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
78Publications
31H-index
4,844Citations
Publications 78
Newest
#1Rajiv P. Dant (OU: University of Oklahoma)H-Index: 37
#2James R. Brown (WVU: West Virginia University)H-Index: 31
Our objective in this article is to correct the record on the contribution of the Journal of Retailing to business-to-business (B2B) research in marketing. In particular, we refute the assertion of LaPlaca and Katrichis (2009) that the Journal of Retailing “does not regularly publish research concerning business-to-business marketing.” Our analysis of recently published (2002–2008) articles in the Journal of Retailing shows that less than 19% are devoted to B2C or C2C topics. Our comparison of t...
3 CitationsSource
#1Chekitan S. Dev (Cornell University)H-Index: 21
#2Kevin Zheng Zhou (HKU: University of Hong Kong)H-Index: 46
Last. Sanjeev Agarwal (Iowa State University)H-Index: 22
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This study of hotels representing thirty-seven brands from fifty-six countries uncovers the market conditions under which investing resources in specific market strategies leads to higher performance. Specifically, the authors identified, for the first time in an international context, the circumstances under which customer orientation (acquisition, satisfaction, and retention of customers) alone has a higher payoff or when simply investing resources on competitor orientation (monitoring, managi...
74 CitationsSource
#1Rajiv P. Dant (OU: University of Oklahoma)H-Index: 37
#2James R. Brown (WVU: West Virginia University)H-Index: 31
As the oldest academic journal in marketing, Journal of Retailing publishes research dealing with all sorts of B2B and B2C retailing-related topics. However, there appears to be a perception that Journal of Retailing welcomes only research pertaining to B2C issues. In this article, we debunk that perception through an analysis of the content of Journal of Retailing articles published during the 2002–2008 period. In particular, we find that only 18.7% of Journal of Retailing's content is devoted ...
50 CitationsSource
#1James R. Brown (WVU: West Virginia University)H-Index: 31
#2Rajiv P. Dant (OU: University of Oklahoma)H-Index: 37
Abstract During the past 2 years, we have processed scores of submissions to the Journal of Retailing . Those that have not been published (or scheduled for publication) suffer from a variety of problems. Our experience indicates that the single most vexing difficulty with these papers is their level of contribution. In this editorial, we define what we mean by a significant contribution to the retailing literature. We discuss several general ways in which a manuscript can make a significant con...
32 CitationsSource
#1James R. Brown (WVU: West Virginia University)H-Index: 31
#2Rajiv P. Dant (OU: University of Oklahoma)H-Index: 37
Abstract In this paper, we review the 164 articles published in the Journal of Retailing over the 2002–2007 time-span, the period reviewed by Grewal and Levy in their recent article entitled “Retailing Research: Past, Present and Future” [Grewal, Dhruv and Michael Levy (2007), “Passing the Baton, Journal of Retailing 2001 to 2007,” Journal of Retailing, 83 (4) (in this issue)] for their content. Two study characteristics are reviewed for each publication: (1) approach adopted for methodology (cl...
109 CitationsSource
#1Tong Sheng Liu (WVU: West Virginia University)H-Index: 1
#2Chiun Ming Liu (FCU: Feng Chia University)H-Index: 1
Last. James R. Brown (WVU: West Virginia University)H-Index: 31
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The aim of this study is to apply data envelopment analysis, industry code analysis, Dun and Bradstreet business ratio analysis and market entry analysis to analyse global logistics strategies among third party logistics (3PL) providers. Results suggest that global logistics strategies for 3PLs depend on how and what they provide logistics services for their clients. If 3PLs are adept at physical logistics, a more niche market strategy should be adopted to avoid direct competition. On the other ...
4 CitationsSource
#1Kevin Zheng Zhou (HKU: University of Hong Kong)H-Index: 46
#2James R. Brown (WVU: West Virginia University)H-Index: 31
Last. Sanjeev Agarwal (Iowa State University)H-Index: 22
view all 4 authors...
Should companies adjust their orientations toward customers or toward competitors in global markets? To answer this question, we use contingency theory and examine how the effects of customer and competitor orientations on performance are moderated by different environmental conditions. Our results from the global hotel industry indicate that a customer orientation works better in economically developed markets, as well as in markets with good local business conditions, greater resource availabi...
212 CitationsSource
#1Chekitan S. Dev (Cornell University)H-Index: 13
#2James R. Brown (WVU: West Virginia University)H-Index: 31
Last. Kevin Zheng Zhou (HKU: University of Hong Kong)H-Index: 46
view all 3 authors...
When hotel firms expand internationally, they must determine the ownership strategy and the management strategy that will best maintain the firm’s competitive advantage. Those decisions are made separately from each other and depend on the expanding company’s own strengths and the strengths found in the local market. That interplay between the company’s strengths and local resources drives the type of partnership or affiliation arrangement that the company uses to enter the foreign market. The d...
29 CitationsSource
#1Chiharu IshidaH-Index: 7
#2Janet E. KeithH-Index: 1
Last. James E. StoddardH-Index: 1
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Abstract The success of manufacturers' consumer marketing programs often hinges on whether they are implemented at the retail level. Manufacturers use various influence strategies to persuade retailers to adopt their marketing programs. We investigate how well those influence strategies shape the retailers' positive attitudes toward their suppliers' marketing programs. We find that the effectiveness of those influence strategies depends upon the extent of uncertainty in the retailers' market. We...
Source
#1Shibin Sheng (Adelphi University)H-Index: 20
#2James R. Brown (WVU: West Virginia University)H-Index: 31
Last. Laura Poppo (VT: Virginia Tech)H-Index: 23
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This empirical paper explores economic and social origins of relational governance. Previous empirical research has provided substantial support for the positive relationship between exchange hazards (such as transaction specific assets or decision uncertainty) and relational governance. In contrast, we use transaction cost economics to argue that exchange hazards might limit the use of relational governance when power asymmetry exists within a marketing channel. Moreover, from a sociological pe...
81 CitationsSource