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MKTG: Marketing Manager Behavior (Topic)

19,867 Total downloads

Viewing: 1 - 50 of 63 papers

1.

Valuing Customers

Journal of Marketing Research, pp. 7-18, February 2004, HBS Marketing Research Paper No. 03-08
Number of pages: 13 Posted: 13 Nov 2003 Last Revised: 27 Jul 2011
Accepted Paper Series
Harvard Business School, Columbia Business School - Marketing and Novartis International
Downloads 5,146
2.

Estimating Demand for Mobile Applications in the New Economy

Management Science, Forthcoming
Number of pages: 37 Posted: 12 Jan 2014 Last Revised: 23 Aug 2014
Accepted Paper Series
New York University (NYU) - Leonard N. Stern School of Business and Arizona State University, W.P.Carey School of Business
Downloads 2,402
3.

Brand Attachment and Brand Attitude Strength: Conceptual and Empirical Differentiation of Two Critical Brand Equity Drivers

Journal of Marketing, Forthcoming, Marshall School of Business Working Paper No. MKT 16-10
Number of pages: 52 Posted: 14 May 2010 Last Revised: 20 Nov 2012
Accepted Paper Series
University of Southern California - Marshall School of Business, University of Southern California - Marketing Department, University of Southern California - Marshall School of Business, Imperial College London and Vanderbilt University - Marketing
Downloads 2,043
4.

Impact of Service Quality on Customer Satisfaction: Evidences from the Restaurant Industry in Pakistan

Management & Marketing, Vol. 9, No. 2, pp. 343-355, 2011
Number of pages: 13 Posted: 12 Jul 2012
Accepted Paper Series
Iqra University and affiliation not provided to SSRN
Downloads 1,483
5.

Ethical Issues in Advertisement

Number of pages: 22 Posted: 27 Dec 2010
Working Paper Series
National University of Computer and Emerging Sciences (NUCES or FAST-NU) - FAST School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 1,146
6.

Game Theory as a Marketing Tool: Uses and Limitations

Gandolfo Dominici/ Elixir Marketing, Vol. 36, pp. 3524-3528, 2011
Number of pages: 5 Posted: 20 Nov 2011 Last Revised: 27 Apr 2012
Accepted Paper Series
University of Palermo - d/SEAS
Downloads 822
7.

Strengthening Consumer Brand Relationship Through Brand Personality

Number of pages: 22 Posted: 30 Mar 2010
Working Paper Series
All India Management Association
Downloads 521
8.

Assessing the Construct Validity of Risk Attitude

Management Science, Vol. 46, No. 10, pp. 1337-1348, 2000
Number of pages: 32 Posted: 10 Jun 2003
Accepted Paper Series
Maastricht University and Erasmus Research Institute of Management (ERIM)
Downloads 511
9.

How and Why Decision Models Influence Marketing Resource Allocations

ERIM Report Series Reference No. ERS-2001-33-MKT
Number of pages: 56 Posted: 26 Aug 2006
Working Paper Series
Pennsylvania State University - Institute for the Study of Business Markets, Pennsylvania State University - Department of Marketing, Pennsylvania State University - Institute for the Study of Business Markets and Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM)
Downloads 486
10.

Motivation and Non-Monetary Incentives: Empirical Study on the Sales Force of Soft Drink Industry

Indian Journal of Management Sciences, Vol. 1, No. 1, pp. 11-15, 2011
Number of pages: 5 Posted: 11 Jan 2012
Accepted Paper Series
Independent, IQRA University, affiliation not provided to SSRN, affiliation not provided to SSRN, Independent and affiliation not provided to SSRN
Downloads 427
11.

Understanding the Advice of Commissions-Motivated Agents: Evidence from the Indian Life Insurance Market

Harvard Business School Finance Working Paper No. 12-055
Number of pages: 44 Posted: 03 Jan 2012 Last Revised: 17 Aug 2016
Working Paper Series
University of Pennsylvania - Wharton School of Business - Business Economics and Public Policy Department, Harvard Business School and University of California, Davis - School of Law
Downloads 420
12.

Sales Force Performance: A Typology and Future Research Priorities

ISBM BUSINESS-TO-BUSINESS MARKETING HANDBOOK, Gary L. Lilien and Rajdeep Grewal, eds., Edward Elgar Publishing, 2011
Number of pages: 39 Posted: 03 Apr 2011
Accepted Paper Series
University of Houston - C.T. Bauer College of Business and University of Georgia - Department of Marketing
Downloads 380
13.

