James R. Brown
West Virginia University
AdvertisingEmpirical researchOpportunismVariety (cybernetics)Conceptual frameworkSociologyBusinessCommunication channelPsychologyEconomicsMarketingControl (management)Marketing channelInvestment (macroeconomics)Context (language use)Distribution (number theory)Hotel industryRelational normsAffect (psychology)Corporate governancePublic relationsDistribution (economics)Industrial organizationHospitality industryKnowledge managementSocial psychologyMarketing strategy
Publications 78
#1Charles A. IngeneH-Index: 19
#2James R. BrownH-Index: 31
Last. Rajiv P. DantH-Index: 3
view all 3 authors...
#1James R. BrownH-Index: 31
#2Charles A. IngeneH-Index: 19
1 CitationsSource
#1James R. BrownH-Index: 31
#2Jody L. Crosno (WVU: West Virginia University)H-Index: 12
Last. Pui Ying Tong (ISU: Illinois State University)H-Index: 3
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Abstract Trust and commitment are central to the relational mediators model of relationship marketing. Extant research suggests that trust enhances commitment, as a trusted partner is so highly valued that a channel member will invest in the relationship and put forth efforts to maintain that relationship. This study re-examines the causality between trust and commitment by comparing alternative models across three datasets (including the seminal Morgan and Hunt 1994 data). The results indicate ...
21 CitationsSource
#1James R. Brown (WVU: West Virginia University)H-Index: 31
#2Jody L. Crosno (WVU: West Virginia University)H-Index: 12
The successful operation of a firm’s franchised channels requires that all franchisees in the system present a uniform product image and refrain from damaging the brand. Process control – franchisor control over franchisee activities, procedures, and behaviors – is one way in which franchisors can ensure that franchisees protect and enhance the brand. A recent meta-analysis revealed that process control can have dark side effects (i.e., a franchisor’s process control increases, rather than dampe...
Much of the literature relating to managing marketing relationships focuses on limiting opportunistic activities by one or both partners in a relationship. Opportunistic behavior occurs when one partner seeks a short-term gain in a way that may damage the other partner or the relationship. In the case of a hotel belonging to a network or chain, such actions might include falsifying or suppressing monthly sales data. A study of over 400 individual hotels belonging to two hotel chains investigated...
11 CitationsSource
#1James R. Brown (WVU: West Virginia University)H-Index: 31
#2Scott Keith W Weaven (Griffith University)H-Index: 25
Last. Jody L. Crosno (WVU: West Virginia University)H-Index: 12
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Purpose – The aim of this study is to explore possible contingent variables that might explain these twin contradictory effects of marketing channel governance. Franchisors govern their systems to limit opportunism and enhance performance. However, the exact opposite often occurs. Design/methodology/approach – This paper develops an integrative conceptual model of franchisor governance of its franchisees. This model is tested empirically with data collected from 197 Australian franchisees. Findi...
9 CitationsSource
#1Jody L. Crosno (WVU: West Virginia University)H-Index: 12
#2James R. Brown (WVU: West Virginia University)H-Index: 31
A growing body of empirical research has investigated various aspects of control in exchange relationships; however, understanding of this phenomenon is still in its infancy. The objective of our research is to review this literature quantitatively with meta-analysis to derive some empirical generalizations and reconcile the contradictory results about the effects of organizational control in marketing exchange relationships. This study finds that process and output control generally produce pos...
36 CitationsSource
#1Scott Keith W Weaven (Griffith University)H-Index: 25
#2Debra Ann GraceH-Index: 31
Last. James R. BrownH-Index: 31
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Purpose – The purpose of this paper is to present an integrative systems model of knowledge management (KM) across the franchisor-franchisee-customer triad. The conceptual development of this paper focuses on the areas of knowledge development, knowledge transfer and knowledge use within the context of dyadic monitoring, and key relational outcomes (partner congruence, relationship quality, perceived conflict, opportunism), and performance results (franchisor, franchisee and customer welfare). D...
34 CitationsSource
#1James R. Brown (WVU: West Virginia University)H-Index: 31
#2Rajiv P. Dant (OU: University of Oklahoma)H-Index: 37
This chapter describes the key aspects of managing multiple marketing channel systems and explains how e-commerce plays a key role in their successful operation. We adopt a customer-centric perspective by beginning with a discussion of channel service outputs—those benefits that customers hope to obtain from the marketing channel. Successful firms recognize that customers are not homogeneous in their desire for channel service outputs and, hence, can be grouped into market segments that are best...
8 CitationsSource