bluuebunny/crossref_metadata_2025 huggingface dataset:
Conceptual and Methodological Issues in Buying Centre Research
Authors: Spekman Robert E. , Gronhaug Kjell
Published: September 2004

Acknowledges the multiperson nature of the industrial business buying process and the development of the buying centre as the unit of analysis for business/organization buying behaviour. Addresses two main themes: conceptual issues and alternative views; and methodological dilemma. Looks at the concept of the buying centre and discusses structural properties and process considerations of the buying centre. Closes by outlining research opportunities. Concludes that present research suffers from two major flaws which inhibit development; that buying centre research tends to be descriptive, with over‐reliance on anecdotal information so that research is devoid of any theoretical foundation; and secondly many present findings have grown from research which reflects individual methodologies.
Marketing Orientation in the Service of Incoming Tourism
Authors: Greenley Gordon E. , Matcham Alan S.
Published: September 2004

Focuses on a survey (and its results) carried out to investigate the marketing orientation of the companies who supply the UK's service of incoming tourism. Provides indications from the survey results that there are indications of low levels of marketing orientation with the respondent companies in the service industry of incoming tourism relative to the UK. Presents four sections to add weight to the survey findings. First, outlines the results of a previous study as background to the present survey results. Second, discusses, briefly, the nature of the service of incoming tourism. Third, reports on the survey results and finally discusses and draws conclusions from the results and study. Summarizes and discusses the results in conclusion and considers that an initial base understanding has been developed by the surveys and urges further additional research.
Service Firms: Interdependence of External and Internal Marketing Strategies
Authors: Flipo Jean‐Paul
Published: September 2004

Investigates the marketing concept and where it can be found, plus the difference in eras and thoughts. Posits that there are three points to the rationale and examines these in detail. Part one looks at how stakeholders can be considered a ‘market’; the second part looks at how traditional marketing must take into account its internal aspect to succeed externally; part three describes interdependence existing between external and internal ‘constituencies’. Aims to make marketing practitioners more aware of the real degree of freedom left to them by the internal structures and to show some ways in which they can broaden this. Concludes that the fact is that marketing practitioners spend more and more time in internal action, especially in service companies and that ultimately internal marketing expresses the power which marketers use to control internal participants in their external strategy.
Paradigms in Consumer Research: A Review of Perspectives and Aapproaches
Authors: Arndt Johan
Published: September 2004

Claims that the consumer behaviour field, during the last two decades, has become both multinational and multidisciplinary. States that marketing with its consumer behaviour, has become the most import sub‐field, while significant contributions to its understanding have been made by economists, psychologists, sociologists and political scientists. Attempts to prove that integrating the field into comprehensive models has not been very successful thus far, by using a different track. Organizes into 9 sections and addresses, finally, the further development of consumer theory and research. Posits that the majority of studies on consumer behaviour have approached the subject matter at the individual, rather than the group, level. Summarizes that the ‘gospel’ preached is that of individual, proactive, foresightful choice ‐ which is compatible with rationalistic culture, stressing volition and personal responsibility by broadening the field of consumer behaviour
The Electronic Re‐Organization of Industry: Implications for Sub‐Contractors
Authors: Blois K.J.
Published: September 2004

Discusses the predicted impact on industrial structures of these developments considering various important points relative to this area. Examines the new technologies based on sophisticated data analysis techniques such as CAD, CAM, FMS, CAT, etc., which encompass the new production procedures. Advocates that firms are being encouraged to sub‐contract work previously maintained in‐house ‐ this is expected to flourish with the growth of CAE. Contends that as the use of sub‐contractors grows, long‐term commitments between customer and supplier are less likely to develop. Concludes that sub‐contracting is likely to become more common with the development of CAE and points out that, under CAE sub‐contracting's nature will change from its existing state in many industries. Asks what form effective marketing will take under such circumstances.
Using versus Choosing: The Relationship of the Consumption Experience to Reasons for Purchasing
Authors: Holbrook Morris B. , Lehmann Donald R. , O'Shaughnessy John
Published: September 2004

Discusses conceptual links between consuming and buying by indicating reasons for adopting a macro‐level perspective that focuses on products, rather than brands, as the units of analysis. Investigates, empirically, in a study, which collected data on want‐based purchasing reasons and used perceptions from independent samples from UK housewives. Posits that two salient reasons exist for studying such consumption (not purchasing) phenomena: first, experiential aspects of consumption; and second, consumption phenomena (or its anticipation) which are likely to exert a strong influence on buying decisions. Reports that the results herein reported must be viewed as exploratory in nature, with still undetermined potential for generalization to the UK population, or to other cultures. Suggests, finally, that reasons for usage differ markedly between product categories, but, within a product category, reasons for choosing brands tend to be similar.
ACORN in the Political Marketplace
Authors: Yorke D.A. , Meehan Sean A.
Published: September 2004

