Career research productivity patterns of marketing academicians

Article Abstract:

The career research productivity patterns of marketing academicians were found to be in accordance with other literature findings involving academic productivity. Several patterns noted followed a career cycle that was initially low followed by stability and decline. Some patterns, meanwhile, either exhibited a gradual improvement in productivity during the entire career or a failure to initiate a publishing program. A potential loss in the creation of marketing knowledge was established after a significant portion of the 374 marketing academicians being studied were not able to achieve complete publication during their careers.

Market Research, Marketing research, Career development

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Vendor relationships as predictors of organizational buyer complaint response styles

Article Abstract:

Analytical evaluation of consumer and organizational complaint behavior constructs reveal relativity over situations, firms and industries. Factor analysis produces three dimensions of: voice, private and third-party intentions complaint behavior styles while a methodological approach produces a typology of complaint response styles. However, this buyer-seller relational analysis requires further research of behavioral predictability on a wider magnitude.

Management-Problem Solving, Usage, Human resource management, Problem solving, Behavioral assessment, Factor analysis, Discriminant analysis, Industrial suppliers, Methodology, Research methods, Consumer complaints

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Customer trust in the salesperson: an integrative review and meta-analysis of the empirical literature

Article Abstract:

A comprehensive review and analysis of literature was conducted on customer trust of salespeople. Results showed that trust has a beneficial effect on the development of positive customer attitudes, intentions and behavior. It was also shown that salespeople had modest influence over the development of trust between themselves and their customer. A comprehensive model of the role of trust in sales is presented.

Sales Management, Psychological aspects, Sales personnel, Salespeople, Sales, Trust (Psychology)

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