bluuebunny/crossref_metadata_2025 huggingface dataset:
Modelling internal communications in the financial services sector
Authors: Asif Saadia , Sargeant Adrian
Published: July 2002

The increasingly competitive financial service environment has recently forced organizations to consider the role that their employees might play in the attainment of a genuinely sustainable source of competitive advantage. The role of internal communication has thus acquired particular significance as organizations strive to communicate customer needs, organizational values etc. to staff working at every level and, moreover, to encourage staff to maintain a two‐way dialogue with management. It is the purpose of this article to model this communications process, examining the nature of the process, the outcomes thereof and those variables that have the capacity to moderate outcomes, in the context of two UK Clearing Banks. A qualitative approach based on grounded theory has been adopted.
Business‐to‐business marketing Service recovery and customer satisfaction issues with ocean shipping lines
Authors: Durvasula Srinivas , Lysonski Steven , Mehta Subhash C.
Published: July 2002

The tenets of relationship marketing are useful in understanding the success of a service provider. Based on a sample of 221 firms in Singapore that use ocean freight shipping services, examines service recovery issues related to satisfaction. It was found that service recovery methods such as claims handling, problem handling and complaint handling are associated with the level of satisfaction of customers. In addition, interfacing departments also have varying association with levels of satisfaction of customers. Finds that users of these services can identify problems they experience with ocean freight shipping services, and this may impact their choice of most preferred vs. least preferred shipping line. Concludes by giving recommendations on how service firms can mitigate and be vigilant for service recovery problems.
Business effectiveness and professional service personnel Relational or transactional managers?
Authors: Paulin Michèle , Ferguson Ronald J. , Payaud Marielle
Published: July 2002

This empirical study of commercial banking relationships in France demonstrates that, despite the current emphasis on new technology, contact personnel remain important for the success of professional business‐to‐business services. When account managers are changed, the business clients feel that their relationship with the bank is weaker and they judge the bank to be less client oriented. More important for the bank’s future profitability is the finding that changing account managers is negatively associated with the bank’s external effectiveness, as measured by the client’s judgement of satisfaction and service quality, by their purchase intentions and by their willingness to recommend the bank. Also, the business clients who change account managers express a greater likelihood of switching banks. In addition, the study points out the divergence between the transactional sales approach of the bank and the relational perspective of the business client. Commercial banks tend to overestimate both the degree to which they are client oriented and the benefits of technology as a substitute for human interactions with their business clients.
Organizational learning style and competences
Authors: Chaston I. , Badger B. , Sadler‐Smith E.
Published: July 2002

In the literature, relationship orientated firms are being advised to exploit organizational learning as a route through which to acquire the knowledge required to survive in rapidly changing and/or highly competitive markets. There is, however, only limited anecdotal evidence of the positive contribution that organizational learning can make to enhancing the performance of firms. To acquire additional empirical data, a survey of learning style and perception of competences relative to competitors in small manufacturing firms was undertaken. Results concerning organizational learning style appear to indicate the firms who exhibit a relationship marketing style tend to adopt a double‐loop (or table8.TIFigher order) learning style; whereas transactionally orientated firms appear to be single‐loop learners. When compared with transactional firms, relationship orientated respondents also reported higher competences for some areas of marketing, HRM and information management practices. This conclusion was further validated through telephone interviews. The implications of these findings are discussed and proposals presented on the need for further research.
The strategic role of retail brands in British grocery retailing
Authors: Burt Steve
Published: July 2002

Assesses the evolution of retail brands within British grocery retailing over the past 25 years. Highlights key issues in defining retail brands which contribute to our understanding of their role and impact upon company strategy, and then explores how British retailers have managed the evolution of these product ranges. Identifies key factors as the changing basis and use of retail power in the distribution channel, the centralisation of management activities, and the appreciation of what constitutes retail image. Argues that British grocery retailers have successfully managed these factors to create a retail brand which is now regarded by customers as being at least equal to, if not better than, the established manufacturer brands.
Practical value of adequate marketing management theory
Authors: Gummesson Evert
Published: July 2002

This is a critical discourse on marketing management textbooks and their presentations of general marketing theory. These books claim to be general, complete and up‐to‐date, although the base of “textbook theory” is consumer goods mass marketing, a minority of all marketing if compared to services and B‐to‐B marketing. Seminal developments over the past decades in services marketing, quality management, relationship marketing and CRM are treated as special cases although they intervene in all types of marketing. The article claims that marketing management has become stereotyped on a derelict foundation in commodity‐like textbooks. It ends with guidelines on how research in marketing could reinvent itself to the benefit of both academics and practitioners.
Is marketing knowledge useful?
Authors: Grønhaug Kjell
Published: July 2002