Articulates the concept of market segmentation and examines, critically, how the main segmentation procedures lead to the conclusions that the main concern ought to be the classification of people in terms of usage of product and attitudes. Examines a new tool available to management (ACORN) a classification of residential neighbourhoods. States that in the UK 1983 General Election it emerged that nearly 40 per cent of the electorate did not vote for the party of their social class. Discusses segmentations in the electoral marketplace, which is preceded by a literature review. Concludes that the application of modern marketing techniques is ongoing in the electoral marketplace with regard to the UK. Finds that ACORN group findings of field research, undertaken to test claims, establishes that political attitudes changed regarding them during election campaigns.
Cope's and the Promotion of Tobacco in Victorian England
Authors: Seaton A.V.
Published: September 2004

Observes that even in the nineteenth century the advertising of products was an important issue. Presents a case study of a small family firm of this time (Cope's) which was involved in the sale of tobacco and its related goods. Cope's went on to become a national institution, went public in 1885, before being swallowed up by Gallagher's in 1952. Looks at branding and standardizing in this era and shows how Cope's were leaders in this field making them a very prosperous concern indeed.
Half a Century of Professional Bodies in Sales Promotion
Authors: Legh Faith
Published: September 2004

Tries to piece together a brief jigsaw of sales' various promotional bodies and their history. States that the year of 1933, which was the year when the British Sales Promotion Association was conceived, was not followed by its American equivalent until 23 years later. Discusses, in depth, the Association's early years from its inauguration with six members to its growth years, taking in the Second World War, which of course delayed progress everywhere. Says that the association grew to be 700 members and still growing in 1983.
Retail Trade Advertising in the ‘Leicester Journal’ and the ‘Leicester Chronicle’ 1855‐71
Authors: Tudor Beverley Ann
Published: September 2004

Examines early retail trade advertising in two typical UK provincial newspapers ‐ the ‘Leicester Journal’ and the ‘Leicester Chronicle’. Looks in depth at the differences in the style of advertising of the two newspapers, citing: food and drink; fashion; household products; and national brands ‐ but focusing more on localised adverts. Concludes that the years 1855‐1871 were exciting and of seemingly unlimited expansion for the middle class with a new affluence and that advertising enhanced this view, and ergo, the ‘Golden age of advertising’ in the 1890s was presaged by its foundation.
End‐Paper Advertising
Authors: Mackerness E.D.
Published: September 2004

Investigates ‘end paper advertising’ (publishers inclusion in own publications of additional printed matter not connected with the primary text). Makes note of books and other publications from as far back as 1751 ‐ ‘The Gardeners Kalendar’ and goes on to give an in‐depth study of this area. Concludes that this study covers a heretofore‐uncovered area of interest.
Towards a Theory of Product Range Policy
Authors: Kent R.A.
Published: September 2004

Takes the view that good theory needs to be grounded in the empirically‐researched world of practitioners. Attempts to build up a theoretical framework for analysing policy in the product range of the Scottish food‐processing industry and looks at perceived forms of corrective action by managers. Goes on to define product ranges as groups of related products but not really adequate. Discusses the product range and polices the outcomes which include range extensions, range reductions, range modification or, in the extreme, range elimination. Concludes by suggesting the framework can be used to begin a systematic analysis of the courses and consequences of product policy decisions.
The Identification of Weak Industrial Products
Authors: Avlonitis George J.
Published: September 2004

Discusses product line change ‐ the process by which a company alters its product offering ‐ and how it is one of the most important kinds of business activity. Suggests that product modification and product elimination decisions be treated together as two amongst a number of alternative courses of action. States that the concern is with the “weak product identification” stage of the product modification/elimination process. Posits that there are a number of key performance dimensions/criteria though some of the approaches in this category are concerned only with identifying weak products. Aims to put forward some empirical evidence with regard to the identification of weak products. Implies, in conclusion, that the study indicates that the identification of weak product activities does not resemble the normative models in this area. Identifies that further research needs to be conducted and that these researches should include performance measures to allow normative conclusions to be drawn, perhaps using company interviews
Recent Changes in Enterprise Management and Marketing Practices in Romania
Authors: Naor Jacob , Cavusgil S.Tamer
Published: September 2004

