Suchergebnisse

Organizational buying is an active research domain with hundreds of studies grounded in one or several of the complementary theoretical models in the literature. In recent years, however, many scholars have focussed on the importance of the buyer‐seller relationship. For many research studies, the theoretical framework has expanded from a buying‐side‐only perspective. Explores the reason for this transition in terms of changes in the business‐to‐business environment. Given the environmental changes, the next theory transition may be to view buying and selling relationships between firms from a systems perspective. Introduces basic systems thinking concepts as they may apply in the buyer‐seller context.

In this article, the authors document a new pre-election polling method that combines traditional probability sampling in statewide polls with sampling of bellwether districts. Against the backdrop of the 2008 presidential primary in New Hampshire, the authors explain how the Suffolk University/WHDH predictions, using additional bellwether tests, were closer than most other polls in correctly calling the Democratic primary race. Thus, the contributions in this article are twofold. The authors offer information that provides advances to the field of opinion research by describing the nature of electoral bellwether districts, a topic of recurring interest to public opinion scholars and practitioners. Second, they describe a process for selecting electoral bellwether districts. The authors explore the validity of their ideas by comparing pre-election poll data with bellwether tests to election outcomes for additional races in the state primaries and general election. They offer conclusions about the value and use of bellwether tests in the spirit of an open-source methodology to the opinion research community.

This volume includes the full proceedings from the 1994 Academy of Marketing Science (AMS) Annual Conference held in Nashville, Tennessee. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behavior, international marketing, marketing education, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the communit

It is impossible to talk about developing renewable energy resources in the United States without also talking about developing electric transmission infrastructure. More specifically, the transmission-planning strategies that may have worked in the past are no longer effective to integrate new sources of renewable energy into the transmission grid. Transmission lines were historically built to link large stationary power plants to nearby electricity demand centers like cities. For renewable energy, however, state mandates and policies are driving investment in wind-and to a lesser extent solar-energy, creating a need for new transmission lines to link these dispersed resources with electric load centers. Against this backdrop, there is now a complex mix of federal, state, and regional laws, policies, and politics governing both renewable energy goals and transmission planning and siting. These developments have rendered the traditional approach to transmission planning and siting ineffective-and, in some cases, obsolete. Although members of Congress have introduced bills to create federal renewable energy standards and to create more federal authority over transmission planning to support the growth of renewable energy, most of the action remains at the state level. While there has been significant scholarship on renewable energy siting and development in the United States, there has been less emphasis to date on the transmission challenges associated with the growth of renewable energy. This focus is critical, however, because the success of wind and solar development depends on whether it can get to market cost-effectively, and much of that depends on transmission. In this Article, we consider federal, state, and regional policies governing transmission planning and siting and highlight the challenges and opportunities for further growth. We focus on wind rather than solar or geothermal resources because wind-based electric power generation has grown significantly in recent years.

This article provides a new definition for case study research. Achieving deep understanding of processes and other concept variables (e.g. actors' perceptions of their own thinking processes, intentions and contextual influences) is identified as the principal objective of case study research. Using multiple methods to "triangulate" (i.e. confirm and deepen understanding by using multiple sources all focusing on the same process/event) within the same case is described. The article outlines the core criticisms made by case study researchers of large sample surveys. A need exists for a paradigm shift in research on organizational behavior (including modeling the antecedents of new product performance). The article outlines the telling weaknesses of case study research as seen by other researchers. The article examines Senge's core propositions related to the "mental models" of decision participants. Details illustrate the use of specific research methods for case studies to achieve different research objectives and the combination of objectives. Finally, the article illustrates basic concept variables in a case study and 12 propositions are reviewed briefly. This report reviews classic and recent contributions in the literature on case study research.

Both marketing executives and consumers engage in a combination of automatic and strategic (i.e. controlled) thinking and doing processes when they become aware of problems/opportunities. Similarities and departures in these processes among executives and consumers occur through all stages of their decisions. This article includes a paradigm describing similarities (Si) and departures (Di) in the stream of thinking and behaviors of executives and consumers. For example, both executives and consumers apply simplifying categorizing rules for defining decision contexts; for repetitive decision‐making contexts, categorization rules are more often formalized in writing by executives but not by consumers. The extant literature on the quality of decision processes offers several easy‐to‐apply, but often unknown rules helpful for both executives and consumers for improving the quality of their decisions; these rules are examined briefly within the framework of similarities and departures. Formal study by all marketers of such similarities and departures of consumer/business buying decisions may be helpful for recognizing nuances critical in selling‐buying processes for achieving desired outcomes – such as getting a sale or building a marketing relationship. The article describes "direct research" studies of decision processes implemented by executives and consumers; direct research studies hold particular promise for uncovering similarities and departures when comparing the two areas of study.