Both marketing executives and consumers engage in a combination of automatic and strategic (i.e. controlled) thinking and doing processes when they become aware of problems/opportunities. Similarities and departures in these processes among executives and consumers occur through all stages of...

Organizational purchasing decisions can be thought of as rule‐discovery tasks in which members of the buying center develop proposals regarding the best choice of products and vendors. The uncertainty associated with buying center decisions causes the group to search for generalizations that...

Proposes that firms of different Miles and Snow strategic types will have different bundles of firm‐level capabilities; that is, certain capabilities will be more important to certain strategic types. Specifically, proposes that prospectors have greater relative inside‐out capabilities and...

This study analyzes the marketing ethics decision‐making process of Middle‐Eastern marketers. In particular, it examines the relative influences of ethical perceptions, perceived importance of ethics, and age on ethical intentions of marketers in the Middle East. A self‐administered...

Purpose – The purpose of this study is to develop and test a theoretical model of international strategic alliance (ISA) relationship development underpinned by the foreign investment decision process. Design/methodology/approach – The conceptual model demonstrates an ISA investment decision...

Purpose – The purpose of this paper is to determine whether predictions about different degrees of market orientation in two cross‐border value chains also appear in the mental models of decision makers at two levels of these value chains. Design/methodology/approach – The laddering method...

Purpose – The purpose of this paper is to examine two predominant export decision‐making orientations emanating from normative and descriptive decision theory, namely planning and improvisation and their coexistence within exporting firms. In addition, contingencies under which one may be...

Purpose – Although a great deal of research has focused on global marketing strategy development and implementation, little research has focused on the global marketing managers charged with the responsibilities of developing and implementing such strategy. The aim of this paper is to develop...

Reports on a study of the relative importance of 17 import decision variables as rated by Japanese import managers. A systematic sample of 52 managers representing different companies in Japan participated. The Japanese findings were compared with the US data from an earlier study by the author....