Daniel J. Flint

Daniel J. Flint
University of Tennessee | UTK · Department of Marketing and Supply Chain Management

About

83
Publications
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6,540
Citations
Citations since 2016
29 Research Items
2993 Citations
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20162017201820192020202120220100200300400
20162017201820192020202120220100200300400
20162017201820192020202120220100200300400

Publications

Publications (83)
Article
Managing and marketing a corporate identity (CI) can be complex because most firms anchor their identity on multiple meanings and often fail to recognize this complexity in their communication. The manuscript’s purpose is to introduce a linguistic methodological tool, the Greimasian Semiotic Square, for analyzing the corporate identity congruence (...
Chapter
This paper explores the extent to which firms market the joint sustainability focus of their supply chain partnerships. We draw upon recent supply chain management research that has extended the “organizational orientation” concept, such as market orientation, into concepts such as supply chain orientation and sustainability orientations. We also d...
Chapter
Sustainability and Customer Experience have been extensively developed independently in many countries by many researchers. Today, a new link is emerging between the two, yet it lacks a theoretical foundation. This chapter aims to highlight connections and gaps on which to build the new definition and framework of Sustainable Customer Experience (S...
Article
Full-text available
Purpose Purpose: The purpose of this research is to explore the experiences of women who participated in a competitive retail shopping event. Design/methodology/approach Methodology: The grounded theory approach was employed Findings Findings: Interpretations of the data suggest that female consumers employ competitive shopping events to facil...
Conference Paper
To citeFlint Daniel J., Paola Signori and Susan L. Golicic (2018), “Leveraging a Sustainable Supply Chain Orientation in Marketing Communication”, Proceedings of the 21st Academy of Marketing Science World Marketing Conference (AMS WMC), The University of Lusiada, Porto, 27-29 June 2018.
Conference Paper
Full-text available
Objectives. This research examines relationships between supply chain connectedness and components of the triple bottom line (environmental, social and financial sustainability). Methodology. The study is based on Stakeholder Resource Based View. The authors use a mix of qualitative methods. The context is the wine industry, and data are collecte...
Conference Paper
Full-text available
Objectives. This research addresses the questions: what does online content reveal that should be analyzed when trying to explore co-creation of value?; How could that content be analyzed?; Why should these conversations be analyzed to enhance the overall value produced by the ecosystem containing consumers and brands? Methodology. We look at cas...
Article
In dynamic and turbulent contexts many firms are trying to develop innovative sustainability solutions. Winery managers across the globe from this study discussed sustainability innovations in terms of product innovation (products, services, and product-service bundles), process innovation, and organizational innovation. However, forces act to cons...
Article
Purpose The purpose of this paper is to address how wine businesses build sustainability – the ability to survive and be successful over the long-term – in a complex market environment. Design/methodology/approach To understand how managers in a wine supply chain (i.e. from grower to consumer) are trying to sustain business within a hyper-compet...
Conference Paper
Full-text available
This paper presents a discussion of results from an ongoing project, specifically providing an in-depth case study of a digital marketing innovator playing an important role for online brand engagement within its service ecosystem and how they are helping to facilitate the exchange of value and have a positive social impact. In particular, examples...
Chapter
Ricasoli is “one of the oldest family wineries in the world, dating back to 1142,” we were told as we began our discussion with the marketing director of this medium-sized, innovative Tuscan winery. But he immediately qualified that statement, clarifying that they were “much more busy fighting with Siena at that time than making wine.” Wine product...
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How do wineries learn about their markets and customers? The answer is through market research. Or at least that is what the answer ought to be. Even informal observation of customers at a wine cellar can serve as part of market research. Unfortunately, for many wineries this is the extent of their entire market research effort, and hardly any data...
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Australia Wine Group is a collection of wine companies that has grown organically over the past couple of decades. Wanting to create a family business, the founder acquired four iconic wineries in different regions in Australia over a ten-year period. Many of their grapes are estate grown, although they do purchase 40 percent from other growers to...
