Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

A dyadic study of “champions” in university‐industry relationships

A dyadic study of “champions” in university‐industry relationships Purpose – This dyadic study aims to analyses the influence of champions, particularly their personal engagement and experience, on relationships that cross different sectors and working environments. Design/methodology/approach – Based on an extensive literature review and initial qualitative research, a conceptual dyadic model is presented and tested using structural equation modelling methods. Findings – Path analysis results show a surprisingly weak effect of champions. However, personal experience influenced engagement, which, in turn, impacted on commitment. Furthermore, a positive influence of trust and commitment on satisfaction is confirmed. Research limitations/implications – The results are limited by the small dyadic sample size and a potential bias towards positive relationships. Originality/value – Based on relationship and services marketing theory, this paper provides much needed insights on university–industry relationships, analysing the influence of personal engagement and experience on the relationship characteristics trust and commitment and, in turn, on satisfaction. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Asia Pacific Journal of Marketing and Logistics Emerald Publishing

A dyadic study of “champions” in university‐industry relationships

Download PDF
16 pages

Loading next page...
 
/lp/emerald-publishing/a-dyadic-study-of-champions-in-university-industry-relationships-uHX7AC3s0E
Publisher
Emerald Publishing
Copyright
Copyright © 2008 Emerald Group Publishing Limited. All rights reserved.
ISSN
1355-5855
DOI
10.1108/13555850810864560
Publisher site
See Article on Publisher Site

Abstract

Purpose – This dyadic study aims to analyses the influence of champions, particularly their personal engagement and experience, on relationships that cross different sectors and working environments. Design/methodology/approach – Based on an extensive literature review and initial qualitative research, a conceptual dyadic model is presented and tested using structural equation modelling methods. Findings – Path analysis results show a surprisingly weak effect of champions. However, personal experience influenced engagement, which, in turn, impacted on commitment. Furthermore, a positive influence of trust and commitment on satisfaction is confirmed. Research limitations/implications – The results are limited by the small dyadic sample size and a potential bias towards positive relationships. Originality/value – Based on relationship and services marketing theory, this paper provides much needed insights on university–industry relationships, analysing the influence of personal engagement and experience on the relationship characteristics trust and commitment and, in turn, on satisfaction.

Journal

Asia Pacific Journal of Marketing and Logistics – Emerald Publishing

Published: Mar 28, 2008

Keywords: Relationship marketing; Mathematical modelling; Universities; Strategic alliances