Discusses the Romanian reforms of 1967 and 1978 which went virtually unnoticed, with particular emphasis on the latter date. Highlights recent managerial decentralization measures in Romania indicating marketing implications. Uses official and first‐hand sources in drawing the article conclusions, looking also at Romania's environment. Further investigates marketing and marketing mix implications and looks further at price, promotion and distribution. Concludes and evaluates by assessing economic reforms in eastern Europe in general and in Romania in particular. Additionally, the central plan was national control of economic activities and centralized planning reliance.
Products and Services in the Perspective of Consumer Socialization
Authors: Grønhaug Kjell , Venkatesh Alladi
Published: September 2004

Focuses on consumption activities in the context of socialization and because of this implications are highlighted. States that socialization encompasses a vast literature, from major disciplines and lists these. Looks also at the consumer and purchases of goods. Posits that social class is a major influence on purchasing, especially regarding technology‐type appliances such as computers, cars and other relative articles.
The Changing Price Dimension in Purchasing
Authors: Wagner William B.
Published: September 2004

The performance of the industrial purchasing department must be reconsidered and re‐evaluated in the light of the recent importance found in quality orientation, persistent economic uncertainty, supply shortages and expected service commitment. There is a need to determine feasible price‐service options. The price objectives of suppliers now include impact on organisational image, and the effects of prices charged on investment, market share and profit maximisation. Pricing tactics, rather than other cost‐related concerns, are used to gain market share, so industrial buyers need to be aware of suppliers' strategies, and must also assess service levels and performance quality. This examination of the factors in purchasing strategy suggests that it must be capable of reaching to a complex environment.Both buyer and seller must re‐think (a) the value the buyer places in the product, (b) the costs incurred and (c) the price structure and behaviour of competitors.
Replication of Pricing Effects on Brand Choice Behaviour
Authors: Motes William H.
Published: September 2004

Present data suggest that planned price increases should be carried out gradually in small systematic increments. However, an identical approach would not seem necessary for price reductions. This is the third in a series of related experiments on brand choice behaviour, the major interest of which lies in the effects of introducing and withdrawing a price increase/reduction over a protracted period. The effects of each price change are assessed through the use of an interrupted multiple time‐series design with an equivalent no‐treatment control group. Various extensions to previous research are offered, and it is found that the effects of reduction extend beyond the promotional period. Price increases appear to have an effect on penetration only, but a stronger effect is measured than for a decrease.
Towards a Parametric Definition of Marketing
Authors: Kurzbard Gary , Soldow Gary F.
Published: September 2004

To claim that marketing is concerned with exchange is a currently accepted definition which allows wide interpretation and can be applied to almost all disciplines. A satisfactory definition should develop both inclusionary and exclusionary criteria. Marketing has an underlying purpose connected with the exchange of goods and services, and ideas can be studied only if they serve that purpose. It should be placed firmly in the economic sphere, employing strategies intentionally rendered and goal‐directed. This definition allows wide consideration of diverse subject areas, but keeps the process within specific parameters, bringing about its more satisfactory development as a scientific discipline.
Operationalising the Relationship between Marketing and Economic Development: Some Insights from Less Developed Countries
Authors: Kaynak Erdener , Issa Hudanah Ben
Published: September 2004

Far from being parasitic and of no value to developing economies, marketing makes an increasingly positive contribution — relaying information, stimulating demand, transmitting price decreases and raising living standards. Nine LDCs are studied here, the results showing marketing as a co‐ordinator of production and consumption activities. The stages of development passed through by marketing systems are analysed, and indications of economic development highlighted. Countries are not identical, so a knowledge of these is vital to understand the pattern of marketing response and practice which emerges. Western techniques can only be transferred with respect to the social and cultural differences between countries, so a study of the long‐term evolution of their organisations is necessary.
Towards Non‐Incremental Strategies in Developing Public Products and Services
Authors: Mushkat Miron
Published: September 2004

The influence of government planning on the public sector can be seen in the attempt to increase efficiency, which often overlooks more distant objectives. The most usual strategic policy has been one of incrementalism — a policy of small‐scale change introduced gradually. The claims of this and rival strategies like “branching” and “inventive” operations are examined, and the limitations of the incremental approach made apparent. This needs extensive knowledge of policy effects over time, and there is a possibility of suddenly‐revealed “threshold” or “sleeper” effects. A multivariate model is presented, and the effects of different variables explored. Either more sophisticated incrementalism is needed, or it is shown to be worthwhile to follow more dynamic new initiatives.
Exploring the Problem‐Prone Consumers: Hypotheses and Empirical Findings
Authors: Grønhaug Kjell
Published: September 2004

