James C. Anderson's research while affiliated with Northwestern University and other places
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Publications (61)
Purpose
Customer value propositions are promoted as critical for technology startups. However, empirical evidence supporting the beneficial effects of startups using customer value propositions is lacking. We draw on a theory of integrating devices to develop and empirically test a model that describes how a technology startup may use customer valu...
A corporation that employs an “outside-in” startup program needs to screen a large number of potential startups and assess each time: What is the value of the startup’s offering to our business, and what resources and support will the startup need so we can actually obtain its offering? However, many startups are not very good at communicating thei...
Firms increasingly rely on suppliers to perform tasks in new product development (NPD). Research has only recently begun to focus on the processes to manage this supplier development responsibility, and has hardly investigated how firms collect and analyze information regarding the cost and performance of alternative supplier offerings. Our study a...
Purpose: A conceptual framework is proposed and tested to better understand customers' purchase of higher-value, higher-price offerings in business markets. Ambiguity about superior value and consequences of obtaining superior value are the constructs in this framework. Ambiguity about superior value is meant to capture the concern and doubt that m...
During new product development (NPD), firms make critical design and sourcing decisions that determine the new product's cost, performance, competitive position, and profitability. The purchase price of materials and components for the new product provides only part of the picture for design and sourcing decisions. All-encompassing analyses of cost...
Some companies think that offering deep discounts to buyers is the only way to sell their products in business markets and propose a better way.
The authors of this article and their colleagues at the Richard Ivey School of Business at the University of Western Ontario are to be commended not only for this well-crafted article but also for their efforts to elevate and incorporate essential knowledge of business marketing into the fabric of their school's master's program. The provocative ar...
Past research on interfirm relationships typically has relied on a single informant from one side of the relationship and has estimated the constructs of interest by summing the informant's answers to several measures posited as indicators of each construct. We demonstrate analytically that two systematic sources of measurement error, informant bia...
Examples of consumer value propositions that resonate with customers are exceptionally difficult to find. When properly constructed, value propositions force suppliers to focus on what their offerings are really worth. Once companies become disciplined about understanding their customers, they can make smarter choices about where to allocate scarce...
This study investigates the adoption of total cost of ownership (TCO) analysis to improve sourcing decisions. TCO can be seen as an application of activity based costing (ABC) that quantifies the costs that are involved in acquiring and using purchased goods or services. TCO supports purchasing decision-makers in focusing on total value received an...
Most companies in business markets still have difficulty being anything more than sales-oriented. Yet, simply supplying more of the same offerings in the same way to customers overlooks more profitable ways of growing business with them. Building the scope of the market offering, broadening collaboration and multiple single sourcing each represents...
The authors investigate how purchasing managers combine information about product offerings' values and prices to make purchase decisions. The results of two field studies show that managers do not regard monetarily-equivalent changes in value and price to be the same. Using reference-dependent theory, the authors show that, rather than a single ut...
I. INTRODUCTION AND OVERVIEW. 1. Business Market Management: Guiding Principles. II. UNDERSTANDING VALUE. 2. Market Sensing: Generating and Using Knowledge about the Marketplace. 3. Understanding Firms as Customers. 4. Crafting Market Strategy. III. CREATING VALUE. 5. Managing Market Offerings. 6. New Offering Realization. 7. Business Channel Manag...
Given the paucity of knowledge on the state of business marketing education at the master's level, we conducted an exploratory survey of instructors at selected universities in North America and Europe. We supplemented results from this survey with discussions with our colleagues who teach business marketing at the master's level, and a review of a...
A small but growing number of suppliers in business markets draw on their knowledge of what customers value, and would value, to gain marketplace advantages over their less knowledgeable competitors. These suppliers have developed what the authors call customer value models, which are data-driven representations of the worth, in monetary terms, of...
International Business School. The authors gratefully acknowledge the financial support of the ISBM and
Within the context of collaborative relationships between supplier firms and customer firms, this paper examines the increasingly important, yet relatively neglected, area of marketing in the group-on-group mode of interfirm interaction in business markets. Central to this work is the delineation of important relational framing, structure, and proc...
