Understanding Consumer Privacy: A Review and Future Directions The evolution of marketing from a ... more Understanding Consumer Privacy: A Review and Future Directions The evolution of marketing from a production orientation to a market orientation (Kieth 1960; Kotler and Zaltman 1971), as exemplified by the marketing concept (Barksdale and Darden 1971; Houston 1986; McKitterick 1957), has led to a dramatic increase in the need to understand the consumer. While application of this market orientation approach, especially in the forms of direct and relationship marketing, arguably brings multiple benefits to both consumers and firms (Kohli and Jaworski 1990; Narver and Slater 1990), it also requires a large amount of consumer information in order to deliver value (Nowak and Phelps 1997). The widespread adoption of information technology (IT) has allowed firms to meet this need for consumer information by vastly increasing the amount and types of information they collect (McCrohan 1989; Thomas and Maurer 1997). For firms, advances in IT have considerably enhanced the institutionalization ...
Modern automobiles are no longer mere machines running on 4 wheels. They aremachines being monito... more Modern automobiles are no longer mere machines running on 4 wheels. They aremachines being monitored by a numberof digital computers coordinated via internal vehicular networks.
The affinity between franchisees and their franchisor represents a captive marketing channel rela... more The affinity between franchisees and their franchisor represents a captive marketing channel relationship, requiring a mutually well-managed partnership for long-term success and sustained performance. The authors argue that franchisee social satisfaction and financial performance can be enhanced through greater strategic marketing agreement and operational marketing cooperation with their franchisor. Primary data were collected through a survey study of U.S. franchisees. Results from structural equation modeling indicate that both strategic agreement and operational cooperation positively affect franchisee satisfaction. Furthermore, satisfaction directly enhances as well as mediates benefits to performance. Franchisor marketing decision control is identified and tested as a boundary condition.
Many organizations face competing agendas by which they are expected to simultaneously grow sales... more Many organizations face competing agendas by which they are expected to simultaneously grow sales output while controlling associated costs. At the interface of this organizational pressure and the sales force’s implementation of such initiatives is the sales manager. However, questions with significant implications remain regarding how a sales manager’s requisite engagement with cost control affects sales performance. To address this issue, the authors conceptualize and operationalize the notion of sales manager cost control engagement. Results from a survey of 178 business-to-business sales managers show the antecedent and consequence effects of sales manager cost control engagement. A variety of organizational factors are shown to effectively direct the sales manager’s attention to cost control, which in turn has a positive impact on cost-related sales performance. These findings add to an emergent body of research aimed at understanding key skills required of sales managers for driving sales performance as well as provide a novel perspective for sales managers to consider when balancing pressures between cost inputs and sales outputs. Several theoretical and managerial implications are offered, as are future research directions.
Multinational corporations (MNCs) are adopting increasingly diverse and complex marketing channel... more Multinational corporations (MNCs) are adopting increasingly diverse and complex marketing channels to sell their products worldwide. They strive to manage channels that confront diverse demands from headquarters, foreign subsidiaries, and local partners as well as complex market environments. Because extant research on MNCs’ marketing channels is sparse, the authors propose an organizing framework to spur and guide research on MNC channel management. As a meta-theory that integrates economic and social elements of MNC channel management, the political economy perspective is used to propose two testable frameworks pertaining to determinants of (1) MNC marketing channel structures and processes and (2) MNC marketing channel outcomes. Building on these frameworks, the authors advance a research agenda to test substantive relationships, elaborate new constructs, and illustrate new contexts pertaining to MNC marketing channels. A set of propositions illustrates the applicability of these...
Driven by organizational focus on bottom-line profitability, business-to-business (B2B) sales man... more Driven by organizational focus on bottom-line profitability, business-to-business (B2B) sales managers face pressure to justify and control sales expenses. As cost information becomes more accessible, higher value may be placed on this information relative to revenue information to help alleviate this pressure. Therefore, this study conceptualizes cost prioritization and argues that while bottom-line management gains may ensue, cost prioritization may also have unintended consequences for sales force engagement. Therefore, this research examines the effect of managerial cost prioritization on sales force turnover. Output control, behavior control, and micromanagement are identified as key factors impacting the relationship between cost prioritization and sales force turnover. Empirical testing is based on a survey of B2B sales managers from various industries across the United States. Results indicate cost prioritization increases sales force turnover. Output control attenuates, while micromanagement exacerbates, this relationship. In addition, functional and dysfunctional turnover are differentially impacted by cost prioritization.
This paper tends to reveal the sectoral trend of FDI inflows in India during 2001-2012. This stud... more This paper tends to reveal the sectoral trend of FDI inflows in India during 2001-2012. This study further discloses the trend of FDI as well as the major sources of FDI inflows. In this study, the descriptive analysis has been employed for evaluating the sectoral trend of FDI inflows in order to identify the most significant sector contributing largely in growth prospect of India in context of FDI inflow. The results imply that service sector along with telecommunication sector received highest FDI inflows during last decade. Further, it is observed that mostly foreign investors prefer to invest through Mauritius route in India.