Market knowledge is usually believed to be useful. Both the concepts of “knowledge” and “useful” are, however, rather ambiguous and used in multiple ways. The concepts are clarified, and requirements for adequate knowledge use discussed. An important conclusion is that academian marketing knowledge can be useful, requiring, however, both knowledge, time‐consuming and motivated efforts.
A Review of Portfolio Planning Models for Industrial
Marketing and Purchasing Management
Authors: Turnbull Peter W.
Published: July 2002

The more important strategic portfolio planning approaches that
have evolved since Markowitz originally postulated his portfolio theory
are described and summarised. Based on this review the author suggests
that for industrial marketing and purchasing management the interaction
approach to portfolio planning provides a valuable and pragmatic
framework of use to academic and practising managers alike.
Innovation and Evolution in UK Retailing: The Retail
Warehouse
Authors: Brown Stephen
Published: July 2002

Innovations in retailing are characterised by, first, a hostile
reaction from established organisations and, second, by a distinctive
pattern of evolution. This article presents an integrated theory of
retail change which is used to describe the development of the retail
warehouse, one of the most important – and reviled –
post‐war innovations in UK retailing.
Relationship States in an International Marketing Channel
Authors: Moore Richard A.
Published: July 2002

Research into the relationship of UK exporting manufacturers and
their West German agents and distributors is examined. The mail
questionnaire was the selected research instrument. Four participant
dimensions were used in the evaluation and categorisation of
relationship states. These were performance; experience; uncertainty and
satisfaction. Relationships were found to be in one of five possible
states of development: new; growing; troubled; static; or declining. Few
firms were found in the new category; the largest state was that of
growing. Once in the growing state, firms may move eventually into one
of the remaining categories over time. The troubled state was
categorised by high levels of conflict, uncertainty and dissatisfaction.
The static state consisted of firms with static sales. The declining
state consisted of firms whose sales were declining but the relationship
was profitable and worth continuing.
Exporters′ Credit Policy: An Anglo‐West German Comparative
Study
Authors: Neale C.W. , Schmidt Ruth A.
Published: July 2002

Credit is usually regarded as a minor determinant of customer
patronage although it may clinch deals when other components of the
marketing mix appear equally attractive. The role and determinants of
trade credit policy in general are examined before focusing on the
credit decision in international trade. Data from a sample of UK and
West German exporters indicate that, while the role of credit is
subordinate to most other components of the marketing package, it does
attract particularly high ratings from UK exporters. Generally, UK firms
are more likely to pursue an active and differentiated credit policy,
and international differences in credit policy are more pronounced than
inter‐industry differences.
Cautious Incremental Consumption: A Neglected Consumer Risk
Reduction Strategy
Authors: Hales Colin , Shams Hayat
Published: July 2002

A counterweight is offered to models of consumer choice which
assume products as homogeneous and regard choice as the outcome of
cognitive processes of information search. Having shown that the
purchase of experiential products is inherently risky, findings from a
study of the holiday travel choices of 328 Gulf Arab consumers are
adduced to show that consumption behaviour, rather than information
search and deliberation, may be the principal means adopted to reduce
risk. Behaviour is explained by the concept of “cautious
incremental consumption”, which refers to the way in which the
risks and benefits of novel and familiar experiential products are
traded off incrementally over time through consumption behaviours. The
concept is used to develop a more general model of consumer choice with
respect to experiential products, and the predictions, implications and
possible applications of this model are discussed.
Professional Ideology and Marketing Implementation
Authors: Whittington Richard , Whipp Richard
Published: July 2002

Argues that the widespread weakness of marketing implementation
stems from the marketing discipline′s neglect of ideology in the
organizational change process. By contrast with accountancy, marketing
has failed to appreciate and develop its own “professional
ideology”. Two short case studies demonstrate the various ways in
which the mobilization of ideology can be important to achieving
marketing‐led change. Concludes by suggesting some directions for the
marketing profession′s development, especially for strengthening the
credibility and exclusivity of its ideological claims.
Sourcing of Industrial Products: Regiocentric Orientation
of Chinese Organizational Buyers
Authors: Kaynak Erdener , Kucukemiroglu Orsay
Published: July 2002

Examines how Chinese organizational buyers evaluate four categories
of industrial products from four different source‐regions, the basic
hypothesis being that the majority of the purchasing managers held
favourable images of the industrial products coming from the
industrialized regions of the world. Discovers that statistically
significant differences exist among respondents in terms of age, sex,
education, income and work experience, and the source‐regions selected
for procurement of four classes of industrial products.
Broadening the Appeal of New Housing Product Portfolios:
The Role of Segmentation
Authors: Dibb Sally
Published: July 2002