Sales Managers’ Motivation to Coach Salespeople: An Exploration Using Expectancy Theory

International Journal of Evidence Based Coaching and Mentoring, Vol. 8 No. 1, February 2010
Number of pages: 17 Posted: 26 Mar 2014
Accepted Paper Series
Lakehead University and Université de Sherbrooke - Faculty of Administration
Downloads 364
14.

The Effect of Goal Visualization on Goal Pursuit: Implications for Individuals and Managers

Journal of Marketing, Forthcoming
Number of pages: 53 Posted: 01 Jan 2011
Accepted Paper Series
University of Virginia (UVA), McIntire School of Commerce and Pamplin College of Business, Virginia Tech
Downloads 342
15.

Daily Horizons: Evidence of Narrow Bracketing in Judgment from 10 Years of MBA-Admission Interviews

Psychological Science, Forthcoming
Number of pages: 18 Posted: 31 May 2012
Accepted Paper Series
Ramon Llull University - ESADE Business School and Harvard Business School
Downloads 310
16.

Service Performance Quality and Organizational Commitment of Customer Contact Employees in Indian Call Centers

Number of pages: 15 Posted: 27 May 2012 Last Revised: 08 Jun 2012
Working Paper Series
Panjab University - University Business School
Downloads 295
17.

Underpromising and Overdelivering: Strategic Implications of Word of Mouth

Robert H. Smith School Research Paper No. RHS-06-142
Number of pages: 40 Posted: 19 Oct 2011 Last Revised: 27 Mar 2012
Working Paper Series
University of Maryland - Department of Marketing and Universidad de Chile
Downloads 279
18.

Price and Quality Decisions by Self-Serving Managers

Number of pages: 47 Posted: 16 Aug 2012 Last Revised: 26 Jun 2019
Working Paper Series
ESADE - Ramon Llull University, HEC Paris - Marketing and London Business School - Department of Marketing
Downloads 249
19.

Usage of Opinion Leaders as a Marketing Tool in Rural Markets of India

IUJ Journal of Management, Vol. 1, No. 1, Nov. 2013
Number of pages: 5 Posted: 17 Nov 2014
Accepted Paper Series
BPCL
Downloads 198
20.

The Fox Guarding the Henhouse: The Regulation of Pharmacy Benefit Managers by a Market Adversary

Northwestern Journal of Law and Social Policy, 2013, Emory Legal Studies Research Paper No. 13-244
Number of pages: 28 Posted: 08 Mar 2013 Last Revised: 03 Jul 2013
Accepted Paper Series
Emory University School of Law
Downloads 192
21.

New Product Team Decision-Making: Regulatory Focus Effects on Number, Type and Timing Decisions

Journal of Product Innovation Management, Forthcoming, UIC College of Business Administration Research Paper No. 10-02
Number of pages: 42 Posted: 28 Jan 2010
Accepted Paper Series
Ludwig Maximilian University of Munich - Faculty of Business Administration (Munich School of Management), University of Wollongong - School of Management, Operations and Marketing, University of Illinois at Urbana-Champaign - Department of Business Administration and affiliation not provided to SSRN
Downloads 178
22.

Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Journal of Marketing, Vol. 78 (November 2014), 38-58, Darden Business School Working Paper No. 2553393
Number of pages: 22 Posted: 23 Jan 2015 Last Revised: 23 Mar 2015
Accepted Paper Series
Clemson University, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing, Texas Christian University - M.J. Neeley School of Business and University of Virginia - McIntire School of Commerce
Downloads 156
23.

I Am, Ergo I Shop: Does Store Image Congruity Explain Shopping Behaviour of Chinese Consumers?

Journal of Marketing Management, Vol. 23, No. 5-6, pp. 443-460, 2007
Number of pages: 18 Posted: 16 Oct 2012
Accepted Paper Series
affiliation not provided to SSRN and Clayton State University - University System of Georgia
Downloads 141
24.

Towards a Privacy Framework

Nottingham University Business School Research Paper No. 2009-18
Number of pages: 20 Posted: 17 Nov 2009
Accepted Paper Series
Nottingham University Business School, Nottingham University Business School and University of Nottingham
Downloads 110
25.

The Collective Unconscious in Marketing Teams: La Marque Sur Le Divan

Journal of Marketing Theory, 2013
Number of pages: 25 Posted: 22 Feb 2015
Accepted Paper Series
LCA Ltd
Downloads 98
26.