Chapter
How does a winery know where it stands with any of this? There are several common ways practiced within the industry to get a feeling for how well one is doing currently. We discuss some of them here. We also offer a few more ideas of our own.
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A winery, like any organization, must have a clear vision of who they are and what they stand for. Leaders ensure this happens in part by instilling a set of core values, a mission statement, and an idea of the culture of the organization.
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A passage from Dr. von Bassermann-Jordan’s website is consistent with what we learned when speaking with the director of this German winery with a rich three-hundred-year history: “With a passion for research and entrepreneurial energy, with a quest for innovation and concern for the preservation of our cultural heritage, we have, for centuries, wo...
Chapter
The 2008 American movie Bottle Shock offered an interpretation of the now-famous 1976 Paris wine tasting that put California on the international wine map. In that movie, a young wine maker, Gustavo Brambila (played by Freddy Rodriguez), was celebrated. Gustavo was known in the region as an amazing wine maker. By the time we engaged in our project,...
Chapter
Sandro Boscaini has been the president and managing director of Masi Agricola since 1978, and runs the company together with his daughter, Alessandra, and his son, Raffaele. The company remains strictly family-owned, but its management style is highly professional and open to international influences. Masi’s company history is the history of Boscai...
Chapter
So here we are at the end of our stories. Our intent was to offer insights into some interesting perspectives and practices in the wine industry as we saw them over the last six years traveling the globe and interviewing winery owners, directors, wine makers, and managers. Our intent was not to provide a comprehensive practical guide to all things...
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Castello Banfi di Montalcino is “unique in the wine world in Tuscany and in Italy,” so we were told by the marketing director. It is a US-owned winery (owned by Banfi Products Corp.) that started in Italy in the late 1970s. Banfi Products was founded in 1919 in New York by John Mariani Sr., and focuses on the production and import of wine, helping...
Chapter
This case vignette is starting with the story of two people, Daniel and Florence Cathiard. They are former ski champions and were members of the famous French Olympic team in the sixties. With charismatic personalities and a gold touch in business, they are best actors in a company’s history, so we would like to open this case study telling their s...
Chapter
Craft Tasting is a group of seven small producers that collaborate on many of their supply chain processes. They each have their own source of grapes, and they control their individual brand image. Even though they individually manage production of their wines, some of them share facilities for these processes. They all jointly invested in the cell...
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Overcorrecting is the downward spiral of conventional farming, according to the winemaker for Misty Morning Winery, a small premium producer in the Napa Valley. Acquired by a French entrepreneur a few decades ago, Misty Morning produces Bordeaux varietals while keeping a focus on sustainability. The winery is part of a large foundation where profit...
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Gruppo Italiano Vini is the largest wine grower/producer in Italy, with consolidated revenues amounting to €348 million in 2013 (a 3.2 percent increase over the previous year), and it is a global leader in the production and sales of excellent wines. Founded in 1986, the group’s capital consists of 15 historic cellars that are located in their own...
Chapter
“Ninety percent of our exports are done by ourselves without an agency. I am in close contact with our importers worldwide.” This simple statement gets at the heart of what our sales, marketing, and operations contact at Schloss Vollrads discussed with us. In fact, she is probably so solid at managing the sales side in part because she is a fourth-...
Book
Drawing on over 200 interviews and visits with winery owners, executives and managers from over 100 companies in five countries, industry experts across marketing and supply chain management examine successful marketing frameworks as they apply to growers, wineries, distributors and retailers. To cite: Flint, J. Daniel, Paola Signori and Susan L....
Conference Paper
Full-text available
Purpose: Sustainability is increasingly becoming important to global business, and the wine industry is no stranger to this trend. The purpose of this research was to empirically explore the extent to which all three dimensions of sustainability are practiced within the global wine industry to begin to form theory on the future of sustainability in...
Conference Paper
Full-text available
The purpose of this paper is to report on the results of a scale development study that measures the nature of business clustering relationships. Business clusters, i.e. networks of businesses in a similar industry and/or region, have been studied previously but no scale has yet been developed that describes the true nature of these network relatio...