David Wilson (1995) has provided us with much grist for thought with his integrated framework for customer-supplier relationship development. In focusing on which constructs are “active” and therefore most meaningful at each stage, he has opened a new vista for research in this area. Our models and empirical research ought to reflect this, but to d...
The authors have found that suppliers tend to give customers more services than they want at prices that reflect neither value to customers nor the cost of providing them. However, the authors also found that some companies are realizing that they can lower the cost of providing services and use them more effectively to meet customers' needs, gain...
In business-to-business settings, dyadic relationships between firms are of paramount interest. Recent developments in business practice strongly suggest that to understand these business relationships, greater attention must be directed to the embedded context within which dyadic business relationships take place. The authors provide a means for u...
In business-to-business settings, dyadic relationships between firms are of paramount interest. Recent developments in business practice strongly suggest that to understand these business relationships, greater attention must be directed to the embedded context within which dyadic business relationships take place. The authors provide a means for u...
In this article, we examine the use of the key informant methodology by researchers investigating interorganizational relationships. Authors have advocated the use of multiple informants to increase the reliability and validity of informant’s reports. However, interorganizational research still tends to rely on single informants. We investigated in...
This article reviews proposed goodness-of-fit indices for structural equation models and the Monte Carlo studies that have empirically assessed their distributional properties. The cumulative contributions of the studies are summarized, and the variables under which the indices are studied are noted. A primary finding is that many of the indices us...
Fornell and Yi (1992 [this issue]) have discussed four assumptions that they contend underlie two-step approaches to structural equation modeling. Each of these assumptions is demonstrated to not be an assumption of the two-step approach recommended by Anderson and Gerbing (1988). In doing so, an attempt is made to provide some clarification and gu...
A pretest methodology for predicting the performance of measures in a confirmatory factor analysis is presented. A pretest item-sort task draws on the concept of substantive validity, and 2 indices of substantive validity in a theory-testing context are proposed: the proportion of substantive agreement, p
sa, and the substantive-validity coefficien...
A pretest methodology for predicting the performance of measures in a confirmatory factor analysis is presented. A pretest item-sort task draws on the concept of substantive validity, and two indices of substantive validity in a theory-testing context are proposed: the proportion of substantive agreement, Psa, and the substantive-validity coefficie...
Partnerships are the way for firms to do business or so it seems when one reads today's business press. The article underscores the difficulties that managers can encounter in attempting to cultivate strong working partnerships with their customers. In this article, authors present a comprehensive, strategic approach that offers managers guidance o...
A model of distributor firm and manufacturer firm working partnerships is presented and is assessed empirically on a sample of distributor firms and a sample of manufacturer firms. A multiple-informant research method is employed. Support is found for a number of the hypothesized construct relations and, in both manufacturer firm and distributor fi...
A model of distributor firm and manufacturer firm working partnerships is presented and is assessed empirically on a sample of distributor firms and a sample of manufacturer firms. A multiple-informant research method is employed. Support is found for a number of the hypothesized construct relations and, in both manufacturer firm and distributor fi...
This paper draws upon a social exchange theory perspective and the marketing channels literature to provide a conceptualization of partnership advantage. Partnership advantage directs consideration to the interdependent nature of manufacturer and distributor working relationships, and to the resultant need of each firm to be cognizant of the advant...
In this article, we provide guidance for substantive researchers on the use of structural equation modeling in practice for theory testing and development. We present a comprehensive, two-step modeling approach that employs a series of nested models and sequential chi-square difference tests. We discuss the comparative advantages of this approach o...
In this article, we provide guidance for substantive researchers on the use of structural equation modeling in practice for theory testing and development. We present a comprehensive, two-step modeling approach that employs a series of nested models and sequential chi-square difference tests. We discuss the comparative advantages of this approach o...
The authors outline an updated paradigm for scale development that incorporates confirmatory factor analysis for the assessment of unidimensionality. Under this paradigm, item-total correlations and exploratory factor analysis are used to provide preliminary scales. The unidimensionality of each scale then is assessed simultaneously with confirmato...
The authors outline an updated paradigm for scale development that incorporates confirmatory factor analysis for the assessment of unidimensionality. Under this paradigm, item-total correlations and exploratory factor analysis are used to provide preliminary scales. The unidimensionality of each scale then is assessed simultaneously with confirmato...