Within the intensely competitive environment in which they operate,
builders and developers are required to offer property packages which
satisfy diverse customer needs and wants. The standard practice of these
operators has been to offer portfolios of products to portfolios of customers, rather than to target specific products at
certain segments. Uses customer preference data to establish whether
market segmentation can help to fine tune this broad approach. Raises
specific questions about how the portfolios might be designed more
effectively and what the implications might be for the industry.
Cross‐cultural Effects of Price on Perceived Product
Quality
Authors: Sjolander Richard
Published: July 2002

Examines the relationship between the price cue and buyers′
perceptions of product quality in a cross‐cultural environment: Poland
and Sweden are chosen to explore relationships in the construct between
the newly emerging free market economies in Eastern Europe and
traditional market economies. Hypothesizes that the price cue will have
a significant effect on the perceived quality of frequently purchased
consumer products. Consumer taste tests were conducted in both cultures
using ice cream as the product at three price levels: no significant
relationship was found between the stated price of the product and
perceived product quality in either country. However, large differences
are found in the level of quality perceived by different age cohorts in
Poland. Pre‐adolescent subjects consistently ranked the quality of all
samples above their older cohorts.
Identifying Innovators in Consumer Product Markets
Authors: Goldsmith Ronald , Reinecke Flynn Leisa
Published: July 2002

Describes the use of a short, valid, reliable self‐report scale to
measure consumer innovativeness. Suitable for mail questionnaire or
personal interview, this six‐item, Likert‐type scale enables marketers
and researchers to identify accurately the potential earliest buyers in
a specific product‐market category. Used a survey of 135 adult women to
show how the scale performs by giving valuable insights into the
fashionable clothing market.
Market Analysis via Judgemental Modelling: An Application
in the UK Chemical Industry
Authors: Naudé Pete , Lockett Geoff , Gisbourne Steve
Published: July 2002

Provides an example of the use of judgemental modelling, or
multicriteria decision making, as a tool for market analysis. Based on a
recent study in a segment of the chemical industry within the United
Kingdom, shows how the approach can be used to provide information on
both the importance of attributes and the scores of competing suppliers
on the same attribute set. Suggests that the approach enables a
comprehensive analysis of the positioning of the various suppliers to be
undertaken, and provides insights that can be developed into detailed
marketing strategies.
An Integrated Model of Organizational Adoption and
Diffusion of Innovations
Authors: Frambach Ruud T.
Published: July 2002

In today′s competitive environment technology plays an important
role. Diffusion theory offers useful insights into how to manage and
market products based on new technology most effectively. However, the
current diffusion model leaves much unsaid with regards to the adoption
and diffusion of innovations among organizations owing to the fact that
relevant research findings have not been incorporated in the diffusion
model. Integrates these findings into the diffusion model.
Consumption and Significance: Everyday Life in a Brand‐new
Second‐hand Bow Tie
Authors: Grafton Small Robert
Published: July 2002

Discusses the analogy of two bow ties, part of a deceased
relative′s effects, showing that although one was worn out and the other
unopened they were both second‐hand. Compares this with the element of
choice in people and their life symbols of occupational and domestic
choices through time.
Advertising Effects and Effectiveness
Authors: Bendixen Mike T.
Published: July 2002

The results of the application of an integrated econometric
time‐series model for advertising effectiveness is presented. The model
form gives rise to three possible advertising effects: brand loyalty,
current effects (both simple and compound) and carryover effects. The
inherent nature of these effects is related to the degree of involvement
and the affective or cognitive aspects of the purchase decision.
Consequently, the positioning of the product on the Foote, Cone &
Belding grid may be used to hypothesize the nature of effects. The
results of the application of this model to new car purchases in the
South African market by media type lead to the propositions that: (1)
the creative devices and content of an advertisement determine whether
it will be effective but not the magnitude of the effect; (2) the
magnitude of the effectiveness of an advertisement is dictated by the
extent to which the medium in which it is placed is used.
An experimental approach to investigating satisfaction and
continuity in marketing alliances
Authors: Shamdasani Prem N. , Sheth Jagdish N.
Published: July 2002