References

  • The theoretical and philosophical underpinnings of relationship marketing: environmental factors behind the changing marketing paradigm
    Aijo, T.S.
  • American Marketing Association
    AMA
  • The use of pledges to build and sustain commitment in distribution channels
    Anderson, E.; Weitz, B.
  • In search of the marketing imagination: factors affecting the creativity of marketing programs for mature products
    Andrews, J.; Smith, D.C.
  • Amos Users' Guide
    Arbuckle, J.L.
  • Mapping the Nature and Extent of Business‐University Interaction in Australia
    Australian Research Council (ARC)
  • A relationship‐mediated theory of internal marketing
    Ballantyne, D.
  • Effective university–industry interaction: a multi‐case evaluation of collaborative R&D projects
    Barnes, T.; Pashby, I.; Gibbons, A.
  • Applications of structural equation modelling in marketing and consumer research: a review
    Baumgartner, H.; Homburg, C.
  • Customers' motivations for maintaining relationships with service providers
    Bendapudi, N.; Berry, L.L.
  • Relationship marketing of services – perspectives from 1983 and 2000
    Berry, L.L.
  • Testing Structural Equation Models
    Bollen, K.A.; Long, J.S.
  • Mastering Customer Relations
    Cartwright, R.
  • Outcome‐based and behaviour‐based coordination efforts in channel relationships
    Celly, K.S.; Frazier, G.L.
  • Foundations of Social Theory
    Coleman, J.S.
  • Risk in cross‐sector R&D collaboration”
    Couchman, P.K.; Fulop, L.
  • Coefficient alpha and the internal structure of tests
    Cronbach, L.J.
  • Creating effective university–industry alliances: an organizational learning perspective
    Cyert, R.M.; Goodman, P.S.
  • An examination of the nature of trust in buyerz‐seller relationships
    Doney, P.M.; Cannon, J.P.
  • Developing buyer–seller relationships
    Dwyer, R.F.; Schurr, P.H.; Oh, S.
  • What drives renewal of sponsorship principal/agent relationships
    Farrelly, F.; Quester, P.G.
  • Evaluating structural equation models with unobservable variables and measurement error
    Fornell, C.; Larcker, D.F.
  • Some correlates of trust
    Frost, T.; Stimpson, D.V.; Maughan, M.R.C.
  • Facing up to the risks in commercially focused university–industry R&D partnerships
    Fulop, L.; Couchman, P.K.
  • Determinants of long‐term orientation in buyer–seller relationships
    Ganesan, S.
  • An updated paradigm for scale development incorporating unidimensionality and its assessment
    Gerbing, D.W.; Anderson, J.C.
  • Trust and commitment influences on customer retention: insights from business‐to‐business services
    Gounaris, S.P.
  • The dark side of long‐term relationships in marketing services
    Grayson, K.; Ambler, T.
  • From marketing mix to relationship marketing: towards a paradigm shift in marketing
    Grönroos, C.
  • Creating a relationship dialogue: communication, interaction and value
    Grönroos, C.
  • Transfer of Australian environmental research on the insecticide endosulfan to Anhui Province, China
    Guerin, T.F.
  • Marketing‐orientation revisited: the crucial role of part‐time marketers
    Gummesson, E.
  • The structure of commitment in exchange
    Gundlach, G.T.; Achrol, R.S.; Mentzer, J.T.
  • Multivariate Data Analysis
    Hair, J.H.; Anderson, R.E.; Tatham, R.L.; Black, W.C.
  • Preliminary findings of an investigation into interactions between commercial and scientific occupational cultures in hybrid research organisations”
    Hayes, K.; Fitzgerald, A.
  • Understanding relationship marketing outcomes: an integration of relational benefits and relationship quality
    Hennig‐Thurau, T.; Gwinner, K.P.; Gremler, D.D.
  • The link between salespeople's job satisfaction and customer satisfaction in a business‐to‐business context: a dyadic analysis
    Homburg, C.; Stock, R.M.
  • Individual differences, environmental scanning, innovation framing, and championship behaviour: key predictors of project performance
    Howell, J.M.; Shea, C.M.
  • Champions of product innovations: defining, developing, and validating a measure of champion behaviour
    Howell, J.M.; Shea, C.M.; Higgins, C.A.
  • Modelling dyadic interactions and networks in marketing
    Iacobucci, D.; Hopkins
  • Relationship management for innovation: the central role of communication in Australia's participation in two hi‐tech industries
    Irwin, H.; More, E.; McGrath, M.
  • Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment
    Jap, S.D.; Ganesan, S.
  • The reliability and validity of key informant data from dyadic relationships in marketing channels
    John, G.; Reve, T.
  • Performance, attribution, and expectancy linkages in personal selling
    Johnston, W.J.; Kim, K.
  • Controlling knowledge flows in international alliances
    Jordan, J.
  • On interfirm power, channel climate, and solidarity in industrial distributor‐supplier dyads
    Kim, K.
  • Principles and Practice of Structural Equation Modelling
    Kline, R.B.
  • The effects of market orientation on the behaviours of salespersons and purchasers, channel relationships, and performance of manufacturers
    Langerak, F.
  • The sustainability of university‐industry research collaboration: an empirical assessment
    Lee, Y.S.
  • The effect of varying degrees of nonormality in structural equation modelling
    Lei, M.; Lomax, R.D.
  • Trust and distrust: new relationships and realities
    Lewicki, R.J.; McAllistor, D.J.; Blies, R.J.
  • An exploratory study of exclusive dealing in channel relationships
    Li, Z.G.; Dant, R.P.
  • Product champions: truths, myths and management
    Markham, S.K.; Aiman‐Smith, L.
  • Trust as the key to relational commitment
    Martín, S.S.; Gutiérrez, J.; Camarero, C.
  • A collaborative interest model of relational coordination and empirical results
    Medlin, C.J.; Aurifeille, J.‐M.; Quester, P.G.
  • A three‐component conceptualization of organizational commitment
    Meyer, J.P.; Allen, N.J.
  • Relationships between providers and users of market research: the dynamics of trust within and between organizations
    Moorman, C.; Zaltman, G.; Deshpande, R.
  • Determining factors in the success of R&D cooperative agreements between firms and research organizations
    Mora‐Valentín, E.M.; Montoro‐Sánchez, Á.; Guerras‐Martín, L.A.
  • The commitment‐trust theory of relationship marketing
    Morgan, R.M.; Hunt, S.D.
  • AMA proposes New Definition of Marketing
    O'Reagan, R.
  • The evolution of an idea: an environmental explanation of relationship marketing
    Palmer, A.
  • The domain and conceptual foundations of relationship marketing
    Parvatiyar, F.A.; Sheth, J.N.
  • Modelling the determinants of customer satisfaction for business‐to‐business professional services
    Patterson, P.; Johnson, L.W.; Spreng, R.A.
  • Champions and university–industry relationships
    Plewa, C.; Quester, P.G.
  • Relationship marketing and university–industry linkages: a conceptual framework
    Plewa, C.; Quester, P.G.; Baaken, T.
  • Business relationships as activity systems – a conceptual note
    Prenkert, F.
  • Making sense of diversity and reluctance: academic‐industrial relations and industrial property
    Rappert, B.; Webster, A.; Charles, D.
  • Specific investments in marketing relationships
    Rokkan, A.I.; Heide, J.B.; Wathne, K.
  • Not so different after all: a cross‐discipline view of trust
    Rousseau, D.M.; Sitkin, S.B.; Burt, R.S.; Camerer, C.
  • Firm size and technology centrality in industry‐university interactions
    Santoro, M.; Chakrabarti, A.K.
  • Champions for radical innovations
    Schon, D.A.
  • The effects of organizational differences and trust on the effectiveness of selling partner relationships
    Smith, J.B.; Barclay, D.W.
  • On the use of structural equation models for marketing modelling
    Steenkamp, J.‐B.; Baumgartner, H.
  • Measuring firm performance at the network level: a nomology of the business impact of digital supply networks
    Straub, D.; Rai, A.; Klein, R.
  • Studying change and dynamics in business relationships – the processual case study approach”, paper presented at the
    Tikkanen, H.; Tuominen, P.
  • Forschung erfolgreich vermarkten: Ein Ratgeber für die Praxis
    Universität Dortmund
  • Buyer‐seller relationships: australasian research and reflections
    Varey, R.J.; Baxter, R.; Brodie, R.J.; Brookes, R.W.; Plewa, C.; Quester, P.G.; Schembri, S.
  • The changing role of marketing in the corporation
    Webster, F.E.
  • Business dancing – the nature and role of inter‐firm relations in business strategy
    Wilkinson, I.F.; Young. L.
  • Technology Transfer: A Communication Perspective
    Williams, F.; Gibson, D.V.
  • A concept of commitment: alternative views of relational continuity in business service relationships
    Young, L.; Denize, S.
  • The role of trust and co‐operation in marketing channels: a preliminary study
    Young, C.L.; Wilkinson, I.F.
  • Trust and managerial problem solving
    Zand, D.E.