Orville C. Walker Jr

• University of Minnesota

This study examines the impact of several perceived organizational climate variables on the job satisfaction of manufacturers' agents and internal salespeople. The study analyzes the relationship between each climate variable and each component of job satisfaction for both groups. Climate variables include closeness of supervision, influence over s...

In recent years, numerous pieces of consumer-oriented legislation have been passed at both the federal and state levels. Although such laws are usually assumed to have a beneficial impact on consumers, situations may occur when either (a) the law fails to accomplish its primary objectives because of poor design and implementation, weak enforcement,...

This study examines how the most influential business‐to‐business (B2B) customers, both existing and potential, involved in providing input to a new product development (NPD) project influence new product advantage. As the relational literature suggests, involving customers who have had close and embedded relationships with a firm's new product org...

Using samples of evening MBA students having considerable managerial experience, two experiments were conducted, through which we explore the effects of organizational and decision-maker factors on managers' new product investment decisions. Subjects were asked to choose among new product development projects having equal investments and expected v...

Based in a new-product decision-making context, this article poses the question, “how, and to what extent, do prior outcomes, and the reasons given to account for those outcomes, influence a marketing manager's future new-product selection (choice) and support (dollar commitment) decisions?” The study's hypotheses are developed by integrating the m...

This article empirically examines, in a new-product decision context, the relationships among risk propensity, perceived risk, and risky choice decisions, when risk is operationalized as the chance of loss and the size of loss. The results indicate that perceptions of chance of loss directly influence choice among alternatives possessing different...

While some degree of freedom and flexibility is an essential ingredient to productive cross‐functional NPD teams, upper‐managers are faced with the challenge of instituting effective control mechanisms which head projects in the right strategic direction, monitor progress toward organizational and project goals, and allow for adjustments in the pro...

Successful new product development is fundamentally a multidisciplinary process. While this view has helped lead management to the wide‐spread adoption of cross‐functional new product development teams, in this study we question whether simply increasing the level of functional integration is truly a guarantee for enhancing the performance of new p...

Der Bezug zwischen der Corporate Identity und verschiedenen möglichen Markenstrategien (dominierende Firmenmarke, Firmen- und Produktmarke, dominierende Produktmarke, keine ausgeprägte Marke) wird i.e. untersucht. Ausgangspunkt der Untersuchung ist eine Analyse des Markenwertes und seiner Determinanten aus Konsumentensicht. Es werden Bedingungen en...

A model is presented of an exchange episode between a manufacturer and a distributor that generates disappointing performance outcomes. The authors suggest that manufacturers commit different types of resources in the initial stages of relationships with distributors, which affect both the distributor's ability and willingness to achieve performanc...

Theoretical perspectives from behavioral decision research and strategic management are employed to make competing predictions of managers' competitive response decisions. Results indicate that responses of greater magnitude are more likely when an ambiguous situation surrounding the market entry of a new competitor is framed as an opportunity rath...

Marketing and sales personnel are frequently called on to work with-and sometimes to lead-specialists from other functional areas in the development of new products and services. Such cross-functional interactions can be structured and coordinated in a variety of ways, from bureaucratic approaches to more decentralized participatory mechanisms. Rec...

Agency and related theories have proven useful as theoretical frameworks for examining relationships between principals and their agents in many disciplines. However, though marketing involves a wide array of agency relationships, agency-based research has only recently begun to be reported in the marketing literature. The authors therefore attempt...

Agency and related theories have proven useful as theoretical frameworks for examining relationships between principals and their agents in many disciplines. However, though marketing involves a wide array of agency relationships, agency-based research has only recently begun to be reported in the marketing literature. The authors therefore attempt...

The authors review and integrate various theoretical perspectives, normative statements, and pieces of empirical evidence about the organizational structures and processes best suited for implementing different types of business strategies. Particular emphasis is given to the relationship of different types of structure, processes, and policies inv...

This paper examines how interactions between marketing and research and development personnel vary across business units pursuing different strategies. Based on the Miles and Snow typology of strategy, several propositions concerning the extent of interdepartmental conflict, the structures used to manage and resolve such conflicts, and the perceive...

