营销战略研究以组织为研究主体,旨在解决组织的营销战略难题,是市场营销的一个重要分支领域。营销战略的相关理论和研究成果可以为企业的首席营销官及营销管理人员提供前沿洞见,并指导企业的营销实践,但迄今为止尚未有对这一分支领域最新研究进展的梳理与总结。本文在对相关文献进行综述的基础上,界定了营销战略的研究范围并开发出了营销战略研究的整合框架。同时,本文也在对营销战略领域英文顶级期刊论文和中文顶级期刊论文进行整理归纳的基础上,剖析了营销战略研究的现状与问题,并指明了未来研究的主要方向。
营销战略研究:现状、问题与未来展望
摘要
参考文献
1 陈超, 罗蓉曦. 高管市场营销职业背景对公司商标品牌管理重要吗[J]. 营销科学学报,2018, 14(1): 102-125.
2 冯华, 李君翊. 组织间依赖和关系治理机制对绩效的效果评估——基于机会主义行为的调节作用[J]. 南开管理评论,2019, 22(3): 103-111. DOI:10.3969/j.issn.1008-3448.2019.03.010
3 王永贵, 赵春霞, 赵宏文. 算计性依赖、关系性依赖和供应商创新能力的关系研究[J]. 南开管理评论,2017, 20(3): 4-14. DOI:10.3969/j.issn.1008-3448.2017.03.002
4 张翼, 樊耘, 赵菁. 国外管理学研究中的元分析评介[J]. 外国经济与管理,2009, 31(7): 1-8. DOI:10.3969/j.issn.1001-4950.2009.07.001
6 Anderson E, Weitz B. The use of pledges to build and sustain commitment in distribution channels[J]. Journal of Marketing Research,1992, 29(1): 18-34. DOI:10.1177/002224379202900103
7 Angulo-Ruiz F, Donthu N, Prior D, et al. The financial contribution of customer-oriented marketing capability[J]. Journal of the Academy of Marketing Science,2014, 42(4): 380-399. DOI:10.1007/s11747-013-0353-6
8 Arnold T J, Palmatier R W. Channel relationship strategy[A]. Shankar V, Carpenter G S. Handbook of marketing strategy[C]. Northampton, MA: Edward Elgar, 2012: 231-247.
10 Bayer E, Tuli K R, Skiera B. Do disclosures of customer metrics lower investors’ and analysts’ uncertainty but hurt firm performance?[J]. Journal of Marketing Research,2017, 54(2): 239-259. DOI:10.1509/jmr.14.0028
11 Becker M, Wiegand N, Reinartz W J. Does it pay to be real? Understanding authenticity in TV advertising[J]. Journal of Marketing,2019, 83(1): 24-50. DOI:10.1177/0022242918815880
12 Beckers S F M, Van Doorn J, Verhoef P C. Good, better, engaged? The effect of company-initiated customer engagement behavior on shareholder value[J]. Journal of the Academy of Marketing Science,2018, 46(3): 366-383. DOI:10.1007/s11747-017-0539-4
13 Bendapudi N, Leone R P. Psychological implications of customer participation in co-production[J]. Journal of Marketing,2003, 67(1): 14-28. DOI:10.1509/jmkg.67.1.14.18592
15 Brasel S A, Gips J. Enhancing television advertising: Same-language subtitles can improve brand recall, verbal memory, and behavioral intent[J]. Journal of the Academy of Marketing Science,2014, 42(3): 322-336. DOI:10.1007/s11747-013-0358-1
16 Butt M N, Antia K D, Murtha B R, et al. Clustering, knowledge sharing, and intrabrand competition: A multiyear analysis of an evolving franchise system[J]. Journal of Marketing,2018, 82(1): 74-92. DOI:10.1509/jm.16.0173
17 Chatterji A K, Fabrizio K R. Using users: When does external knowledge enhance corporate product innovation?[J]. Strategic Management Journal,2014, 35(10): 1427-1445. DOI:10.1002/smj.2168
18 Christensen C M. The innovator’s dilemma: When new technologies cause great firms to fail[M]. Boston, Mass: Harvard Business School Press, 1997.
