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David A. Griffith

Texas A&M University, Marketing, Faculty Member

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David A. Griffith is the Hallie Vanderhider Chair in Business and Professor of Marketing at Texas A&M University. Prior to joining Texas A&M in July 2018, he was the holder of the Iacocca Chair at Lehigh University. He also served as the John William Byington Endowed Chair in Global Marketing and Professor of Marketing at Michigan State University, where he was the Director of the Ph.D. Program. He has also been on the faculty of the University of Hawai'i at Manoa, the Japan-America Institute of Management Science, Wirtschaftsuniversität Wien, and the University of Oklahoma.

David is recognized as an authority on marketing strategy, with specialized knowledge of inter-firm governance strategy and global marketing strategy. His research has been published in numerous academic journals including the Journal of Marketing Research, Journal of Marketing, Journal of International Business Studies, Strategic Management Journal, etc. He served as the Editor-in-Chief (2008-2013) of the AMA's Journal of International Marketing and as a member of the AMA Academic Council (2014-2017). He is a Fellow of the Academy of International Business, a two time winner of the AMA's Hans B. Thorelli Award for significant and long-term contributions to international marketing theory or practice, as well as a two time winner of the AMA Global Marketing Special Interest Group's Excellence in Research Award. He has also been ranked in numerous studies as one of the most productive scholars in the field of both marketing and international business.

David's current teaching interests are in marketing strategy, branding, innovation and international business. David has received the John D. and Dortha J. Withrow Teacher-Scholar Award (Michigan State University), Dennis Ching Teaching Excellence Award (University of Hawai'i at Manoa), University of Oklahoma Associates Teaching Fellow, Outstanding Professor (University of Oklahoma), Excellence in Leadership (University of Oklahoma).
Phone: 979.845.7257
Address: Mays Business School
Texas A&M University
220 Wehner
4112 TAMU
College Station, TX 77843-4112

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Journal Articles by David A. Griffith

Measuring export performance in service industries

International Marketing Review, 1998

The Effects of Customer Relationships and Social Capital on Firm Performance: A Chinese Business Illustration

Journal of International Marketing, 2004

Standardization/adaptation of international marketing strategy: Necessary conditions for the advancement of knowledge

International Marketing Review, 2003

For over 40 years academicians and practitioners have debated the standardization versus adaptati... more For over 40 years academicians and practitioners have debated the standardization versus adaptation of international marketing strategy. Despite the importance of, and tremendous interest in the topic, and the volume of scholarly activity this topic has generated, the debate remains unresolved. Why? Here, it is argued that the last 40 years of scholarly research has advanced without a strong underlying theoretical framework. The historical foundations of the standardization/adaptation perspective are presented, followed by a critical evaluation of the field under the guiding framework of the fundamentals of theoretical construction. Suggestions for developing a stronger theoretical foundation, as well as directions for future research are addressed.

The Behavioral Implications of Consumer Trust Across Brick-and-Mortar and Online Retail Channels

Journal of Marketing Channels, 2004

Abstract Changes in the retail environment have stimulated retailers to develop strategies aimed ... more Abstract Changes in the retail environment have stimulated retailers to develop strategies aimed at synchronizing multiple, complementary channels to service an increasingly diverse consumer marketplace. In this research, two studies are presented to test a model of the behavioral implications of trust in brick-and-mortar and online retail channels. Results from Study 1 indicate that trust was influenced primarily by channel interactivity, and that trust, in turn, influenced behavioral loyalty to the channel as well as intention to purchase from the ...

An Empirical Examination of a Technology Adoption Model for the Context of China

Journal of International Marketing, 2006

print) 1547-7215 (electronic) As multinational corporations engage in technology adoption interna... more print) 1547-7215 (electronic) As multinational corporations engage in technology adoption internationally, it is becoming increasingly important for managers to pursue a process that will ultimately lead to the adoption and effective use of new technology in divergent markets. In this study, the authors explore a technology adoption model (TAM) that is appropriate for the context of China. Employing a sample of 506 Chinese business professionals, they develop and test a modified TAM within the Chinese business culture. The results indicate that the modified TAM works well. The authors discuss implications for international marketing academics and practitioners.

