Fundamentals of Business Marketing Education, 2020
... a procedure for designing effective relationship marketing strat-egies; and • the critical de... more ... a procedure for designing effective relationship marketing strat-egies; and • the critical determinants of success in managing strategic alli-ances. ... resources all flow through the entire value creation process in an effective and efficient manner (Cooper, Lambert, and Pagh 1997). ...
Advances in Business Marketing and Purchasing, 2014
Building Relationships for Survival: Coping Media Industry Dynamics. The Parable of a Little Rese... more Building Relationships for Survival: Coping Media Industry Dynamics. The Parable of a Little Research: Making Money from an Internet Trading Portal. Barriers to Innovation Diffusion in Industrial Networks: A Systematic Combining Approach. Using Discourse Analysis in Case Study Research in Business-to-Business Contexts. Ethnographic Research in Service Marketing: Theory, Methods, and Practice. B2B Interactions at Trade Fairs and Relationship Quality: A Conceptual Approach. Implementing Strategic Changes to Generate Sustainable Competitive Advantage. Making Sense of Marketing Decision Systems through Pictorial Representation: Decision System Analysis. New B2B Methods, Techniques and Technologies for Capturing Insights of Major Account Managers: Developing B2B Communities for Energy Supply. Factors Driving Manufacturing Flexibility: The Taiwanese Case. Using Case-Based Research for Agent-Based Modelling. Deal-Making Negotiations by Governments and Major Product Suppliers: A Case Study of the U.S. Department of Defense and Airbus versus Boeing. A Primer to the General Theory of Behavioral Strategies in Business-to-Business Marketing. Preface. List of Contributors. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Advances in business marketing and purchasing. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Copyright page. Building Relationships for Survival: Coping Media Industry Dynamics. The Parable of a Little Research: Making Money from an Internet Trading Portal. Barriers to Innovation Diffusion in Industrial Networks: A Systematic Combining Approach. Using Discourse Analysis in Case Study Research in Business-to-Business Contexts. Ethnographic Research in Service Marketing: Theory, Methods, and Practice. B2B Interactions at Trade Fairs and Relationship Quality: A Conceptual Approach. Implementing Strategic Changes to Generate Sustainable Competitive Advantage. Making Sense of Marketing Decision Systems through Pictorial Representation: Decision System Analysis. New B2B Methods, Techniques and Technologies for Capturing Insights of Major Account Managers: Developing B2B Communities for Energy Supply. Factors Driving Manufacturing Flexibility: The Taiwanese Case. Using Case-Based Research for Agent-Based Modelling. Deal-Making Negotiations by Governments and Major Product Suppliers: A Case Study of the U.S. Department of Defense and Airbus versus Boeing. A Primer to the General Theory of Behavioral Strategies in Business-to-Business Marketing. Preface. List of Contributors. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Advances in Business Marketing & Purchasing. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Copyright page.
Advances in Business Marketing and Purchasing, 2013
The common thread of the five papers in this volume is that making sense and achieving deep knowl... more The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high
International Journal of Pharmaceutical and Healthcare Marketing, 2016
Purpose The purpose of this research is to develop a taxonomy of the impact of sales process regu... more Purpose The purpose of this research is to develop a taxonomy of the impact of sales process regulations, guidance statements and laws (henceforth, referred to as “regulations”) on sales behaviours within the pharmaceutical industry, particularly as it relates to those within the USA. Design/methodology/approach Given the large number of regulations, guidance statements and laws and sales behaviours that comprise the domain of this study, this research uses a “multicenter, parallel-arm clinical trial data gathering method”. This approach aggregated or “stacked” the responses from three individual questionnaires; 7,493 total observations generated by 381 respondents were analyzed. Findings The analysis produced a six-cluster solution of regulations, guidance statements and laws indicating distinct taxonomic structures of items that affect selling activities. Research limitations/implications The research was conducted with a single firm in the USA. Therefore, results may not be appli...