Kumar and Dillon recently presented a conceptual, overall consistency criterion that represents a sufficient condition for consistency. In commenting on their article, the authors (1) clarify the interrelated nature of internal consistency and external consistency, (2) show that the "bogus perfect fit" example is itself "bogus" in that it cannot oc...
Kumar and Dillon recently presented a conceptual, overall consistency criterion that represents a sufficient condition for consistency. In commenting on their article, the authors (1) clarify the interrelated nature of internal consistency and external consistency, (2) show that the “bogus perfect fit” example is itself “bogus” in that it cannot oc...
As distributors move more and more toward a professional management style, their role in working partnerships with manufacturers must become proactive rather than reactive. Only in this way, the authors argue, will the partnership survive and prosper.
A crucial undertaking in research on organizations is to obtain valid estimates of the organization-level constructs and their relationships to one another. One organizational research methodology has multiple individuals within each firm act as informants and report their perceptions of these constructs. Drawing upon past work, a comprehensive, co...
A Monte Carlo approach was employed to investigate the interpretability of improper solutions caused by sampling error in maximum likelihood confirmatory factor analysis. Four models were studied with two sample sizes. Of the overall goodness-of-fit indices provided by the LISREL VI program significant differences between improper and proper soluti...
This paper examines the current practice of industrial distributor selling, focusing on the roles played by the outside and inside sales forces. Based on benchmark survey results, the present composition, responsibilities, and compensation programs of outside and inside sales forces are compared and contrasted. Some predictions are given on likely...
Monte Carlo methods were used to systematically study the effects of sampling error and model characteristics upon parameter estimates and their associated standard errors in maximum likelihood confirmatory factor analysis. Sample sizes were varied from 50 to 300 for models defined by different numbers of indicators per factor, numbers of factors,...
In research employing multiple informants to assess the construct validity of properties of marketing organizations, both convergent and discriminant validity of the constructs may be overstated if measure-specific factors are not taken into account. The author presents a second-order confirmatory measurement model which explicitly models the organ...
Building upon work from social exchange theory and channels of distribution, a model of distributor-manufacturer working relationships from the distributor's perspective is presented. An initial empirical test, using a structural equation methodology, provided acceptable support of the model, given some measurement limitations. Further work on mode...
Building upon work from social exchange theory and channels of distribution, a model of distributor-manufacturer working relationships from the distributor's perspective is presented. An initial empirical test, using a structural equation methodology, provided acceptable support of the model, given some measurement limitations. Further work on mode...
Research designed to demonstrate the attributional principles of augmentation, discounting, and minimum causation (a known cause and possible cause schema) has provided inconsistent findings. Because these inconsistencies may have been due to methodological differences, research was designed to examine the use of all three principles (along with si...
A Monte Carlo study assessed the effect of sampling error and model characteristics on the occurrence of nonconvergent solutions, improper solutions and the distribution of goodness-of-fit indices in maximum likelihood confirmatory factor analysis. Nonconvergent and improper solutions occurred more frequently for smaller sample sizes and for models...
The meaning of correlated measurement errors is discussed within a hierarchical framework of error terms provided by true score, first-order factor, and second-order factor models: random error, indicator specific error, and group specific error, respectively. Group specific error can be represented either as extraneous first-order factors or as un...
Lack of unidimensionality in structural equation models most often represents misspecification. The authors review the necessary conditions for unidimensional measurement of constructs. Two methods which assist the researcher in measurement model respecification, multiple-groups analysis and similarity coefficients, are presented and an example ill...
The development of methods of analysis for linear structural equation models with latent variables has pro- vided researchers considerable means to construct, test, and modify theories. However, the initial analysis al- most invariably indicates the need for a revised model, either in the measurement of the latent variables or in the causal relatio...
Traducción de: Value Merchants: Demonstrating and Documenting Superior Value in Business Markets Contenido: 1) Vendedores de valor; 2) Conceptualizando el valor; 3) Formular propuestas de valor; 4) Corroborar las propuestas de valor; 5) Adoptar las ofertas de mercado; 6) Transformar al personal de ventas en vendedores de valor; 7) Sacar partido del...