Advertising standardisation in India: US multinational experience

International Journal of Advertising, 2002

Examining the Intricacies of Promotion Standardization: Factors Influencing Advertising Message and Packaging

Journal of International Marketing, 2003

The influence of market and cultural environmental factors on technology transfer between foreign MNCs and local subsidiaries: A Croatian illustration

Journal of World Business, 2006

Technology transfer from multinational corporations to local subsidiaries is essential for succes... more Technology transfer from multinational corporations to local subsidiaries is essential for successful local market operations. In this study, the environment-strategy-performance framework is used to investigate the effects of market and cultural environmental factors on international technology transfer, and resultant performance. The relative influence of two factors of the market environment, i.e., competitive intensity and market dynamism, and the relative influence of two factors of the cultural environment, i.e., national cultural distance and organizational cultural distance, are examined. The results of a survey of 131 managers of subsidiaries of foreign multinational corporations indicate the direct effects of market and cultural environmental factors on international technology transfer, with market dynamism found to be a more influential market environmental factor than competitive intensity and organizational cultural distance found to be a more influential cultural environmental factor than national cultural distance. Further, a significant positive relationship between technology transfer and subsidiary performance was found. Theoretical and practitioner implications are discussed. #

Strategically employing natural channels in an emerging market

Thunderbird International Business Review, 2005

In an era in which the cost efficiencies associated with standardization tend to be the dynamic f... more In an era in which the cost efficiencies associated with standardization tend to be the dynamic force that drives international strategy, the growing movement toward understanding and adapting to natural channels of distribution appears to be an anomaly. The authors explore the natural channel phenomena-i.e., the local or national channel that has evolved within a market-within the context of U.S. multinational operations in the emerging market of India. Twenty-two in-depth interviews conducted with U.S. multinational international marketing managers engaged in distribution operations in India guide the exploration of the internal and external factors influencing channel strategy. The interviews provide validity for the natural channel model put forth by while substantially advancing theoretical and managerial insights into the importance of factors influencing distribution. Finally, strategic distribution approaches employed by U.S. multinationals to effectively operate in India are presented. Insights for academics and practitioners are addressed. . Understanding the factors that are influential to distributionchannel strategy is becoming increasingly significant as competitive intensity increases. This is no more evident than in the movement toward a globally competitive environment and the expansion of operations to emerging markets. Although a great deal of distribution-related research has been conducted,

Integrating ethics into international marketing strategy: An extension of Robin and Reidenbach's framework

The International Executive, 1997

model of integrating ethics into the strategic marketing development process. The model extension... more model of integrating ethics into the strategic marketing development process. The model extension may help marketing managers to identify the publics that might be negatively impacted by a given strategic option and the duties marketers may assume to safeguard public welfare in these instances. A sample of 155 marketing practitioners was used to examine how marketers apply ethical values upon entering new markets. This study suggests that, contrary to public sentiment, marketers are sensitive to potential consumer harm and act to minimize this risk. 0

An Examination of Plog's Psychographic Travel Model within a Student Population

Journal of Travel Research, 1996

Abstract Correlation analysis is used to examine the association between Plog&amp;amp;#x27;s ... more Abstract Correlation analysis is used to examine the association between Plog&amp;amp;#x27;s instrument, underlying theoretical constructs, and actual travel behavior. Cross-validation of Plog&amp;amp;#x27;s model was achieved through three personality trait measures and a modified Nickerson scale. This study broadens the behavioral foundations of psychographic research within the travel literature.

Change in international market strategy as a reaction to performance decline

by David A. Griffith, Luis Filipe Lages, and Jose Mata

Journal of Business Research, 2013

While a great deal of research has explored how international marketing strategy influences perfo... more While a great deal of research has explored how international marketing strategy influences performance, researchers have paid scant attention to understanding changes to international marketing strategy resulting from firm reaction to past performance. In this study, organizational learning theory addresses when and how international marketing strategy will change. Employing data from over 500 exporters, the results, which are consistent with theoretical predictions, indicate that (1) firms are generally not prone to inertia and do, in fact, change their international marketing strategy when facing declines in performance, and (2) that the direction of change depends on the level of competition in the specific foreign market, with firms adapting their international marketing strategy in low competitive markets and standardizing their international marketing strategy in highly competitive markets. The paper includes implications for academics and practitioners.

Comparative insights into the governance problems of agency theory: the influence of institutional environment on the basic human tenets

AMS Review, 2012

Agency theory is used to explain many firm marketing activities. However, its assumptions are fou... more Agency theory is used to explain many firm marketing activities. However, its assumptions are founded in characteristics of North American actors, particularly in the United States. As such, it is not surprising that work employing agency theory in other national contexts often fails to find support. Taking a comparative institutional approach, this article theorizes how the human assumptions and prescriptions of agency theory differ across countries by utilizing the three pillars (i.e., regulative, normative, and cognitive) set forth by institutional theory. In particular, attenuations of the human assumptions of self-interest, risk-aversion, and bounded rationality of agents are theorized to influence goal alignment, risk sharing, and information processing in the agency relationship and in turn, effect prescriptions of governance and contracting given by the traditional agency model. A series of research propositions are developed to provide insight into the contractual implications in the principal-agent relationship across different institutional contexts. The theoretical attenuations presented provide guidance for marketing academics and practitioners engaged in cross-national agency relationships.

