A. Suter Negative affect: The dark side of retailing Sarah Maxwell and Arthur Kover Applicant reactions to the employment interview: A look at demographic similarity and social identity theory Caren B. Goldberg Core-related acquisitions, multiple bidders and tender offer premiums David J. Flanagan and K.C. O’Shaughnessy The integration and testing of the Janus-Headed Model within marketing Connie Rae Bateman, John Paul Fraedrich and Rajesh Iyer Organizational citizenship behaviors and service quality as external effectiveness of contact employees Mahn Hee Yoon and Jaebeom Suh Advertising standardization in multinational corporations: The subsidiary perspective Saeed Samiee, Insik Jeong, Jae Hyeon Pae and Susan Tai Evaluating the profitability and marketability efficiency of large banks: An application of data envelopment analysis Xueming Luo 637 The shielding effects of brand image against lower quality countries-of-origin in global manufacturing Myung-Soo Jo, Kent Nakamoto and James E. Nelson 647 Effects of hospital mergers and acquisitions on prices Ranjani A. Krishnan and Hema Krishnan 657 Green and competitive: Influences on environmental new product development performance Devashish Pujari, Gillian Wright and Ken Peattie 673 The impact of multiple measures of leader experience on leader effectiveness: New insights for leader selection Derek R. Avery, Scott Tonidandel, Kristin H. Griffith and Miguel A. Quinones 681 Adoption and implementation of technological innovations within long-term relationships Angela Hausman and James R. Stock 687 Book Review: Brand New: How Entrepreneurs Earned Consumers’ Trust from Wedgwood to Dell Charles Noble 688 Book Review: Marketing Scales Handbook—Volume 3 Stephanie Noble SPECIAL ISSUE: INTERORGANIZATIONAL RELATIONSHIPS AND NETWORKS 691 Interorganizational relationships and networks: An overview Thomas Ritter and Hans Georg Gemtinden 699 Norms and power in marketing relationships: Alternative theories and empirical evidence Pierre Berthon, Leyland F Pitt, Michael T. Ewing and Gunnar Bakkeland 711 Using customer relationships to acquire technological innovation: A value-chain analysis of supplier contracts with scientific research institutions Markus Nordberg, Alexandra Campbell and Alain Verbeke 721 Relationship-specific factors influencing supplier involvement in customer new product development Achim Walter 735 The relationship between internal and external cooperation: Literature review and propositions Bas Hillebrand and Wim G. Biemans 745 Network competence: Its impact on innovation success and its antecedents Thomas Ritter and Hans Georg Gemtinden 757 The development of interfirm partnering competence: Platforms for learning, learning activities, and consequences of learning Jean L. Johnson and Ravipreet S. Sohi 767 Social networks and the adverse selection problem in agency relationships Robert Dahlstrom and Rhea Ingram SPECIAL ISSUE: FOREIGN DIRECT INVESTMENT 777 Research on foreign direct investment: Introduction to the special issue Doren D. Chadee and Elizabeth L. Rose 779 Foreign investment policies and capital flows in Canada: A sectoral analysis Daniel Shapiro and Steven Globerman 791 Form of investment by Nordic firms in world markets Jorma Larimo The dominant strategic positioning of foreign MNCs: A typological approach and the experience of Israeli industries Dovev Lavie and Avi Fiegenbaum Determinants and performance impact of asymmetric governance structures in international joint ventures: An empirical investigation Ji-Ren Lee, Wei-Ru Chen and Charng Kao The inflow of foreign direct investment to China: The impact of country-specific factors Yigang Pan FDI location at the subnational level: A study of EJVs in China Doren D. Chadee, Feng Qiu and Elizabeth L. Rose Industry evolution and internationalization processes of firms form a newly industrialized economy Ho-Fuk Lau Evolution of FDI in the United States in the context of trade liberalization and regionalization PeterJ . Buckley, Jeremy Clegg, Nicolas Forsans and Kevin T. Reilly SPECIAL ISSUE: STRATEGY IN E-MARKETING 859 Introduction to the special edition on strategy in e-marketing Donald N. Thompson 861 AOL Time Warner, Terra Lycos, Vivendi, and the transformation of marketing Donald N. Thompson 867 Consumer patronage and risk perceptions in Internet shopping Sandra M. Forsythe and Bo Shi 877 E-retailing versus physical retailing: A theoretical model and empirical test of consumer choice Khai Sheang Lee and Soo Jiuan Tan An analysis of the factors affecting the adoption of the Internet in the UK retail sector Neil Doherty, Fiona Ellis-Chadwick and Cathy Hart The influence of technology anxiety on consumer use and experiences with self-service technologies Matthew L. Meuter, Amy L. Ostrom, Mary Jo Bitner and Robert Roundtree The Internet as information minefield: An analysis of the source and content of brand information yielded by net searches James C. Ward and Amy L. Ostrom Consumer need for tactile input: An internet retailing challenge Alka Varma Citrin, Donald E. Stem, Eric R. Spangenberg and MichaelJ . Clark Strategic channel activity preannouncements: An exploratory investigation of antecedent effects Kim Schatzel, Cornelia Droge and Roger Calantone Organizational and individual learning in the sales force: An agenda for sales research Lawrence B. Chonko, Alan J. Dubinsky, Eli Jones and James A. Roberts Price-tier competition: Distinguishing between intertier competition and intratier competition K. Sivakumar Modeling uncertainty in buyer—seller cooperation Kent Eriksson and D. Deo Sharma 971 An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople Thomas G. Brashear, Elzbieta Lepkowska-White and Cristian Chelariu 979 Cohort segmentation: An exploration of its validity Stephanie M. Noble and Charles D. Schewe 989 The influence of organizational variables on the transferability of management practices: An examination of traditional and learning manufacturing environments in Mexico Carolina Gomez and Annette L. Ranft 999 The neglect of intracountry cultural variation in international management research Tomasz Lenartowicz, James P Johnson and Carolyn T. White 1009 Gender diversity in management and firm performance: The influence of growth orientation and organizational culture Sean Dwyer, Orlando C. Richard and Ken Chadwick 1021 Organizational commitment and performance among guest workers and citizens of an Arab country Jason D. Shaw, John E. Delery and Mohamed H.A. Abdulla 1031 Trust in international joint venture relationships Margreet F Boersma, Peter J. Buckley and Pervez N. Ghauri 1043 Corporate disclosure quality, earnings smoothing, and earnings’ timeliness Kenneth W. Shaw