The author, head of a supply chain research firm, Supply Chain Insights, has over 35 years’ exper... more The author, head of a supply chain research firm, Supply Chain Insights, has over 35 years’ experience in the practice of supply chain management. The book, based on research done by her firm, prov...
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2015
A fundamental objective of marketing principles textbooks is to disseminate the language of the d... more A fundamental objective of marketing principles textbooks is to disseminate the language of the discipline. This paper reports on a content analysis of 15 typical uncfaer-graduate principles of marketing books to ascertain what terms and concepts constitute the lexicon of marketing. The results are revealing as it is patent that there is little consensus as to a common language of this academic specialty, at least from the perspective of undergraduate principles of marketing textbooks. The authors go on to suggest one possible list of standardized marketing terms, primarily to hasten the dialogue that is perceived as necessary, if the field is to more rapidly develop a consensus on its lexicon.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2015
Several purported normative models of industrial market segmentation have been developed. Interna... more Several purported normative models of industrial market segmentation have been developed. International market segmentation has been approached in terms of clustering eligible countries, but has not specifically addressed the problems of industrial marketers. This paper not only suggests a conceptualization incorporating the problem of international scale marketing, but conceptualizes the process from a different perspective, that of a user needs/strategic planning interface.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014
Process mapping is a procedure that involves tracing and describing a particular process of inter... more Process mapping is a procedure that involves tracing and describing a particular process of interest to the user. The actual process mapping activity can look at communication flows, physical movement, flow of work activities or any number of sets of sequences in some continuous activity. The general purpose of such an activity is to determine where and how the process under scrutiny can either be improved or, perhaps, totally “reengineered.” The particular skills are very useful to marketing practitioners and hence marketing students. This paper discusses the application of process mapping as an experiential learning exercise for graduate students in a marketing management class setting. How the method has been used, including a complete discussion of a specific project dealing with an attempt to optimize the sales call process of the trust division of a bank, is the primary focus of the work.
In real estate, as well as other sales-related jobs, creating strong partnerships between buyers ... more In real estate, as well as other sales-related jobs, creating strong partnerships between buyers and sellers is one of the keys to business success. Understanding the types of behaviors that help foster this partnership is of great importance to salespeople who want to build lasting relationships. By developing strong loyalty among their customers, salespeople create a competitive advantage because these long-term relationships help drive repeat sales as well as provide references and word-of-mouth that help to attract new customers. Developing Relationship Loyalty Relationship loyalty can be defined as the client's perception that it is in their best interest to continue buying from the supplier (Plank et al. 2006). In essence, if customers perceive that value is inherent in the products and services provided, as well as in the relationship between buyer and seller, the buyer is more likely to remain loyal to that supplier. According to Newell and his colleagues (2011), there are at least three major salesperson attributes and behaviors that significantly affect loyalty: perceptions of trust, personal relationship behaviors, and consultative behaviors.
TABLE 1 ITEMS FOR MBE AND OBE SCALES MULTIDIMENSIONAL BRAND EQUITY (MBE): Perceived quality X is ... more TABLE 1 ITEMS FOR MBE AND OBE SCALES MULTIDIMENSIONAL BRAND EQUITY (MBE): Perceived quality X is of high quality*. The likely quality of X is extremely high. The likelihood that X would be functional is very high. The likelihood that X is reliable is very high*. X ...
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2015
The CETSCALE, a 17-item measure of ethnocentrism, was subjected to a validation test in the Armen... more The CETSCALE, a 17-item measure of ethnocentrism, was subjected to a validation test in the Armenian language using a 276 respondent data set collected in Soviet Armenia. Confirmatory factor analysis indicated that the 17-item single factor model found by Shimp and Sharma (1987) does not fit the Soviet Armenian sample response pattern. However, a revised two factor model consisting of five and four items, respectively, discriminates adequately and is conceptually useful in this particular situation.