Chapter
Understanding what customers value is crucial to a supplier's success. Companies that understand, create, and deliver on customers' desired value better than competitors retain those customers longer and enhance their own growth and profitability as a result. Creating and delivering customer desired value are not instantaneous processes, however. T...
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Telling a brand story is nothing new and in fact has been a part of the brand management and advertising lexicon for years. It has been said that brand storytelling as the articulated form of a brand’s character and personality is essential for creating powerful brand narratives and messaging. Some stories tap into powerful memories of brand usage...
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The global wine industry is increasingly competitive and challenging. One of the strategic challenges involves dealing with an ongoing tension within and between individuals, organizations and culturally different regions regarding the antagonism between the romance of wine and the business of wine. In this paper we provide insights to this tug of...
Chapter
Using survey data from 800 managers across India, Singapore, Sweden, the United Kingdom, and the United States, this study advances the generalizability and strategic potential for understanding customer value perceptions in business markets. Value drivers reveal strong cross-national similarities which challenge recent studies and indicate potenti...
Article
Purpose – The purpose this paper is to profile individual-level perspectives on sustainability and supply chain partnering, introduces the concept of sustainable supply chain orientation (SSCO), and suggests pathways between executive profiles toward SSCO. Design/methodology/approach – The research relies on inductive, theory-building grounded theo...
Chapter
In this paper, we expand on two notions of the Flint, Woodruff and Gardial (2002) customer desired value change (CDVC) model which addresses the dynamic nature of customers’ desired value perceptions. We propose that the original CDVC model is actually a focused case of a larger model. Specifically, we suggest that tension likely represents only on...
Chapter
Increasingly businesses strive to be recognized as good corporate citizens based on the assumption that good citizenship is good business. In order to gain insight into this assumption, we present research propositions aimed at assessing how business customers value the initiatives undertaken by suppliers to behave responsibly toward their employee...
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This paper addresses issues involved with exploring customer desired value change through the use of grounded theory methodology. Specifically, capturing experiential value change data within a grounded theory study involves resolving three issues. These issues and their resolution are discussed along with early signs of success within a current st...
Conference Paper
Full-text available
The purpose of this research is to apply both sentiment and content analysis methods to neutral messages posted online. Past studies have revealed that the classical method adopted to conduct sentiment analysis has important limitations. First, neutral messages are often considered "good-for-nothing" material or literally something that tools are n...
Conference Paper
Full-text available
This inductive grounded theory study resulted in a new clustering model based on interpretations of in-depth interview and observational data from ten small-scale organic wineries in Slovenia. The growing organic Slovenian wine sector is facing significant international marketing challenges and is part of an important industry for the regional econ...
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This paper examines how the emotion of embarrassment affects shopping behavior in a retail setting. In a series of three studies, we explore the phenomenon of “masking,” which is defined as a coping strategy used by shoppers when experiencing embarrassment related to a purchase task. Study 1 provides consumer insights into masking behaviors among M...
Conference Paper
This inductive marketing research examines the stories companies tell intentionally and unintentionally as they try to create a differential advantage for their firms and brands. Both practitioners (Chahal, 2014) and scholars (Woodside, 2010) identify brand storytelling as a critical and powerful marketing strategy in hypercompetitive, mature indus...
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Full-text available
Purpose – The purpose of this paper is to examine shopper marketing through service-dominant logic and service ecosystem lenses. In doing so, the authors reveal challenges and opportunities for supply chain management. Design/methodology/approach – The work is conceptual, drawing on contemporary service-dominant logic thinking. Findings – Examina...
Article
Success in business markets demands going beyond satisfactory exchanges with customers. Conventional wisdom therefore dictates that firms must build close customer relationships. Yet, unfortunately, the meaning of a close relationship from the customer's viewpoint can get lost in translation. We find that, contrary to the widely held use of the rel...
Article
The present study is a qualitative investigation of the lived experiences of shoppers who incorporate mobile Internet devices (MIDs) into shopping activities. Shoppers were found to utilize MIDs as tools to assist with shopping management and social management behaviors, which combined to provide hedonic shopping experiences with emotional benefit...
