Grahame Dowling

Grahame Dowling
University of Technology Sydney | UTS · UTS Business School

About

83
Publications
191,620
Reads
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11,626
Citations
Additional affiliations
January 1986 - December 2007
Australian Graduate School of Management
Position
  • Professor & the last Associate Dean - Research

Publications

Publications (83)
Article
Corporate reputation is a construct that has gained widespread recognition in the disciplines of strategy, corporate social responsibility, management and marketing because a good reputation is thought to be more commercially valuable than a bad reputation. However, recent reviews of the scholarly literature suggest that because the construct of co...
Article
Purpose The purpose of this paper is to outline a theory-based approach to defining the corporate reputation construct. Design/methodology/approach The approach taken is to describe how to create a well-formed nominal definition of a construct and then show how this definition is translated into an operational definition that guides the selectio...
Article
Purpose Socially responsible investment (SRI) funds have grown dramatically as an investment alternative in most of the developed world. The paper aims to discuss this issue. Design/methodology/approach This study uses a structured experimental approach to determine if the decision-making process of investors to invest in SRIs is consistent with t...
Article
The dynamic capability view (DCV) of the firm has become one of the leading frameworks aimed at identifying drivers of long-term firm survival and growth. Yet, despite considerable academic interest, there are many questions about what dynamic capabilities are, how they relate to other organizational operations, and how they relate to firm performa...
Article
The availability of automated citation counting software has made it easy for citation metrics to be used in the performance appraisal of many academics. This is most evident in decisions about promotion, research funding and salary supplementation. At present, many marketing academics seem to have only a passing interest in how their citations may...
Article
Over the last 15 years the dynamic capability view of firm strategy, with its emphasis on those capabilities that allow a firm to react to and accommodate changing market and organizational environments, has become one of the dominant theoretical explanations for the differential performance of competing firms. Although the dynamic capabilities lit...
Article
Full-text available
In contrast to many aspects of the social responsibility of business, CSR scholarship has been largely silent on the issue of the payment of corporate tax. This is curious because such tax payments are often considered a fundamental and easily measured example of a company’s citizenship behavior. However, because the payment of corporate tax can of...
Article
Recently, the idea has emerged that a key to winning the talent war through recruitment is to place greater emphasis on an organization's reputation for social responsibility, not just the company's overall reputation or its reputation as a good employer. But, the authors argue, few studies validly examine the degree to which a company's social rep...
Article
While there is widespread support for the notion that organizations with better reputations outperform their rivals, there is uncertainty about how to create such a reputation, especially among the managers responsible for this task For example, organizations often give money to worthy causes or create social responsibility programs in the hope tha...
Article
Socially responsible investment funds (SRIs) have grown dramatically as an investment alternative in most of the developed world. This is an important development from a managerial perspective since the criteria used to qualify for inclusion in these funds could influence the decisions and behaviors of managers with regards to their CSR practices....
Article
McKinsey & Company claim to have coined the term the war for talent in 1997. The idea still resonates with managers because it reflects the fact that talented people are a critical driver of corporate success. For those involved in this 'war,' the search continues for fresh ideas about: how to make the recruiting process more desirable, what mix of...
Article
Many researchers have expressed frustration with the current state of scholarship about corporate and organizational identity. There are multiple definitions and confusion about the antecedents and consequences of each type of identity. Also, given the amount of scholarship involving these constructs, there are surprisingly few measures of either c...
Chapter
Bronn and Dowling focus on the actual management of reputational risks. They demonstrate how the general awareness of reputation threats should be transferred into a formalized Corporate Reputation Risk Audit allowing a sound identification, prioritization, and management of reputational dangers. The authors provide reasons why reputation should be...
Chapter
“Measuring Media Corporate Reputations” is the primal yet most common measurement communication practitioners and researchers have focused on. Dowling and Weeks recapitulate the reasons for analysing media coverage, give hands-on suggestions for an effective presentation of the media analysis and explain which action steps should be derived from it...
Article
It has been readily accepted that prospective employees, including MBA students seeking jobs after graduation, put great stock in a potential employer’s reputation – particularly that relating to its social responsibility and workplace practices. However, other than potentially biased results from self-report surveys we have little information as t...
Article
Purpose – Now more than ever, businesses need to understand what the media is saying about them. The authors describe three types of media analysis: salience and sentiment analysis; theme and contradiction analysis; and problem and solution analysis, the first two of which are routinely commissioned by many companies. Using four case studies the au...