An attempt to profile the problem‐prone consumer shows that some are more apt than others to perceive problems, and this propensity relates positively to experience of related problems. Lack of economic, health, social and intellectual resources was found to be a less positive influence. However, frequency of marketplace participation was discovered, by means of a mailed questionnaire, to be the strongest factor in the probability of perceiving consumer problems. Most consumers have few bad buying experiences, but it is vital to handle these seriously and to identify the problem‐prone. Although disadvantaged consumers may seem less exposed to problems, this may be due to a difference in aspirations and subjective perceptions, which should be further studied.
The Specification of Aggregate Market Models
Authors: Saunders John
Published: September 2004

The adoption of a model‐building approach to marketing is today inevitable, due to improvements in hardware and software and the increased professionalisation of marketing and its techniques. Aggregate response models are focused upon, particularly the issues of which responses are realistic and should be modelled, how the response can be expressed and how a choice can be made between options available. The traditional model‐building process is described, and the inclusion of correct variables found to be critical, the primary means of doing this being statistical analysis. Simple expressions perform as effectively as more complex ones, and should be used if able to give operationally meaningful results. Cross‐correlation analysis and biased estimation techniques provide good guides to usable variables and their effects.
Consumerism and Marketing Management's Responsibility
Authors: Nicoulaud Brigitte M. M.
Published: September 2004

A survey of European marketing managers showed that product quality and consumer information are seen as the two main consumer issues of the late 1980s. It is marketing management's responsibility to incorporate consumer rights, needs and wants into product offerings and marketing practices, and European managers' willingness to share the responsibility of consumer protection with government and consumer groups is welcomed. The most constructive consumer affairs programmes are reported to be in the areas of product quality, consumer research and information.
A Longitudinal Analysis of the Competitive Profile of Products and Associated Marketing Practices of Selected European and Non‐European Countries
Authors: Darling John R.
Published: September 2004

Internationalisation is a pervasive force in business today and the marketing manager must understand the needs of consumers in various markets. This study explores the general attitudes of Finnish consumers to products made in England, France, West Germany, Japan and the US. Following up earlier surveys of 1975 and 1980 the 1985 data show most positive responses towards products of West Germany and Japan, also highlighting ways in which product attributes and marketing practices can be improved.
Strike Effects on the Structure of a Product Market
Authors: Dowling Grahame R.
Published: September 2004

This illustrative study of the effects of a strike‐induced supply interruption in an Australian product market shows that, although in the short term customers changed to a competitor's product when their usual brands were unavailable, overall market share returned to previous levels in the post‐strike period. However, the structure of the market was changed in that intra‐company brand competition increased after the strike relative to the degree of inter‐company brand competition. The study was too limited to rule out the influence of advertising, but this change is likely to have an influence on future profitability policy.
Organisational Dimensions of Information Systems
Authors: Jobber David , Watts Martin
Published: September 2004

User perceptions of organisational dimensions which may impinge upon the successful implementation of information systems are here measured, and those perceptions related to system use. Research data from 84 users of marketing information systems in 33 companies were collected. Overall perceptions were quite favourable, but problems regarding data accessibility, lack of training and disputes between users and systems personnel were seen by user‐managers. However, an information system is seen to be a source of power for users, and one which enhances their power vis‐à‐vis other sub‐units.
Shoppers' Awareness of Retail Grocery Prices
Authors: McGoldrick Peter J. , Marks Helen J.
Published: September 2004

Recent studies indicate that in recent years customers' price awareness (involving both recall and sensitivity) has diminished, but it is still affected by direct means such as advertising, promotion and display, and also, at a deeper level, by socio‐economic factors. The weak product identification process in which a product's market trends, market performance and financial performance are considered by the manufacturing company are also outlined. The study of price awareness can offer important insights into the consumer buying process, and there is scope for a re‐examination of the effect of pricing in the current retail marketing scene.
Problems Confronting British Industrial Distributors
Authors: Shipley David D.
Published: September 2004

UK industrial distributors are relied on by both producers and suppliers to help counter adverse environmental developments. Channel performance can be improved if there is co‐operation between channel members, and each understands the others' strengths, weaknesses and responsibilities. Industrial distributors are seen as being, on the whole, small, owner‐controlled, rich in product and market knowledge and poor in management expertise. A postal survey considered a number of problems relating to price‐sensitive, difficult customers, markets where there are strong upward pressures on costs, and too many rivals competing on price and possessing market strength. There are problems, also, both internal and external to the firm. The best strategy to cope with many of these lies in utilising the help of other channel members, and a consideration of product differentiation, segmental specialisation and cost leadership. A number of specific remedial actions are also recommended.
Exact Journals? English Newsbooks in the Civil War and Interregnum
Authors: Bennett Martyn
Published: September 2004