Extant research on strategic alliances has relied mainly on case
and survey methodologies to examine strategic, structural and
operational issues in alliance relationships. Demonstrates that
experimental methodology can usefully be employed to examine important
strategic and behavioural issues in ongoing alliances. Reports on an
experiment involving role‐playing among 221 managers which was conducted
to investigate determinants of satisfaction and continuity in a
hypothetical marketing alliance. Indicates that alliance satisfaction
and continuity are influenced positively by a partner′s commitment,
competence and strategic compatibility. Finds commitment to be the
strongest determinant of both satisfaction and continuity. Discusses
implications of the findings and methodology employed and suggests
future research directions.
Growing the entrepreneurial firm
Authors: Coviello Nicole E. , Munro Hugh J.
Published: July 2002

Examines the entrepreneurial high‐technology firm′s use of networks
for international market development. Multisite case research and a mail
survey form the empirical base for the study. Findings indicate that
international market choice and mode of entry for small entrepreneurial
high‐technology firms are largely shaped by the interest of various
network players. Influential network relationships may be both formal
(e.g. business contacts) and informal (e.g. family). Early relationships
with large firms are particularly influential in the entrepreneurial
high‐technology firm′s internationalization process. Networks are used
to share some, but not all, international marketing activities.
Concludes that network analysis offers a rich perspective on the
international development patterns of entrepreneurial firms. Outlines
research and managerial implications on the basis of these exploratory
findings.
The internationalization of small computer software firms
Authors: Bell Jim
Published: July 2002

Presents the findings of a comparative study into the export
behaviour and internationalization of small computer software firms in
Finland, Ireland and Norway. These findings challenge many of the
underlying assumptions of conventional internationalization
“stage” theories and lead to the conclusion that such
theories do not adequately reflect the internationalization process
among small computer software firms.
Salespersons’ perceptions about sales contests
Authors: Murphy William H. , Sohi Ravipreet S.
Published: July 2002

Aims to improve understanding of an important and widely used
management tool for motivating the salesforce – sales contests.
Begins by introducing the question: what factors are associated with
salespeople′s feelings towards a sales contest? Several potentially
relevant characteristics that are expected to be associated with various
feelings towards contests are discussed. To test the hypotheses, data
were collected through verbal protocols and surveys from salespeople
belonging to a division of a Fortune 100 firm. Results indicate
that salespeople′s self‐esteem, commitment level, and career stage play
a role in influencing feelings towards the sales contest.
Consumer evaluations of sponsorship programmes
Authors: d′Astous Alain , Bitz Pierre
Published: July 2002

Presents the results of a study of consumer reactions to various
sponsorship programmes. The programmes differed in terms of four
factors: the nature of the sponsorship (philanthropic versus
commercial), its origin (pre‐existing versus event created by the
sponsor), its frequency (continuous versus one‐shot) and the strength of
the link between the entity (or the event) and the sponsor (weak versus
strong). The results show that philanthropic sponsorship has a more
positive impact on corporate image than commercial sponsorship. Also,
the link between the sponsor and the event has a non‐linear effect on
corporate image. Consumer interest in the sponsored event has a positive
impact on perceptions of the sponsor′s image. In addition, it was found
that the factors have interactive effects on consumer evaluations.
Strategic implications for sponsorship management are derived from these
results.
Marketing in the new millennium
Authors: Doyle Peter
Published: July 2002

Considers the relevance and contribution of marketing to business
performance in the new economic environment which makes the marketing
positioning strategies of the 1980s look irrelevant. Considers the
orientation of marketing departments towards line extensions rather than
genuine new product development. Finds traditional marketing has been
undermined by the reshaping of competition from firms to networks.
Marketing is radically changing both in the numbers employed and in how,
and where, they work. Claims marketing in the future will increasingly
be about the management of internal and external networks geared to
achieve effective core business processes.
Networking when national boundaries dissolve
Authors: Elg Ulf , Johansson Ulf
Published: July 2002

Managing a set of relationships to other firms is a complex task, since each relationship is likely to have consequences on the other ones. Highlights the co‐ordination of interorganizational ties during a process of internationalization, and the consequences that different types of relationships have on a firm’s overall relational marketing opportunities. Systematizes the relational issues that face a firm when the boundaries surrounding its home market network dissolve. Presents a framework which stresses four types of relationships and the interplay between them. Based on the notion that a firm must co‐ordinate the management of horizontal and vertical dependencies, and pursue new marketing opportunities while simultaneously safeguarding its original relations. Illustrates the significance of the framework and the interplay between the four relational issues, by the alliances presently developed by two Swedish food companies to organizations in other EU countries.
The role of matching in the foreign market entry process in the Baltic States
Authors: Ghauri Pervez N. , Holstius Karin
Published: July 2002