The intertwined relationships of power, justice and dependence

European Journal of Marketing, 2014

ABSTRACT Purpose - The purpose of this study, drawing from exchange theory, is to examine how the... more ABSTRACT Purpose - The purpose of this study, drawing from exchange theory, is to examine how the intertwined relationships between power, justice and relative dependence influence relationship performance in buyer - seller relationships. Design/methodology/approach - A two-wave structural equation model with latent variable interactions was estimated on a dataset of 283 buyer - seller relationships. Findings - Exercised coercive and reward power follow different processes, direct and indirect, to influence relationship performance. The use of coercion was found to be substantively more detrimental to the buyer - seller relationship than the use of rewards were beneficial. Relative dependence tempers the negative influence of coercion. Research limitations/implications - Managers of buyer - seller relationships need to be judicious in their use of coercion and rewards. In their efforts to manage relationship performance, whenever possible, managers should seek to avoid punishing their partner more so than they should seek to reward them. Originality/value - Although proposed under a single theoretical perspective, power and justice have developed as separate streams within the extant literature. Examining these constructs together can increase the current understanding of how to manage buyer - seller relationships.

Information intensity: a paradigm for understanding web site design

Journal of Marketing Theory and Practice, Jul 1, 1998

Information intensity (cf., McFarlan 1984; Porter and Millar 1985), regarding an organization&#x2... more Information intensity (cf., McFarlan 1984; Porter and Millar 1985), regarding an organization's products and value chain, is suggested as a paradigm that can be used to understand the marketing activities of organizations on the World Wide Web. An organization's information intensity of product offering and value chain may determine their Web site design. Web site design characteristics, such as media richness, promotional activities, online sales, etc., may be more effective when matched with the information ...

The impact of country-of-origin on the acceptance of foreign subsidiaries in host countries: An examination of the ‘liability-of-foreignness’

by Michael Harvey and David A. Griffith

International Business Review, 2013

The Litigated Dissolution of International Distribution Relationships: A Process Framework and Propositions

Journal of International Marketing, 2006

The litigated dissolution of international distribution relationships severely hampers exchange p... more The litigated dissolution of international distribution relationships severely hampers exchange partners&amp;amp;amp;amp;amp;amp;#x27; international efforts. Although relationship dissolution through litigation is a central issue in international business, limited research has been conducted to understand this process, thus leaving academics and practitioners with an incomplete theoretical or practitioner understanding of issues involved in this process. This study uses a systematic analysis of legal cases over the 1985-2005 period to better understand this ...

The Influence of Competitive Intensity and Market Dynamism on Knowledge Management Capabilities of Multinational Corporation Subsidiaries

Journal of International Marketing, 2005

Graduate International Business Education in the United States—Comparisons and Suggestions

Journal of Education for Business, 1998

Intimacy, rites of passage and social support: symbolic meaning from lifetime shopping experiences

The International Review of Retail, Distribution and Consumer Research, 2003

What meanings might one draw from a lifetime of shopping? Shopping embodies multiple meanings for... more What meanings might one draw from a lifetime of shopping? Shopping embodies multiple meanings for those who engage in its practice. Employing the theory of symbolic interaction the symbolic meaning of consumer shopping experiences over the course of consumer lifetimes are examined. Twenty-five semi-structured, in-depth interviews were conducted with older consumers who were asked to reflect upon their lifetime of shopping experiences. Three convergent themes emerged relating to shopping: (1) intimacy, (2) rites of passage, and (3) social support. The themes drawn from the research help clarify the symbolic meanings derived from social interactions consumers experience when shopping, thus enhancing our understanding of consumer shopping behavior. Implications for academics and practitioners are discussed.

Measuring export performance in service industries

International Marketing Review, 1998

The Effects of Customer Relationships and Social Capital on Firm Performance: A Chinese Business Illustration

Journal of International Marketing, 2004

Standardization/adaptation of international marketing strategy: Necessary conditions for the advancement of knowledge

International Marketing Review, 2003

For over 40 years academicians and practitioners have debated the standardization versus adaptati... more For over 40 years academicians and practitioners have debated the standardization versus adaptation of international marketing strategy. Despite the importance of, and tremendous interest in the topic, and the volume of scholarly activity this topic has generated, the debate remains unresolved. Why? Here, it is argued that the last 40 years of scholarly research has advanced without a strong underlying theoretical framework. The historical foundations of the standardization/adaptation perspective are presented, followed by a critical evaluation of the field under the guiding framework of the fundamentals of theoretical construction. Suggestions for developing a stronger theoretical foundation, as well as directions for future research are addressed.