19 Chung K Y, Derdenger T P, Srinivasan K. Economic value of celebrity endorsements: Tiger woods’ impact on sales of Nike golf balls[J]. Marketing Science,2013, 32(2): 271-293. DOI:10.1287/mksc.1120.0760
20 Coase R H. The nature of the firm[J]. Economica,1937, 4(16): 386-405. DOI:10.1111/j.1468-0335.1937.tb00002.x
21 Colicev A, Malshe A, Pauwels K, et al. Improving consumer mindset metrics and shareholder value through social media: The different roles of owned and earned media[J]. Journal of Marketing,2018, 82(1): 37-56. DOI:10.1509/jm.16.0055
22 Dabholkar P A. Consumer evaluations of new technology-based self-service options: An investigation of alternative models of service quality[J]. International Journal of Research in Marketing,1996, 13(1): 29-51. DOI:10.1016/0167-8116(95)00027-5
23 Danaher P J, Dagger T S. Comparing the relative effectiveness of advertising channels: A case study of a multimedia blitz campaign[J]. Journal of Marketing Research,2013, 50(4): 517-534. DOI:10.1509/jmr.12.0241
24 Day G S. The capabilities of market-driven organizations[J]. Journal of Marketing,1994, 58(4): 37-52. DOI:10.1177/002224299405800404
26 ELMAR. 2009 Mahajan award for lifetime contributions to marketing strategy research[EB/OL]. http://ama-academics.communityzero.com/elmar?go=t990773, 2009.
27 Feng H, Morgan N A, Rego L L. Marketing department power and firm performance[J]. Journal of Marketing,2015, 79(5): 1-20. DOI:10.1509/jm.13.0522
28 Fornell C, Morgeson Ⅲ F V, Hult G T M. Stock returns on customer satisfaction do beat the market: Gauging the effect of a marketing intangible[J]. Journal of Marketing,2016, 80(5): 92-107. DOI:10.1509/jm.15.0229
29 Franke N, Keinz P, Steger C J. Testing the value of customization: When do customers really prefer products tailored to their preferences?[J]. Journal of Marketing,2009, 73(5): 103-121. DOI:10.1509/jmkg.73.5.103
30 Ganesan S. Determinants of long-term orientation in buyer-seller relationships[J]. Journal of Marketing,1994, 58(2): 1-19. DOI:10.1177/002224299405800201
31 Gaski J F, Nevin J R. The differential effects of exercised and unexercised power sources in a marketing channel[J]. Journal of Marketing Research,1985, 22(2): 130-142. DOI:10.1177/002224378502200203
32 Gattorna J. Channels of distribution conceptualisation: A state-of-the art review[J]. European Journal of Marketing,1978, 12(7): 469-512. DOI:10.1108/EUM0000000004993
33 Gilliland D I, Kim S K. When do incentives work in channels of distribution?[J]. Journal of the Academy of Marketing Science,2014, 42(4): 361-379. DOI:10.1007/s11747-013-0364-3
35 Hamilton R. Consumer-based strategy: Using multiple methods to generate consumer insights that inform strategy[J]. Journal of the Academy of Marketing Science,2016, 44(3): 281-285. DOI:10.1007/s11747-016-0476-7
36 Haumann T, Güntürkün P, Schons L M, et al. Engaging customers in coproduction processes: How value-enhancing and intensity-reducing communication strategies mitigate the negative effects of coproduction intensity[J]. Journal of Marketing,2015, 79(6): 17-33. DOI:10.1509/jm.14.0357
37 Heide J B. Interorganizational governance in marketing channels[J]. Journal of Marketing,1994, 58(1): 71-85. DOI:10.1177/002224299405800106
38 Heide J B, John G. The role of dependence balancing in safeguarding transaction-specific assets in conventional channels[J]. Journal of Marketing,1988, 52(1): 20-35. DOI:10.1177/002224298805200103