Identifies how western companies make successful entries in East European transition economies by studying the establishment process of Nordic companies in the Baltic States. Applies a model based on the network approach and the concept of matching and analyses the entry process of three Norwegian case companies. At global and macro levels the entry was facilitated by assistance for economic restructuring from international institutions and the Nordic governments, and by building up good relationships with central and local authorities. In the final establishment phase difficulties occurred in establishing trust and relationships with actors at the micro level and in matching company functions. Finds that market entry in transition economies differs from entry into traditional developing countries, where more problems are faced at the beginning of the establishment process, whereas, appropriate matching activities undertaken at different levels can facilitate the entry into transition economies.
Confirmatory compositional approaches to the development of product spaces
Authors: Vandenbosch Mark B.
Published: July 2002

The set of compositional approaches to product space development is expanded to include confirmatory methods. Specifically, describes and compares product space development (perceptual mapping) via confirmatory factor analysis and partial least squares with the aid of an empirical example. Both of these procedures are widely used in causal or structural equation modelling. Since they tend to be confirmatory extensions to factor analysis and principal components analysis, the approaches are also well suited to the development of product spaces. Confirmatory approaches have several advantages over exploratory approaches including the incorporation of prior knowledge, the elimination of rotational indeterminacy, and the use of a wide variety of measurement tools to assess the reliability and validity of model results.
Going green in the service sector
Authors: Grove Stephen J. , Fisk Raymond P. , Pickett Gregory M. , Kangun Norman
Published: July 2002

Over the past decade there has been an increasing awareness of the many ways that businesses affect the ecology of the planet. Most of the attention, however, has been directed towards activities of organizations in the manufacturing sector of the economy. Argues that service organizations have social responsibilities in the preservation of the environment, too. Presents the importance to a product, such as longevity or specific marketing, of green practices among services, a framework to describe green activities across the service sector, and a pragmatic means to implement a green programme for service organizations.
The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces
Authors: Michaels Ronald E. , Dubinsky Alan J. , Kotabe Masaaki , Un Lim Chae
Published: July 2002

States that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. Examines the influence of organizational formalization on work alienation through role stress and organizational commitment in industrial salesforces in the USA, Japan and Korea. From surveys of salesforces selling electronic products and components, reveals inter‐country differences and highlights the importance of conducting cross‐national studies on salesforce issues.
A dramaturgical view of the health care service encounter
Authors: John Joby
Published: July 2002

Examines the “dramaturgical” view of the service encounter to understand the service consumption experience. Illustrates this by demonstrating how the drama metaphor is applicable and useful in understanding perceived quality in health care services. Presents a strategic model of the medical encounter. Suggests impression management guidelines and, from a practical standpoint, serves to stimulate the imaginations of physicians and health care administrators on managing evaluations by paying attention to certain characteristics of the medical encounter.
Market orientation and corporate success: findings from Germany
Authors: Fritz Wolfgang
Published: July 2002

The significance of the market orientation for corporate management is the subject of a long‐standing controversy. This empirical study conducted in Germany, the largest European market, shows that together with other basic dimensions of management, the market orientation contributes substantially to corporate success. Indicates that popular practical measures designed to implement the market orientation within the organization may cause negative side effects in terms of corporate success. These risks could be controlled by taking a number of actions suggested in this article. Detecting these risks requires a holistic research approach to corporate management, of which the market orientation represents only one basic dimension. An integrated perspective of research, such as the one presented in this paper, represents a new approach for conducting empirical research on the question of whether the market orientation exerts an impact on corporate success.
The growth of the political marketing industry and the California initiative process
Authors: Bowler Shaun , Donovan Todd , Fernandez Ken
Published: July 2002

Looks at the California initiative (referendum) process and its development. Outlines the political marketing industry, its techniques and development, as part of the initiative process. Examines the marketing industry in California and campaign techniques and practices. Considers why an industry devoted to political marketing arose when it did, over and above the simple adoption of campaigning techniques.
Market segmentation for competitive brands
Authors: Hammond Kathy , Ehrenberg A.S.C. , Goodhardt G.J.
Published: July 2002

Although market segmentation is widely described as a major marketing tool, questions whether brands which are broadly similar and competitive are bought by identifiably different consumer segments. Notes that few, if any, examples of marked brand segmentation are cited in the literature. Reports on a new international study of the characteristics of brand purchasers in over 20 grocery product categories using consumer panel data, which reveals that there is little brand segmentation. Finds that the consumer profiles of competitive brands differ little in terms of the commonly‐used classification measures such as socio‐demographic characteristics, and that brands in the same product category tend to be bought by similar kinds of people.
Market segmentation: organizational archetypes and research agendas
Authors: Jenkins Mark , McDonald Malcolm
Published: July 2002

