Pub Date : 2017-04-03DOI: 10.1080/1046669X.2017.1346970
N. Herndon
{"title":"The Sharing Economy: Opportunities and Challenges for Marketing Channels and Supply Chains","authors":"N. Herndon","doi":"10.1080/1046669X.2017.1346970","DOIUrl":"https://doi.org/10.1080/1046669X.2017.1346970","url":null,"abstract":"","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2017-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2017.1346970","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44827813","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-04-03DOI: 10.1080/1046669X.2017.1347007
David Swanson, Amanda Atwood, David Calais
Successfully managing distribution is a principal role of management and often considered the greatest way to achieve a competitive advantage. Two primary issues contribute to the importance of dis...
{"title":"Mark Millar. Global Supply Chain Ecosystems: Strategies for Competitive Advantage in a Complex, Connected World. London, England: Kogan Page Limited (2015) pp. 288","authors":"David Swanson, Amanda Atwood, David Calais","doi":"10.1080/1046669X.2017.1347007","DOIUrl":"https://doi.org/10.1080/1046669X.2017.1347007","url":null,"abstract":"Successfully managing distribution is a principal role of management and often considered the greatest way to achieve a competitive advantage. Two primary issues contribute to the importance of dis...","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2017-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2017.1347007","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48349844","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-04-03DOI: 10.1080/1046669X.2017.1346979
Dana E. Harrison, J. Hair
Technology is transforming industries, challenging traditional marketing channels, and providing digital avenues for dynamic growth. The popularity of digital platforms has disrupted traditional distribution channels, increased reach of social networks, and changed the way people interact. This research examines how advanced technology is enabling direct sellers to create and maintain relationships. It investigates the multidimensional aspect of technology use and advances the proposition that it acts as a strategic success factor for customer relationship performance specifically within the peer-guided marketplace of direct selling. Using a survey of 114 direct sellers, findings suggest that, in general, technology use does enhance direct sellers' ability to create and maintain consumer relationships, especially among less-experienced salespeople.
{"title":"The Use of Technology in Direct-Selling Marketing Channels: Digital Avenues for Dynamic Growth","authors":"Dana E. Harrison, J. Hair","doi":"10.1080/1046669X.2017.1346979","DOIUrl":"https://doi.org/10.1080/1046669X.2017.1346979","url":null,"abstract":"Technology is transforming industries, challenging traditional marketing channels, and providing digital avenues for dynamic growth. The popularity of digital platforms has disrupted traditional distribution channels, increased reach of social networks, and changed the way people interact. This research examines how advanced technology is enabling direct sellers to create and maintain relationships. It investigates the multidimensional aspect of technology use and advances the proposition that it acts as a strategic success factor for customer relationship performance specifically within the peer-guided marketplace of direct selling. Using a survey of 114 direct sellers, findings suggest that, in general, technology use does enhance direct sellers' ability to create and maintain consumer relationships, especially among less-experienced salespeople.","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2017-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2017.1346979","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49424812","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-04-03DOI: 10.1080/1046669X.2017.1347003
D. Thorne, Floyd F. Quinn
This article explores three legal and regulatory concerns that primarily affect the supply side of marketing channels in the sharing economy. The sharing economy depends on resources and relationships between and among numerous networks and actors, including government regulators, emerging businesses, service providers, and end users who interact directly with the supply chain. Although providing economic prospects for companies and contractors, the sharing economy presents a variety of challenges for all parties, including the proper classification of the employment relationship; the use of, and access to, private property; and data privacy and security. The nascent state of theory and regulation means that companies and other stakeholders are potentially and unwarily assuming significant risk in the structure and implementation of the supply chain.
{"title":"Supplier Resources in the Sharing Economy: Three Regulatory Concerns","authors":"D. Thorne, Floyd F. Quinn","doi":"10.1080/1046669X.2017.1347003","DOIUrl":"https://doi.org/10.1080/1046669X.2017.1347003","url":null,"abstract":"This article explores three legal and regulatory concerns that primarily affect the supply side of marketing channels in the sharing economy. The sharing economy depends on resources and relationships between and among numerous networks and actors, including government regulators, emerging businesses, service providers, and end users who interact directly with the supply chain. Although providing economic prospects for companies and contractors, the sharing economy presents a variety of challenges for all parties, including the proper classification of the employment relationship; the use of, and access to, private property; and data privacy and security. The nascent state of theory and regulation means that companies and other stakeholders are potentially and unwarily assuming significant risk in the structure and implementation of the supply chain.","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2017-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2017.1347003","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45477569","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-04-03DOI: 10.1080/1046669X.2017.1347006
H. Bellin
This article is different from previous ones because I am writing about something about which I have more practical than professional knowledge. So, any errors in this manuscript are purely mine. O...