The Behavioral Implications of Consumer Trust Across Brick-and-Mortar and Online Retail Channels

Journal of Marketing Channels, 2004

Abstract Changes in the retail environment have stimulated retailers to develop strategies aimed ... more Abstract Changes in the retail environment have stimulated retailers to develop strategies aimed at synchronizing multiple, complementary channels to service an increasingly diverse consumer marketplace. In this research, two studies are presented to test a model of the behavioral implications of trust in brick-and-mortar and online retail channels. Results from Study 1 indicate that trust was influenced primarily by channel interactivity, and that trust, in turn, influenced behavioral loyalty to the channel as well as intention to purchase from the ...

An Empirical Examination of a Technology Adoption Model for the Context of China

Journal of International Marketing, 2006

print) 1547-7215 (electronic) As multinational corporations engage in technology adoption interna... more print) 1547-7215 (electronic) As multinational corporations engage in technology adoption internationally, it is becoming increasingly important for managers to pursue a process that will ultimately lead to the adoption and effective use of new technology in divergent markets. In this study, the authors explore a technology adoption model (TAM) that is appropriate for the context of China. Employing a sample of 506 Chinese business professionals, they develop and test a modified TAM within the Chinese business culture. The results indicate that the modified TAM works well. The authors discuss implications for international marketing academics and practitioners.

Advertising standardisation in India: US multinational experience

International Journal of Advertising, 2002

Examining the Intricacies of Promotion Standardization: Factors Influencing Advertising Message and Packaging

Journal of International Marketing, 2003

The influence of market and cultural environmental factors on technology transfer between foreign MNCs and local subsidiaries: A Croatian illustration

Journal of World Business, 2006

Technology transfer from multinational corporations to local subsidiaries is essential for succes... more Technology transfer from multinational corporations to local subsidiaries is essential for successful local market operations. In this study, the environment-strategy-performance framework is used to investigate the effects of market and cultural environmental factors on international technology transfer, and resultant performance. The relative influence of two factors of the market environment, i.e., competitive intensity and market dynamism, and the relative influence of two factors of the cultural environment, i.e., national cultural distance and organizational cultural distance, are examined. The results of a survey of 131 managers of subsidiaries of foreign multinational corporations indicate the direct effects of market and cultural environmental factors on international technology transfer, with market dynamism found to be a more influential market environmental factor than competitive intensity and organizational cultural distance found to be a more influential cultural environmental factor than national cultural distance. Further, a significant positive relationship between technology transfer and subsidiary performance was found. Theoretical and practitioner implications are discussed. #

Strategically employing natural channels in an emerging market

Thunderbird International Business Review, 2005

In an era in which the cost efficiencies associated with standardization tend to be the dynamic f... more In an era in which the cost efficiencies associated with standardization tend to be the dynamic force that drives international strategy, the growing movement toward understanding and adapting to natural channels of distribution appears to be an anomaly. The authors explore the natural channel phenomena-i.e., the local or national channel that has evolved within a market-within the context of U.S. multinational operations in the emerging market of India. Twenty-two in-depth interviews conducted with U.S. multinational international marketing managers engaged in distribution operations in India guide the exploration of the internal and external factors influencing channel strategy. The interviews provide validity for the natural channel model put forth by while substantially advancing theoretical and managerial insights into the importance of factors influencing distribution. Finally, strategic distribution approaches employed by U.S. multinationals to effectively operate in India are presented. Insights for academics and practitioners are addressed. . Understanding the factors that are influential to distributionchannel strategy is becoming increasingly significant as competitive intensity increases. This is no more evident than in the movement toward a globally competitive environment and the expansion of operations to emerging markets. Although a great deal of distribution-related research has been conducted,

Integrating ethics into international marketing strategy: An extension of Robin and Reidenbach's framework

The International Executive, 1997

model of integrating ethics into the strategic marketing development process. The model extension... more model of integrating ethics into the strategic marketing development process. The model extension may help marketing managers to identify the publics that might be negatively impacted by a given strategic option and the duties marketers may assume to safeguard public welfare in these instances. A sample of 155 marketing practitioners was used to examine how marketers apply ethical values upon entering new markets. This study suggests that, contrary to public sentiment, marketers are sensitive to potential consumer harm and act to minimize this risk. 0

An Examination of Plog's Psychographic Travel Model within a Student Population

Journal of Travel Research, 1996

Abstract Correlation analysis is used to examine the association between Plog&amp;amp;#x27;s ... more Abstract Correlation analysis is used to examine the association between Plog&amp;amp;#x27;s instrument, underlying theoretical constructs, and actual travel behavior. Cross-validation of Plog&amp;amp;#x27;s model was achieved through three personality trait measures and a modified Nickerson scale. This study broadens the behavioral foundations of psychographic research within the travel literature.

