The impact of strategic account managers' behaviors on relational outcomes: An empirical study

Guenzi, Paolo; Georges, Laurent; Pardo, Catherine

doi:10.1016/j.indmarman.2007.09.011

Cited by 78 publications

(71 citation statements)

References 76 publications

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“…The communality and redundancy coefficients are also presented in Table 2. These figures can be used in the same way as the R-square, as they reflect the relative amounts of explained variance for constructs and indicators (Guenzi, (Guenzi et al, 2009;Wetzels, Odekerken-Schroder, & van Oppen, 2009) and tt is defined as the geometric mean of the average communality and the average R-square, which range between values of 0 and 1. The goodness-of-fit values range from 0.61 for Attractions and Transportation to 0.67 for Hotels (average of 0.64), which exceeds the cut-off value of 0.36 for large effect sizes of R-square (Wetzels et al, 2009) and allows us to conclude that the models perform well across all six sectors.…”

Section: Study Findingsmentioning

confidence: 99%

The Hong Kong tourist satisfaction index

Song

Veen

et al. 2012

Annals of Tourism Research

169

198

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This study develops a tourist satisfaction assessment system based on a dual-model framework and demonstrates its general applicability. The first model concerns tourist satisfaction and its key antecedents and consequences. Structural equation modelling is employed to investigate the relationships amongst the constructs in the theoretical framework, and is then used as a basis for the computation of sectoral-level tourist satisfaction indexes. The second model is designed to estimate an aggregate service satisfaction index and an overall destination satisfaction index using a multiple indicator and multiple cause approach. The framework is applied to a large dataset that represents six tourism-related sectors and seven major source markets of inbound tourism to Hong Kong.

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Section: Study Findingsmentioning

confidence: 99%

The Hong Kong tourist satisfaction index

Song

Veen

et al. 2012

Annals of Tourism Research

169

198

View full text Add to dashboard Cite

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“…The results of the t-tests indicated that non-response bias did not appear to be a significant problem. Based on the recommendations of Podsakoff, Mackenzie, Lee, and Podsakoff (2003), we also used various procedural and statistical remedies against the problems of common method variance and single respondent bias (Guenzi, Georges, & Pardo, 2009), including (a) guaranteeing respondent anonymity, (b) using established scales and questionnaire pretests, (c) using varying scale formats and anchors (e.g., strongly disagreedstrongly agree, neverdfrequently, highly dissatisfieddhighly satisfied, etc. ); and (d) Harman's (1967) one-factor test.…”

Section: Data Collectionmentioning

confidence: 99%

Antecedents and consequences of marketing audits: Empirical evidence from Taiwanese firms

Chen

Huang

2015

Asia Pacific Management Review

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a b s t r a c tThe purpose of this study is to develop and test a model of antecedents and consequences for marketing audits (MAs). The research used a mail survey and a partial least square (PLS) method to test the hypotheses. Drawing on a sample of Taiwanese firms, the results show that (a) a greater environmental munificence indicates that less MAs are implemented, (b) a proactive business strategy contributes significantly to the implementation of MAs, (c) MAs can contribute significantly to marketing performance, and (d) MAs mediate the relationship between environmental factors and marketing performance.

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“…Zheng et al, 2007;Ribeiro et al 2009). As Guenzi, Georges, and Pardo (2009) point out, such a research contribution is valued since it may enable a cross-validation of constructs widely used in previous research and not previously tested in a broader context. Our results show that the scales do work well in the Brazilian context, contributing to the literature and laying a foundation for future work in this area in such a dynamic market.…”

Section: Theoretical Implicationsmentioning

confidence: 99%

Information search in complex industrial buying: Empirical evidence from Brazil

Alejandro

Kowalkowski

Ritter

et al. 2011

Industrial Marketing Management

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This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business management systems. Findings show that formalization of the organization is a key driver of information search efforts. Situational characteristics of importance, novelty and bargaining power increased the level of information search. Also, conformity of the purchasing agent and organizational centralization reduce information search efforts among the sampled Brazilian firms.

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The impact of strategic account managers' behaviors on relational outcomes: An empirical study

Cited by 78 publications

References 76 publications

The Hong Kong tourist satisfaction index

The Hong Kong tourist satisfaction index

Antecedents and consequences of marketing audits: Empirical evidence from Taiwanese firms

Information search in complex industrial buying: Empirical evidence from Brazil

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