{"title":"Some Managerial Thinking About the Sharing Economy","authors":"H. Bellin","doi":"10.1080/1046669X.2017.1347006","DOIUrl":"https://doi.org/10.1080/1046669X.2017.1347006","url":null,"abstract":"This article is different from previous ones because I am writing about something about which I have more practical than professional knowledge. So, any errors in this manuscript are purely mine. O...","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2017-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2017.1347006","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49363493","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-04-03DOI: 10.1080/1046669X.2017.1346981
L. Harding, Mark T Schenkel
Recent research has sought to identify drivers of preference for access-based consumption over ownership. Although much of this research highlights ideological reasons consumers may prefer access options, other empirical work suggests that functional reasons may be stronger drivers. We examine whether functional appeals will always result in more favorable attitudes toward access offerings or if and when ideological appeals will be equally or more persuasive. Building on the satisficing, maximizing, and brand personality literatures, we propose that people are more likely to satisfice in an access marketing channel, becoming more persuaded by appeals that fit with—or meet—minimum expectations given the brand's personality. In contrast, people are more likely to maximize in an ownership marketing channel, becoming more persuaded by appeals that do not fit with—or exceed—minimum expectations given the brand's personality. The results of two experiments with competent, exciting, and sincere brands largely support these hypotheses.
{"title":"Brand Advertising in an Access–Ownership World: How Marketing Channels Impact Message Persuasiveness","authors":"L. Harding, Mark T Schenkel","doi":"10.1080/1046669X.2017.1346981","DOIUrl":"https://doi.org/10.1080/1046669X.2017.1346981","url":null,"abstract":"Recent research has sought to identify drivers of preference for access-based consumption over ownership. Although much of this research highlights ideological reasons consumers may prefer access options, other empirical work suggests that functional reasons may be stronger drivers. We examine whether functional appeals will always result in more favorable attitudes toward access offerings or if and when ideological appeals will be equally or more persuasive. Building on the satisficing, maximizing, and brand personality literatures, we propose that people are more likely to satisfice in an access marketing channel, becoming more persuaded by appeals that fit with—or meet—minimum expectations given the brand's personality. In contrast, people are more likely to maximize in an ownership marketing channel, becoming more persuaded by appeals that do not fit with—or exceed—minimum expectations given the brand's personality. The results of two experiments with competent, exciting, and sincere brands largely support these hypotheses.","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2017-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2017.1346981","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41463487","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-10-01DOI: 10.1080/1046669X.2016.1224305
Lei Song, F. Weisstein, Rolph E. Anderson, Srinivasan Swaminathan, G. Wu, Shanfei Feng, Kang Tan
Prior research has shown that after receiving online services of varying quality, customer expectations are either positively disconfirmed (i.e., services exceed customer expectations) or negatively disconfirmed (i.e., services fall short of customer expectations). The present research examines expectation disconfirmation across national cultures and its subsequent impacts on e-word-of-mouth, e-satisfaction, and e-loyalty. The results show that Chinese customers are more tolerant of e-services that result in negative disconfirmations, although online shoppers from the United States are more likely to be loyal or generate positive e-word-of-mouth when experiencing positive disconfirmations. Suggestions for adjusting multinational e-tailers’ strategies to better serve customers across national cultures are discussed.
{"title":"The Effects of Expectation Disconfirmations on Customer Outcomes in E-Markets: Impact of National Culture","authors":"Lei Song, F. Weisstein, Rolph E. Anderson, Srinivasan Swaminathan, G. Wu, Shanfei Feng, Kang Tan","doi":"10.1080/1046669X.2016.1224305","DOIUrl":"https://doi.org/10.1080/1046669X.2016.1224305","url":null,"abstract":"Prior research has shown that after receiving online services of varying quality, customer expectations are either positively disconfirmed (i.e., services exceed customer expectations) or negatively disconfirmed (i.e., services fall short of customer expectations). The present research examines expectation disconfirmation across national cultures and its subsequent impacts on e-word-of-mouth, e-satisfaction, and e-loyalty. The results show that Chinese customers are more tolerant of e-services that result in negative disconfirmations, although online shoppers from the United States are more likely to be loyal or generate positive e-word-of-mouth when experiencing positive disconfirmations. Suggestions for adjusting multinational e-tailers’ strategies to better serve customers across national cultures are discussed.","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2016-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2016.1224305","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"59843027","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-10-01DOI: 10.1080/1046669X.2016.1224311
H. Bellin
An organization’s overall marketingmix seeks to combine the traditional 4P elements of product, price, promotion, and place (or distribution) so that all elements interactively lead toward consistent product positioning for the target market and a competitive advantage for the marketer. These elements are not always properly present and consistent in contemporary product or service marketing, thus placing the principal at a disadvantage.
{"title":"Branding and Marketing Channel Strategies: Some Effects on Channel Partners","authors":"H. Bellin","doi":"10.1080/1046669X.2016.1224311","DOIUrl":"https://doi.org/10.1080/1046669X.2016.1224311","url":null,"abstract":"An organization’s overall marketingmix seeks to combine the traditional 4P elements of product, price, promotion, and place (or distribution) so that all elements interactively lead toward consistent product positioning for the target market and a competitive advantage for the marketer. These elements are not always properly present and consistent in contemporary product or service marketing, thus placing the principal at a disadvantage.","PeriodicalId":45360,"journal":{"name":"Journal of Marketing Channels","volume":null,"pages":null},"PeriodicalIF":0.7,"publicationDate":"2016-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1046669X.2016.1224311","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"59843221","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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