Conference Paper
Full-text available
Purpose: The purpose of this paper is to describe how managers in the wine industry perceive their strategic brand positioning choice options and integrate them into a cohesive brand story. Design/methodology: A qualitative study of 166 individuals, including 99 in-depth interviews, from 153 wine industry firms from nine regions around the world...
Conference Paper
To cite: Flint, Daniel J., and Paola Signori (2014). “Environmental Sustainability and The Supply Chain: Is Collaboration Necessary?”, in Gammelgaard, B., Prockl, G., Kinra, A., Aastrup, J., Holm Andreasen, P., Schramm, H-J., Hsuan, J., Maalouf, M. & Wieland, A. (Eds.). NOFOMA 2014 Proceedings: Competitiveness Through Supply Chain Management and Gl...
Article
Full-text available
Purpose The purpose of this paper is to better understand the experiences of women who were engaged in a competitive retail shopping event. Design/methodology/approach This study employed the discovery‐oriented grounded theory approach, in order to interpret field data from observations and interviews from 30 women who participated in a bridal gow...
Article
Full-text available
Scholars apply the relationship metaphor as a default conceptual lens to under- stand commercial interactions. Yet whereas the relationship paradigm sheds light on how the socially embedded structure of these interactions impacts their out- comes, the relationship metaphor can also obscure scholarly understanding of business buyers’ experiences. Re...
Conference Paper
Full-text available
Purpose: The current environment surrounding the wine industry is extremely volatile. This paper, therefore, examines how Old World wine producers use marketing and supply chain management to sustain their business in the current business environment. Design/methodology/approach: Seventeen employees from ten Italian wine producers were interviewed...
Chapter
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While researchers have identified personality traits and situational circumstances as drivers of general competitive consumer behaviors (e.g., Mowen 2000), competitive shopping itself has not garnered significant attention. As such, the purpose of this research was to better understand the motives, nature, and nuances of competitive shopping. Drawi...
Article
Full-text available
This paper presents findings from an interpretive study concerning the social processes involved in the act of bidding on the internet auction site eBay.com. Interpretations of depth interviews provide insights to the dynamic social forum of internet auction sites and their dissimilarity from both traditional retail venues and online stores. Partic...
Article
A service-dominant logic by definition is inherently customer oriented and relational, reflecting deeper and more complex connections between suppliers and customers. The service mindset driving increased collaboration enables suppliers to have deeper insights to what customers' value. Customer value perceptions are dynamic, sometimes in constant f...
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Full-text available
Today's business customers expect sellers not only to respond effectively to their expressed needs but also to understand their business sufficiently well to proactively address their latent and future needs. Yet, research shows that many firms underestimate, misunderstand, or overlook these customer expectations. To draw clarity to this discrepanc...
Article
Purpose Sustainability is becoming increasingly important in supply chains, particularly in those that function in highly competitive industries. The purpose of this paper is to understand more deeply the role sustainability plays within supply chains based on a qualitative study conducted in the New Zealand wine industry. Design/methodology/appro...
Article
Logistics research with an objective to construct theory and develop deeper insights into logistics social phenomena and test those theories relies on both qualitative and quantitative methods. Grounded theory is one powerful qualitative research tradition for the theory building objective, yet it is also one that is often misunderstood and misappl...
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Full-text available
Strategy identifies two primary sets of processes through which the firm creates value for its customers by moving goods and information through marketing channels: demand-focused and supply-focused processes. Historically, firms have invested resources to develop a core differential advantage in one or other of these areas—but rarely in both—often...
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Full-text available
A service-dominant logic by definition is inherently customer oriented and relational, reflecting deeper and more complex connections between suppliers and customers. The service mindset driving increased collaboration enables suppliers to have deeper insights to what customers value, and a fair amount has been written on customer value. Customer v...
Article
In today's increasingly competitive environment, survival depends on two key aspects of being market-oriented - understanding the external environment and executing decisions based on that understanding. Logistics personnel are uniquely positioned to play a key role in creating and maintaining a market-oriented organization as they are progressivel...
