Publications (9) View all
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Article: Distributor sharing of strategic information with suppliers
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ABSTRACT: Distributor sharing of strategic information with suppliers is an important but underresearched issue within the marketing discipline. The authors develop and test a conceptual framework based on exchange theory that focuses on the degree to which distributors share external and internal strategic information with associated suppliers. Relying on survey data collected from 479 distributors across three industries, the authors find that distributors share strategic information with suppliers according to factors that affect the perceived benefits, costs, and risks of such behavior. The sharing of internal strategic information has distinct determinants compared with those of external strategic information. The interrelationships between environmental uncertainty and the sharing of internal strategic information, including both main and interactive effects, are especially notable.Journal of Marketing American Marketing Association ISSN. 08/2009; 73:31-43. -
Article: An Empathy-Helping Perspective on Consumers' Responses to Fund-Raising Appeals
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ABSTRACT: The research examines viewers' actual responses to four televised fund-raising drives by a public television station over a 2-year period. The 584 pledge breaks we studied contain 4,868 individual appeals that were decomposed into two underlying dimensions based on the empathy-helping hypothesis: the appeal beneficiary (self versus other) and emotional valence (positive versus negative). We find that the most effective fund-raising appeals communicate the benefits to others rather than to the self and evoke negative rather than positive emotions. Appeals that emphasize benefits to the self significantly reduce the number of calls to the station, particularly when they have a positive emotional valence. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..Journal of Consumer Research. 01/2008; 35(3):519-531. -
Article: Entry mode and equity level: A multilevel examination of foreign direct investment ownership structure
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ABSTRACT: Over the last two decades, strategy researchers have sought to understand the ownership structure of firms' foreign direct investments (FDI) as reflected in entry mode and equity level. However, prior FDI research has ignored the interrelated nature of these key FDI decisions. In addition, prior research does not fully account for the fact that individual ownership structure decisions occur within the context of a firm's broader FDI portfolio, and thus reflect a wide and frequently unobserved range of parent firm and host nation effects. Our research seeks to address both of these limitations. Using a rich dataset of 4,459 subsidiaries established by 858 Japanese firms across 38 countries over a 9-year period, we specify a conditional bivariate, cross-classified multilevel model of FDI ownership structure. Our model enables the joint estimation of entry mode and equity level, accounts for the portfolio nature of FDI, and compares the relative predictive power of transaction cost- and experience-based explanatory variables across both facets of ownership structure. Copyright © 2007 John Wiley & Sons, Ltd.Strategic Management Journal 07/2007; 28(8):857 - 866. · 3.78 Impact Factor -
Article: The Impact of Capabilities and Prior Investments on Online Channel Commitment and Performance.
J. of Management Information Systems. 01/2007; 23:109-142. -
Article: How does enforcement deter gray market incidence?
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ABSTRACT: Gray market activity has become increasingly prevalent. The prevailing wisdom in marketing is to use more severe enforcement to deter gray marketing. However, the certainty and speed of enforcement may also have a bearing on the incidence of violations. This article examines whether and how enforcement deters gray marketing. The results from a field survey of manufacturers and an experimental design suggest that, by itself, enforcement sever-ity has no impact. Deterrence results only when the multiple facets of enforcement are used in combination.Journal of Marketing American Marketing Association ISSN. 02/2006; 70:92-106.