Though the English newspaper was born in the early 1620s, government interference prevented it from developing into a regular feature of English life. The destruction of Charles I's government in 1641–42 saw the removal of censorship, and journalism burgeoned. For 20 years newspapers developed, first as independent institutions and then as government mouthpieces. Style and presentation improved, advertising was introduced, if not in sophisticated form, and many of the features of modern journals began to appear in the often confused period of freedom and censorship.
Growing Up: The Evolution of Advertising in Youth's Companion during the Second Half of the Nineteenth Century
Authors: Reed David
Published: September 2004

In an examination of the pages of Youth's Companion one of the leading US magazines lasting right through the nineteenth century, the evolution of typography, good quality copy and creative layouts are considered. Blocks did not appear until 1871, but even by 1858 there was an awareness of typography and the benefits of white space. The influence of social and historical events is noted. By the end of the century, the soap industry emerges as the most noticeable innovator in copy quality, This close analysis of one magazine may overturn some accepted ideas, and a wider survey of an underdeveloped field is called for by the author.
The Not Quite So Inevitable Origins of Commercial Broadcasting in America
Authors: Berkman Dave
Published: September 2004

The development of radio in the US shows the debates about how the new medium of communications should be controlled and financed. Generalisations about capitalist business ethics having uncontested sway in creating an advertiser‐supported, private‐sector medium rest on ignorance of the concerns aired in the press during the 1920s. However, the final outcome in the US did depend on a reliance on advertising to pay for the medium.
The Buy British Campaign of 1931
Authors: Constantine Stephen
Published: September 2004

The Buy British Campaign of 1931 was the National Government's attempt to tackle a balance of payments crisis without initially resorting to tariff protection. The operation was managed by the Empire Marketing Board and employed previously‐developed publicity techniques plus voluntary support to deliver its message on the benefits to be brought to the balance of trade, the value of sterling, the value of employment and commercial relations with the Empire. Although technically efficient, the campaign nevertheless had only a limited and temporary impact.
Market Segmentation: A Review
Authors: Beane T.P. , Ennis D.M.
Published: September 2004

It is important to remain creative when conducting segmentation research, as many different ways to segment a market can exist. Five main bases are discussed: geographic, demographic, psychographic, behaviouristic and image. This is followed by an overview of the main techniques used to establish and verify segments, including automatic interaction detector, conjoint analysis, multidimensional scaling and canonical analysis.
Strategic Positioning in the UK Car Market
Authors: Meade Nigel
Published: September 2004

The relative position of products in the UK market is examined with the aid of multivariate statistical techniques. Two ways of plotting products to facilitate comparisons within and between manufacturing ranges are demonstrated. Pricing policies are examined and those manufacturers offering consistent discounts or consistently changing premiums are identified. The pricing policy model was used as a predictive tool to estimate the prices of a newly introduced range of cars. This approach can be used in any competitive market where the performance of products is numerically quantifiable.
The Challenge of Basic Strategies
Authors: Georg Segler Kay
Published: September 2004

International companies should be prepared with appropriate basic strategies to handle today's challenges, and these are seen to consist of allocation strategy, international market segmentation, innovation strategy, co‐operation strategy and strategies concerning the political environment. The characteristics and attendant problems of each strategy are discussed with special reference to German firms, and also the strengths and weaknesses of co‐operation strategies and the influence of social and political/legal demands on international companies.
Attitudes towards European, Japanese and US Cars
Authors: Brown Jacqueline J. , Light C. David , Gazda Gregory M.
Published: September 2004

The differences and similarities in US consumers' perceptions of cars produced in six countries was highlighted, helping to determine product differentiation and define the proper competitive position for a product. It looks closely at country‐of‐origin bases, and whether to fight them, compensate for them or capitalise on them. The European car image is found to be a positive one in the US, and could become the basis for a distinct positive advantage.
Institutional Change in Retailing: A Review and Synthesis
Authors: Brown Stephen
Published: September 2004

Three basic approaches to retail institutional change can be discerned in the last 30 years. The first contends that institutional evolution is a function of developments in the socio‐economic environment. The second argues that change occurs in a cyclical fashion. The third considers inter‐institutional conflict to be the mainspring of retail change. None of those approaches is found to be entirely satisfactory, and a series of combination theories has been posited. It is argued that regional institutional change is the result of environmental forces and a cycle‐like sequence of inter‐institutional conflict.
Customer Service in Industrial Marketing: Hedge Against Competition
Authors: Wagner William B.
Published: September 2004

Customer service is a pre‐requisite for both developing and maintaining lasting buyer‐seller relationships. Long‐term benefits have been proved over time. As a strategic element of the marketing mix it is no longer dismissed on the basis of cost. Customer service issues involved, including the importance of evaluating the service‐price tag correctly, guarantee of supplies and transport are discussed, and actions required to provide industrial marketers with a differential advantage and a strong hedge against competitive pressures at home and abroad.
Some Food Marketing and Policy Implications of European Enlargement
Authors: Davis John
Published: September 2004

