James H. Donnelly

A Study of Role Clarity and Need for Clarity for Three Occupational Groups

Role clarity and the need for role clarity are investigated empirically as interpreted by a total of 261 salesmen, supervisors, and operating employees in a medium-size electronic manufacturing pla...

Marketing Intermediaries in Channels of Distribution for Services

ALTHOUGH marketing is defined in terms of services as well as products, marketers generally have concentrated their attention on products, with the assumption that services are marketed using the same guidelines. In most areas, this assumption has proved essentially true; in the area of marketing channels, however, it is not only incorrect but its application has limited our understanding of the marketing of services. This article seeks to broaden this understanding by evaluating marketing channels for services as a separate decision area from those for products.

Effects of Transactional form on Environmental Linkages and Power-Dependence Relations

The article provides information on a study which investigated network and environmental linkages between manufacturers and dealers. A discussion is presented about the concept of power and depende...

Reframing the Mind of the Banker

Managerial issues are becoming critical in the US banking industry. The capability of those in leadership positions is continually identified as the most important single factor that will separate high‐ and low‐performing banks. Discusses the impact of increased competitive intensity on the skill set and skill mix of bank managers and recommends ten skills to reframe the mind of the banker.

Agency selection in international advertising

Isolates the importance of economic level and cultural level and cultural perceptions in influencing agency selection overseas by major US companies. Recounts that many study findings, relating particularly to the use of local or US‐based advertising agencies, are examined. Particular concern is to whether or not such factors as the advertisers attitudes towards cultural factor importance and market area economic development, are considerations in the placing of preparing and placing non‐domestic advertising. Looks at the role of culture and statements to prove advantages and disadvantages in these. Concludes that if a firm uses either US‐based agencies for overseas representation or foreign‐based agencies, its management is displaying some concern for the cultural and other differences forced between markets.

A Motivational Profile of Management Scientists

Maslows need-hierarchy theory of motivation has had a major influence on the thinking and research of many writers studying managerial behavior in an organizational setting. A growing number of groups of managers have been used as subjects in studies concerned with motivation and perceived need satisfactions. One conspicously absent group in recent studies conducted by behavioral scientists has been management scientists, a randomly selected sample of 192 of whom participated in the present study. The objective of the study was to learn about (1) the relation between job level and perceived need satisfaction, (2) the relation between company size and perceived need satisfaction, and (3) the interaction effects of level and size on perceived need satisfaction. Since the management science profession is becoming a significant force in society and organizations, the preliminary findings of this study provide some much needed motivational data. It was generally found that the most predominant independent var...