The study of how organizations segment their markets has traditionally taken a prescriptive and analytical approach. More recently, a number of academics and practitioners have voiced concerns over the evident gap between how such concepts are viewed in theory and how they are applied in practice. These issues have already been raised in academic papers, but almost entirely at an abstract level. Introduces a more concrete aspect to the debate by proposing a series of organizational archetypes which illustrate how organizations may segment their markets in practice. These archetypes are developed from a series of mini‐case studies which provide a basis for understanding how organizations may interface with the market at both an explicit and implicit level. Discusses the implications for both academic research and organizational practice.
Generic products: who buys them and how do they perform relative to each other?
Authors: Prendergast Gerard P. , Marr Norman E.
Published: July 2002

Branding has traditionally been viewed as an essential tool for marketers to establish an identity for their products. Even products among the commodity range make use of branding to establish a position for themselves in the market. Recent times, however, have seen the emergence of unbranded or “generic” products. These products, which are usually sold at a price which is lower than their branded equivalents, are most often found in the area of low‐involvement grocery items. Previous studies of consumer perceptions suggest that while consumers see generics as being less expensive than their national branded equivalents, they are also seen as being inferior in quality. This research goes beyond comparing generic products to their national brand equivalents by comparing generic products to one another, in order to ascertain whether the “low price‐low quality” perception is more applicable to some generic products than others. A mail survey of 1,000 New Zealanders revealed that, in contrast to previous studies, generic consumers tend to be older and on a lower household income. The more standardized generics (such as rice) received more favourable ratings than the more processed generics such as coffee and shampoo, although there were significant differences in the respondents’ perceptions across different demographic groups. The results suggest that it is unwise for marketers to draw sweeping conclusions about consumer perceptions of generic products in general. Rather, each generic product, when compared with other generic products, has its own consumer perception and, therefore, each generic product requires different attention from different elements of the marketing mix.
Saudi consumers’ attitudes towards European, US and Japanese products and marketing practices
Authors: Bhuian Shahid N.
Published: July 2002

Examines consumer attitudes towards foreign products and the associated marketing practices in Saudi Arabia, one of the biggest consumers of foreign goods with a per capita gross national product surpassing every African and Latin American country and which was exceeded in Asia only by Japan, Singapore and Hong Kong. Assesses the attitudes of Saudi consumers towards the products and marketing practices of the top six exporters to Saudi Arabia, namely, the USA, Japan, Germany, Italy, UK and France. Utilizes a number of general product attributes, marketing activities and buying and using preference indicators to explain the general attitudes of Saudi consumers towards products and marketing practices of these countries. Findings indicate that Saudi consumers have the most positive attitudinal response to the products and marketing practices of the US and Japan. Among the four Western European competitors, German products and marketing practices were pereived more favourably by Saudi consumers. The relative position of these countries varies depending on the specific product or marketing attribute in question. Saudi consumers did not make any substantial distinctions among the products and marketing practices of Italy, UK and France.
Linking student satisfaction and service quality perceptions: the case of university education
Authors: Athiyaman Adee
Published: July 2002

Suggests that, despite hundreds of publications on consumer satisfaction and service quality, little work has been done to clarify the conceptual basis of these constructs; theorists in the area of service quality argue that the popular press does not differentiate between these two constructs. Clarifies the relationship between consumer satisfaction and perceived service quality using a scenario specific to higher education. Also suggests a model of perceived service quality that could be used in higher education institutions. Discusses conceptual and managerial implications of the findings.
Consumer ethics: a cross‐cultural investigation
Authors: Al‐Khatib Jamal A. , Vitell Scott J. , Rawwas Mohammed Y.A.
Published: July 2002

In recent years, business ethics has drawn increased interest from business and marketing practitioners as well as from academicians. Despite the repeated call in the literature for cross‐cultural research in this age of globalization, virtually no studies have examined the ethical beliefs and ideologies of foreign consumers and compared them to those of US consumers. Investigates the ethical beliefs, preferred ethical ideology and degree of Machiavellianism of US versus Egyptian consumers. Concludes that while US consumers appear generally less likely to accept various questionable consumer practices than Egyptian consumers, they are more likely to reject moral absolutes.
The effect of odd pricing on demand
Authors: Gendall Philip , Holdershaw Judith , Garland Ron
Published: July 2002