Article
It has been readily accepted that prospective employees, including MBA students seeking jobs after graduation, put great stock in a potential employer’s reputation – particularly that relating to its social responsibility and workplace practices. However, other than potentially biased results from self-report surveys we have little information as t...
Article
We suggest that the annual rankings of business schools have acquired a legitimacy that unduly defines the organizational field in a manner that makes it difficult and risky for most schools to manage to this measure of business school quality and positional status. To illustrate this we analyze the annual rankings produced by the Financial Times....
Article
Purpose - The purpose of this paper is to show that many companies are degrading their corporate reputations because they are making ("bad") profits at the expense of customer satisfaction. Design/methodology/approach - The practices of Australia's Big 4 commercial banks are used to describe the practice of making "good" and "bad" profits. Findings...
Article
Full-text available
Media coverage is a key factor in creating a company's reputation, which has been shown to influence both operational and financial performance. Scorecard rankings are a popular form of determining corporate reputations vis-a-vis competitors, yet many executives justifiably consider opinion-poll-style scorecards to be little more than beauty contes...
Article
Numerical taxonomy methods have been used to represent marketing data in one of four ways: as discrete groups, dendograms, overlapping groups, or fuzzy classification schemes. This paper introduces a fifth representation—a nested relationship between groups at two (or more) discontinuous levels of aggregation. In the context of a market segmentatio...
Article
Full-text available
With the recent loss of public confidence in firms in America, Australia, Britain, and other countries, more companies are being forced to promote themselves to their internal and external stakeholders in order to maintain and protect their reputations. This article advises firms to communicate their reputation message in the form of a corporate st...
Article
This article uses a psychometric technique to transform rank data into an interval scale. An empirical example shows that when the rank and interval scales are used as the dependent variable in a MANOVA there is no difference in the interpretation of the statistical analysis.
Article
The nature of perceived risk and its relationship to risk-handling behavior are explored. To date, researchers have operationalized a variety of risk-related constructs, and it is argued that these constructs can be usefully combined to form a unified theory of risk perception and handling.
Article
Full-text available
Corporate Boards, CEOs, CFOs, consultants, investors and academics are all interested in the question of - if and how corporate reputations create financial value for companies. To date, much of the research that tests the claim that a good corporate reputation directly creates such value has produced conflicting findings. This paper illustrates ho...
Article
Many business schools have been seduced into using the rankings produced by the Financial Times and other pollsters to reward their Deans and to promote their school to potential students, faculty and benefactors. This paper analyses the FT rankings and argues that Top 20 schools can benefit from anchoring their market position to their rank but th...
Article
Purpose – The purpose of this paper is to outline the major sources of risk to a company's reputation that a board of directors should take responsibility for monitoring. Design/methodology/approach – The paper looks at numerous corporate scandals around the world in the last decade which have highlighted that many boards of directors were unaware...
Article
Full-text available
This paper describes the successful development of four indices to measure the drivers of a company's corporate reputation. The indices were developed as formative as opposed to reflective measures and their predictive validity was tested using data from 25 business journalists. The results indicate that these four attributes of a company provide g...
Article
Full-text available
While all companies would like a better corporate reputation, many are not sure what it takes to create a good reputation and others are not sure that they should use their good reputation to compete in their various markets. Mimicking the behavior of respected companies does not provide a reliable resolution to these dilemmas. This article present...
Article
Full-text available
Customer loyalty presents a paradox. Many see it as primarily an attitude-based phenomenon that can be influenced significantly by customer relationship management initiatives such as the increasingly popular loyalty and affinity programs. However, empirical research shows that loyalty in competitive repeat-purchase markets is shaped more by the pa...
Article
Good corporate reputations are critical because of their potential for value creation, but also because their intangible character makes replication by competing firms considerably more difficult. Existing empirical research confirms that there is a positive relationship between reputation and financial performance. This paper complements these fin...
Article
Full-text available
C ustomer Relationship Management (CRM) is premised on the belief that developing a relationship with customers is the best way to get them to become loyal and that loyal customers are more profitable than non-loyal customers. 1 Frederick Reichheld has argued that a company can achieve significant increases in profits from only small improve-ments...
Article
Engineering change in consumer attitudes and behaviour is a focus of much marketing activity. To date however, neither academic nor practising marketing researchers have recognised that various types of change may result from their interventions. This paper outlines the Alpha. Beta, Gamma model of change originally developed in the discipline of or...
Article
In this paper, we examine how individuals vary in their ability to control informal information during the purchasing process for an expensive complex technological product in the information technology area. As part of this research process, we use sociometric data from 41 firms to test a structural model of the effects that network heterogeneity...
