Impact of ethnicity on management and channel building in minority enterprises

Journal of Marketing Channels

Volumn 12, Issue 3, 2005, Pages 27-52

  Eroglu, Sevgin ^a   Thornton, Corliss Green ^a,b   Bellenger, Danny ^a  

^a GEORGIA STATE UNIVERSITY   (United States)

^b GEORGIA STATE UNIVERSITY   (United States)

Author keywords

Channels management; Distribution networks; Ethnicity; Minority enterprise

Indexed keywords

EID: 33746596997     PISSN: 1046669X     EISSN: 15407039     Source Type: Journal    
DOI: 10.1300/J049v12n03_03     Document Type: Article

References (53)

1. Amboise, R. and G. Muldowney (1988). Journal of Small Business Management. Vol. 21 (October).
2. Barth, Frederick (1969). Ethnic groups and boundaries. Little, Brown & Co.: Boston, MA.
3. Bates, T. (1985). Impact of preferential procurement policies on minority-owned business. Review of B lack Political Economy, 14, 51-65.
4. Bates, T. and Ferino (1985). A new nationwide data base for minority business. Journal of Small Business Management, (April), 41-52.
5. Bellenger, Danny N. and Humberto Valencia (1982). Understanding the Hispanic market. Business Horizons, 25
6. Berry, J. W. (1980). Acculturation as varieties of adaptation. In A. Padilla (ed.), Acculturation: Theory, Models, and Some New Findings, Boulder, CO: Westview, 9-25.
7. Butler, J. S. and P. G. Greene (1997). Wealth building and entrepreneurship: Lessons from Pakistani/Ismaili enterprises, paper presented at the Babson Conference on Entrepreneurial research, Wellesley, Mass.
8. Chaganti, R. and P. G. Greene (2002). Who are ethnic entrepreneurs? A study of ethnic entrepreneurs ethnic involvement and business characteristics, Journal of Small Management, April, 126-143.
9. Clare, Donald A. and Donald G. Sanford (1979). Mapping personal value space: A study of managers in four organizations. Human Relations, 32, 659-666.
10. Clausen, G. J. and D. E. Vinson (1978). Human values: A historical and interdisciplinary analysis. In Advances in Consumer Research Proceedings, (ed.) K. Hunt, Ann Arbor, MI.
11. Crosby, Lawrence A., Mary Jo Bitner and James D. Gill (1990). Organizational structure of values, Journal of Business Research, 20, 123-134.
12. Darden, W.R. (1977). The black bourgeoisie: Super americans? International Review of Modern Sociology, 5, 41-52.
13. Dempsey, William A. (1978). Vendor selection and the buying process. Industrial Marketing Management, 7, (August), 257-267.
14. Deshpande, R., N. Hoyer and N. Donthu (1986). Intensity of ethnic affiliation: A study of the sociology of hispanic consumption. Journal of Consumer Research, 13, 214-220.
15. Donthu, N. and J. Cherian (1992). Hispanic coupon usage: The impact of strong vs. weak ethnic identification. Psychology and Marketing, 6, 501-510.
16. England, George and Raymond Lee (1974). The relationship between managerial values and managerial success in the United States, Japan, India, and Australia. Journal of Applied Psychology, 59, (August), 411-419.
17. Fagenson, E. A. and L. Coleman (1987). What market entrepreneurs tick: An investigation of entrepreneur values. In N. C. Churchill et al. (eds.) Frontiers of Entrepreneurship Research, Wellesley, MA: Babson College, 202-203.
18. Feather, N. T. (1984). Masculinity, feminialty, psychological androgyny and the structure of values. Journal of Personality and Social. Psychology, 47, 604-620.
19. Guth, W. D. and R. Tagiuri (1965). Personal values and corporate strategy. Harvard Business Review, 43, 123-132.
20. Hickman, Richard and Gerg Oldham (1974). The job diagnostic survey: An instrument for diagnosis of jobs and the evaluation of job design prospects. Technical Report Number 4, Department of Administrative Sciences, Yale University.
21. Hirschman, Elizabeth C. (1981). American-Jewish ethnicity: Relation to aspects of consumer behavior. Journal of Consumer Research, 45, 102-110.
22. House, Robert and Gary Dessler (1974). The path-goal theory of leadership. In Contingency Approaches to leadership, (eds.) J. G. Hunt and L. L. Larson, Carbondale, IL: Southern Illinois University Press, 29-55.
23. Inkeles, A. and D. H. Smith (1974). Becoming modern. Cambridge, MA: Howard University Press.
24. Interview with Mr. Lacitignola, V.P. Marketing, Brooklyn Bottling, 1/27/1999.
25. Joshi, Pradnya (1996). Minority businesses increase 60 percent in five years, census suggests. The Milwaukee Journal Sentinel, (November 19), 4.
26. Kaish, S. and B. Gilad (1991). Characteristics of opportunities searches of entrepreneur vs. executives' sources, interests and general avertness. Journal of Business Venturing, 6, 45-61.