Presents the findings of a study designed to investigate the effect of odd pricing on respondents’ purchase probabilities for six products ranging in price from $5 to $100. The products tested were a block of cheese, a frozen chicken, a box of chocolates, a hair dryer, an electric kettle and a food blender, and the data were collected in a mall intercept of 300 household shoppers. For each product a demand curve was estimated and the differences between expected and actual purchase probabilities at each odd price level examined. For all six products, demand was higher than expected at one or both of the odd price points tested. This effect was particularly marked for the lower‐priced food items (cheese, chicken and chocolates) and for prices ending in the digit 9. Provides support for the assumption that odd pricing generates greater than expected demand and for the common practice of setting retail prices which end in 99 cents or $99.
A measure of trade centre position
Authors: Albaladejo‐Pina Isabel P. , Aranda‐Gallego Joaquin
Published: July 2002

The present paper focuses on market area delimitation as a measure of trade centre position. Because of the inadequacy of existing methods to locate the existence and the level of store competition from a spatial perspective, our aim has been to develop a method which allows us to solve this problem. This method enables us to make an analysis of a store’s position in the region with regard to its competitors, both from a spatial perspective and from the perspective of customer type classification. The model is implemented by application to a set of retail stores in the city of Murcia for sales of fish and sea products.
On the relationship between store image, store satisfaction and store loyalty
Authors: Bloemer Josée , de Ruyter Ko
Published: July 2002

In this article the relationship between store image, store satisfaction and store loyalty is examined. A distinction is made between true store loyalty and spurious store loyalty and manifest and latent satisfaction with the store. We hypothesise that the positive relationship between manifest store satisfaction and store loyalty is stronger than the positive relationship between latent store satisfaction and store loyalty. Furthermore, we hypothesise a direct as well as an indirect effect through satisfaction of store image on store loyalty. Second, the relationship between store image and store loyalty is mediated by store satisfaction. We do not find evidence for a direct effect of store image on store loyalty.
Competitive advantages in virtual markets ‐ perspectives of “information‐based marketing” in cyberspace
Authors: Weiber Rolf , Kollmann Tobias
Published: July 2002

The aim of the following discussion is to present the division of markets into marketplace and marketspace and evaluate the significance of virtual value chains in opening up further possibilities in the marketplace and marketspace. Against this background, it will, second, be argued that information becomes a factor of success in its own right in competition in future markets. However, in order to activate information, marketing is forced to adapt to the conditions of information networks in the virtual marketplace (marketspace). Third, it will be discussed that marketing must develop into information‐based marketing. It will particularly be considered what demands are put on the information‐based market in order to achieve real competitive advantages in marketspace from the factor of production information.
Conceptualizing consumer experiences in cyberspace
Authors: Shih Chuan‐Fong (Eric)
Published: July 2002

The purpose of this paper is to address consumer experiences in cyberspace and which aspects of technology brought about these experiences. This paper proposes a conceptual model of technology and consumer experiences within virtual space by drawing from various literatures outside of marketing that have extensively studied the Internet phenomenon. Building from research in these diverse areas, two constructs are proposed that help describe consumer experiences in virtual space: telepresence and bricolage. Also examines aspects of cyber technology that give rise to these consumer experiences and projects what the consequences of these experiences may be as they apply to marketing.
Consumer perceived risk: conceptualisations and models
Authors: Mitchell Vincent‐Wayne
Published: July 2002

Reviews the literature on consumer‐perceived risk over the past 30 years. The review begins by establishing perceived risk’s relationship with related marketing constructs such as involvement and trust. It then tackles some debates within the literature, concerning subjective and objective risk and differences between the concepts of risk and uncertainty. It describes how different models have been devised and operationalised to measure risk and how these have developed over the years. Aims to identify and report the theoretical and model developments over the past 30 years and to propose criteria which researchers can use in deciding the most useful model for their own research. The criteria are: understanding, prediction, suitability for reliability and validity assessment, practicality and usability. It is suggested that the basic two‐component model is still the most generally useful for researchers and practitioners alike.
3D edge element analysis of saturation effects in a permanent magnet machine
Authors: Demenko Andrzej , Nowak Lech , Pietrowski Wojciech , Stachowiak Dorota
Published: July 2002

The paper presents a method for the 3D edge element analysis of saturation effects in the classical rotating electrical machines of cylindrical structure. The edge element (EE) method using vector magnetic potential has been applied. Special attention is paid to the saturation effects in permanent magnet motors. In order to solve the non‐linear EE equations the authors propose to apply the modified Newton algorithm with block relaxation solver and Cholesky decomposition procedure for block matrices. The convergence of the algorithm is analysed. The influence of core non‐linearity on the values of electromagnetic torque and armature inductances is considered. The results for 3D and 2D models are compared.
Time‐energy optimal control of vector controlled induction motor
Authors: Allihalli Hasan , İlyas Bayindir Mehmet
Published: July 2002

