Michelle D. Steward

A Comprehensive Analysis of Marketing Journal Rankings

The purpose of this study is to offer a comprehensive assessment of journal standings in Marketing from two perspectives. The discipline perspective of rankings is obtained from a collection of published journal ranking studies during the past 15 years. The studies in the published ranking stream are assessed for reliability by examining internal correlations within the set. Aggregate rankings are presented from the published ranking stream, as well as from the two predominant ranking approaches used in these studies (opinion surveys and citation analyses). A new data source for journal rankings is introduced—the actual in-house target journal lists used by a sample of Association to Advance Collegiate Schools of Business (AACSB)-accredited schools to evaluate faculty research, representing an institutional perspective. The aggregate journal rankings from these lists are presented, as well as the rankings in two subsegments of the sample (US/non-US and doctoral/nondoctoral). The publications from the discipline perspective are compared to data from the in-house target journal lists actually used by AACSB-accredited schools. A full set of rankings across both data sets (school lists and the published article stream) is presented and differences are discussed.

Exploring Cross-National Differences in Organizational Buyers' Normative Expectations of Supplier Performance

The authors analyze data from two cross-national studies to explore differences in organizational buyers’ normative expectations of supplier performance. These normative expectations encompass what buyers perceive as business standards or norms, regardless of product/service, supplier, or industry. The first study (four countries) pinpoints the normative expectations that help explain why managers across countries may evaluate the same supplier performance differently. The second study provides an illustrative example of these differences in a separate sample drawn from the same four countries. The inclusion of such normative expectations of supplier performance has the potential to add explanatory power to models of performance evaluation in international business-to-business relationships. The findings suggest that if differences in normative expectations of supplier performance are not taken into account, performance ratings may be distorted indicators of actual performance.

Role identity and attributions of high‐performing salespeople

Purpose – This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business markets.Design/methodology/approach – The sample consists of 60 salespeople from a Fortune 100 high technology firm responsible for managing multi‐million dollar customer projects. Interviews with both salespeople and their sales managers provided the data to examine the relationships among role identities, attributions, and performance.Findings – The model suggests that higher‐performing salespeople have role identities as sales consultants, whereas lower performers tend to have role identities as technical specialists. Further, those salespeople with sales consultant role identities were more likely to attribute success to relational factors, whereas salespeople with technical specialist role identities were more likely to attribute success to technical factors. There were no significant relationships among role identitie...

Exploring Supply Managers' Intrapreneurial Ability and Relationship Quality

This article examined the degree to which a supply managers intrapreneurial ability influences the quality of individual-level relationships with internal customers and the suppliers account executive. The moderating influence of the buyers firm-level commitment to the supplier and how these relationships subsequently impact supplier performance were explored. The study assessed the supply managers intrapreneurial ability using survey data gathered from 110 supply managers across a variety of industries. In key supplier relationships, a supply managers intrapreneurial ability positively influences the quality of internal and external relationships. The firms commitment to the supplier weakens the relationship between intrapreneurial ability and relationship quality. The findings highlight the value of individual skills to enhance relationships The ability to behave intrapreneurially shapes the quality of internal and supplier relationships. However, only the supply managers relationship with the suppliers account executive is related to supplier performance. By examining the impact of intrapreneurial ability on individual-level relationships with internal customers and suppliers account executive, a more comprehensive view of business-to-business relationship management in the supply chain is gained.

Using the Madeline Hunter Direct Instruction Model to Improve Outcomes Assessments in Marketing Programs.

This study introduces marketing educators to the Madeline Hunter Direct Instruction Model (HDIM) as an approach to significantly and substantially improve student learning through course-embedded assessment.The effectiveness of the method is illustrated in three different marketing courses taught by three different marketing professors. The results demonstrate double-digit improvement in student achievement. Examples of application exercises are provided. The HDIM offers a viable tool for use in an environment in which marketing faculties are increasingly required to demonstrate course-embedded assessment as part of annual review, promotion, and tenure processes.

The Influence of Different Types of Cues-to-Action on Vaccination Behavior: An Exploratory Study

Vaccination of a population before an epidemic spreads is critical. Yet trends suggest that vaccination rates are remarkably low due to a public that ignores or views with suspicion vaccination recommendations. However, pharmaceutical companies may attempt to drive demand by lobbying for mandated vaccination. In an exploratory study, an experimental design is used to determine if firms benefit from such efforts. Consumer responses to different cues-to-action, or stimuli that arouse individuals to engage in a desired behavior, are examined. Results suggest that responses to different cues-to-action vary. Implications are discussed for businesses that may consider seeking mandates to increase demand.