39 Ho-Dac N N, Carson S J, Moore W L. The effects of positive and negative online customer reviews: Do brand strength and category maturity matter?[J]. Journal of Marketing,2013, 77(6): 37-53. DOI:10.1509/jm.11.0011
40 Homburg C, Hahn A, Bornemann T, et al. The role of chief marketing officers for venture capital funding: Endowing new ventures with marketing legitimacy[J]. Journal of Marketing Research,2014, 51(5): 625-644. DOI:10.1509/jmr.11.0350
41 Hoppner J J, Griffith D A. The role of reciprocity in clarifying the performance payoff of relational behavior[J]. Journal of Marketing Research,2011, 48(5): 920-928. DOI:10.1509/jmkr.48.5.920
42 Hult G T M, Ketchen Jr D J. Does market orientation matter? A test of the relationship between positional advantage and performance[J]. Strategic Management Journal,2001, 22(9): 899-906. DOI:10.1002/smj.197
43 Hult G T M, Ketchen Jr D J, Slater S F. Market orientation and performance: An integration of disparate approaches[J]. Strategic Management Journal,2005, 26(12): 1173-1181. DOI:10.1002/smj.494
44 Hunt S D. The theoretical foundations of strategic marketing and marketing strategy: Foundational premises, R-A theory, three fundamental strategies, and societal welfare[J]. AMS Review,2015, 5(3-4): 61-77. DOI:10.1007/s13162-015-0069-5
45 Hunt S D, Madhavaram S. Teaching marketing strategy: Using resource-advantage theory as an integrative theoretical foundation[J]. Journal of Marketing Education,2006, 28(2): 93-105. DOI:10.1177/0273475306288397
46 Hyman D. Deloitte 2011 global powers of retailing report[EB/OL]. https://nrf.com/news/sneak-peek-stores-global-powers-of-retailing-2011, 2012.
47 Jap S D, Ganesan S. Control mechanisms and the relationship life cycle: Implications for safeguarding specific investments and developing commitment[J]. Journal of Marketing Research,2000, 37(2): 227-245. DOI:10.1509/jmkr.37.2.227.18735
48 Jap S D, Robertson D C, Rindfleisch A, et al. Low-stakes opportunism[J]. Journal of Marketing Research,2013, 50(2): 216-227. DOI:10.1509/jmr.10.0121
49 Jensen J A, Cobbs J B. Predicting return on investment in sport sponsorship[J]. Journal of Advertising Research,2014, 54(4): 435-447. DOI:10.2501/JAR-54-4-435-447
50 Jeuland A P, Shugan S M. Note—Channel of distribution profits when channel members form conjectures[J]. Marketing Science,1988, 7(2): 202-210. DOI:10.1287/mksc.7.2.202
51 Kashyap V, Antia K D, Frazier G L. Contracts, extracontractual incentives, and ex post behavior in franchise channel relationships[J]. Journal of Marketing Research,2012, 49(2): 260-276. DOI:10.1509/jmr.09.0337
52 Kashyap V, Murtha B R. The joint effects of ex ante contractual completeness and ex post governance on compliance in franchised marketing channels[J]. Journal of Marketing,2017, 81(3): 130-153. DOI:10.1509/jm.14.0089
53 Katsikeas C S, Morgan N A, Leonidou L C, et al. Assessing performance outcomes in marketing[J]. Journal of Marketing,2016, 80(2): 1-20. DOI:10.1509/jm.15.0287
54 Käuferle M, Reinartz W. Distributing through multiple channels in industrial wholesaling: How many and how much?[J]. Journal of the Academy of Marketing Science,2015, 43(6): 746-767. DOI:10.1007/s11747-014-0406-5
55 Kerin R A, Mahajan V, Varadarajan P R. Contemporary perspectives on strategic market planning[M]. Boston: Allyn & Bacon, 1990.