Change in international market strategy as a reaction to performance decline

by David A. Griffith, Luis Filipe Lages, and Jose Mata

Journal of Business Research, 2013

While a great deal of research has explored how international marketing strategy influences perfo... more While a great deal of research has explored how international marketing strategy influences performance, researchers have paid scant attention to understanding changes to international marketing strategy resulting from firm reaction to past performance. In this study, organizational learning theory addresses when and how international marketing strategy will change. Employing data from over 500 exporters, the results, which are consistent with theoretical predictions, indicate that (1) firms are generally not prone to inertia and do, in fact, change their international marketing strategy when facing declines in performance, and (2) that the direction of change depends on the level of competition in the specific foreign market, with firms adapting their international marketing strategy in low competitive markets and standardizing their international marketing strategy in highly competitive markets. The paper includes implications for academics and practitioners.

Comparative insights into the governance problems of agency theory: the influence of institutional environment on the basic human tenets

AMS Review, 2012

Agency theory is used to explain many firm marketing activities. However, its assumptions are fou... more Agency theory is used to explain many firm marketing activities. However, its assumptions are founded in characteristics of North American actors, particularly in the United States. As such, it is not surprising that work employing agency theory in other national contexts often fails to find support. Taking a comparative institutional approach, this article theorizes how the human assumptions and prescriptions of agency theory differ across countries by utilizing the three pillars (i.e., regulative, normative, and cognitive) set forth by institutional theory. In particular, attenuations of the human assumptions of self-interest, risk-aversion, and bounded rationality of agents are theorized to influence goal alignment, risk sharing, and information processing in the agency relationship and in turn, effect prescriptions of governance and contracting given by the traditional agency model. A series of research propositions are developed to provide insight into the contractual implications in the principal-agent relationship across different institutional contexts. The theoretical attenuations presented provide guidance for marketing academics and practitioners engaged in cross-national agency relationships.

The intertwined relationships of power, justice and dependence

European Journal of Marketing, 2014

ABSTRACT Purpose - The purpose of this study, drawing from exchange theory, is to examine how the... more ABSTRACT Purpose - The purpose of this study, drawing from exchange theory, is to examine how the intertwined relationships between power, justice and relative dependence influence relationship performance in buyer - seller relationships. Design/methodology/approach - A two-wave structural equation model with latent variable interactions was estimated on a dataset of 283 buyer - seller relationships. Findings - Exercised coercive and reward power follow different processes, direct and indirect, to influence relationship performance. The use of coercion was found to be substantively more detrimental to the buyer - seller relationship than the use of rewards were beneficial. Relative dependence tempers the negative influence of coercion. Research limitations/implications - Managers of buyer - seller relationships need to be judicious in their use of coercion and rewards. In their efforts to manage relationship performance, whenever possible, managers should seek to avoid punishing their partner more so than they should seek to reward them. Originality/value - Although proposed under a single theoretical perspective, power and justice have developed as separate streams within the extant literature. Examining these constructs together can increase the current understanding of how to manage buyer - seller relationships.

Information intensity: a paradigm for understanding web site design

Journal of Marketing Theory and Practice, Jul 1, 1998

Information intensity (cf., McFarlan 1984; Porter and Millar 1985), regarding an organization&#x2... more Information intensity (cf., McFarlan 1984; Porter and Millar 1985), regarding an organization's products and value chain, is suggested as a paradigm that can be used to understand the marketing activities of organizations on the World Wide Web. An organization's information intensity of product offering and value chain may determine their Web site design. Web site design characteristics, such as media richness, promotional activities, online sales, etc., may be more effective when matched with the information ...

The impact of country-of-origin on the acceptance of foreign subsidiaries in host countries: An examination of the ‘liability-of-foreignness’

by Michael Harvey and David A. Griffith

International Business Review, 2013

The Litigated Dissolution of International Distribution Relationships: A Process Framework and Propositions

Journal of International Marketing, 2006

The litigated dissolution of international distribution relationships severely hampers exchange p... more The litigated dissolution of international distribution relationships severely hampers exchange partners&amp;amp;amp;amp;amp;amp;#x27; international efforts. Although relationship dissolution through litigation is a central issue in international business, limited research has been conducted to understand this process, thus leaving academics and practitioners with an incomplete theoretical or practitioner understanding of issues involved in this process. This study uses a systematic analysis of legal cases over the 1985-2005 period to better understand this ...

The Influence of Competitive Intensity and Market Dynamism on Knowledge Management Capabilities of Multinational Corporation Subsidiaries

Journal of International Marketing, 2005

Graduate International Business Education in the United States—Comparisons and Suggestions

Journal of Education for Business, 1998

Intimacy, rites of passage and social support: symbolic meaning from lifetime shopping experiences

The International Review of Retail, Distribution and Consumer Research, 2003

What meanings might one draw from a lifetime of shopping? Shopping embodies multiple meanings for... more What meanings might one draw from a lifetime of shopping? Shopping embodies multiple meanings for those who engage in its practice. Employing the theory of symbolic interaction the symbolic meaning of consumer shopping experiences over the course of consumer lifetimes are examined. Twenty-five semi-structured, in-depth interviews were conducted with older consumers who were asked to reflect upon their lifetime of shopping experiences. Three convergent themes emerged relating to shopping: (1) intimacy, (2) rites of passage, and (3) social support. The themes drawn from the research help clarify the symbolic meanings derived from social interactions consumers experience when shopping, thus enhancing our understanding of consumer shopping behavior. Implications for academics and practitioners are discussed.

