Thriving in a New World Economy

1. Front Matter

   Pages i-xxii

   PDF

2. Exploring and Exploiting Relationships in Business Markets

   1. Front Matter

      Pages 1-1

      PDF

   2. Building Initial Relationships: The Emerging Tasks of Sales in New Business Development

      • Alexander Haas, Antonella La Rocca, Ivan Snehota

      Pages 2-5

   3. The Franchisor/Franchisee Relationship: How can this Relationship be Strengthened from the Franchisees’ Perspective?

      • Mimi Rickard

      Pages 6-6

   4. Interpersonal Trust and Within-Nation Regional E-Commerce Activity

      • John T. Gironda, Mark F. Peterson

      Pages 7-10

3. Understanding the Sales Force

   1. Front Matter

      Pages 11-11

      PDF

   2. A Study to Consider how Salespeople believe They can Build a Long Term Service Relationship with their Customers

      • Jasmin Baumann, Kenneth Le Meunier-tzHugh, Leslie Le Meunier-tzHugh

      Pages 12-12

   3. Conceptualizing Multichannel Consumer/Salesperson Interactions For A High Tech Product

      • Cindy Rippé

      Pages 13-13

   4. Pricing and Sales Force Compensation Strategies: Are They Motivating or Demotivating Your Sales Force?

      • Wendy Ritz

      Pages 14-16

   5. Experimental Examination of Performance Consequences of Change Implementation for Sales Force Integration

      • Joon-Hee Oh

      Pages 17-17

4. Entrepreneurship & Family Business in the Global Marketplace

   1. Front Matter

      Pages 18-18

      PDF

5. Entrepreneurship & Family Business in the Global Marketplace

   1. Understanding Market Orientation Among Small Businesses in Rural Ghana

      • Blankson Charles, Cowan Kirsten, Tran Trang

      Pages 19-19

   2. Franchising, Knowledge Transfer, and Development in Emerging Markets

      • Audhesh Paswan, Rajasree K. Rajamma

      Pages 20-23

   3. Opportunities and Challenges for Family Businesses Pursuing Global Markets

      • Vijay K. Patel, Torsten M. Pieper, Joseph F. Hair Jr.

      Pages 24-29

6. Embedding Ethics in Corporate Practice

   1. Front Matter

      Pages 30-30

      PDF

   2. Cowboy Ethics: Marketing Gimmick or Business Ethics Tool?

      • Terri L. Rittenburg

      Pages 31-35

7. Customer Evaluation and Cultural Embeddedness

   1. Front Matter

      Pages 36-36

      PDF

   2. Linking Values and Behaviour to Understand Sustainable Consumption Pattern of Indians: A Structured Abstract

      • Rajat Sharma, Mithileshwar Jha

      Pages 37-40

   3. Conform or Resist? Immigrant Females and Consumer Empowerment

      • Onyipreye Worlu, Andrew Lindridge

      Pages 41-44

   4. What Drives Mass Transport Usage Intentions: Collectivism, Environmentalism, or Plain Pragmatism?

      • Mel F. Zuberi

      Pages 45-47

This volume includes the full proceedings from the 2012 World Marketing Congress and Cultural Perspectives in Marketing held in Atlanta, Georgia with the theme Thriving in a New World Economy. The focus of the conference and the enclosed papers is on global marketing thought, issues  and practices. This volume presents papers on various topics including marketing management, marketing strategy, and consumer behavior.     

Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.​ 

• Academy of Marketing Science
• Customer Behavior
• Developments in Marketing Science
• Marketing Research
• Marketing Strategy
• World Marketing Congress

• Simon Fraser University, Burnaby, Canada

  Kirk Plangger

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