56 Kim S K, Mcfarland R G, Kwon S, et al. Understanding governance decisions in a partially integrated channel: A contingent alignment framework[J]. Journal of Marketing Research,2011, 48(3): 603-616. DOI:10.1509/jmkr.48.3.603
57 Kirca A H, Jayachandran S, Bearden W O. Market orientation: A meta-analytic review and assessment of its antecedents and impact on performance[J]. Journal of Marketing,2005, 69(2): 24-41. DOI:10.1509/jmkg.69.2.24.60761
58 Krush M T, Sohi R S, Saini A. Dispersion of marketing capabilities: Impact on marketing’s influence and business unit outcomes[J]. Journal of the Academy of Marketing Science,2015, 43(1): 32-51. DOI:10.1007/s11747-014-0420-7
59 Lamberti L, Noci G. Marketing power and CMO power: Could market orientation break the link? An exploratory case study[J]. Journal of Strategic Marketing,2009, 17(5): 327-343. DOI:10.1080/09652540903216247
60 Mazodier M, Henderson C M, Beck J T. The long reach of sponsorship: How fan isolation and identification jointly shape sponsorship performance[J]. Journal of Marketing,2018, 82(6): 28-48. DOI:10.1177/0022242918807673
61 Mikolon S, Quaiser B, Wieseke J. Don’t try harder: Using customer inoculation to build resistance against service failures[J]. Journal of the Academy of Marketing Science,2015, 43(4): 512-527. DOI:10.1007/s11747-014-0398-1
63 Morgan N A. Marketing and business performance[J]. Journal of the Academy of Marketing Science,2012, 40(1): 102-119. DOI:10.1007/s11747-011-0279-9
64 Nishikawa H, Schreier M, Ogawa S. User-generated versus designer-generated products: A performance assessment at Muji[J]. International Journal of Research in Marketing,2013, 30(2): 160-167. DOI:10.1016/j.ijresmar.2012.09.002
65 Palmatier R W, Houston M B, Dant R P, et al. Relationship velocity: Toward a theory of relationship dynamics[J]. Journal of Marketing,2013, 77(1): 13-30. DOI:10.1509/jm.11.0219
66 Palmatier R W, Houston M B, Hulland J. Review articles: Purpose, process, and structure[J]. Journal of the Academy of Marketing Science,2018, 46(1): 1-5. DOI:10.1007/s11747-017-0563-4
67 Palmatier R W, Stern L W, El-Ansary A I, et al. Marketing channel strategy[M]. 8th ed. Palmatier: Pearson Prentice Hall, 2015.
69 Roy S, Sarkar S. To brand or to rebrand: Investigating the effects of rebranding on brand equity and consumer attitudes[J]. Journal of Brand Management,2015, 22(4): 340-360. DOI:10.1057/bm.2015.21
70 Scheer L K, Miao C F, Garrett J. The effects of supplier capabilities on industrial customers’ loyalty: The role of dependence[J]. Journal of the Academy of Marketing Science,2010, 38(1): 90-104. DOI:10.1007/s11747-008-0129-6
71 Sharma A, Saboo A R, Kumar V. Investigating the influence of characteristics of the new product introduction process on firm value: The case of the pharmaceutical industry[J]. Journal of Marketing,2018, 82(5): 66-85. DOI:10.1509/jm.17.0276
72 Sheng S B, Zhou K Z, Li J J, et al. Institutions and opportunism in buyer-supplier exchanges: The moderated mediating effects of contractual and relational governance[J]. Journal of the Academy of Marketing Science,2018, 46(6): 1014-1031. DOI:10.1007/s11747-018-0582-9
73 Slater S F, Hult G T M, Olson E M. Factors influencing the relative importance of marketing strategy creativity and marketing strategy implementation effectiveness[J]. Industrial Marketing Management,2010, 39(4): 551-559. DOI:10.1016/j.indmarman.2008.03.007
