VOLUME 1: MARKETING STRATEGY'S CONCEPTUAL FOUNDATIONS: MARKET ORIENTATION, THE CORNERSTONE OF STRATEGIC MARKETING THOUGHT What is Marketing? The Marketing Concept and Market Orientation I. The Marketing Concept: Early History Making the Marketing Concept Work - A.P. Felton The Marketing Concept: What it is and what it is not - F. Houston II. Marketing-Driven Strategy: From Marketing Concept to Market Orientation A Synthesis of Contemporary Market Orientation Perspectives - B.A. Lafferty and G.T.M. Hult Multiple Perspectives on Market Orientation's Domain Specification: Implications for theory development and knowledge accumulation - J.W. Cadogan Market Orientation, the Cornerstone of Strategic Marketing Thought III. Market-Orientation and Strategy Response Competitive Strategy in the Market-Focused Business - S.F. Slater and J.C. Narver Market Orientation and the Marketing Strategy Process - R. Tadepelli and R.A. Avila Market Orientation and Market Strategy Profiling: An empirical test of environment-behavior-action coalignment and its performance implications - C.B. Dobni and G. Luffman IV. Market-Orientation and Strategic Type Strategic Types, Market Orientation, and the Balance between Adaptability an Adaptation - B.A. Lukas The Effects of Strategy Type on the Market Orientation-Performance Relationship - K. Matsuno and J.T. Mentzer V. Market-Oriented Strategies: Meta Analyses A Meta-Analysis of the Relationship between Market Orientation and Business Performance: Evidence from five continents - C.R. Cano, F.A. Carrillat and F. Jaramillo Market Orientation and Performance: A meta-analysis and cross-national comparisons - P.D. Ellis New Perspective on Market Orientation VI. Market-Driven Versus Market Driving Market-Driven Versus Driving Markets - B. Jaworski, A.K. Kohli and A. Sahay From Market Driven to Market Driving - N.L. Kumar, L. Scheer and P. Kotler VII. Market Orientation and Other Strategic Orientations Market Orientation and Organizational Performance: Is innovation a missing link - J.K. Han, N. Kim and R.J. Srivastava Does Market Orientation Matter? A test of the relationship between positional advantages and performance - G.T.M. Hult, and D.J. Ketchen, Jr. VIII. Developing a Market Orientation Developing a Market Orientation: An organizational strategy perspective - R.W. Ruekert Barriers to Developing Market Orientation - L.C. Harris Factors Facilitating and Impeding the Development of Export Market-Oriented Behavior: A study of Hong Kong manufacturing exporters - J.W. Cadogan, C.C. Cui, R.E. Morgan and V.M. Story VOLUME 2: MARKETING STRATEGY PROCESSES AND TOOLS Strategic Marketing Planning I. Marketing Strategy and Planning An Understanding of Marketing Strategy - G.E. Greenley The Anatomy of Strategic Marketing Planning - D. Brownlie An Overview of Marketing Strategy and Planning - George M. Zinkhan and Arun Pereira II. Models of the Marketing Strategy Process Organisational Context and Behavioural Problems as Determinants of the Effectiveness of the Strategic Marketing Planning Process - N.F. Piercy and N.A. Morgan Governance Value Analysis and Marketing Strategy - M. Ghosh and G. John III. Strategy Initiation and Formation Tracing Emergent Processes in Marketing Strategy Formation - M.D. Hutt, P.H. Reingen and J.R. Ronchetto, Jr. Initiating Strategic Planning - L.C. Harris and E. Ogbonna IV. Strategic Resources and Marketing Capabilities The Capabilities and Performance Advantages of Market-Driven Firms - D.W. Vorhies, M. Harker and C.P. Rao Market-Focused Resources, Competitive Positioning and Firm Performance - G. Hooley, G. Greenley, J. Fahy and J. Cadogan Organizational Antecedents of Second-Order Competencies - E. Danneels Analyzing Market Opportunities, Market Evolution and Portfolio Tools V. Strategic Marketing