Thought Leadership in Advancing International Business Research

The field of international business has reached a point where its search for knowledge is focused... more The field of international business has reached a point where its search for knowledge is focused on significant seminal themes, driving the advancement of the field forward. This volume is devoted to those areas that can advance our understanding of international business. The contents and focus of the book have been drawn from the second annual Frontiers Conference held in Michigan State University, USA. It contains contributions from intellectual leaders of the field, using cutting edge research to explore frontier topics in international business, and to look at where international business is going.

This 4th edition of Retailing, like much of retailing itself, has undergone significant changes f... more This 4th edition of Retailing, like much of retailing itself, has undergone significant changes from prior editions. We have added many new and exciting features, but still kept the writing style conversational. In fact, given the influence of the Internet, the continuing growth of the service industry, and the many changes in the world's economic systems, there has never been a more exciting time to study Retailing. As a result, every chapter of this edition features boxes covering these three topics in addition to the in-depth coverage within the text that you the reader have come to expect. Each chapter also has a fourth box that provides the reader with the Inside Story behind some recent retailing activity.

Social exchange in supply chain relationships: The resulting benefits of procedural and distributive justice

Journal of Operations Management, 2006

Social exchange theory is used to model the outcomes of procedural and distributive justice in su... more Social exchange theory is used to model the outcomes of procedural and distributive justice in supply chain relationships. In this study, we examine how the enacted procedural and distributive justice policies of a firm influence its partner's attitudes and behaviors within a sample of 290 supply chain relationships. Findings indicate that the perceived procedural and distributive justice of a supplier's policies enhance the long-term orientation and relational behaviors of its distributor, which, in turn, are associated with decreased conflict and increased satisfaction, that influence the distributor's performance. The authors discuss the importance of the results for academics and practitioners.

Lock-in situations in supply chains: A social exchange theoretic study of sourcing arrangements in buyer-supplier relationships

Journal of Operations Management, 2009

Connecting Sustainable Marketing and International Marketing Strategy Standardization/Adaptation: Research Opportunities

Journal of Sustainable Marketing

Share-copy and redistribute the material in any medium or format. Adapt-remix, transform, and bui... more Share-copy and redistribute the material in any medium or format. Adapt-remix, transform, and build upon the material for any purpose, even commercially. The licensor cannot revoke these freedoms as long as you follow the license terms. Under the following terms: Attribution-You must give appropriate credit, provide a link to the license, and indicate if changes were made. You may do so in any reasonable manner, but not in any way that suggests the licensor endorses you or your use. No additional restrictions-You may not apply legal terms or technological measures that legally restrict others from doing anything the license permits.

An Assessment of the Measurement of Performance in International Business Research

Journal of International Business Studies

A sizeable body of international business (IB) research is devoted to building knowledge about th... more A sizeable body of international business (IB) research is devoted to building knowledge about the determinants of organizational performance. A key precursor to accurately diagnosing why some organizations succeed in the international marketplace while others struggle is operationalizing performance appropriately. Yet, to date, no systematic investigation has considered how well IB research measures performance. We examine the measurement of performance in 96 articles published in the

Synergistic effects of operant knowledge resources

Journal of Services Marketing, Mar 8, 2010

Purpose–Building on the service-centered dominant logic, this paper aims to investigate the effec... more Purpose–Building on the service-centered dominant logic, this paper aims to investigate the effects of firm knowledge (knowledge of customers, industry, and practices) and synergistic combinations of different types of employee knowledge as a foundation for competitive advantage in retail and service organizations. Specifically, it seeks to theorize that the firm's operant knowledge resources combine to develop the service-based value proposition of enhanced ability to meet customer needs that results in greater performance. Design/ ...

Correction to: Reconsidering our focus on innovation: What are the effects of innovation on well-being?

Italian Journal of Marketing

Reconsidering our focus on innovation: What are the effects of innovation on well-being?

Italian Journal of Marketing

Effects of Contract Ambiguity in Interorganizational Governance

Journal of Marketing

This work introduces the concept of contract ambiguity from the law literature into the interorga... more This work introduces the concept of contract ambiguity from the law literature into the interorganizational governance literature. Within the context of franchising, the authors present a three-study multimethod design empirically establishing the construct of contract ambiguity of franchisor obligations, providing new insights into the strategic design of contracts and their outcomes. In Study 1, the authors establish construct validity by demonstrating that contract ambiguity of franchisor obligations is distinct from contract specificity and contract completeness of franchisor obligations, with differential outcomes. In Studies 2 and 3, the authors demonstrate that contract ambiguity of franchisor obligations increases an interest-based (vs. a rights-based) conflict solving approach, implying greater cooperation and joint problem solving, and reduces franchisee-initiated litigation. The findings also indicate that while contract ambiguity of franchisor obligations decreases franc...