The agricultural and fisheries sectors of Spain and Portugal, the new member states of the European Community, are relatively more important than those in the rest of the Common Market, making a greater contribution to production, but needing more in the way of funds from the Common Agricultural Policy. The marketing, trade and policy implications of the Iberian peninsula's accession to the EC are examined, and it is seen that the importance of “Mediterranean” products will increase, and this enlargement is likely to increase the urgency of reform of the Common Agricultural Policy.
Creativity Training: Developing the Agency‐Client Creative Interface
Authors: Michell Paul C.
Published: September 2004

Creative role‐reversal training is demonstrated to be a powerful instrument for improving the creative and creative‐related effectiveness of product managers and agency account managers. Beneficial results appear to have been maintained into the longer term, with greater confidence and professional compatibility achieved with the agency creative development. The Learning Style Inventory developed by Kolb and Fry was used to evaluate participants' learning styles, and Behaviourally Anchored Rating Scales were used to measure effective‐ineffective course performance.
Pioneering Commercial Radio the “D‐I‐Y” Way
Authors: Williams Stephen
Published: September 2004

The development of commercial radio available to British listeners depended on stations located outside the country in northern Europe. How the advertising industry made possible popular broadcasting outside of what the BBC offered is explained from the point of view of a senior member of commercial radio in its early days. Problems of finding an audience and holding it were some of the tasks which these new enterprises faced.
The Development of American Television as an Advertiser‐supported Medium — as seen by the Contemporary American Press
Authors: Berkman Dave
Published: September 2004

Television became a possible medium for advertising in the late 1930s but its emergence as a major medium dates from 1947. Arguments about the likely effectiveness of television as a source of entertainment attracting large numbers of viewers were coloured by fears of responses to ill‐devised uses by advertisers of the presentation of products or services. The profitability of television selling was forshadowed in 1947.
Trust in God — But Not in Luce
Authors: Boston Ray
Published: September 2004

“Government by Journalism” was an audacious idea first proposed publicly by W. T. Stead in 1886. It caused a sensation and provoked heated discussion in London's clubland, mainly because it posed a clear threat to the divine right of the gentry entrenched in Parliament. It also introduced to Britain the idealistic German Marxist notion of a completely adless newspaper, generously endowed by some selfless benefactor, “like an abbey or a monastery in days of yore”. Nothing further happened during Stead's lifetime but there was a moderately successful, “brave try” with an adless newspaper in New York in 1940. It was made by Ralph Ingersoll, former general manager TIME Inc. It lasted till 1948 and was titled, PM.
Sir Hedley Le Bas and the Origins of Domestic Propaganda in Britain 1914–1917
Authors: Hiley Nicholas
Published: September 2004

The need to make the war effort successful encouraged the government to seek as many ways as possible to mobilise resources. The use of the skills of advertisers was recognised in political circles and during the period of Asquith's premiership Le Bas had a major influence. The greatest campaign was to recruit men for the army.
Commercial Television, Globalisation and the Public Interest: The History of Voice of Firestone
Authors: Walle A. H.
Published: September 2004

Wherever television is a commercial venture which earns a significant percentage of revenues from advertising, it tends to be transformed to better serve the needs of ad agencies and their clients. One oft raised complaint is that in an attempt to raise ratings and viewership, advertisers insist that shows cater to the “lowest common denominator” of society; as a result, quality programming is often compromised, eliminated, or banished to time periods when viewing is inconvenient. Programme diversity is also undermined. This paper suggests that the strategies of commercial television often restrict high quality programming even if the actual sponsors are committed to quality and diversity. This is done to create an environment which will best serve the majority of sponsors, and thus attract maximum advertising revenues. A history of Voice of Firestone (a long‐lived programme on U.S. Radio and TV) will be used as an example of this tendency. In an era when Europe is becoming more involved with commercial television, the lesson of such examples is especially significant.
Lewis and Lowe: Postscript from 1844 — and Before
Authors: Linton David
Published: September 2004

This article adds to our knowledge of early directories of newspapers which gave information essential for those wishing to advertise.
The UK Incentive Travel Market: A User's View
Authors: Hampton Anne
Published: September 2004