Article
This paper reports results from a study designed to assess the extent to which firms across industries and several countries lay the groundwork for and use customer value insight, supply chain learning, and innovation processes. The cross-sectional study serves as an exploration of the theoretical relationships among these activities and their impa...
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Full-text available
Purpose – A recent development in customer value research is building theory that can help the field go beyond understanding what customers currently value to exploring how customers' perceptions of value change. This paper seeks to extend this emerging theory of customer value change to a global context by conceptually exploring the role of nation...
Article
Innovation in its many forms, for example, product, process, and relationship, is critical to firm growth and profitability. The service-dominant logic with its emphasis on an emerging experiential focus for marketing brings to the forefront significant opportunities for researchers and managers who adopt a symbolic interactionist perspective of cu...
Article
Segmentation is a mature concept in marketing strategy that continues to receive significant attention from managers and scholars alike. The key goal in segmentation is identifying and reaching profitable segments with products and services that meet the common needs of these customers. However, a fundamental issue needing rigorous attention is tha...
Article
Retailers increasingly rely on technology-based self-service (TBSS) options (e.g., self-checkouts in grocery stores) to provide service to their customers. In TBSS environments, customers serve themselves at the convenience of these service options more than ever before. Retailers try to create and sustain a competitive advantage by offering custom...
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Full-text available
This paper reports on a qualitative, grounded theory research project conducted in the United States, Sweden, and The United Kingdom designed to explore logistics innovation as perceived by leaders of logistics service provider firms and logistics business functions within product focused firms. Analysis of 33 depth interviews conducted within seve...
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Supply chain management has emerged as a critical arena in which firms can find significant cost reduction opportunities, giving them a cost advantage over competitors. When supply chain management orientations are adopted by several firms in a supply chain, together they can significantly reduce supply chain costs pitting supply chain against supp...
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In today’s markets, many organizations feel pressure to become more responsive to their customers. Managing your business to deliver superior value to targeted customers may provide a strong avenue to improved performance. The route from value-based strategies to share holder value can be complicated, however. These strategies have the most direct...
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Increasingly, organizations are pushed to adopt customer value strategies in order to grow profits and ensure long-term survival. Yet little is known about the dynamic nature of how customers perceive value from suppliers. The authors present findings from a grounded theory study conducted in a business-to-business context that sheds light on the n...
Article
Despite nearly 30 years of research focused on improving new product development (NPD) processes, recent research reveals that these improvements have failed to materialize as expected. Additionally, in today's continuous-change business environment, managers are focused on reducing cycle time in nearly all operations, including NPD, in order to re...
Article
Despite nearly 30 years of research focused on improving new product development (NPD) processes, recent research reveals that these improvements have failed to materialize as expected. Additionally, in today's continuous-change business environment, managers are focused on reducing cycle time in nearly all operations, including NPD, in order to re...
Article
Purchasing practices of 11 Saudi Arabian corporations were analyzed and compared to a similar study of US-based purchasing managers. Major findings revealed that training is not highly formalized, provided mainly by outside experts and relies on US-based professional associations such as NAPM and APICS. In terms of coursework, respondents were most...
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Full-text available
Logistics excellence has become a powerful source of competitive differentiation within diverse marketing offerings of world-class firms. Although researchers have suggested that logistics competencies complement marketing efforts, empirical evidence is lacking on what logistics service quality means to customers and whether it has different meanin...
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This paper presents research findings from a qualitative, grounded theory study of changes in customers' desired value in the U.S. automobile industry. Customer-desired value is dis-tinguished from customer-received value and customer values through a review of the value literature. Within this literature review, the authors note that no marketing...
Article
Relationship marketing is critical to both researchers and practitioners because it addresses issues aimed at retaining customers. Strategic customer retention is problematic and requires information from customers concerning: (1) what they value (need) now, (2) their satisfaction with suppliers' abilities to deliver that value, and (3) how their p...
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The preponderance of the marketing literature addressing customer service, or more specifically service quality, has been aimed at the end-use customer.3 Several authors, however, have attempted to expand the theoretical domain of service quality to a business-to-business context, specifically in the arena of logistics service quality. In particula...

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