The Economic Relevance of Chief Marketing Officers in Firms’ Top Management Teams

Journal of Business & Economics Research – December 2013 Volume 11, Number 12,
Number of pages: 35 Posted: 12 Sep 2014
Accepted Paper Series
Kennesaw State University, University of Kansas and University of Arkansas - Sam M. Walton College of Business
Downloads 94
27.

Internal Marketing – Concept, Tools, Considerations

The International Conference - Hradec Economic Days 2013 Economic Development and Management of Regions Hradec Králové,
Posted: 12 Jun 2013
Accepted Paper Series
Uniwersytet Ekonomiczny we Wroc?awiu and Wroclaw University of Economics - Department of Finance
Downloads 93
28.

Portfolio Planning Methods: Faulty Approach or Faulty Research? A Rejoinder to 'Making Better Decisions' by Wensley

International Journal of Research in Marketing, North-Holland, Vol. 11, pp. 91-93, 1994
Number of pages: 3 Posted: 11 Feb 2005 Last Revised: 31 Dec 2011
Accepted Paper Series
University of Pennsylvania - Marketing Department and University of Auckland - Department of Marketing
Downloads 88
29.

Organizational Culture and the Selection of Marketing Metrics

Number of pages: 12 Posted: 01 Nov 2015
Working Paper Series
University of New South Wales (UNSW), University of New South Wales (UNSW) and University of New South Wales (UNSW)
Downloads 81
30.

Market Orientation Practices in Family Business Owner: The Generation Gap Perspective

Number of pages: 8 Posted: 05 Aug 2011
Working Paper Series
STIE Perbanas Surabaya
Downloads 79
31.

Does Sense Reacts for Marketing – Sensory Marketing

International Journal of Management, IT and Engineering (IJMIE), ISSN: 2249-0558, Volume 5, Issue 5, May 2015
Number of pages: 13 Posted: 24 Apr 2017
Working Paper Series
SAGE University and Independent
Downloads 78
32.

Brand Spillover Effects within a Sponsor Portfolio: The Interaction of Image Congruence and Portfolio Size

Marketing Management Journal, 25(2), 107-122.
Number of pages: 21 Posted: 24 Feb 2016
Accepted Paper Series
Northern Kentucky University - College of Business, Northern Illinois University and University of Georgia
Downloads 77
33.

Enhancing Communication between Marketing and Engineering: The Moderating Role of Relative Functional Identification

Journal of Marketing, Vol. 61, No. 3 (Jul., 1997) (pp. 54-70), University of Alberta School of Business Research Paper No. 2013-382
Number of pages: 18 Posted: 26 Aug 2014
Accepted Paper Series
University of Alberta - Department of Marketing, Business Economics & Law, Atkinson Graduate School of Management, Willamette University and Claremont Colleges - Peter F. Drucker Graduate School of Management
Downloads 77
34.

Interpersonal Skills for Sales Force Effectiveness -- A Survey on Indian Pharmaceutical Industry

Number of pages: 26 Posted: 03 Mar 2015 Last Revised: 07 Mar 2015
Working Paper Series
Vellore Institute of Technology (VIT) - VIT Business School
Downloads 74
35.

Business Owners’ Preferences in Marketing Practices and Their Impact on Firm Performance

International Journal of Economics Business and Management Studies, 1(1), pp. 30-35, 2012
Number of pages: 6 Posted: 04 Jun 2012 Last Revised: 24 Apr 2016
Accepted Paper Series
IQRA University, affiliation not provided to SSRN and Federal Urdu University of Arts, Science & Technology
Downloads 66
36.

Does Supervisory Coaching Behaviour Reduce Salespeople's Lies?

International Journal of Evidence Based Coaching and Mentoring, Vol. 9, No. 1, February 2011
Number of pages: 13 Posted: 26 Mar 2014
Accepted Paper Series
Université de Sherbrooke - Faculty of Administration and Lakehead University
Downloads 55
37.

A Managerial Capital Perspective on Chief Marketing Officer Succession

Wang, Rui, Alok R. Saboo, and Rajdeep Grewal (2015), "A Managerial Capital Perspective on Chief Marketing Officer Succession," International Journal of Research in Marketing, 32 (2), Forthcoming.
Number of pages: 54 Posted: 25 Nov 2014
Accepted Paper Series
Peking University, Georgia State University and University of North Carolina (UNC) at Chapel Hill - Kenan-Flagler Business School
Downloads 54
38.