Environment Strategic Windows - D.F. Abell Controlling the Uncontrollable: Managing your market environment - P.R.T. Varadarajan, T. Clark and W.M. Pride Generating Competitive Intelligence in Organizations - B.J. Jaworski, D.J. MacInnis and A.K. Kohli VI. The Product Life Cycle and Product Portfolio The Lifecycle Concept Revisited: Aid of albatross - G.J. Hooley Portfolio Analysis and the Product Life Cycle - H.C. Barksdale, and C.E. Harris, Jr. Determining the Appropriate Depth and Breadth of a Firm's Product Portfolio - R. Bordley VIII. Segmentation Product Differentiation and Market Segmentation as Alternative Marketing Strategies - W.R. Smith Benefit Segmentation: A useful tool for financial investment services - T.Z. Chang and S-J. Chen Development of a Taxonomy of Strategic Market Segmentation: A framework for bridging the implementation gap between normative segmentation and business practice - K. Sausen, T. Tomczak and A. Herrmann VOLUME 3: MARKETING-MIX STRATEGIES - PRODUCT STRATEGY AND PROMOTION STRATEGY Product Strategy I. Product Line Strategy Proactive and Reactive Product Line Strategies: Asymmetries between market leaders and followers - V. Shankar Consumer Attitude toward Brand Extensions: An integrative model and research propositions - S. Czellar II. New Product Strategy New Products: The factors that drive success - R.G. Cooper Organizing for Radical Product Innovation: The overlooked role of willingness to cannibalize - R.K. Chandy and G.J. Tellis III. Order of Market Entry First to Market, First to Fail? Real Causes of Enduring Market Leadership - G.J. Tellis and P.N. Golder Pioneers and Followers: Competitive tactics, environment, and firm growth - J.G. Covin, D.P. Slevin and M.B. Helley Brand and Service Strategy IV. Brand Strategy Building Customer-Based Brand Equity - K.L. Keller Strategic Brand Concept and Brand Architecture Strategy - A Proposed Model - A. Strebinger Measuring and Managing the Essence of a Brand Personality - J. van Rekom, G. Jacobs and P.W.J. Verlegh V. Service Strategy Service Strategies within the Manufacturing Sector: Benefits, costs and partnership - V. Mathieu Six Strategies for Competing through Service: An agenda for future research - R.N. Bolton, D. Grewal and M. Levy A Conceptual Framework for the Development of a Service Delivery Strategy for Industrial Systems and Products - R. Kumar and U. Kumar VI. Services Dominant Logic and Branding From Goods to Service(s): Divergences and Convergences of Logics - S.L. Vargo and R.F. Lusch The Service Brand and the Service-Dominant Logic: Missing fundamental premise or the need for stronger theory? - R.J. Brodie, M.S. Glynn and V. Little VII. Strategic Implications of Service Quality Communication and Control Processes in the Delivery of Service Quality - V.A. Zeithaml Service Quality, Profitability, and the Economic Worth of Customers: What we know and what we need to learn - V.A. Zeithaml Promotion Strategy VIII Advertising Strategy Creative Strategy: A management perspective - C.F. Frazer Market Valuation Models of the Effect of Advertising and Promotional Spending: A review and meta-analysis - M.P. Conchar, M.R. Crask and G.M. Zinkhan Internet Advertising Strategy Alignment - M-C. Boudreau and R.T. Watson IX. Sales Promotion Sales Promotions as Strategic Communication: The case of Singapore - C.W. Lee The Effect of Sales Promotion on Post-Promotion Brand Preference: A meta-analysis - D. DelVecchio, D.H. Henard and T.H. Freling A Strategic Perspective on Sales Promotions - B. Gelb, D. Andrews and S.K. Lam X. The Strategic Role of Sales Marketing and Sales: Strategic alignment and functional implementation - W.M. Strahle, R.L. Spiro and F. Acito The Role of Strategic Selling in the Company Turnaround Process - M. Harker and D. Harker The