Citations
... There is extensive consensus regarding the close relationship between the start-up phenomenon and OI (Spender et al., 2017). Furthermore, it is evident that OI adoption is suitable for STBSUs to overcome some of the weaknesses related to their characterisation (Danarahmanto et al., 2020;Eftekhari and Bogers, 2015;Greco et al., 2016;Kirchberger et al., 2020;Marullo et al., 2018;Michelino et al., 2017;Sandmeier et al., 2010;West and Bogers, 2014). However, as Hasche et al. (2017); Kirchberger et al. (2020) and Xie and Wang (2020) state, further research is required since several issues remain unresolved. ...
... Exploratory factor analysis (EFA) was conducted to validate the measures used in this study. Based on the recommendation of [50], the exploratory factor analysis was carried out with principal components analysis, which includes Varimax rotation to identify the factors of the measurement in the scale. Bartlett's test of sphericity was also applied (approx. ...
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... First, similar to the vast majority of marketing research our study used a single informant per unit of analysis. It is often difficult to know whether a single individual in a complex organisation can provide valid information (Anderson 1985). Key informant reports should therefore be validated by the reports of other informants to reduce the functional position effects within the organisation and to develop reliable measures of constructs (e.g. ...
... The relatively low reliability of some measures is another point of discussion. From the perspective of classical test theory (Anderson et al., 1987;Kline, 2013), validity is of primary 3 importance and our CFA was consistent with valid measurement. Regarding our attitude measures, reaction-time items have demonstrated robustness against forms of concealment, bias, and testing effects (Hofmann et al., 2005;Verschuere et al., 2010), for example, they are less prone to preference falsification. ...
... Standardized z-scores were used to identify univariate outliers, whereas the Mahalanobis distance was used to identify multivariate outliers. Subsequently, Anderson and Garbing's [60] two-step approach was used to investigate the proposed model. First, the measurement was examined to evaluate the scale reliability and validity. ...
... Industrial marketing scholars have used the network approach to conceptually and empirically investigate buyer-supplier relationships (Håkansson and Snehota, 1995). Using a dyadic or a multi-actor interface perspective (Anderson et al., 1994;Araujo et al., 2016), adopting the firm's strategy and the institutional points of view (Waluszewski, 2011), this literature maintains that some of the elements that explain why some BM innovations are more successful than others could be embedded in buyer-supplier relationships. Partnering with technology-based service providers and KIBS may contribute to value creation (Aarikka-Stenroos and Jaakkola, 2012). ...
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... A core, conceptual tenet of SET is that reciprocity drives exchanges and maintains relationships between two parties by building trust and reducing uncertainty which pertains to the exchange. When one party does some favor for the other party, the receiving party reciprocates via positive behavioral changes in response to the initiating action from the other party (Anderson & Narus, 1984;Blau, 1964;Cropanzano et al., 2017;Cropanzano & Mitchell, 2005). As such, reciprocity serves as a mechanism that drives mutually beneficial relationships (Eisenberger et al., 1986). ...
... For startups it is recommended to create not only an "innovative offering value proposition" but also a "leveraging assistance value proposition" (Wouters et al., 2018). In the former, a logistics startup could expound the benefits for a LSP or shipper and additionally offer an extraordinary tailoring of a solution or grant exclusivity. ...
... Starting from this point of view, employees working in the same SME for at least 5 years in Istanbul were chosen as the research sample. The reasons for targeting these employees are that they can realize the big picture better than other employees; they are able to understand the organizational culture, information, processes and organizational structure better with the help of their past experiences and social interactions compared to other employees (Kumar, Stern, and Anderson 1993). Data have been gathered through surveys using the simple random sampling technique. ...
... In the pandemic era, the consumption of information, particularly news about the outbreak's status, has increased considerably (Devine et al., 2020). Many researchers have stated that communication has a considerable influence on the development of trust (Anderson & Weitz, 1989;Anderson & Narus, 2018;Morgan & Hunt, 2018). Thus, trust is a critical component of efficient communication management during situations of public hazard. ...
