Journal of Relationship Marketing最新文献_第10页

The Independent Sales Contractor and Relationship Quality: An Exploratory Study of Relational Attitudes and Behavioral-Intention 独立销售承包人与关系质量:关系态度与行为意向的探索性研究

Journal of Relationship Marketing Pub Date : 2018-04-03 DOI: 10.1080/15332667.2018.1440144

D. Finch, N. O'Reilly, Gashaw Abeza

引用次数: 3

A Proposed Model for Consumer-Based Brand Equity Analysis on Social Media Using Data Mining and Social Network Analysis 基于数据挖掘和社交网络分析的社交媒体消费者品牌资产分析模型

Journal of Relationship Marketing Pub Date : 2018-04-03 DOI: 10.1080/15332667.2018.1440141

Eduardo Nogueira, D. Tsunoda

{"title":"A Proposed Model for Consumer-Based Brand Equity Analysis on Social Media Using Data Mining and Social Network Analysis","authors":"Eduardo Nogueira, D. Tsunoda","doi":"10.1080/15332667.2018.1440141","DOIUrl":"https://doi.org/10.1080/15332667.2018.1440141","url":null,"abstract":"ABSTRACT Online social networks have expanded their “virtual borders,” making the Internet more like an environment of social interaction than a business tool. However, even before the emergence and expansion of social media, marketing professionals were interested in identifying consumers' perceptions about brands. Thus, operational models have been proposed to facilitate such a task. Those models, however, can be expensive and inconvenient, since the models use questionnaires for data collection. To help overcome this problem, this article proposes a model for brand equity analysis from the consumer perspective expressed in social networks using opinion mining techniques and social network analysis. The application of the proposed model on data collected from Twitter made it possible to analyze five brand equity dimensions: brand awareness, brand loyalty, perceived sentiment, perceived quality, and brand associations. The results reached by the application of the model show that brand equity can be analyzed from data retrieved from virtual social networks, disclosing how consumers perceive brands in such an environment, without using questionnaires, enabling different brands in different contexts. Those data can be analyzed under both objective and replicable criteria for each of the brand equity elements that make up the model.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2018-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2018.1440141","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45082759","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 2

Using CRM to Model Firm Performance in a Business-to-Business Market 利用CRM在企业对企业市场中模拟企业绩效

Journal of Relationship Marketing Pub Date : 2018-04-03 DOI: 10.1080/15332667.2018.1440142

Amer Rajput, Muhammad Zahid, Rida Najaf

{"title":"Using CRM to Model Firm Performance in a Business-to-Business Market","authors":"Amer Rajput, Muhammad Zahid, Rida Najaf","doi":"10.1080/15332667.2018.1440142","DOIUrl":"https://doi.org/10.1080/15332667.2018.1440142","url":null,"abstract":"ABSTRACT Customer relationship management (CRM) is the widely accepted approach for gathering, examining, understanding and translating information related to customers into managerial action. CRM is investigated in the context of new product performance (NPP). CRM enhances NPP as well as firm performance. This study investigates the impact of CRM on NPP through the moderation of top management support and an innovative culture, as well as the impact of CRM on firm performance through the mediation of NPP. A questionnaire survey is used for data collection from marketing managers of 159 firms in Pakistan in the B-to-B market. Hypotheses were tested using SEM in SMART PLS. This research shows that CRM directly affects firm performance, while NPP partially mediates the relationship of CRM and firm performance. These findings have significant implications for the practitioner. This study delivers insights to managers and academicians about the role of CRM in enhancing NPP and improving firm performance. In general, the study provides new insights into CRM by integrating top management support and an innovative culture. The research extends our understanding that top management support and innovative culture do not moderate the relationship of CRM with new product performance in a B-to-B context.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2018-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2018.1440142","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42921373","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 14

Using Facebook as a Digital Tool for Developing Trust amongst Consumers using Netnography and Social Media Analytics: A Study of Jet Airways 使用Facebook作为数字工具，利用网络图和社交媒体分析在消费者中建立信任：对捷特航空公司的研究

Journal of Relationship Marketing Pub Date : 2018-04-02 DOI: 10.1080/15332667.2018.1440145