27. Kluckhohn, F. and F. Strodtbeck (1961). Variations in value orientations, Evanston, IL: Row-Peterson.
28. Kohli, A. (1985). Some unexplored supervisory behaviors and their influence on salespeople's role clarity, specific self-esteem, job satisfaction and motivation. Journal of Marketing Research, 22 (November), 424-433.
29. Kohli, Ajay (1989). Effects of supervisory behavior: The role of individual differences among salespeople, Journal of Marketing, 53, 40-50.
30. Kram, Kathy (1985). Mentoring at Work, Glenview, IL: Scott, Foresman.
31. Lambert, Douglas, Howard Marmorstein and Arun Sharma (1990). The accuracy of salespersons' perceptions of their customers: Conceptual examination and empirical study, Journal of Personal Selling and Sales Management, 10, (Winter), 1-9.
32. Munson, J. M. and S. McIntyre (1979). Developing practical procedures for the measurement of personal values in cross-cultural marketing. Journal of Marketing Research, 16.
33. Munson, J. M. and S. McIntyre (1984). Personal values: Considerations on their measurement and application of five areas of research inquiry. In Personal Values and Consumer Psychology, Robert E. Pitts and Arch G. Woodside (eds.), Lexington Books.
34. Pearson, John N. and Lisa M. Ellram (1995). Supplier selection and evaluation in small versus large electronics firms. Journal of Small Business Management, 33, (October), 53-65.
35. Pitts, Robert E. and Arch G. Woodside (1983). Personal value influences on consumer product class and brand preferences. The Journal of Social Psychology, 119, 37-53.
36. Posner, B. L. and J. M. Munson (1979). The importance of personal values in understanding organizational behavior. Journal of Human Resources Management, 18, 9-14.
37. Riordan, C.M. and L.M. Shore (1997). Demographic diversity and employee attitudes: An empirical examination of relational demography within work units. Journal of Applied Psychology, 82, 342-358.
38. Rokeach, M. (1973). The nature of human values. New York: The Free Press.
39. Rokeach, Milton (1968). Beliefs, attitudes and values. San Francisco: Jossey-Bass.
40. Rossiter, J. R. and A. M. Chan (1998). Ethnicity in business and consumer behavior. Journal of Business Research, 42, 127-134.
41. Saegert, J. and P. Benitez (1983). Response rates to mail questionnaires in an ethnic minority population. In Anderson, J. C. (ed.), Proceedings of the Division of Con sumer Psychology, Annual Conference of the American Psychological Association, Anaheim, CA, 132-135.
42. Schwartz, S. H. and W. Bilsky (1990). Toward a theory of the universal content and structure of values: Extensions and con cultural replications. Journal of Personality and Social Psychology, 58, 878-891.
43. Sexton, D. and N. Bowman (1995). Entrepreneurship: Creativity and Growth. NY: MacMillan Publishing Company.
44. Taijfel, H. and J. C. Turner (1986). The social identity theory of intergroup behavior. In S. Worchel and W. G. Austin (eds.) Psychology of Intergroup Relations, Chicago: Nelson-Hall, 7-24.
45. Taijfel, H. (1978). The psychological structure of intergroup relations. In H. Tajfel (ed.), Differentiation Between Social Groups: Studies in the Social Psychology of Intergroup Relations, European Monographs in Social Psychology, No. 14, London: Academic Press.
46. Teas, R. Kenneth and James F. Howell (1981). Salespeople satisfaction and performance feedback, Industrial Marketing Management, 10 (February), 49-57.
47. Triandis, H. C., L. L. Kurowski, and M. J. Gelfond (1993). Workplace diversity. In Handbook of Industrial and Organizational Psychology, (ed.) M. D. Dunette and L. M. Hough, 4, 769-827.
48. Tully, Shawn (1995). Purchasing: New muscle. Fortune, 13, February 20, 75-83.
49. Vinson, D. E. and J. M. Munson (1976). Personal values: An approach to market segmentation. In Marketing: 1776-1976 and Beyond, (ed.) K. L. Bernhardt, AMA Proceedings, Chicago, 313-318.
50. Wagner, Janet, Richard Ettenson and Jean Parrish (1989). Vendor selection among retail buyers: An analysis by merchandise division, Journal of Retailing, 65, 58-69.
51. Walker, Orville C., Gilbert A. Churchill and Neil M. Ford (1975). Organizational determinants of the industrial salesman's role conflict and role ambiguity. Journal of Marketing, 29, (January), 32-39.
52. Webster, C. (1994). Attitudes toward marketing practices: The effects of ethnic identification. Journal of Applied Business Research, 7, 107-116.
53. Wilson, Elizabeth (1994). The relative importance of supplier selection criteria: A review and update. International Journal of Purchasing and Materials Management, 30, (Summer), 35-41.