1 / 8

Focusing on Quality NCSM, Miami 2005

Focusing on Quality NCSM, Miami 2005. William C. Moncrief Senior Associate Dean and Bedford Chair of International Business TCU. Issues. “Me Too” Research The JM Model What is Sales research? Exploring Research in Other Fields and Marketing Sub-fields Methodological Issues.

nura
Download Presentation

Focusing on Quality NCSM, Miami 2005

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Focusing on QualityNCSM, Miami 2005 William C. Moncrief Senior Associate Dean and Bedford Chair of International Business TCU

  2. Issues • “Me Too” Research • The JM Model • What is Sales research? • Exploring Research in Other Fields and Marketing Sub-fields • Methodological Issues

  3. “Me Too” Research • Not a negative term • “Me Too” research seeks specific answers, manipulates variables, builds on existing research • “Me Too” is the Heart of our Literature

  4. The JM Model • Must be new and different; groundbreaking research • High quality on every dimension • Major contribution to the literature • Competing for limited space

  5. What is Sales Research • JM sales articles since 2000 • Sales Call Anxiety: Exploring What it Means Where Fear Rules a Sales Encounter – Verbeke and Bagozzi • Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions – Dixon, Spiro, and Jamil • Antecedents and Consequences of Merit Pay fairness for Industrial Salespeople – Ramaswami and Singh • Building and Sustaining Buyer-Seller Relationships in Mature Industrial Markets – Narayandas and Rangan

  6. What is Sales Research?Non-Traditional Topics • On the Profitability of Long-life Customers in a Noncontractual Setting: An empirical Investigation and Implications for Marketing? - Reinartz and Kumar • When Does Vertical Coordination Improve Industrial Purchasing Relationships? - Buvik and John • The Impact of Customer Relationship Characteristics of Profitable Lifetime Duration - Reinartz and Kumar • Implementing a Customer Orientation: Extension of Theory and Application – Kennedy, Goolsby and Arnould • Metrics for Making Marketing Matter – Lehmann • Determinants of Customers’ Responses to Customized Offers: Conceptual Framework and Research Propositions - Simonson

  7. Exploring Research in Other Fields and Marketing Sub-fields • We borrow from other fields – Management, Psychology, Sociology • We must get more Strategic literature in our Sales Research • We need to look at the Big Picture and not just focus on the tactics • Should we even be a Sub-discipline?

  8. Methodological Issues • Obtaining high quality Data • Using new and improved Modeling and Analytical Techniques • Acquiring and building new Scales • Marrying the Theoretical with the Practical

More Related