Strategic Role of the Salesforce in Developing Customer Satisfaction across the Relationship Lifecycle - S.D. Jap VOLUME 4: MARKETING-MIX STRATEGIES - DISTRIBUTION STRATEGY AND PRICING STRATEGY Distribution Strategy I. Organization and Management Issues Make-or-Buy Decisions - E. Anderson and B.A. Weitz Organizing and Managing Channels of Distribution - G.L. Frazier II. Channel Dynamics, Cooperation and Conflict Strategic Integration in Industrial Distribution Channels: Managing the Interfirm Relationship as a Strategic Asset - J.L. Johnson Multichannel Marketing: Mindset and program development - B.D. Weinberg, S. Parise and P.J. Guinan Satisfaction in International Marketing Channels: A local channel member perspective - C. Schmitz and T. Wagner III. Retail Strategy A Distribution Services Approach for Developing Effective Competitive Strategies against "Big Box" Retailers - C.S. Barber and B.C. Tietje Building and Sustaining Profitable Customer Loyalty for the 21st Century - V. Kumar and D. Shah A Guide to Developing and Managing a Well-Integrated Multi-Channel Retail Strategy - B. Berman and S. Thelen IV. Relationship Strategy Conceptualising Business Relationships - A. Dubois and H. Hakansson Understanding Relationship Marketing Outcomes: An Integration of Relational Benefits and Relationship Quality - T. Hennig-Thurau, K.P. Gwinner and D.D. Gremler Interfirm Monitoring, Social Contracts, and Relationship Outcomes - J.B. Heide, K.H. Wathne and A.I. Rokkan Pricing Strategy V. Pricing Theory and Practice Industrial Pricing: Theory and managerial practice - P.M. Noble and T.S. Gruca Pricing Decisions and the Neoclassical Theory of the Firm - M.R. Lucas Towards Value-Based Pricing-an Integrative Framework for Decision Making - A. Hinterhuber VI. The Strategic Role of Price Buyers' Subjective Perceptions of Price - K. Monroe Image Communicated by the Use of 99 Endings in Advertised Prices - R.M. Schindler and T.M. Kibarian The Price-Perceived Quality Relationship: A meta-analytic review and assessment of its determinants - F. Volckner and J. Hofmann VII. Pricing Strategy An Empirical Analysis of Determinants of Retailer Pricing Strategy - V. Shankar and R.N. Bolton Intraorganizational Influences on Business-to-Business Pricing Strategies: A political economy perspective - R.A. Lancioni Successful New Product Pricing Practices: A contingency approach - P. Ingenbleek, M. Debruyne, R.T. Frambach and T.M.M. Verhallen VOLUME 5: MARKETING STRATEGY ORGANIZATION AND IMPLEMENTATION I. The Organization of Marketing Activities The Organization of Marketing Activities: A contingency theory of structure and performance - R.W. Ruekert, O.C. Walker, Jr. and K.J. Roering Organizing Marketing in Industrial High-Tech Firms: The role of internal marketing relationships - K. Moller and A. Rajala II. Strategy-Environment-Fit Strategic Types, Distinctive Marketing Competencies and Organizational Performance: A multiple measures-based study - J.S. Conant, M.P. Mokwa and P.R. Varadarajan The Performance Implications of Fit among Business Strategy, Marketing Organization Structure, and Strategic Behavior - E.M. Olson, S.F. Slater, and G.T.M. Hult III. Interfunctional Conflict and Power Dysfunctional Behavior and Management Control: An empirical study of marketing managers - B.J. Jaworski, S.M. Young The Quality and Effectiveness of Marketing Strategy: Effects of functional and dysfunctional conflict in intraorganizational relationships - A. Menon, S.G. Bharadwaj and R. Howell Marketing's Influence Tactics in New Product Development: A study of high technology firms in China - K. Atuahene-Gima and H. Li IV. Functional Alignment / Integration Shared Organizational Values: Measurement and impact upon strategic marketing implementation - G.J. Badovick and S.E. Beatty