A time‐energy optimal position control algorithm based on the Pontryagin's maximum principle is developed for a vector‐controlled induction motor system. The vector‐controlled induction motor is modeled as a second‐order system. Bang‐off‐bang control profile, which operates on the torque current, is found as a minimum time‐energy filter, where the amplitude of the time‐delayed signals are constrained to satisfy the control bounds. The time‐energy objective function subject to the constraints, which satisfy boundary conditions, is solved as a parameter optimization problem by using MATLAB optimization‐toolbox. To corroborate the validity of the results of the parameter optimization problem, an experimental test is performed with a dSPACE control card and 2.2 kW induction motor. Furthermore, the simulation results are verified by the switching function obtained from solving the initial conditions. Finally, the theoretical and experimental results are graphically presented and it is seen that the results are in very close agreement.
Detailed formulation of energy balance equations in single quantum well devices
Authors: Fardi H.Z.
Published: July 2002

An energy balance equation model coupled with drift‐diffusion transport equations are solved in heterojunction p‐i‐n diodes with embedded single quantum well to model hot electron effects. A detailed formulation of hot electron transport is presented. In the well, the carrier energy levels are estimated from the analytical expressions applied to a quantum well with finite height. Both bound and free carriers are modeled by Fermi‐Dirac statistics. Both size quantization and the two dimensional density of states in the well are considered. Thermionic emission is applied to the heterojunctions and quantum wells boundary. Energy transfer among the charge carriers and crystal lattice is modeled by an energy relaxation lifetime. Two sets of devices are simulated. First, the simulated kinetic energy and carrier density profiles were compared with published Monte Carlo results on an GaAs n+/n/n+ diode. Second, the current‐voltage characteristics of an embedded single quantum well AlGaAs/GaAs p‐i‐n structure was compared with measured data. Both comparisons are satisfactory and demonstrate the usefulness of the model for studying quantum well structures.
Time‐domain simulation of coupled interconnects
Authors: Condon M.
Published: July 2002

The paper presents a new technique for the transient analysis and simulation of lossy coupled interconnects. The approach is based on identifying natural modes of oscillation unlike many other transmission‐line models which are based on travelling waves. The approach follows directly from that previously presented by the author (Wilcox and Condon 1997) for the simulation of a single‐phase coaxial power cable. The technique is readily applicable to modelling coupled interconnects and avoids the time‐consuming convolution of many existing transmission‐line modelling approaches.
Benzoates: a new approach to non‐toxic marine fouling control
Authors: Pérez M. , García M. , Vetere V. , Deyá M. , del Amo B. , Stupak M.
Published: July 2002

Owing to present and expected future regulations on the use of polluting antifouling compounds, there is a growing need for alternative methods for the prevention of biofouling. Some experiments on the effect of iron benzoate, as a possible biocide agent, on nauplii of Balanus amphitrite were carried out. This pigment was used because it is rapidly hydrolysed and consequently it produces a pH decrease. Although anion benzoate has an intense narcotic effect on nauplii, the results clearly demonstrated that the combined action of this compound and a pH decrease (generated by iron benzoate hydrolysis) produce a pronounced antifouling activity, i.e. the synergic effect is greater than separate effects.
Anticorrosive performance of organic coatings on steel surfaces exposed to deionized water
Authors: Kouloumbi Niki , Moundoulas Petros
Published: July 2002

Four different organic systems, containing either vinyl acetate resins or epoxy resins were applied on steel pretreated specimens exposed to deionized and deaerated water taken from the installations of the Public Greek Electricity Company. Electrochemical Impedance Spectroscopy, potentiodynamic polarization measurements, dielectric measurements and visual observations after salt spray test were performed for monitoring the changes of the organic systems characteristics at predetermined exposure time in the deionized – deaerated water. All four coating systems found providing protection on steel surfaces. The classification of their performance depends mainly on the composition of the primer, as well as, on the intrinsic characteristics of the other layers. Thus the system consisting of epoxy primer with zinc dust, epoxy high build layer and a two component epoxy paint with iron oxide is the one exhibiting the highest protection efficiency.
Misplaced marketing
Authors: Jevons Colin
Published: July 2002

Asserts that businesses in dominant economies tend not to market internationally but just export what sells in the domestic market. Provides examples of poor international marketing practices that have resulted from ethnocentrism. Suggests that the current strong economies cannot be complacent, as emerging economies and developments in communication, namely the Internet, will have a great effect on global business. Argues that international marketing is no longer just a case of exporting to other countries but is increasingly becoming a Web.