• A critical review of theories underlying relationship marketing in the context of explaining consumer relationships

      De Wulf, Kristof; Odekerken-Schröder, Gaby (Journal for the Theory of Social Behaviour, 2001)
    • A grounded theory of world wide web search behaviour

      Muylle, Steve; Moenaert, Rudy; Despontin, Marc (Journal of Marketing Communications, 1999)
    • A longitudinal examination of individual, organizational and contextual factors on sales technology adoption and job performance

      Jelinek, Ronald; Ahearne, Michael; Mathieu, John; Schillewaert, Niels (Journal of Marketing. Theory and Practice, 2006)
    • A motivational account of the question-behavior effect

      Van Kerckhove, Anneleen; Geuens, Maggie; Vermeir, Iris (Journal of Consumer Research, 2012)
    • A multinational examination of the symbolic instrumental framework of consumer-brand identification

      Lam, S.K.; Ahearne, Michael; Schillewaert, Niels (Journal of International Business Studies, 2012)
    • A new measure of brand personality

      Geuens, Maggie; Weijters, Bert; De Wulf, Kristof (International Journal of Research in Marketing, 2009)
    • A study of R&D portfolio management among UK organisations

      Szwejczewski, Marek; Mitchell, Rick; Lemke, Fred (International Journal of Management and Decision Making, 2006)
      Portfolio management is a decision process where a company|s list of active new products is constantly updated and revised. In this process, new products are evaluated, selected and prioritised, with resources being allocated accordingly. Portfolio management is considered to be an important activity, but research suggests that it may be one of the weakest areas in a company|s new product development process. While many methods have been proposed, there have been very few studies of their actual usage, especially by UK-based companies. This paper presents research into how seven UK manufacturing companies (from several industrial sectors) managed their portfolios of Research and Development (R&D) projects.
    • A study of the relationships between generation, market orientation, and innovation in family firms

      Beck, Ludo; Janssens, Wim; Debruyne, Marion; Lommelen, Tinne (Family Business Review, 2011)
      This study focuses on market orientation in family-owned firms. Market orientation is influenced by organizational characteristics and is at the same time a key antecedent of innovation. Since the generation in control largely shapes the family firm’s organization, the authors examine the relationships between the generation in control, market orientation, and innovation. Using regression analysis, the study demonstrates that later generations show a lower level of market-oriented behavior, that the positive relationship between market orientation and innovation is maintained in a family firm sample, and that the generation in control influences innovation through its influence on market orientation.
    • A survey on mobile data uses

      Colot, Christian; Linden, Isabelle; Baecke, Philippe (International Journal of Decision Support System Technology, 2016)
      Mobile devices leave an unprecedented volume and variety of digital traces of human beings. In this paper, the authors propose an overview of multiple uses of mobile data published in the scientific literature. The organization of the survey follows a typology built on two criteria: interaction level and focus of analysis. Crossing these two dimensions would suggest 8 research areas. Only 4 of them are actually covered by the collected pieces of work. They are discussed in turn showing off the main characteristics of them. Finally, the discussion of the 4 remaining areas highlights new research areas with a special focus on the possibility to use mobile data to influence individual users towards efficient collective behaviors. To conclude, current and future research avenues suggest that mobile devices and their underlying data are likely to be employed in many domains and may be used not only to observe human life but also to influence it.
    • A wallet full of calories: the effect of financial dissatisfaction on the desire for food energy

      Briers, Barbara; Laporte, Sandra (Journal of Marketing Research, 2013)
      This study shows that people experiencing financial dissatisfaction may choose and consume food for its energy value. Because money and food are closely related, exchangeable resources, financially dissatisfied people may be motivated to replenish their need for financial resources by consuming caloric resources or food energy. Five experiments provide support for this hypothesis across various measures of caloric desire and actual eating behavior. The findings have notable implications for marketing and public policy. Whereas marketing researchers have increasingly investigated the interplay of taste and health considerations in food consumption, this research demonstrates the importance of investigating food energy considerations.
    • Adding exchange to charity: a reference price explanation

      Briers, Barbara; Pandelaere, Mario; Warlop, Luk (Journal of Economic Psychology, 2007)
      Charities often request donations while offering a near-worthless token, like a key chain, in exchange. Little research has examined whether such ‘exchange’ requests are met with higher compliance rates than simply asking people to donate. Our studies suggest that in simple donation settings people may have difficulties in estimating a socially acceptable donation amount and therefore prefer opportunities that provide them with an anchor price. The value of a material good in a donation setting can play this anchoring role and signal a reference price. To the extent that the suggested reference price is low enough, exchange requests lead to more compliance than simple donation requests. However, our results indicate that, when accompanied by specified amounts, simple donation requests result in even better compliance rates than exchange requests.
    • Advancing formative measurement models

      Diamantopoulos, Adamantios; Riefler, Petra; Zeugner - Roth, Katharina (Journal of Business Research, 2008)
    • Advancing the Country Image Construct