Journal of Personal Selling & Sales Management, 2018
This article analyzes empirical research in which the sales manager is the unit of analysis to de... more This article analyzes empirical research in which the sales manager is the unit of analysis to determine what knowledge has been generated by sales scholars about sales managers and sales management practice. It examines what we have learned from sales managers about their jobs and themselves with particular emphasis on the managerial relevance of the work. While the sales literature is vast and despite the importance of sales managers being widely recognized and accepted, an extensive search of the sales literature identified only 163 articles in which the sales manager was the focus of empirical research about what they do. To help better understand what has been discovered, these articles are examined and categorized according to the main focus of each article's research. The results show that with respect to sales managers, our knowledge is limited and substantial opportunities exist for additional research to expand our understanding of the nature, roles, and impact of sales managers as well as providing usable advice for the practice of sales management.
Universities have obligations to fulfill the needs of two customers –students and industry. Stude... more Universities have obligations to fulfill the needs of two customers –students and industry. Students must be intellectually prepared to meet the challenges of a highly competitive global environment. One approach in meeting this challenge is to focus on `Service Quality.' The purpose of this paper is to review the relevant research literature and theorize several propositions about SERVQUAL in the
... Search this journal. Advanced Journal Search ». Compu-Grid: A Windows-Based Software Program ... more ... Search this journal. Advanced Journal Search ». Compu-Grid: A Windows-Based Software Program for Repertory Grid Analysis. Dennis A. Baldwin: Nova Southeastern University. Joel N. Greene: Hofstra University. Richard E. Plank: Western Michigan University. George E. Branch ...
... It also provides interesting information for managers in business-to-business marketing.&... more ... It also provides interesting information for managers in business-to-business marketing." Christian Homburg, PhD Professor of Marketing ... David A.(David Alan) II ... Business Strategies and Relationships: A Commentary on Reid and Plank's Review 243 Arch G. Woodside The Main ...
Fundamentals of Business Marketing Education, 2020
... a procedure for designing effective relationship marketing strat-egies; and • the critical de... more ... a procedure for designing effective relationship marketing strat-egies; and • the critical determinants of success in managing strategic alli-ances. ... resources all flow through the entire value creation process in an effective and efficient manner (Cooper, Lambert, and Pagh 1997). ...
Advances in Business Marketing and Purchasing, 2014
Building Relationships for Survival: Coping Media Industry Dynamics. The Parable of a Little Rese... more Building Relationships for Survival: Coping Media Industry Dynamics. The Parable of a Little Research: Making Money from an Internet Trading Portal. Barriers to Innovation Diffusion in Industrial Networks: A Systematic Combining Approach. Using Discourse Analysis in Case Study Research in Business-to-Business Contexts. Ethnographic Research in Service Marketing: Theory, Methods, and Practice. B2B Interactions at Trade Fairs and Relationship Quality: A Conceptual Approach. Implementing Strategic Changes to Generate Sustainable Competitive Advantage. Making Sense of Marketing Decision Systems through Pictorial Representation: Decision System Analysis. New B2B Methods, Techniques and Technologies for Capturing Insights of Major Account Managers: Developing B2B Communities for Energy Supply. Factors Driving Manufacturing Flexibility: The Taiwanese Case. Using Case-Based Research for Agent-Based Modelling. Deal-Making Negotiations by Governments and Major Product Suppliers: A Case Study of the U.S. Department of Defense and Airbus versus Boeing. A Primer to the General Theory of Behavioral Strategies in Business-to-Business Marketing. Preface. List of Contributors. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Advances in business marketing and purchasing. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Copyright page. Building Relationships for Survival: Coping Media Industry Dynamics. The Parable of a Little Research: Making Money from an Internet Trading Portal. Barriers to Innovation Diffusion in Industrial Networks: A Systematic Combining Approach. Using Discourse Analysis in Case Study Research in Business-to-Business Contexts. Ethnographic Research in Service Marketing: Theory, Methods, and Practice. B2B Interactions at Trade Fairs and Relationship Quality: A Conceptual Approach. Implementing Strategic Changes to Generate Sustainable Competitive Advantage. Making Sense of Marketing Decision Systems through Pictorial Representation: Decision System Analysis. New B2B Methods, Techniques and Technologies for Capturing Insights of Major Account Managers: Developing B2B Communities for Energy Supply. Factors Driving Manufacturing Flexibility: The Taiwanese Case. Using Case-Based Research for Agent-Based Modelling. Deal-Making Negotiations by Governments and Major Product Suppliers: A Case Study of the U.S. Department of Defense and Airbus versus Boeing. A Primer to the General Theory of Behavioral Strategies in Business-to-Business Marketing. Preface. List of Contributors. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Advances in Business Marketing & Purchasing. Field Guide to Case Study Research in Business-to-Business Marketing and Purchasing. Copyright page.