Economic growth of developing countries primarily depends upon the various socioeconomic factors ... more Economic growth of developing countries primarily depends upon the various socioeconomic factors such as level of output, rate of saving and investment, standard of living of people, per capita income as well as national income and finally on industrial development. The economic impact of foreign direct investment (FDI) inflow towards SAARC's individual countries varies from country to country at different time interval. For this a great deal of researchers have confronted the issues and produced their thoughts. However, the major researches failed to effectively examine this relationship within a general macroeconomic framework. In the absence of such attempts, the paper aims to explore the impact of foreign direct investment inflow towards the growth framework of SAARC's individual countries primarily on six economic indicators, i.e. GDP, GDP Per capita, GNI, Export Growth, Financial position, Trade openness from year 1991 to 2012. MANOVA multivariate and Pearson correlati...
To manage marketing channels, subsidiaries of multinational corporations (MNCs) must balance mand... more To manage marketing channels, subsidiaries of multinational corporations (MNCs) must balance mandates from headquarters (HQ) with the local realities of the foreign markets. The performance implications of subsidiary–distributor relationship efforts thus are contingent on the HQ–subsidiary relationship. Drawing on marketing channels, economics, and organization theory literature streams, the authors (1) describe the complex performance properties of output and process control mechanisms that MNC subsidiaries deploy to manage foreign distributors and (2) conceptualize the HQ–subsidiary nexus along three attributes that should moderate the performance effects of control mechanisms: task coordination, or HQ's central coordination of processes across subsidiaries; subsidiary decision involvement, or two-way communications and consensual decision making between HQ and the subsidiary; and relational disharmony, or the extent of the HQ–subsidiary conflict. The authors test the hypothes...
Abstract This study examines unethical purchasing practices from the perspective of buyersupplie... more Abstract This study examines unethical purchasing practices from the perspective of buyersupplier relationships. Based on a review of the inter-organizational literature and qualitative data from in-depth interviews with purchase managers from diverse industries, a ...
Knowledge development and management is important for marketing firms seeking a competitive edge.... more Knowledge development and management is important for marketing firms seeking a competitive edge. We contend that for firms that adopt Customer Relationship Management (CRM) technology, two forms of knowledge stores become critical drivers of ...
This study examines unethical purchasing practices from the perspective of buyersupplier relatio... more This study examines unethical purchasing practices from the perspective of buyersupplier relationships. Based on a review of the inter-organizational literature and qualitative data from in-depth interviews with purchase managers from diverse industries, a ...
Understanding Consumer Privacy: A Review and Future Directions The evolution of marketing from a ... more Understanding Consumer Privacy: A Review and Future Directions The evolution of marketing from a production orientation to a market orientation (Kieth 1960; Kotler and Zaltman 1971), as exemplified by the marketing concept (Barksdale and Darden 1971; Houston 1986; McKitterick 1957), has led to a dramatic increase in the need to understand the consumer. While application of this market orientation approach, especially in the forms of direct and relationship marketing, arguably brings multiple benefits to both consumers and firms (Kohli and Jaworski 1990; Narver and Slater 1990), it also requires a large amount of consumer information in order to deliver value (Nowak and Phelps 1997). The widespread adoption of information technology (IT) has allowed firms to meet this need for consumer information by vastly increasing the amount and types of information they collect (McCrohan 1989; Thomas and Maurer 1997). For firms, advances in IT have considerably enhanced the institutionalization ...
Modern automobiles are no longer mere machines running on 4 wheels. They aremachines being monito... more Modern automobiles are no longer mere machines running on 4 wheels. They aremachines being monitored by a numberof digital computers coordinated via internal vehicular networks.
The affinity between franchisees and their franchisor represents a captive marketing channel rela... more The affinity between franchisees and their franchisor represents a captive marketing channel relationship, requiring a mutually well-managed partnership for long-term success and sustained performance. The authors argue that franchisee social satisfaction and financial performance can be enhanced through greater strategic marketing agreement and operational marketing cooperation with their franchisor. Primary data were collected through a survey study of U.S. franchisees. Results from structural equation modeling indicate that both strategic agreement and operational cooperation positively affect franchisee satisfaction. Furthermore, satisfaction directly enhances as well as mediates benefits to performance. Franchisor marketing decision control is identified and tested as a boundary condition.
Many organizations face competing agendas by which they are expected to simultaneously grow sales... more Many organizations face competing agendas by which they are expected to simultaneously grow sales output while controlling associated costs. At the interface of this organizational pressure and the sales force’s implementation of such initiatives is the sales manager. However, questions with significant implications remain regarding how a sales manager’s requisite engagement with cost control affects sales performance. To address this issue, the authors conceptualize and operationalize the notion of sales manager cost control engagement. Results from a survey of 178 business-to-business sales managers show the antecedent and consequence effects of sales manager cost control engagement. A variety of organizational factors are shown to effectively direct the sales manager’s attention to cost control, which in turn has a positive impact on cost-related sales performance. These findings add to an emergent body of research aimed at understanding key skills required of sales managers for driving sales performance as well as provide a novel perspective for sales managers to consider when balancing pressures between cost inputs and sales outputs. Several theoretical and managerial implications are offered, as are future research directions.