This paper examines the growth of the UK incentive travel market, giving special consideration to its use in the motivation of staff in marketing functions. Incentive travel is the use of travel in a motivational programme to create an environment that encourages self‐motivation in groups and individuals. Companies selling incentive travel in the UK are primarily concerned with the organization aspects of the travel reward. Although these activities have an important role, it is also important for the motivational aspects to be considered. This paper presents the results of an exploratory qualitative study of the ways in which incentive travel is perceived by managers using this motivational tool. The results highlight the fragmented nature of the UK incentive travel industry and emphasise the importance of creativity, design and good communications throughout the motivational package.
The Role of the Dealer in Farmers' Purchase Decisions
Authors: Kirkup Malcolm H. , Dennis Anderson C.
Published: September 2004

The important role of the distributor and of customer service in buyer behaviour and marketing is increasingly being noted by marketing practitioners and by academics, although published research support is relatively sparse. The paper examines the evaluation criteria used by farmers when purchasing new machinery and selecting local suppliers. The requirements of farmers, and the relative importance of dealer service factors compared to generic product factors are highlighted.
The Strategic Management of Technology: a New Wave of Market‐led Pragmatism or a Return to Product Orientation?
Authors: Brownlie Douglas T.
Published: September 2004

The rapid technological change of recent years has played a major role in changing the structure of established industries as well as creating new industries. It has elevated the management of technology into the arena of strategic issues. This paper reviews the work of authors who argue that technology management must be given a strategic role in the firm. It does not take issue with the general tenor of their views; but, it counsels caution on the grounds that a focus on technology supply may lead to a product orientation which subverts the influence of customer considerations in strategy making. The author argues for an approach to the strategic management of technology that integrates the technology supply and technology demand perspectives. Descriptive guidelines are developed for an integrative framework by means of which technology strategy can be formulated.
Consumer Behaviour in Tourism
Authors: Moutinho Luiz
Published: September 2004

The analysis of consumer behaviour requires the consideration of various processes internal and external to the individual. To understand behaviour, it is necessary to examine the complex interaction of many influencing elements. This study deals with determinants of behaviour, culture and reference group influences, the relationships between individuals and their environments, perceived risks, and family decision processes. It concludes with an illustration of tourist behaviour modelling.
Local Government in England and Wales
Authors: Yorke D. A.
Published: September 2004

States that the role of local government in England and Wales is to provide a vast range of services in accordance with both the wishes of the community it serves and the requirements of central government. Looks at how local government in England and Wales tries to fulfil this role, examining the different types of subsystems in which it operates: metropolitan and non‐metropolitan. Proposes that there are inequalities between the two systems with regard to efficiency of services.
Research Issues in Macro‐Marketing: A Blueprint for Progress
Authors: Dholakia Nikhilesh , Nason Robert W.
Published: September 2004

Develops an approach to the discipline of macro‐marketing as a means for discussion. Approaches the task of agenda by considering: scope and domain of macro‐marketing; classification of research issues at a general level; and major macro‐marketing issues facing different groups in various developed and underdeveloped countries. Concludes that the promise of macro‐marketing as an emergent field is a function of the research directions this field takes; suggests, further, that these directions are a product of social processes and therefore not a matter of prescription or infallible predictions.
Marketing's Domain
Authors: Foxall Gordon
Published: September 2004

Challenges the emerging exchange paradigm of marketing, by critically examining the current extension of marketing thought on the subject. Suggests that the concept of exchange when applied to many managerial problems associated with social or non‐business marketing. Concludes that the concept of marketing as a process of “matching” — aligning the relationships between organizations and/or individuals — may provide a more coherent framework for any extended concept of the marketing function and marketing‐oriented management.
Organisational Decision Making and Industrial Marketing
Authors: Smith David , Taylor Rob
Published: September 2004

Provides a new paradigm capable of integrating and developing research, which, it proposes, gives a better understanding of industrial buyer behaviours. Concludes that the model provided can be used by practitioners as a basis on which to form their marketing message, but not its style of delivery or specific direction.
Pharmaceutical Product Management in 1990: Will There Be Any Changes?
Authors: Kleizen Hendrikus G. , Beaton George , Abratt Russell
Published: September 2004

Reports on an investigation into the future of the product management concept in the South African pharmaceutical market, using South Africa as a representative microcosm of other international markets. Presents the findings of a survey carried out among marketing personnel. Predicts that the product manager of 1990 will perform the following roles: information‐providing; co‐ordinating; and boundary spanning. Suggests further that such product managers will not exercise line authority over critical product decisions.
The Image and Reputation of British Suppliers in Western Europe
Authors: Turnbull P.W.
Published: September 2004

Focuses on the attitudes of buyers in Europe to Britain, and on their experience of British marketing competence. Examines the more general aspects of reputation followed by the more specific aspects of technical and commercial competence of British companies. Presents suggestions where Britain could improve both its image and reputation.
An International Comparative Study of Credit Strategy
Authors: Neale C.W. , Shipley David D.
Published: September 2004

