메뉴 건너뛰기




Volumn 22, Issue 1-2, 2015, Pages 95-110

Constructing Business-to-Business Marketing Models that Overcome the Limitations in Variable-Based and Case-Based Research Paradigms

Author keywords

algorithms; business to business marketing; recipes; statistical hypotheses testing; theory

Indexed keywords


EID: 84930922513     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1080/1051712X.2015.1021589     Document Type: Article
Times cited : (41)

References (53)
  • 3
    • 0000974763 scopus 로고    scopus 로고
    • The unbearable automaticity of being
    • J.A.Bargh, and T.A.Chartrand (1999). The unbearable automaticity of being. American Psychologist 54(7): 462–479.
    • (1999) American Psychologist , vol.54 , Issue.7 , pp. 462-479
    • Bargh, J.A.1    Chartrand, T.A.2
  • 4
    • 84965950014 scopus 로고
    • Degrees of freedom” and the case study
    • D.T.Campbell, (1975). “Degrees of freedom” and the case study. Comparative Political Studies 8(3): 178–193.
    • (1975) Comparative Political Studies , vol.8 , Issue.3 , pp. 178-193
    • Campbell, D.T.1
  • 7
    • 84930911022 scopus 로고    scopus 로고
    • COMPASSS.org website
    • COMPASSS.org website (2015). Available at http://www.compasss.org/
    • (2015)
  • 11
    • 34247368208 scopus 로고
    • Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior
    • J.M.Feldman, and J.G.Lynch (1988). Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. Journal of Applied Psychology 73(3): 421–435.
    • (1988) Journal of Applied Psychology , vol.73 , Issue.3 , pp. 421-435
    • Feldman, J.M.1    Lynch, J.G.2
  • 12
    • 35348964131 scopus 로고    scopus 로고
    • A set-theoretic approach to organizational configurations
    • P.C.Fiss, (2007). A set-theoretic approach to organizational configurations. Academy of Management Review 32(4): 1180–1198.
    • (2007) Academy of Management Review , vol.32 , Issue.4 , pp. 1180-1198
    • Fiss, P.C.1
  • 13
    • 79955593175 scopus 로고    scopus 로고
    • Building better causal theories: A fuzzy set approach to typologies in organization research
    • P.C.Fiss, (2011). Building better causal theories: A fuzzy set approach to typologies in organization research. Academy of Management Journal 54(2): 393–420.
    • (2011) Academy of Management Journal , vol.54 , Issue.2 , pp. 393-420
    • Fiss, P.C.1
  • 15
    • 84953484366 scopus 로고
    • How to make cognitive illusions disappear: Beyond “heuristics and biases
    • G.J.Gigerenzer, (1991). How to make cognitive illusions disappear: Beyond “heuristics and biases.” European Review of Social Psychology 2: 83–115.
    • (1991) European Review of Social Psychology , vol.2 , pp. 83-115
    • Gigerenzer, G.J.1
  • 16
    • 70349808366 scopus 로고    scopus 로고
    • Homo heuristics: Why biased minds make better inferences
    • G.Gigerenzer, and H.Brighton (2009). Homo heuristics: Why biased minds make better inferences. Topics in Cognitive Science 1: 107–143.
    • (2009) Topics in Cognitive Science , vol.1 , pp. 107-143
    • Gigerenzer, G.1    Brighton, H.2
  • 19
    • 0036225238 scopus 로고    scopus 로고
    • The quality of science in participatory research: A case study from Eastern Zambia
    • C.H.Gladwin,, J.S.Peterson, and A.C.Mwale (2002). The quality of science in participatory research: A case study from Eastern Zambia. World Development 30(4): 523–543.
    • (2002) World Development , vol.30 , Issue.4 , pp. 523-543
    • Gladwin, C.H.1    Peterson, J.S.2    Mwale, A.C.3
  • 21
    • 0041801812 scopus 로고
    • Information processing model of executive decision
    • J.A.Howard, and W.M.Morgenroth (1968). Information processing model of executive decision. Management Science 14: 416–428.
    • (1968) Management Science , vol.14 , pp. 416-428
    • Howard, J.A.1    Morgenroth, W.M.2
  • 23
    • 0002510502 scopus 로고    scopus 로고
    • Identifying competencies with behavioral-event interviews
    • D.C.McClelland, (1998). Identifying competencies with behavioral-event interviews. Psychological Science 9: 331–3339.
    • (1998) Psychological Science , vol.9 , pp. 331-3339
    • McClelland, D.C.1
  • 26
    • 0000371140 scopus 로고
    • An emerging strategy of “direct” research
    • H.Mintzberg, (1979). An emerging strategy of “direct” research. Administrative Science Quarterly 24: 582–589.