Assessing Corporate Demand for Sponsorship: Marketing Costs in the Financial Services Industry

Jensen, J. A. Assessing Corporate Demand for Sponsorship: Marketing Costs in the Financial Services Industry. Marketing Letters, Forthcoming
Number of pages: 22 Posted: 10 Feb 2017
Accepted Paper Series
University of North Carolina at Chapel Hill
Downloads 38
39.

Motivations as Predictors of Value Generated from Marketing-Related Technology Use: Orientations, Moderators, and Outcomes

Number of pages: 20 Posted: 15 Mar 2010
Working Paper Series
Otterbein University, University of North Carolina at Charlotte and affiliation not provided to SSRN
Downloads 35
40.

A Study of Identifying the Emotional Competence of Indian Salespeople

The IUP Journal of Marketing Management, Vol. IX, No. 3, pp. 24-40, August 2010
Number of pages: 17 Posted: 16 Sep 2010 Last Revised: 23 Sep 2014
Accepted Paper Series
DAV University, Jalandhar, INC-ASIM and Panjab University
Downloads 34
41.

‘Don’t Forget the Fruit Gums, Chum’: Marketing Under Erasure and Renewal

Marketing Theory, Vol. 8, No. 4, pp. 449–463, 2008,
Number of pages: 15 Posted: 11 Feb 2012
Accepted Paper Series
University of Liverpool
Downloads 31
42.

Aspekte Des Marketing Controllings (Aspects of the Marketing Controlling)

NASE GOSPODARSTVO; NO 42(4); pp. 384-389
Number of pages: 7 Posted: 22 Aug 2013
Accepted Paper Series
Wroclaw University of Economics, Department of Econometrics
Downloads 27
43.

Modes of Response to Marketing Communications Failures in the Computer Services Industry

British Journal of Management, Vol. 14, pp. 155-172, June 2003
Number of pages: 18 Posted: 22 Sep 2003
Accepted Paper Series
London Metropolitan University - School of Business
Downloads 26
44.

Are Managers Fighting Their Marketers?

Studia Negotia, 70(1), 59-70, 2015
Number of pages: 12 Posted: 28 Apr 2015
Accepted Paper Series
National University of Political Studies and Public Administration (NSPSPA) - College of Management and National University of Political Studies and Public Administration (NSPSPA)
Downloads 16
45.

Compensation, Ethical Sales Behavior and Customer Lifetime Value

Compensation & Benefits Review, Vol. 46, No. 4, pp. 204-218, 2014
Number of pages: 26 Posted: 06 Dec 2014 Last Revised: 28 Sep 2017
Accepted Paper Series
The Icfai Business School (IBS), Ahmedabad
Downloads 15
46.

Managing Laggards: The Importance of a Deep Sales Bench

Journal of Marketing Research, 56 (4), 652-665 (2019)
Number of pages: 41 Posted: 11 Jul 2019
Accepted Paper Series
University of Virginia - McIntire School of Commerce, affiliation not provided to SSRN, University of Houston - C.T. Bauer College of Business, University of Mannheim and University of Virginia - Darden Graduate School of Business
Downloads 10
47.

An Exploratory Study of Cultural Values and Artefacts of Multicultural Market-Oriented Firms

Presented at the Cultural Perspectives in Marketing Conference, Academy of Marketing Science, 2008 New Orleans
Number of pages: 2 Posted: 21 Mar 2018
Working Paper Series
Western Sydney University and University of New South Wales (UNSW)
Downloads 6
48.

A Consumer's Perspective on Ethical Conduct in Mobile Marketing Practices

Professional Ethics and Human Values, December 18-19, 2016
Number of pages: 13 Posted: 21 Mar 2019
Accepted Paper Series
Dr. Ambedkar Institute of Management Studies and Research and Dr. Ambedkar Institute of Management Studies and Research
Downloads 5
49.

Salesman’s Predisposition Towards Buyers – A Retail Perspective; An Analysis in the City of Bangalore

Number of pages: 24 Posted: 18 Apr 2019
Working Paper Series
Jain University and affiliation not provided to SSRN
Downloads 5
50.

Managing Sales Compensation: A Sales Force Configuration Approach

Compensation & Benefits Review, Vol. 45, No. 2, pp. 105-114, 2013
Number of pages: 17 Posted: 06 Nov 2017 Last Revised: 06 Nov 2017
Accepted Paper Series
The Icfai Business School (IBS), Ahmedabad
Downloads 4