Article
Like most business-to-business relationships, the interaction between an advertising agency and a client includes both common and conflicting interests. In this paper, we argue that the inherent nature of the advertising agency-client relationship creates an environment where double moral hazard prevails. Historic and existing contractual arrangeme...
Article
Full-text available
We show how institutional arrangements, which consist of contracting, ownership and social elements, tie together the joint profits, or efficiency, of the marketing system. We use a criterion of remediable efficiency to develop a design framework for institutional arrangements, and illustrate the process by designing a recycling system for newspape...
Article
The authors show how institutional arrangements, which consist of contracting, ownership, and social elements, tie together the joint profits, or efficiency, of the marketing system. They use a criterion of remediable efficiency to develop a design framework for institutional arrangements and illustrate the process by designing a recycling system f...
Article
The authors focus on emergent buying center networks in firms that recently have purchased an expensive, complex, technological product. The authors examine how a person's information control and influence vary within such networks. The purpose of this study is to assess the relative contribution of information control, individual attributes, and o...
Article
The authors focus on emergent buying center networks in firms that recently have purchased an expensive, complex, technological product. The authors examine how a person's information control and influence vary within such networks. The purpose of this study is to assess the relative contribution of information control, individual attributes, and o...
Article
Full-text available
request. The Pennsylvania State University is committed to the policy that all persons shall have equal access to programs, facilities, admission, and employment without regard to personal characteristics not related to ability, performance, or qualifications as determined by University policy or by state or federal authorities. The Pennsylvania St...
Article
A question invariably recurs in discussions about corporate reputation: are they cause, consequence, or epiphenomenon? That is: do they have an independent causal effect on corporate performance; are they a consequence of good financial performance? Or are they an incidental by-product? The second day of the conference began with a review of avail-...
Article
Product life cycles (PLCs) are one of the best-known concepts in marketing. Many authors, however, have challenged both the empirical validity and the usefulness of the evolutionary version of the PLC for planning purposes. This paper continues this tradition by arguing that there are two more useful versions of the PLC theory. They are the Supply...
Article
This paper uses the technique of computer-aided text analysis to evaluate the meanings of 240 advertising slogans. Content analysis performed by a computer is more reliable and less tedious than that performed by human coders. We analyze the content of the slogans and assume this reflects what the advertiser thinks that he or she said. One large gr...
Article
Many of the world's most succesful organisations proactively manage their desired corporate image. This paper outlines how this can be achieved. It distinguishes between corporate identity, corporate image and corporate reputation, and uses these concepts to illustrate how organisations can develop their various corporate reputations into a super b...
Article
Full-text available
Abstract The role of the buying center in business marketing,and purchasing,has been,the
Article
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On the basis of previous reviews of the perceived-risk concept, a model of risk perception and its effects on consumers' risk-handling behavior is formulated. Hypotheses derived from this model are empirically tested and indicate that, for the setting studied (women purchasing a dress), the intended use of risk-handling activity increases with high...
Article
The recent downturn in economic conditions has motivated many organizations to re-evaluate their advertising. Many companies have cut their spending and others have changed agencies in the hope of achieving a better return on their advertising expenditure. This article records information from a survey of ninety-five Australian companies which rece...
Article
Based on the nature of their involvement with the target product category three market segments of consumers of fashion innovations are identified. It is hypothesised that each segment of consumers should use a different decision process when adopting an innovation. The major findings of this study are that the more innovative consumers used a less...
Article
Many of the world's most successful companies invest in their corporate images. This article argues that to develop fully the corporation's image as a valuable marketing asset, managers must co-ordinate the company's vision, marketing communications, corporate strategy, organizational design and culture. CEOs can play a crucial role in designing th...
Article
Full-text available
In this article we simplify and apply our 1978 contingency model of adoption, in the simplified model, an individual's predisposition to innovate is modified by socially transmitted messages about the innovation, as well as by other situation specific factors. This model is used to make predictions about the future behavior of a sample of consumers...
Article
The authors develop and test a model of external information search for professional business services. The model is based on the premise that the amount of external search carried out by an organization is primarily contingent upon the type of purchase situation. Other factors such as the structure of the buying center and the product class knowle...
Article
Full-text available
This paper demonstrates a market segmentation procedure that responds to the information needs associated with business product marketing. We outline several important criteria that such a procedure that addresses those criteria. We illustrate use of the procedure by applying it to the US information processing market with considerable success. We...