Advances in Business Marketing and Purchasing, 2013
The common thread of the five papers in this volume is that making sense and achieving deep knowl... more The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high
International Journal of Pharmaceutical and Healthcare Marketing, 2016
Purpose The purpose of this research is to develop a taxonomy of the impact of sales process regu... more Purpose The purpose of this research is to develop a taxonomy of the impact of sales process regulations, guidance statements and laws (henceforth, referred to as “regulations”) on sales behaviours within the pharmaceutical industry, particularly as it relates to those within the USA. Design/methodology/approach Given the large number of regulations, guidance statements and laws and sales behaviours that comprise the domain of this study, this research uses a “multicenter, parallel-arm clinical trial data gathering method”. This approach aggregated or “stacked” the responses from three individual questionnaires; 7,493 total observations generated by 381 respondents were analyzed. Findings The analysis produced a six-cluster solution of regulations, guidance statements and laws indicating distinct taxonomic structures of items that affect selling activities. Research limitations/implications The research was conducted with a single firm in the USA. Therefore, results may not be appli...
The author, head of a supply chain research firm, Supply Chain Insights, has over 35 years’ exper... more The author, head of a supply chain research firm, Supply Chain Insights, has over 35 years’ experience in the practice of supply chain management. The book, based on research done by her firm, prov...
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2015
A fundamental objective of marketing principles textbooks is to disseminate the language of the d... more A fundamental objective of marketing principles textbooks is to disseminate the language of the discipline. This paper reports on a content analysis of 15 typical uncfaer-graduate principles of marketing books to ascertain what terms and concepts constitute the lexicon of marketing. The results are revealing as it is patent that there is little consensus as to a common language of this academic specialty, at least from the perspective of undergraduate principles of marketing textbooks. The authors go on to suggest one possible list of standardized marketing terms, primarily to hasten the dialogue that is perceived as necessary, if the field is to more rapidly develop a consensus on its lexicon.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2015
Several purported normative models of industrial market segmentation have been developed. Interna... more Several purported normative models of industrial market segmentation have been developed. International market segmentation has been approached in terms of clustering eligible countries, but has not specifically addressed the problems of industrial marketers. This paper not only suggests a conceptualization incorporating the problem of international scale marketing, but conceptualizes the process from a different perspective, that of a user needs/strategic planning interface.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014
Process mapping is a procedure that involves tracing and describing a particular process of inter... more Process mapping is a procedure that involves tracing and describing a particular process of interest to the user. The actual process mapping activity can look at communication flows, physical movement, flow of work activities or any number of sets of sequences in some continuous activity. The general purpose of such an activity is to determine where and how the process under scrutiny can either be improved or, perhaps, totally “reengineered.” The particular skills are very useful to marketing practitioners and hence marketing students. This paper discusses the application of process mapping as an experiential learning exercise for graduate students in a marketing management class setting. How the method has been used, including a complete discussion of a specific project dealing with an attempt to optimize the sales call process of the trust division of a bank, is the primary focus of the work.