Should Marketing be Cross-Functional? Conceptual Development and International Empirical Evidence - H. Krohmer, C. Homburg and J.P. Workman Differential Effects of the Primary Forms of Cross Functional Integration on Product Development Cycle Time - J.D. Sherman, W.E. Souder and S.A. Jenssen V. Strategic Flexibility Capabilities for Strategic Flexibility: A cognitive content framework - I.A. Combe and G.E. Greenley Market Orientation, Strategic Flexibility, and Performance: Implications for service providers - R.G. Javalgi, T.W. Whipple, A.K. Ghosh and R.B. Young Strategic Flexibility, Rigidity and Barriers to the Development of Absorptive Capacity in Business Markets: Themes and research perspectives - P. Matthyssens, P. Pauwels and K. Vandenbempt VII. Implementation Managing Marketing Implementation - T.V. Bonoma and V.L. Crittenden Marketing Strategy Development Styles, Implementation Capability, and Firm Performance: Investigating the curvilinear impact of multiple strategy-making styles - J.C. White, J.S. Conant and R. Echambadi In Pursuit of the "Ideal Approach" to Successful Marketing Strategy Implementation - E.R. Thorpe and R.E. Morgan VI. Internal Marketing Strategies Broadening the Market Orientation: An added focus on internal customers - I. Mohr-Jackson The Impact of Internal Marketing Efforts in Distribution Service Operations - S.B. Keller, D.F. Lynch, A.E. Ellinger, J. Ozment and R. Calantone The Notion of Internal Market Orientation and Employee Job Satisfaction: Some preliminary evidence - S. Gounaris VOLUME 6: EVOLVING AND EMERGING ISSUES IN MARKETING STRATEGY I. Marketing Productivity Marketing Productivity: Issues and analysis - J.N. Sheth and R.S. Sisodia Marketing Productivity, Marketing Audits, and Systems for Marketing Performance Assessment: Integrating multiple perspectives - N.A. Morgan, B.H. Clark and R. Gooner II. Marketing Metrics Return on Marketing: Using customer equity to focus marketing strategy - Roland T. Rust, Katherine N. Lemon and Valerie A. Zeithaml Measurement of Return on Marketing Investment: A conceptual framework and the future of marketing metrics - S.H. Seggie, E. Cavusgil and S.E. Phelan III. Global Marketing Strategy Strategic Global Marketing: Lessons from the Japanese - S. Jatusripitak, L. Fahey and P. Kotler A Framework for Analysis of Strategy Development in Globalizing Markets - C.A. Solberg. Development of Archetypes of International Marketing Strategy - L.K.S. Lim, F. Acito and A. Rusetski IV. Alliances Understanding Alliances: A Review of international aspects in strategic marketing - J.D. Townsend Requirements for Successful Marketing Alliances - M.K. Rich How to Manage a Portfolio of Alliances - W.H. Hoffman V. Networks Conceptualization of Strategy in Business Networks: An assessment - T-Y. Eng Networks and Competitive Advantage: A synthesis and extension - K.G. Pillai Strategic Marketing Plans and Collaborative Networks - M.F. Neves VI. Corporate Social Responsibility The Boundaries of Strategic Corporate Social Responsibility - G.P. Lantos Doing Better at Doing Good: When, why and how consumers respond to corporate social initiatives - C.B. Bhattacharya and A. Sen VII. E-Marketing Marketing Strategy and the Internet: An organizing framework - P.R. Varadarajan and M.S. Yadav Introducing E-MARKPLAN: A practical methodology to plan e-Marketing activities - S. Krishnamurthy Is e-Marketing Coming of Age? An Examination of the Penetration of e-Marketing and Firm Performance - R.J. Brodie, H. Winklhofer, N.E. Coviello and W.J. Johnston VIII. Marketing Strategy Theory and Research in the New Millennia Marketing Strategy: An assessment of the state of the field and outlook - P.R. Varadarajan and S. Jayachandran Charting New Directions for Marketing - G.S. Day and D.B. Montgomery