Vandana Ahuja, Shirin Alavi

{"title":"Using Facebook as a Digital Tool for Developing Trust amongst Consumers using Netnography and Social Media Analytics: A Study of Jet Airways","authors":"Vandana Ahuja, Shirin Alavi","doi":"10.1080/15332667.2018.1440145","DOIUrl":"https://doi.org/10.1080/15332667.2018.1440145","url":null,"abstract":"ABSTRACT Social media usage is proliferating and millions of consumers are logging onto Facebook, the world's biggest digital platform. The vastness of the individual database and the huge amount of information generated by the individuals in the online domain make Facebook an interesting tool for marketers. This article evaluates how an organization like Jet Airways uses Facebook as a digital tool for developing trust amongst consumers, using the methodologies of netnography and social media analytics. The article studies the various structural features of Facebook and develops a theoretical framework to identify the benefits of Facebook. The research study further attempts to classify the content generated by Jet Airways on this platform into diverse content typologies, identifies the most significant content typology, and examines how the volume of likes, comments, and shares pertaining to the most significant content typology impacts the development of trust amongst Jet Airways customers. Additionally, the framework identifies the three benefits of Facebook to be building trust and reciprocity, providing user-specific information, and allowing organizations to monitor their online presence. Subsequently, the research work classifies the content generated by Jet Airways into three categories: organizational content, relational content, and promotional content. The study is further able to empirically demonstrate that a greater number of likes, comments, and shares on a relational post has a significant impact on developing trust among customers of Jet Airways.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2018-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2018.1440145","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47628260","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 17

Investigation of Market Orientation and Self-Efficacy Effects on Sale Force Performance: Mediator Role of Sales Force Creativity and Innovation Implementation 市场导向和自我效能对销售人员绩效的影响研究：销售人员创造力和创新实施的中介作用

Journal of Relationship Marketing Pub Date : 2018-04-02 DOI: 10.1080/15332667.2018.1440147

H. Fallah, Haniyeh Jafariyan, Shiva Savabieh

{"title":"Investigation of Market Orientation and Self-Efficacy Effects on Sale Force Performance: Mediator Role of Sales Force Creativity and Innovation Implementation","authors":"H. Fallah, Haniyeh Jafariyan, Shiva Savabieh","doi":"10.1080/15332667.2018.1440147","DOIUrl":"https://doi.org/10.1080/15332667.2018.1440147","url":null,"abstract":"ABSTRACT This research seeks to investigate the effect of sales force market orientation and self-efficacy on sales force performance, taking into account the mediator role of sales creativity and innovation performance. The statistical population of this research is the sales force of insurance agents, including car insurance, life insurance, etc. Using a simple sampling method, among 50 branches of insurance agents in Yazd province, 120 individuals were randomly selected. Using a Morgan table, 92 individuals were selected, and 95 questionnaires were distributed to the sample; after the removal of incomplete, illegible, or not delivered responses, 79 were collected, which was appropriate and acceptable. For data analysis, Smart PLS software and partial least squares method were used. The results of the research indicate that, among the three dimensions of sales market orientation, customer orientation and interfunctional coordination have a positive and significant impact on sales force creativity. Also, the implementation of sales force innovation mediates the relationship between sales force creativity and performance, while sales force self-efficacy has a significant impact on sales force performance.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2018-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2018.1440147","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49644669","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 13

The Relationship between Brand Attachment and Consumers' Emotional Well-Being 品牌依恋与消费者情感幸福感的关系

Journal of Relationship Marketing Pub Date : 2018-01-02 DOI: 10.1080/15332667.2017.1391058

L. Aureliano-Silva, Suzane Strehlau, V. Strehlau

引用次数: 14

Brand Actions on Social Media: Direct Effects on Electronic Word of Mouth (eWOM) and Moderating Effects of Brand Loyalty and Social Media Usage Intensity 社交媒体上的品牌行为：对电子口碑的直接影响以及品牌忠诚度和社交媒体使用强度的调节作用

Journal of Relationship Marketing Pub Date : 2018-01-02 DOI: 10.1080/15332667.2018.1440140

Youngtae Choi, Andrew Thoeni, Michael W. Kroff

引用次数: 17

Engaging Customers through Social Media to Improve Industrial Product Development: The Role of Customer Co-Creation Value 通过社交媒体吸引客户以改善工业产品开发:客户共同创造价值的作用

Journal of Relationship Marketing Pub Date : 2018-01-02 DOI: 10.1080/15332667.2018.1440137

Ida Hidayanti, L. Herman, Naili Farida

引用次数: 43

Application of Relationship Investment Model in Predicting Student Engagement towards HEIs 关系投资模型在高校学生投入预测中的应用

Journal of Relationship Marketing Pub Date : 2018-01-02 DOI: 10.1080/15332667.2018.1440143

Z. Zainol, Rusliza Yahaya, Juliana Osman

引用次数: 7

What's Behind CRM Research? A Bibliometric Analysis of Publications in the CRM Research Field CRM研究的背后是什么？CRM研究领域出版物的文献计量分析

Journal of Relationship Marketing Pub Date : 2018-01-02 DOI: 10.1080/15332667.2018.1440139

Cintia Araújo, C. Pedron, W. Picoto

引用次数: 16