The Balancing of Country-Based Interaction Orientation and Marketing Strategy Implementation Adaptation/Standardization for Profit Growth in Multinational Corporations

Journal of International Marketing

For business success and continued growth, multinational corporations (MNCs) must work to efficie... more For business success and continued growth, multinational corporations (MNCs) must work to efficiently leverage interactions with customers dispersed across geographic boundaries. Under the framework of the attention-based view, this study examines the MNC strategic approach of country-based interaction orientation and marketing strategy implementation adaptation/standardization as drivers of global profit growth, contingent on the environmental conditions of competitive intensity and market dynamism. The findings from a survey of U.S.-based MNCs indicate that managerial attention focused on country-based interaction orientation and marketing strategy implementation standardization, when considered jointly, have a positive effect on MNC profit growth. The findings also show that the effect of a country-based interaction orientation on MNC profit growth is not as susceptible to competitive intensity and market dynamism when MNCs standardize their marketing strategy implementation, but...

Social Comparison in Retailer–Supplier Relationships: Referent Discrepancy Effects

Journal of Marketing

Social comparisons among suppliers connected through a common retailer pose significant managemen... more Social comparisons among suppliers connected through a common retailer pose significant management challenges for the retailer. For instance, a focal supplier’s social comparison can result in upward or downward referent discrepancy, decreasing or increasing perceptions of distributive fairness, respectively, subject to the tie strength of the relationship. Because decreasing perceptions of distributive fairness can be harmful to the retailer–supplier relationship, the authors examine the use of tie strength and timing of explanations as actions a retailer can take to mitigate such perceptions. They test their hypotheses with a two-study, multimethod design conducted in Japan. Study 1 employs a survey of suppliers in a store-within-a-store context as well as objective performance data. The results indicate that upward (downward) referent discrepancy decreases (increases) a focal supplier’s perceptions of distributive fairness. Study 2 employs an experiment using brand/store managers...

The New Product Portfolio Innovativeness–Stock Returns Relationship

Journal of Marketing

The marketing–finance interface literature has investigated the direct link between innovativenes... more The marketing–finance interface literature has investigated the direct link between innovativeness and stock returns. The authors extend this research by focusing on two open questions: How and under what conditions is innovativeness associated with stock returns? Answering these questions is important for managers who have to defend innovation investments to board members and time the introductions of new products. The authors investigate large individual investors and their national culture in the food and beverage industry. Combining multiple data sets, they first examine the relationship between innovativeness and large individual investors’ stock holding decisions (i.e., to sell, hold onto, or buy a firm’s stocks). The results indicate that national culture moderates this relationship. At the firm level, the authors show that large investors’ stock holding partially mediates the innovativeness–stock returns relationship and that the culture of a firm’s large investors moderates...

Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework

Http Dx Doi Org 10 1509 Jmkr 48 3 603, May 29, 2013

Abstract This article examines governance decisions within an emerging and increasingly common fo... more Abstract This article examines governance decisions within an emerging and increasingly common form of channel: the partially integrated channel (PIC). The PIC is defined as a single vertical channel in which both market governance and hierarchical governance exist (ie, the employees of one channel member work on a full-time basis at an exchange partner&amp;#x27;s facilities, performing functions that the exchange partner traditionally performs). Building on the transaction cost analysis and governance value analysis literature streams ...

Contract Specificity, Contract Violation, and Relationship Performance in International Buyer-Supplier Relationships

Journal of International Marketing, 2015

This work examines contractual governance in international buyer–supplier relationships by invest... more This work examines contractual governance in international buyer–supplier relationships by investigating the linkages between contract specificity, contract violation, and relationship performance as well as the roles of contract monitoring and a country's institutional factors (i.e., country business risk and country globalization). The findings, based on a survey of international buyer–supplier relationships, provide new insights into a contract specificity → contract violation → relationship performance model. For example, the results indicate that contract specificity is not directly related to contract violation but, rather, that country-level factors moderate the effectiveness of contract specificity (i.e., contract specificity is more effective in suppressing an international buyer's contract violation if the buyer is from a country characterized by low business risk or high country globalization). The results also demonstrate that contract monitoring can mitigate the...

