Richard T. Hise

E-satisfaction: an initial examination

Abstract As more e-retailers promise their customers that online experiences will be satisfying ones, understanding what creates a satisfying customer experience becomes crucial. Even though this understanding appears crucial, no studies have examined the factors that make consumers satisfied with their e-retailing experiences. To partly fill this void, the authors examine the role that consumer perceptions of online convenience, merchandising (product offerings and product information), site design, and financial security play in e-satisfaction assessments. They find that convenience, site design, and financial security are the dominant factors in consumer assessments of e-satisfaction. The authors discuss the implications of these findings and offer directions for future research.

Shaping the Marketing Curriculum: The CEO Perspective

Marketing educators must ensure that the university marketing curriculum is in tune with the needs of business. This article reports the results of a study in which 236 chief executive officers of U.S. industrial corporations were asked to evaluate the importance of various marketing activities in their firm. Their responses provide valuable insight relative to the structuring of the marketing curriculum.

Role conflict, role clarity, job tension and job satisfaction in the brand manager position

One hundred ninety-eight brand managers were examined on four important role decisions: role conflict, role clarity, job tension, and job satisfaction. Role conflict was significantly related to role clarity, job tension, and job satisfaction. Role clarity was related to job tension and job satisfaction at significant levels and job tension was significantly related to job satisfaction. All relationships occurred in the expected directions. Four independent variables were analyzed with these four role dimensions: personal factors, organizational factors, involvement with product decisions, and level of contact with interfaces. Significant relationships were found only for involvement with product decisions and level of contact on the job satisfaction dimension.

The Marketing Curriculum: A Decade of Change

The results are presented of a study involving the analysis of 75 undergraduate catalogs of colleges and universities offering a major or concentration in marketing. The various marketing courses required and offered, at these institutions are summarized and the results compared with those of a similar study conducted ten years ago. Conclusions are drawn regarding trends in, and the current status of, marketing education.

Improving the performance of the industrial sales force in the 1990s

Abstract Manufacturers of industrial products are facing escalating sales costs and declining sales force productivity. Fortunately, there are means available to effectively cope with these problems. These include account management, lead generation efforts, computer-assisted sales programs, telemarketing, and systems contracts. This article provides examples of companies that have successful programs, and identifies benefits, conditions required for putting them into operation, and implementation strategies.

Effective packaging management

Abstract A products packaging is a crucial part of its appeal today, and the authors say that, because of that, a greater emphasis needs to be placed on managing the packaging process.

Assessing the Risks New Products Face

OVERVIEW:New products that mesh with their external environment have a better chance of succeeding than those that do not. Companies that assess the external environment for potential new products effectively are more likely to market commercial winners than firms performing this activity ineffectively. Unfortunately, R&D programs often fail to recognize the importance of the external environment. Consequently, the authors provide a framework for companies to use to develop external environmental profiles for their new product candidates. Operational guidelines for developing these profiles are included, and recommendations as to how companies should scan their external environments are offered.

Evaluating the effects of anonymous respondents on mail survey results

Anonymity is frequently offered to recipients of mail questionnaires in order to secure their cooperation and thus increase the response rate obtained. Individuals desiring to remain anonymous may, however, choose to respond differently to the instrument than known respondents because their identities are secret. Thus, a potential source of bias is introduced whenever anonymity is made available. This article examines the responses of identified and anonymous respondents to a mail questionnaire in order to determine the extent to which such bias occurred.

Communication, utilization, and performance in international strategic alliances

Purpose – The purpose of this paper is to explore post‐international strategic alliance (ISA) establishment processes by exploring the interrelationships surrounding utilization as a resource coordinating activity, two communication dimensions (four communication factors) as the antecedents of utilization, and the implications of utilization for ISA performance.Design/methodology/approach – Based on the mail and e‐mail surveys, the structural model is analyzed by using LISREL. The moderating effects of cultural sensitivity and host government interference on the relationship between utilization and international alliance performance are measured by a moderated multiple regression. The mediating effect of utilization is also examined.Findings – Three of the four communication factors (all except for informal communication) affect the effective utilization of the resources contributed by each ISA partner. Utilization contributes to the achievement of each ISA partners objectives. Utilization is also found ...

Developing and managing a 20/80 program

The 2080 principle may be well known, but its not a cliche. The authors say it can be applied in many different types of businesses to improve performance and increase efficiency.