Article
A survey of 253 organizations provided data on 17 choice criteria used in the final selection of a variety of management consultancy services. There were relatively few differences in the importance of these choice criteria across the different types of consulting assignment, client's type of industry, and frequency of purchase. Reputation of the c...
Article
This paper extends Johnston and Bonoma's research on buying center structure to the purchase of professional business advisory services. The degree of lateral and vertical involvement directly affect the size of a buying center. Other key variables include the importance of the consultant's assignment, the individual stakeholding of the key buying...
Article
Full-text available
Understanding how professional services are purchased is vital to the success of the firms that provide such services. Although recent research has provided some insights into how consumers purchase professional services, little is known about how organisations buy these services. Our study, using data collected from 253 Australian organisations, d...
Article
The previous use of new product growth models has focused on their forecasting accuracy and curve fitting ability. Here a model developed by Bass is used to partiion a set of diffusion curves into five standard adopter categories, viz., innovators, early adopters, early majority, late majority, and laggards. Also, estimates of the initial sales rat...
Article
A variety of disciplines are interested in modeling the adoption and repeat use of products and services. In the discipline of marketing the idea that many products have a life cycle where unit sales follow the path: introduction, growth, maturity, and decline is widespread. A parsimonious simulation model of such product life cycles is presented w...
Article
The concept of corporate image is briefly outlined, and the types of attributes that can be measured to reveal this construct are noted. A review of alternative approaches to measuring images is presented. The distinction is made between attribute- and nonattribute-based methods of scaling images, and guidelines are presented to help select appropr...
Article
Numerical taxonomic techniques are advocated for use to help identify the (optimal) hierarchy of certain types of systems in a universe. Such an approach should help to clarify some of the vagueness surrounding operationalizing the concept of a living system. More precise specification of the boundaries and relationships among systems is also possi...
Article
This illustrative study of the effects of a strike-induced supply interruption in an Australian product market shows that, although in the short term customers changed to a competitor's product when their usual brands were unavailable, overall market share returned to previous levels in the post-strike period. However, the structure of the market w...
Article
The Australian-Japan coal trade represents one of the largest single commodity trade flows in the Oceanic basin. The marketing functions of the three principal institutions (producer, trading house, user) are described. The theory of power and conflict in distribution channels is then used to help interpret the behavior of channel members. This ana...
Article
This paper reports the findings of a longitudinal study of the Australian womens' clothing market. Using MANOVA to analyze results from a field experiment allows variation in respondents' beliefs and preferences to be partitioned between (a) factors of theoretical and/or managerial interest (market segments and time), (b) factors representing secon...
Article
Corporate image is an illusive concept. To manage a corporation's images requires both an intimate understanding of how these images are formed and how to measure them. Modifying a corporation's images is dependant on knowing the current images and being able to change those factors on which they are based. This paper presents a model of the corpor...
Article
Full-text available
The evolution of marketing can be modeled within the paradigm of general systems theory. Using this approach marketing thought can be described in terms of the attempt by organizations to become more aware of and to react to their relevant external public. An analysis of this increasingly complex pattern of system-environment interaction is used to...
Article
The information content of Australian television advertisements is assessed in an operational replication of an empirical study of U. S. television advertising. Comparison of the study results for U. S. and Australian television advertising indicates differences in overall informativeness, the association between informativeness and daily screening...
Article
A unique travel innovation provided the opportunity to study the decision processes of innovators by means of self-administered questionnaires. The major findings were that a variety of models were necessary to describe these decision processes, and that the majority of respondents did not conform to the learning hierarchy model prevalent in the li...
Article
Results of a survey of the sex-role stereotypes portrayed by women in Australian magazine advertising are presented so that a profile of the interface between women and print media advertising can be documented. With recourse to such actual survey findings advertisers, management, public policy makers, and social commentators are then in a better p...
Article
Full-text available
The nature of innovativeness, and its relationship to adoption, are explored in this article. It is argued that innovativeness should be conceptualized at a higher level of abstraction, and that explicit recognition should be given to the complex communication processes intervening between this construct and observable behavior.
Article
A question invariably recurs in discussions about corporate reputation: are they cause, consequence, or epiphenomenon? That is: do they have an independent causal eÄect on corporate performance; are they a consequence of good financial performance? Or are they an incidental by-product? The second day of the conference began with a review of avail-...
Article
Many business schools have been seduced into using the rankings produced by the Financial Times and other pollsters to reward their Deans and to promote their school to potential students, faculty and benefactors. This paper analyses the FT rankings and argues that Top 20 schools can benefit from anchoring their market position to their rank but th...

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