Provides insight into the credit offerings of manufacturers via an analysis of data which are unique in several ways. Focuses specifically on the dimensions of the credit package supplied to customers for consumer and industrial goods in both domestic and export markets in the USA and the UK. Offers an analytical model for use in improving credit policy. Concludes first that, bi‐nationally, consumer goods firms tend to be more generous than industrial goods sellers, except in the matter of maximum credit duration; and second, that UK firms are more generous than their US counterparts in export markets.
Customer Satisfaction — The Key to Successful and Legally Unfettered Trading
Authors: Derek Moss Charles , Richardson Bill
Published: September 2004

Examines those aspects of trader/consumer transactions — the quality of the organizations products and/or services, and the quality of its interaction with customers — which are critical to customer satisfaction. Considers how companies are regulating these areas, suggesting that customer satisfaction is the prerequisite for successful, legal unfettered trading. Concludes that it is those companies which recognise consumerism as an opportunity rather than a threat which are the most successful.
Co‐operation in the Market Place: The Marketing Activities of
Worker Co‐operatives
Authors: Finnegan Gerard P.
Published: September 2004

Investigates has worker co‐operatives undertake their marketing
activities and the ways in which they differ from conventional businesses.
States that marketing activities of the traditional wholesale or retail
co‐operative movement are not of concern here. Notes that there has been
a marked increase in the number of worker co‐operatives since the 1970s.
Suggests that they will only survive it they arm to meet the needs of their
customer groups better than their competitors rather than giving precedence to
their social objectives.
Theory into Practice: An Awkward Fit
Authors: Cameron Marsaili
Published: September 2004

Draws attention to the experiences of the author in trying to introduce new marketing ideas. Describes the difficulties of independent business. Presents a description of the progress of the author's company from theory into practice and the problems encountered therein.
The Challenge of Teaching Marketing to Small Businesses
Authors: Carson David J.
Published: September 2004

Looks at the recent development of the teaching of marketing to the owners and managers of small business. Considers the requirements of education of small businesses and the differences that arise. Investigates the attempts of the marketing group of the University of Ulster, Northern Ireland, to meet these requirements. Concludes that success for marketing educators can only be achieved by practising marketing in the design and conduct of their programmes.
Implementing a Multistage Salesforce Model in a Small Company
Authors: Tansu Barker A.
Published: September 2004

Summarizes the basic structure of a general multi‐stage salesforce model, and presents experiences in implementing that framework. Discusses the benefits of the use of such a model, and concludes that the key to success for a small company to be based on using subjective estimates of the needs of a firm in the absence of hard data and on operational involvement of decision makers.
Strategic Marketing Considerations for the Small Firm
Authors: Colleran John F.
Published: September 2004

Proposes some practical suggestions for the small business manager in managing the quality of strategic thinking within his/her firm. Examines current thinking on strategic marketing and analyses aspects of strategy formulation. Discusses the relationship between strategic marketing and entrepreneurship, both of which, it suggests are vital to the start‐up and growth of the small firm. Offers guidelines on competitive strategy while attempting to distill current marketing concepts into usable, practical business tools for the small business manager. Concludes that, for a small business to survive, it is important to develop the quality of strategic thinking.
The Evolution of Marketing in Small Firms
Authors: Carson David J.
Published: September 2004

Considers the characteristics of small firms from a marketing perspective. Examines the marketing undertaken by firms at different stages of development from start‐up to the medium‐sized firm. Proposes that this normally consists of four stages: initial marketing strategy; reactive selling; the DIY Marketing approach; and integrated proactive stages. Looks at these stages, suggesting that these provide a framework and starting point for further analyses of small businesses.
Radical Innovation in the Mature Company
Authors: Littler D.A. , Sweeting R.C.
Published: September 2004

Remarks that the importance of innovation is now well recognized in the marketing literature. Argues that radical innovation is still very important to a mature company for the development of new sales. Discusses the details that are important to radical innovation, and proffers an initiative for the development of new business. Analyses the results of empirical studies carried out by UK companies into product innovation. Concludes that organizations should remain sensitive to market demand before embarking on innovation, and that “entrepreneurism” is an important factor, although hard to cultivate in a mature company.
Strategy and the US Cultural Bias
Authors: O'Shaughnessy Nicholas J.
Published: September 2004

Suggests that the theory and practice of new models for strategic analysis of business/product areas are based on a set of premisses. Looks at four strategic models: the Boston Consulting Group matrix, the General Electric “business screen”, Michael Porter's structural approach; and the evolutionary stages. Asks if these can be applied with equal rigour in countries other than the USA. Remarks that these strategies can only be applied elsewhere in a modified form owing to the difference in business systems and the culture of which such a system is an expression.