Multinational corporations (MNCs) are adopting increasingly diverse and complex marketing channel... more Multinational corporations (MNCs) are adopting increasingly diverse and complex marketing channels to sell their products worldwide. They strive to manage channels that confront diverse demands from headquarters, foreign subsidiaries, and local partners as well as complex market environments. Because extant research on MNCs’ marketing channels is sparse, the authors propose an organizing framework to spur and guide research on MNC channel management. As a meta-theory that integrates economic and social elements of MNC channel management, the political economy perspective is used to propose two testable frameworks pertaining to determinants of (1) MNC marketing channel structures and processes and (2) MNC marketing channel outcomes. Building on these frameworks, the authors advance a research agenda to test substantive relationships, elaborate new constructs, and illustrate new contexts pertaining to MNC marketing channels. A set of propositions illustrates the applicability of these...
Driven by organizational focus on bottom-line profitability, business-to-business (B2B) sales man... more Driven by organizational focus on bottom-line profitability, business-to-business (B2B) sales managers face pressure to justify and control sales expenses. As cost information becomes more accessible, higher value may be placed on this information relative to revenue information to help alleviate this pressure. Therefore, this study conceptualizes cost prioritization and argues that while bottom-line management gains may ensue, cost prioritization may also have unintended consequences for sales force engagement. Therefore, this research examines the effect of managerial cost prioritization on sales force turnover. Output control, behavior control, and micromanagement are identified as key factors impacting the relationship between cost prioritization and sales force turnover. Empirical testing is based on a survey of B2B sales managers from various industries across the United States. Results indicate cost prioritization increases sales force turnover. Output control attenuates, while micromanagement exacerbates, this relationship. In addition, functional and dysfunctional turnover are differentially impacted by cost prioritization.
This paper tends to reveal the sectoral trend of FDI inflows in India during 2001-2012. This stud... more This paper tends to reveal the sectoral trend of FDI inflows in India during 2001-2012. This study further discloses the trend of FDI as well as the major sources of FDI inflows. In this study, the descriptive analysis has been employed for evaluating the sectoral trend of FDI inflows in order to identify the most significant sector contributing largely in growth prospect of India in context of FDI inflow. The results imply that service sector along with telecommunication sector received highest FDI inflows during last decade. Further, it is observed that mostly foreign investors prefer to invest through Mauritius route in India.
Economic growth of developing countries primarily depends upon the various socioeconomic factors ... more Economic growth of developing countries primarily depends upon the various socioeconomic factors such as level of output, rate of saving and investment, standard of living of people, per capita income as well as national income and finally on industrial development. The economic impact of foreign direct investment (FDI) inflow towards SAARC's individual countries varies from country to country at different time interval. For this a great deal of researchers have confronted the issues and produced their thoughts. However, the major researches failed to effectively examine this relationship within a general macroeconomic framework. In the absence of such attempts, the paper aims to explore the impact of foreign direct investment inflow towards the growth framework of SAARC's individual countries primarily on six economic indicators, i.e. GDP, GDP Per capita, GNI, Export Growth, Financial position, Trade openness from year 1991 to 2012. MANOVA multivariate and Pearson correlati...
To manage marketing channels, subsidiaries of multinational corporations (MNCs) must balance mand... more To manage marketing channels, subsidiaries of multinational corporations (MNCs) must balance mandates from headquarters (HQ) with the local realities of the foreign markets. The performance implications of subsidiary–distributor relationship efforts thus are contingent on the HQ–subsidiary relationship. Drawing on marketing channels, economics, and organization theory literature streams, the authors (1) describe the complex performance properties of output and process control mechanisms that MNC subsidiaries deploy to manage foreign distributors and (2) conceptualize the HQ–subsidiary nexus along three attributes that should moderate the performance effects of control mechanisms: task coordination, or HQ's central coordination of processes across subsidiaries; subsidiary decision involvement, or two-way communications and consensual decision making between HQ and the subsidiary; and relational disharmony, or the extent of the HQ–subsidiary conflict. The authors test the hypothes...
Abstract This study examines unethical purchasing practices from the perspective of buyersupplie... more Abstract This study examines unethical purchasing practices from the perspective of buyersupplier relationships. Based on a review of the inter-organizational literature and qualitative data from in-depth interviews with purchase managers from diverse industries, a ...
Knowledge development and management is important for marketing firms seeking a competitive edge.... more Knowledge development and management is important for marketing firms seeking a competitive edge. We contend that for firms that adopt Customer Relationship Management (CRM) technology, two forms of knowledge stores become critical drivers of ...
This study examines unethical purchasing practices from the perspective of buyersupplier relatio... more This study examines unethical purchasing practices from the perspective of buyersupplier relationships. Based on a review of the inter-organizational literature and qualitative data from in-depth interviews with purchase managers from diverse industries, a ...
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