74 Slater S F, Narver J C. Customer-led and market-oriented: Let’s not confuse the two[J]. Strategic Management Journal,1998, 19(10): 1001-1006. DOI:10.1002/(SICI)1097-0266(199810)19:10<1001::AID-SMJ996>3.0.CO;2-4
75 Sridhar S, Germann F, Kang C, et al. Relating online, regional, and national advertising to firm value[J]. Journal of Marketing,2016, 80(4): 39-55. DOI:10.1509/jm.14.0231
76 Srinivasan R, Ramani N. With power comes responsibility: How powerful marketing departments can help prevent myopic management[J]. Journal of Marketing,2019, 83(3): 108-125. DOI:10.1177/0022242919831993
77 Steinman C, Deshpande R, Farley J U. Beyond market orientation: When customers and suppliers disagree[J]. Journal of the Academy of Marketing Science,2000, 28(1): 109-119. DOI:10.1177/0092070300281010
78 Troye S V, Supphellen M. Consumer participation in coproduction: " I made it myself” effects on consumers’ sensory perceptions and evaluations of outcome and input product[J]. Journal of Marketing,2012, 76(2): 33-46. DOI:10.1509/jm.10.0205
79 Van Everdingen Y, Hariharan V G, Stremersch S. Gear manufacturers as contestants in sports competitions: Breeding and branding returns[J]. Journal of Marketing,2019, 83(3): 126-144. DOI:10.1177/0022242919831996
80 Varadarajan P R, Jayachandran S. Marketing strategy: An assessment of the state of the field and outlook[J]. Journal of the Academy of Marketing Science,1999, 27(2): 120-143. DOI:10.1177/0092070399272002
81 Varadarajan R. Strategic marketing and marketing strategy: Domain, definition, fundamental issues and foundational premises[J]. Journal of the Academy of Marketing Science,2010, 38(2): 119-140. DOI:10.1007/s11747-009-0176-7
82 Verhoef P C, Leeflang P S H. Understanding the marketing department’s influence within the firm[J]. Journal of Marketing,2009, 73(2): 14-37. DOI:10.1509/jmkg.73.2.14
83 Wang R, Gupta A, Grewal R. Mobility of top marketing and sales executives in business-to-business markets: A social network perspective[J]. Journal of Marketing Research,2017a, 54(4): 650-670. DOI:10.1509/jmr.14.0124
84 Wang Y G, Lee J, Fang E, et al. Project customization and the supplier revenue-cost dilemmas: The critical roles of supplier-customer coordination[J]. Journal of Marketing,2017b, 81(1): 136-154. DOI:10.1509/jm.15.0300
86 Yadav M S. Making emerging phenomena a research priority[J]. Journal of the Academy of Marketing Science,2018, 46(3): 361-65. DOI:10.1007/s11747-017-0575-0
87 Yeniyurt S, Henke Jr J W, Yalcinkaya G. A longitudinal analysis of supplier involvement in buyers’ new product development: Working relations, inter-dependence, co-innovation, and performance outcomes[J]. Journal of the Academy of Marketing Science,2014, 42(3): 291-308. DOI:10.1007/s11747-013-0360-7
88 Zhao Y H, Calantone R J, Voorhees C M. Identity change vs. strategy change: The effects of rebranding announcements on stock returns[J]. Journal of the Academy of Marketing Science,2018, 46(5): 795-812. DOI:10.1007/s11747-018-0579-4
89 Zhou K Z, Yim C K, Tse Y D K. The effects of strategic orientations on technology- and market-based breakthrough innovations[J]. Journal of Marketing,2005, 69(2): 42-60. DOI:10.1509/jmkg.69.2.42.60756
引用本文
王永贵, 洪傲然. 营销战略研究:现状、问题与未来展望[J]. 外国经济与管理, 2019, 41(12): 74-93.
导出参考文献,格式为:
下一篇:企业数字化能力:研究述评与展望