Business and Cultural Aspects of Psychic Distance and Complementarity of Capabilities in Export Relationships

Journal of International Marketing, 2014

Psychic distance is a key element in the field of international marketing. Unfortunately, the lit... more Psychic distance is a key element in the field of international marketing. Unfortunately, the literature exhibits a lack of consistency with respect to its effects. To help increase understanding of the influence of psychic distance, the authors investigate business and cultural psychic distance as separate constructs. They develop a model in which an export manager's business and cultural psychic distance influences the structuring of the export relationship (i.e., whether it has complementarity of capabilities) and explore whether business and cultural psychic distance enhances or dampens the leveraging of complementary capabilities to increase an export manager's satisfaction with export performance. The results, based on a survey of 151 U.S. export managers, indicate that when export managers perceive greater business psychic distance, they select export partners with fewer complementary capabilities. Although more complementarity of capabilities results in greater satis...

Strategically employing natural channels in an era of global marketing

Journal of Marketing Practice: Applied Marketing Science, 1995

Abstract: Explores the natural channel phenomena, ie the local or national channel which has evol... more Abstract: Explores the natural channel phenomena, ie the local or national channel which has evolved to serve producer and consumer alike. Further, provides a descriptive construct which identifies the forces (or elements) which influence channel design. Contends that a thorough understanding (and use) of the natural channel would enable a firm to enhance its strategic competitiveness. Proposes a series of strategic managerial considerations which refocus channel design attention on the natural channel concept.

Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework

Journal of Marketing Research, 2011

Abstract This article examines governance decisions within an emerging and increasingly common fo... more Abstract This article examines governance decisions within an emerging and increasingly common form of channel: the partially integrated channel (PIC). The PIC is defined as a single vertical channel in which both market governance and hierarchical governance exist (ie, the employees of one channel member work on a full-time basis at an exchange partner&amp;#x27;s facilities, performing functions that the exchange partner traditionally performs). Building on the transaction cost analysis and governance value analysis literature streams ...

An Examination of the Influence of Procedural Justice on Long-Term Orientation in Wholesaler-Supplier Relationships

Journal of Marketing Channels, 2000

Abstract This study examines the influence of bilateral communication, voice, explanation, consis... more Abstract This study examines the influence of bilateral communication, voice, explanation, consistency, credibility, and interactional norms (all elements of procedural justice) on long-term orientation. The hypotheses are empirically tested through an examination of partnerships that wholesalers have with their major supplier. Voice, consistency, credibility, and interactional norms of the wholesaler&amp;amp;amp;amp;#x27;s major supplier were found to be related to the wholesaler&amp;amp;amp;amp;#x27;s long-term orientation. Managerial implications are discussed.

Knowledge Transfer as a Means for Relationship Development: A Kazakhstan-Foreign International Joint Venture Illustration

Journal of International Marketing, 2001

Developing effective international joint ventures (IJVs) is critical for firms entering economies... more Developing effective international joint ventures (IJVs) is critical for firms entering economies in transition, such as Kazakhstan. The resource-based view of the firm forms the foundation to examine the influence of knowledge transfer between IJV partners. Traditionally, the transfer of knowledge between IJV partners has been theorized to lessen dependence, increasing IJV instability. However, the relationship development literature indicates that the exchange of assets between partners can strengthen relationship ties, enhancing IJV stability. The authors use a sample of 87 matched dyads from two-party IJVs formed in Kazakhstan to examine the influence of knowledge transfer between IJV partners on commitment and resulting satisfaction. The results, supportive of relationship development theory, indicate that Kazakhstan–foreign IJVs with higher levels of knowledge transfer resulted in higher levels of firms’ commitment to and satisfaction with their relationships, thus supporting ...

Change in international market strategy as a reaction to performance decline

Journal of Business Research, 2013

While a great deal of research has explored how international marketing strategy influences perfo... more While a great deal of research has explored how international marketing strategy influences performance, researchers have paid scant attention to understanding changes to international marketing strategy resulting from firm reaction to past performance. In this study, organizational learning theory addresses when and how international marketing strategy will change. Employing data from over 500 exporters, the results, which are consistent with theoretical predictions, indicate that (1) firms are generally not prone to inertia and do, in fact, change their international marketing strategy when facing declines in performance, and (2) that the direction of change depends on the level of competition in the specific foreign market, with firms adapting their international marketing strategy in low competitive markets and standardizing their international marketing strategy in highly competitive markets. The paper includes implications for academics and practitioners.

The influence of liability of foreignness on market entry strategies: An illustration of market entry in China

International Marketing Review, 2006

Purpose–The purpose of this study is to examine how liability of foreignness (LOF) influences mul... more Purpose–The purpose of this study is to examine how liability of foreignness (LOF) influences multinational enterprises (MNEs) market entry strategy. Design/methodology/approach–Building on the extant literature, this paper examines the influence of LOF on four MNE market entry strategies (ie market-seeking, resource-seeking, competitive advantage and control-orientation) in a sample of 3,085 Sino-foreign joint ventures formed in manufacturing sectors in China.