David J. Urban

An Expanded Model of Business-to-Business Partnership Formation and Success

Abstract In this article, the authors develop an expanded model of partnership formation and success that builds upon a previous model constructed by Mohr and Spekman. Mohr and Spekman proposed that partnership success is predicated on relationship attributes, communication, and conflict resolution techniques, but their model did not specify what factors are associated with the initial formation of the partnership. The study described in this article is based on a series of in-depth interviews with purchasing managers, and identifies factors serving as antecedents to the formation of a partnership. Purchasing managers indicated that partnerships are initially formed in order to lower costs, increase service, and to improve a firms competitive advantage. The study also confirms the existence of various characteristics of partnership success. The article concludes with suggestions for future research about business-to-business partnerships.

Perceptions of banking services in the wake of bank mergers: an empirical study

Presents the results of a telephone survey of 801 consumers concerning the relationship between bank mergers and service quality perceptions. The setting of the study is a US state which has seen much merger activity. The survey results provide evidence of a significant relationship between bank mergers and service quality perceptions that differs based on the demographic characteristics of the respondents. Among these demographic characteristics are gender, ethnicity, education, and income. In addition to the survey results, the article also contains several managerial implications, including a need for complementarity of marketing strategies for both acquired and non‐acquired banks.

An Empirical Investigation of Research Standards for Marketing Faculty at AACSB-Accredited Business Schools

The article reports on tests of several hypotheses about scholarly research in marketing, such as the tradeoffs among professional activities, the emphasis on research quality, the importance of journal evaluations in assessing performance, and the criteria used to evaluate journals. These issues differ based on factors like professorial rank and the presence of a doctoral program in marketing.

The virtual automotive dealership: is it time? Is it legal?

The decade of the 1990s has seen unparalleled innovation in the retailing of new and used motor vehicles. Most recently the Internet has become the facilitator of change in auto retailing. After reviewing the current state of automotive Internet services, this article develops a model whereby a new entrant could introduce a vehicle line and market that line directly to the consumer via the Internet – “the virtual dealership”. Consummation of the transaction, vehicle delivery, warranty work, after‐market parts and service, and used car trade‐ins would be handled by existing players in the automotive infrastructure. Includes a discussion of potential problems, concentrating on legal restrictions imposed by state franchise laws.

The virtual automotive dealership revisited

Examines how the use of the World Wide Web has evolved in relation to automotive retailing. Reviews the authors’ model of virtual automotive dealership developed in an earlier article in this journal and discusses analytically the current state and future of virtual automotive distribution. Concludes that the element contributing most to the viability of the virtual dealership concept is the willingness of a manufacturer to establish a new line‐make in the US market.

Developing and Managing a Mission Statement: A Study of Marketing Departments:

The results of a survey of chairpersons show that marketing departments accredited by the American Association of Collegiate Schools of Business that have developed a mission statement are in the minority; approximately half of those that have done so perceive the benefits to be either moderate or insignificant. These findings indicate possible limitations in the development and/or management of the mission statement. This article proposes a process for the efficient and effective development of a mission statement and outlines methods to manage it.

Formalizing Evaluation Procedures for Marketing Faculty Research Performance

Abstract Faculty evaluation, especially regarding research performance, has become an increasingly important issue. In this article, we report the results of a national survey of marketing department heads that indicates that very few marketing departments have formalized the development and communication of research performance standards to faculty. We also propose guidelines and methods to accomplish these procedures most effectively.

THE SUPER AUTOMOTIVE CATEGORY KILLER: WHY NOW, WHAT FUTURE?.

While “category killers” have been a major retailing force in many product categories for nearly a generation, only recently has the concept extended to the retail used‐car market. Discusses several aspects of these “super automotive category killers (SACKs),” including why they developed in the mid‐1990s and their potential vulnerabilities. Provides managerial recommendations for existing and potential market participants.

Organisational Development: A New Direction for Marketing Channel Research

The concept of organisational development is an important one, but has yet to be applied to the marketing channel. The theory and practice of organisational development are examined and linked with their crucial needs in marketing channel research. The advantages of channel‐modified organisational development are demonstrated and what steps need to be taken to build the organisational development approach into a viable stream for marketing channel research are discussed.

Perceptions of Advertising in the Market for Used Vehicles

ABSTRACT The authors, recognising the rise in used-vehicle sales and the dearth of research into used-vehicle promotion, report on a survey among 600 used-vehicle buyers. The results cover the relative importance of advertising, and other factors considered when selecting a used-car seller; factors influencing the make and model of used vehicle; and the reasons for the types of seller chosen. They conclude by indicating guidelines for future studies.