    • (1979) Administrative Science Quarterly , vol.24 , pp. 582-589
    • Mintzberg, H.1
  • 27
    • 0039623469 scopus 로고
    • New product distribution: An analysis of supermarket buyer decisions
    • D.F.Montgomery, (1975). New product distribution: An analysis of supermarket buyer decisions. Journal of Marketing Research 12(3): 255–264.
    • (1975) Journal of Marketing Research , vol.12 , Issue.3 , pp. 255-264
    • Montgomery, D.F.1
  • 28
    • 0442309112 scopus 로고
    • Method for understanding price determinants
    • W.M.Morgenroth, (1964). Method for understanding price determinants. Journal of Marketing Research 1: 17–26.
    • (1964) Journal of Marketing Research , vol.1 , pp. 17-26
    • Morgenroth, W.M.1
  • 29
    • 0343468534 scopus 로고
    • Telling more than we can know: Verbal reports on mental processes
    • R.E.Nesbitt, and T.D.Wilson (1977). Telling more than we can know: Verbal reports on mental processes. Psychological Review 84(3): 231–259.
    • (1977) Psychological Review , vol.84 , Issue.3 , pp. 231-259
    • Nesbitt, R.E.1    Wilson, T.D.2
  • 30
    • 84898847721 scopus 로고    scopus 로고
    • When the recipe is more important than the ingredients: A qualitative comparative analysis (QCA) of service innovation configurations
    • A.Ordanini,, A.Parasuraman, and G.Rubera (2014). When the recipe is more important than the ingredients: A qualitative comparative analysis (QCA) of service innovation configurations. Journal of Service Research 17: 134–149.
    • (2014) Journal of Service Research , vol.17 , pp. 134-149
    • Ordanini, A.1    Parasuraman, A.2    Rubera, G.3
  • 31
    • 84930922337 scopus 로고    scopus 로고
    • Ragin, C., Turning the tables: How case-oriented research challenges variable-oriented research. Comparative Social Research 16(1): 27–42. Retrieved from
    • Ragin, C. (1997). Turning the tables: How case-oriented research challenges variable-oriented research. Comparative Social Research 16(1): 27–42. Retrieved from http://isites.harvard.edu/fs/docs/icb.topic631340.files/Ragin%20–%20Turning%20the%20Tables.pdf
    • (1997)
  • 33
    • 84930914872 scopus 로고    scopus 로고
    • Ragin, C., User’s guide to fuzzy-set/qualitative comparative analysis. Tucson: Arizona State University. Retrieved from
    • Ragin, C. (2008b). User’s guide to fuzzy-set/qualitative comparative analysis. Tucson: Arizona State University. Retrieved from http://www.u.arizona.edu/˜cragin/fsQCA/download/fsQCAManual.pdf
    • (2008)
  • 36
  • 37
    • 84855766678 scopus 로고    scopus 로고
    • How marketplace performances produce interdependent status games and contested forms of symbolic capital
    • T.Üstüner, and C.J.Thompson (2012). How marketplace performances produce interdependent status games and contested forms of symbolic capital. Journal of Consumer Research 38(5): 796–814.
    • (2012) Journal of Consumer Research , vol.38 , Issue.5 , pp. 796-814
    • Üstüner, T.1    Thompson, C.J.2
  • 38
    • 0002619817 scopus 로고
    • The asshole
    • Manning P.K., Van Maanen J., (eds), Santa Monica: Goodyear Publishing Company
    • J.Van Maanen, (1978). The asshole. In Policing: A view from the street, ed. P.K.Manning and J.Van Maanen, 221–238. Santa Monica: Goodyear Publishing Company.
    • (1978) Policing: A view from the street , pp. 221-238
    • Van Maanen, J.1
  • 40
    • 0033246751 scopus 로고    scopus 로고
    • Conclusion: Theory construction as disciplined reflexivity: Tradeoffs in the 90s
    • K.E.Weick, (1999). Conclusion: Theory construction as disciplined reflexivity: Tradeoffs in the 90s. The Academy of Management Review 24(4): 797–806.
    • (1999) The Academy of Management Review , vol.24 , Issue.4 , pp. 797-806
    • Weick, K.E.1
  • 41
    • 0002829543 scopus 로고
    • Effectiveness in sales interactions: A contingency framework
    • B.A.Weitz, (1981). Effectiveness in sales interactions: A contingency framework. Journal of Marketing 45(1): 85–103.
    • (1981) Journal of Marketing , vol.45 , Issue.1 , pp. 85-103
    • Weitz, B.A.1
  • 43
    • 0001865595 scopus 로고
    • The relative importance of choice criteria in organizational buying: implications for adaptive selling
