Mark G. Dunn

Organizational Values and Value Congruency and Their Impact on Satisfaction, Commitment, and Cohesion: An Empirical Examination within the Public Sector

The present study examines the impact of organizational values and value congruency on satisfaction, commitment, and cohesion within a not-for-profit setting. Information for the study was collected from 387 highway and transportation department executives. The findings indicate that organizational values affect satisfaction, commitment, and cohesion. Moreover, value congruence (i.e., a fit between professed organizational values and the values deemed appropriate by employees) also impacts these behavioral variables. If organizations lack the values studies and/or value congruence is low, the study results indicate that action should be taken to change the organizations value orientation.

Conducting Marketing Science: The Role of Replication in the Research Process

Abstract The role of replication in marketing research has been a tenuous one, at best. On the one hand the prevalent perceived bias against replication research has deployed more research effort into the process of theory generation. On the other hand, theory development and refinement have suffered from the lack of an explicit replication tradition in research. At various times through the history of social science, reminders have appeared in the literature for an increased emphasis on replication. In principle, most researchers agree that replication is a necessary ingredient for knowledge advancement in a discipline, but, in reality, few strict replication studies have been published. Many factors account for the apparent lack of interest toward conducting replication research, including a perceived lack of importance or creativity in such studies and a perception of editor and reviewer bias against such studies. We maintain that much of this bias may be rooted in a misunderstanding of the role of replication in the research process. The belief that replication can be extricated from the research process, let alone be optional, is a sign of misunderstanding both the nature and process of science. Thus, the purpose of the present study is threefold. First, we discuss replication research and its relation- ship to the advancement of knowledge. Next, we discover the replication process in the context of publishing. Finally, a prescription for the conduct of replication research is provided that attempts to explicate the con- ditions necessary to promote a replication tradition in marketing research.

The impact of organizational values, goals, and climate on marketing effectiveness

Abstract We examine the relationship between organizational values, corporate goals, and climate and marketing effectiveness within the manufacturing sector. Data from 168 marketing executives representing medium to large manufacturing firms revealed that those companies which demonstrate superior marketing effectiveness also have distinguishing value profiles and goal orientations. Respondents stated that a greater importance should be placed on many of the values and performance dimensions examined. The results provide the following prescription for managers: an environment must be developed that is supportive of marketing-oriented strategies.

Vertical Exchange and Salesperson Stress

Salespeople are susceptible to stress by the very nature of their job. Sales managers may be in a position to alleviate some of the causes of stress. This paper presents results from a study that examines the nature of Vertical Exchange relationships and stress. The findings indicate that the quality of exchange relationship does affect the level of felt stress and stress due to role conflict and role ambiguity. The influence of situational stressors is also affected by the quality of exchange relationship.

Corporate values and the marketing concept: examining interfunctional relationships

This study examined the quality of the inter-functional relationships between the marketing and production functions from the perspective of the marketing in three contexts — inter-functional exchange relationships, perceived effectiveness of the relationship between marketing and production and inter-functional conflict. Two potential correlates of these constructs were evaluated — the adoption of the marketing concept and corporate values. The data were clustered on the scale measuring adoption of the marketing concept. Three clusters emerged and were labelled the ‘marketing effective’, the ‘inexperienced marketers’ and the ‘marketing ineffective’. The results show that those with a clear marketing focus and a clear set of customer oriented goals were also those which demonstrated low levels of conflict and high levels of cooperation between marketing and production, a result which is independent of size.

Investigating the Perceived Risk of the Elderly Consumer

The present study examines the perceived risk of elderly consumers. The study’s purpose was to provide insight into the differences which exist between elderly consumers and other consumers in three areas: the perceived risk associated with purchasing products, the perceived risk attributed to a full range of retail patronage modes, and the risk reduction strategies employed. The findings support the notion that elderly consumers have different perceived risk profiles when selecting products and in choosing retail patronage modes. Elderly consumers also appear to place differing levels of importance on alternative risk reducing tactics.

Perceived Risk in Buying Apparel from Selected Retail Patronage Modes

The notion of perceived risk as an important influence on consumer behavior has been well documented. This study examines the perceived risk associated with nine apparel categories purchased from six retail patronage modes. The findings indicate that there are significant differences in the amount of risk associated with purchasing apparel from the different retail modes. Similarly, apparel products purchased from the same retail mode also exhibited significant differences.