In real estate, as well as other sales-related jobs, creating strong partnerships between buyers ... more In real estate, as well as other sales-related jobs, creating strong partnerships between buyers and sellers is one of the keys to business success. Understanding the types of behaviors that help foster this partnership is of great importance to salespeople who want to build lasting relationships. By developing strong loyalty among their customers, salespeople create a competitive advantage because these long-term relationships help drive repeat sales as well as provide references and word-of-mouth that help to attract new customers. Developing Relationship Loyalty Relationship loyalty can be defined as the client's perception that it is in their best interest to continue buying from the supplier (Plank et al. 2006). In essence, if customers perceive that value is inherent in the products and services provided, as well as in the relationship between buyer and seller, the buyer is more likely to remain loyal to that supplier. According to Newell and his colleagues (2011), there are at least three major salesperson attributes and behaviors that significantly affect loyalty: perceptions of trust, personal relationship behaviors, and consultative behaviors.
TABLE 1 ITEMS FOR MBE AND OBE SCALES MULTIDIMENSIONAL BRAND EQUITY (MBE): Perceived quality X is ... more TABLE 1 ITEMS FOR MBE AND OBE SCALES MULTIDIMENSIONAL BRAND EQUITY (MBE): Perceived quality X is of high quality*. The likely quality of X is extremely high. The likelihood that X would be functional is very high. The likelihood that X is reliable is very high*. X ...
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2015
The CETSCALE, a 17-item measure of ethnocentrism, was subjected to a validation test in the Armen... more The CETSCALE, a 17-item measure of ethnocentrism, was subjected to a validation test in the Armenian language using a 276 respondent data set collected in Soviet Armenia. Confirmatory factor analysis indicated that the 17-item single factor model found by Shimp and Sharma (1987) does not fit the Soviet Armenian sample response pattern. However, a revised two factor model consisting of five and four items, respectively, discriminates adequately and is conceptually useful in this particular situation.
Journal of Personal Selling & Sales Management, 2018
This article analyzes empirical research in which the sales manager is the unit of analysis to de... more This article analyzes empirical research in which the sales manager is the unit of analysis to determine what knowledge has been generated by sales scholars about sales managers and sales management practice. It examines what we have learned from sales managers about their jobs and themselves with particular emphasis on the managerial relevance of the work. While the sales literature is vast and despite the importance of sales managers being widely recognized and accepted, an extensive search of the sales literature identified only 163 articles in which the sales manager was the focus of empirical research about what they do. To help better understand what has been discovered, these articles are examined and categorized according to the main focus of each article's research. The results show that with respect to sales managers, our knowledge is limited and substantial opportunities exist for additional research to expand our understanding of the nature, roles, and impact of sales managers as well as providing usable advice for the practice of sales management.
Universities have obligations to fulfill the needs of two customers –students and industry. Stude... more Universities have obligations to fulfill the needs of two customers –students and industry. Students must be intellectually prepared to meet the challenges of a highly competitive global environment. One approach in meeting this challenge is to focus on `Service Quality.' The purpose of this paper is to review the relevant research literature and theorize several propositions about SERVQUAL in the
... Search this journal. Advanced Journal Search ». Compu-Grid: A Windows-Based Software Program ... more ... Search this journal. Advanced Journal Search ». Compu-Grid: A Windows-Based Software Program for Repertory Grid Analysis. Dennis A. Baldwin: Nova Southeastern University. Joel N. Greene: Hofstra University. Richard E. Plank: Western Michigan University. George E. Branch ...
... It also provides interesting information for managers in business-to-business marketing.&... more ... It also provides interesting information for managers in business-to-business marketing." Christian Homburg, PhD Professor of Marketing ... David A.(David Alan) II ... Business Strategies and Relationships: A Commentary on Reid and Plank's Review 243 Arch G. Woodside The Main ...
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