    • E.J.Wilson, and A.G.Woodside (1995). The relative importance of choice criteria in organizational buying: implications for adaptive selling. Journal of Business-to-Business Marketing 2(1): 33–58.
    • (1995) Journal of Business-to-Business Marketing , vol.2 , Issue.1 , pp. 33-58
    • Wilson, E.J.1    Woodside, A.G.2
  • 44
    • 0346457833 scopus 로고    scopus 로고
    • Degrees of freedom analysis of case data in business marketing research
    • E.J.Wilson, and A.G.Woodside (1999). Degrees of freedom analysis of case data in business marketing research. Industrial Marketing Management 28: 215–229.
    • (1999) Industrial Marketing Management , vol.28 , pp. 215-229
    • Wilson, E.J.1    Woodside, A.G.2
  • 45
    • 73449133699 scopus 로고    scopus 로고
    • Bridging the chasm between survey and case study research: Research methods for achieving generalization, accuracy, and complexity
    • A.G.Woodside, (2010). Bridging the chasm between survey and case study research: Research methods for achieving generalization, accuracy, and complexity. Industrial Marketing Management 39: 64–75.
    • (2010) Industrial Marketing Management , vol.39 , pp. 64-75
    • Woodside, A.G.1
  • 46
    • 84855355046 scopus 로고    scopus 로고
    • Incompetency training: Theory, practice, and remedies
    • A.G.Woodside, (2012). Incompetency training: Theory, practice, and remedies. Journal of Business Research 65: 279–293.
    • (2012) Journal of Business Research , vol.65 , pp. 279-293
    • Woodside, A.G.1
  • 47
    • 84874292326 scopus 로고    scopus 로고
    • Moving beyond multiple regression analysis to algorithms: Calling for adoption of a paradigm shift from symmetric to asymmetric thinking in data analysis and crafting theory
    • A.G.Woodside, (2013). Moving beyond multiple regression analysis to algorithms: Calling for adoption of a paradigm shift from symmetric to asymmetric thinking in data analysis and crafting theory. Journal of Business Research 66(4): 463–472.
    • (2013) Journal of Business Research , vol.66 , Issue.4 , pp. 463-472
    • Woodside, A.G.1
  • 48
    • 84926086528 scopus 로고    scopus 로고
    • Embrace•perform•model: Complexity theory, contrarian case analysis, and multiple realties
    • A.G.Woodside, (2014). Embrace•perform•model: Complexity theory, contrarian case analysis, and multiple realties. Journal of Business Research 67: 2495–2503.
    • (2014) Journal of Business Research , vol.67 , pp. 2495-2503
    • Woodside, A.G.1
  • 49
    • 84877796632 scopus 로고    scopus 로고
    • Achieving accuracy, generalization-to-contexts, and complexity in theories of business-to-business decision processes
    • A.G.Woodside, and R.Baxter (2013). Achieving accuracy, generalization-to-contexts, and complexity in theories of business-to-business decision processes. Industrial Marketing Management 42: 382–393.
    • (2013) Industrial Marketing Management , vol.42 , pp. 382-393
    • Woodside, A.G.1    Baxter, R.2
  • 50
    • 0010875778 scopus 로고
    • Observations of centralized corporate procurement
    • A.G.Woodside, and D.M.Samuel (1981). Observations of centralized corporate procurement. Industrial Marketing Management 10(3): 191–205.
    • (1981) Industrial Marketing Management , vol.10 , Issue.3 , pp. 191-205
    • Woodside, A.G.1    Samuel, D.M.2
  • 51
    • 0242288438 scopus 로고    scopus 로고
    • Constructing thick descriptions of marketers’ and buyers’ decision processes in business-to-business relationships
    • A.G.Woodside, and E.J.Wilson (2000). Constructing thick descriptions of marketers’ and buyers’ decision processes in business-to-business relationships. Journal of Business and Industrial Marketing 15: 354–369.
    • (2000) Journal of Business and Industrial Marketing , vol.15 , pp. 354-369
    • Woodside, A.G.1    Wilson, E.J.2
  • 53
    • 0002958615 scopus 로고
    • The contingency approach: its foundations and relevance to theory building and research in marketing
    • V.A.Zeithaml,, P.Varadarajan, and C.P.Zeithaml (1988). The contingency approach: its foundations and relevance to theory building and research in marketing. European Journal of Marketing 22(7): 37–64.
    • (1988) European Journal of Marketing , vol.22 , Issue.7 , pp. 37-64
    • Zeithaml, V.A.1    Varadarajan, P.2    Zeithaml, C.P.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.