The authors develop a framework for examining how and why marketing personnel interact with personnel in other functional areas in planning, implementing, and evaluating marketing activities. Building on theoretical developments from social systems theory and resource dependence models, they provide a general framework that can be used to understan...

Previous analysis of marketing organization has focused on the coordination of marketing activities and on organizational forms used to accomplish this, while ignoring the organization of marketing tasks at the work unit level. This article develops a contingency approach to the structure and performance of marketing activities at the work unit lev...

Previous analysis of marketing organization has focused on the coordination of marketing activities and on organizational forms used to accomplish this, while ignoring the organization of marketing tasks at the work unit level. This article develops a contingency approach to the structure and performance of marketing activities at the work unit lev...

How do personal characteristics of salespeople affect their desire for the various rewards available to them? Do younger salespeople desire different types and levels of rewards than older salespeople? Are there differences due to job tenure, marital status, family size, and so forth? In this article, the authors attempt to answer these questions....

This position paper argues that current knowledge of the determinants of motivation and performance in industrial selling is woefully inadequate. As a first step toward improving this situation, the authors offer a conceptual model which identifies a set of individual, interpersonal, organizational, and environmental variables that may influence a...

This position paper argues that current knowledge of the determinants of motivation and performance in industrial selling is woefully inadequate. As a first step toward improving this situation, the authors offer a conceptual model which identifies a set of individual, interpersonal, organizational, and environmental variables that may influence a...

This report concerns the impact of several organizational climate variables on the job satisfaction of a cross-section of industrial salesmen. To gain greater insight into how climate affects salemen's feelings about their jobs, the relationships between each climate variable and each of seven components of job satisfaction also are examined. Final...

This report concerns the impact of several organizational climate variables on the job satisfaction of a cross-section of industrial salesmen. To gain greater insight into how climate affects salemen's feelings about their jobs, the relationships between each climate variable and each of seven components of job satisfaction also are examined. Final...

What can marketing managers do to reduce the role conflict and ambiguity industrial salesmen experience in their jobs? The results of this study suggest that organization structure and supervisory style have little impact on the amount of conflict salesmen perceive. However, some aspects of supervisory policy may be useful in reducing role ambiguit...

While the unique characteristics of the industrial salesman's role has stimulated much recent research, this uniqueness requires the development and use of occupation-specific measurement instruments. A job satisfaction measure specifically designed for industrial salesmen is presented together with norms, a detailed description of the methodology...

While the unique characteristics of the industrial salesman's role has stimulated much recent research, this uniqueness requires the development and use of occupation-specific measurement instruments. A job satisfaction measure specifically designed for industrial salesmen is presented together with norms, a detailed description of the methodology...

Retailers may respond to interest limitation laws in ways that are detrimental to certain segments of society. This study examines the impact of such laws on consumers. Preferences for alternative retail credit terms vary significantly among consumers with different socioeconomic characteristics. The managerial and public policy implications of the...

Retailers may respond to interest limitation laws in ways that are detrimental to certain segments of society. This study examines the impact of such laws on consumers. Preferences for alternative retail credit terms vary significantly among consumers with different socioeconomic characteristics. The managerial and public policy implications of the...

Research findings supplementing those discussed in "Regulating the Price of Consumer Credit" in the October, 1971 issue of the JOURNAL OF MARKETING, are presented in this article. The authors examine alternative reactions of retailers faced with legal restrictions on interest rates or service charges on consumer credit.

Research findings supplementing those discussed in “Regulating the Price of Consumer Credit” in the October, 1971 issue of the JOURNAL OF MARKETING, are presented in this article. The authors examine alternative reactions of retailers faced with legal restrictions on interest rates or service charges on consumer credit.

Recent interest in consumer protection has focused on the fradulent or unethical practices of some direct sellers. This paper examines one legislative response to these practices, that of "cooling-off" laws, and their effectiveness in protecting consumers particularly those with low incomes.

Recent interest in consumer protection has focused on the fradulent or unethical practices of some direct sellers. This paper examines one legislative response to these practices, that of “cooling-off” laws, and their effectiveness in protecting consumers particularly those with low incomes.

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