      Zeugner - Roth, Katharina; Diamantopoulos, Adamantios (Journal of Business Research, 2009)
      This research note addresses the challenge of how to optimally measure acquiescence response style (ARS) and extreme response style (ERS). This is of crucial importance in assessing results from studies that have tried to identify antecedents of response styles (such as age, education level, national culture). Using survey data from the Netherlands, a comparison is made between the traditional method and a more recently proposed method of measuring ARS and ERS (i.e., the convergent validity across both methods is assessed). The traditional method is based on an ad hoc set of related items. The alternative method uses a set of randomly sampled items to optimize heterogeneity and representativeness of the items. It is found that the traditional method may lead to response style measures that are suboptimal for estimating levels of ARS and ERS as well as relations of ARS and ERS with other variables (like hypothesized antecedents). Recommendations on how to measure response styles are provided.
    • Aligning sales and operations management: An agenda for inquiry

      Rangarajan, Deva; Sharma, Arun; Paesbrugghe, Bert; Boute, Robert (Journal of Personal Selling & Sales Management, 2018)
      There is a rapid growth in solution selling in practice and a commensurate increase in research in this area. The focus of this sales strategy is on providing solutions to customer problems that typically entails combining products and services from the provider firm as well as other firms. The fulfilment of these solutions requires operations management support. In spite of the need for closer collaboration between sales and operations management, more research is needed on the interface of these two functions. In order to deepen our understanding of the interface of sales and operations management, we undertook qualitative research and conducted in-depth interviews of senior executives in global firms to determine the need for sales and operations management cooperation. We followed the qualitative research with a review of extant research on the interface of sales and operations management. Finally, we conducted a survey of academic researchers to identify areas and themes of future research in this area. We summarize the implications of our findings for future research.
    • An empirical analysis of e-service implementation: antecedents and the resulting value creation

      Rapp, Adam; Rapp, Tammy; Schillewaert, Niels (Journal of Services Marketing, 2008)
    • An empirical study of electronic reverse auction project outcomes

      Standaert, Willem; Muylle, Steve; Amelinckx, Isabelle (Electronic Commerce Research & Applications, 2015)
      We extend the conceptual model developed by Amelinckx et al. (2008) by relating electronic reverse auction (ERA) project outcomes to ERA project satisfaction. We formulate hypotheses about the relationships among organizational and project antecedents, a set of financial, operational, and strategic ERA project outcomes, and ERA project satisfaction. We empirically test the extended model with a sample of 180 buying professionals from ERA project teams at large global companies. Our results show that operational and strategic outcomes are positively related to ERA project satisfaction, while price savings are not. We also find positive relationships between financial outcomes and project team expertise, operational outcomes and organizational commitment, cross-functional project team composition, and procedural fairness, and strategic outcomes and top management support, organizational commitment, and procedural fairness.
    • An empirical study of the effectiveness of telepresence as a business meeting mode

      Standaert, Willem; Muylle, Steve; Basu, Amit (Information Technology and Management, 2016)
      Telepresence is a technology that has emerged as a promising mode for conducting business meetings with distributed participants, since it enables an immersive lifelike experience. However, telepresence meetings are substantially more expensive than audio- and video-conferencing meetings. This paper examines the justification of using telepresence for meetings. Based on an extensive literature review, two research questions about the effectiveness of telepresence for achieving meeting objectives are formulated. These are then addressed in an empirical study consisting of two phases, conducted in a large multinational corporation in which telepresence is widely used. In Phase 1, a list of meeting objectives is compiled. In Phase 2, the effectiveness of telepresence is analyzed relative to audio-conferencing, video-conferencing, and face-to-face for these objectives, based on input from 392 meeting organizers. The results of the analysis indicate that although the effectiveness of telepresence is higher than the effectiveness of audio- and video-conferencing for several meeting objectives, it is not significantly different from the effectiveness of face-to-face for any objective.
    • An exploratory study of ‘close’ supplier–manufacturer relationships

      Goffin, Keith; Lemke, Fred; Szwejczewski, Marek (Journal of Operations Management, 2006)
      Close relationships with selected suppliers can enable manufacturers to reduce costs, improve quality and enhance new product development. Although the advantages of close co-operation are widely acknowledged in the literature, the specific attributes of such relationships are not well understood. To address this gap, 39 managers responsible for purchasing were interviewed using a technique from psychology, which is particularly effective at uncovering the characteristics of relationships. This approach is innovative in the context of supplier management research and gave insights into how manufacturers expect more from their suppliers than just reliable deliveries of high-quality, well-priced parts and components. The results of the empirical research enhance our knowledge of the attributes of manufacturer–supplier relationships and also indicate how manufacturers can establish close relationships with selected suppliers. Overall, the study has established the viability of a new approach for understanding the complex topic of manufacturer–supplier partnerships.