bluuebunny/crossref_metadata_2025 huggingface dataset:
Property rights, “takings” and environmental management
Authors: Dragun Andrew K.
Published: July 2002

Property rights are often seen to be the cause and the solution of a wide range of social problems especially those affecting the natural environment. But, the property rights box is indeed pandoran, spawning as many questions as it answers as a function of diverse theoretical perspectives. The literature on property rights is not homogeneous so that interpretations of problems and suggestions for solutions are highly diverse. Consequently, the value of property rights theory in understanding or solving social problems can be problematic. The recent interest in property rights theory has been spawned by the focus on the “takings” issue where a particular perspective of private property rights, as a form of natural rights, has “re”‐emerged. This “new” private property rights perspective portends radical consequences for environmental management. But the theme of this paper is that this methodology adds little insight to the understanding of property rights and environmental problems.
The ethical problems of personnel management in a transition economy
Authors: Szalkowski A. , Jankowicz D.
Published: July 2002

The major ethical questions occuring in the process of personnel management are reviewed. These issues become particularly pronounced in the transition countries during the process of transformation of their economic and social system. Their specific character is determined not only by the nature of employment, but are understandable also in terms of the specifics of personality development occuring in Eastern Europe over the last half century.
Personalised information retrieval in specialised virtual libraries
Authors: Jéribi Lobna , Rumpler Béatrice , Pinon Jean Marie
Published: July 2002

The New Information Technology in Engineering Science Field (NIT‐ESF) project focuses on the virtual library’s contribution to the education and research field. Different teams are involved in this project. The team specialised in information retrieval aims to design an intelligent tutoring system capable of performing personalised information retrieval, depending on users’ interests. The proposed system is specially designed for people who have a sight deficiency. These specific persons use slow devices to access scientific textual information, so they have a critical need for systems able to retrieve relevant information quickly. For these reasons, we need intelligent systems to define and manage particular user interests. We aim to improve answer quality by personalising the retrieval and by performing user profile management. For implementation, we have based the information filtering and extraction on SMART features. Some system results are shown in this paper.
E‐commerce: the medium is the mart
Authors: Subba Rao Siriginidi
Published: July 2002

Defines and lists the technologies as Electronic Data Interchange, e‐mail, bulletin board systems, electronic catalogues and forms, smart cards, etc. used for the e‐commerce. Discusses the benefits of buying over the Internet and new business ecosystem that resulted as an outcome of informed buying. Highlights the trading over the Internet with predictions and select examples from various sectors. Presents the survey results for security issues and legislation from international organizations and governments, and solutions with the use of cryptography and digital certification. Also, discusses e‐commerce scenarios in the Indian context, with a three step evolutionary process and the trends that dictate the future course of retailing. Concludes that organizations need to orient their businesses to this new market paradigm to tap potential customers. It is only a matter of time before the waves of this change wash on Indian shores.
Hybrid solutions to information publishing in the World Office era
Authors: Falls Paddy
Published: July 2002

Discusses the disadvantages of CD‐ROMs and the Web from the perspective of professional information distributors and proposes an alternative solution. CD‐ROMs cannot easily be updated in a timely and cost‐effective way, whereas the Web compromises quality of graphics, sound and video. The information bottleneck caused by the Internet is predicted to get worse, adding to the problem. Bespoke hybrid CDs which allow updating of some CD‐ROM files by downloading from the Internet on to the local hard disk also have limitations. A new software product, SoftCD, overcomes the problems of bespoke hybrid CD‐ROMs, while retaining their advantages. It is identified as useful and cost‐effective for situations where there is a relatively high volume of volatile data. Potential markets are seen as remote business support, business‐to‐business reference information and computer‐based training updates.
The information triangle
Authors: Smee Peter , North Sue , Jones Helen
Published: July 2002

The “information triangle” identifies the key personnel within information management. By respecting the skills and abilities of the different roles, and building relationships through understanding, there are greater chances for maximising the effective management and use of information within the organisation.
Dinosaur or dynamo? The future for the subject specialist reference librarian
Authors: Rodwell John
Published: July 2002

Whether a reference librarian needs a good subject background to provide a quality service, or can rely upon generic professional skills, is an old debate. However it is sharpened once again by the emerging changes in reference services in the digital environment, in particular sophisticated end‐user access to information resources. Already in recent years subject expertise, which is not the same as subject knowledge, has been somewhat overshadowed in the recruitment and training of librarians by requirements for advanced technological and other, for example training, skills. However amongst the wide range of skills and knowledge required by current practice in reference, and especially for the future roles envisaged for librarians, are an understanding of specific client needs and information sources, which constitute the traditional strengths of subject specialists.
An aquatic information network for the UK and Ireland
Authors: Baron Joan
Published: July 2002

Describes the development and activities of BIASLIC, the Britain and Ireland Association of Aquatic Science Libraries, including the formation of EURASLIC, the European Association of Aquatic Sciences Libraries and Information Centres, and the provision of UK input into the Aquatic Sciences and Fisheries Abstracts (AFSA). BIASLIC maintains links with several international agencies as well as providing its members with a support network and a collective voice. At a recent conference, concern was voiced about changes in the structure and funding of aquatic science research and the adverse effect this is having on library staffing. BIASLIC’s new Web site aims to become a focal point for disseminating information about its activities and about developments in the UK and Irish information sector.
Building public support for public libraries: Chicago – a case study
Authors: Chiu Kang
Published: July 2002

Citizens can create a positive environment that will strengthen public libraries. In Chicago, one group developed projects such as rebuilding the book collection and tutoring students at a branch library. It became the lead organization to petition city government to restore budget cuts. Individuals can express their concerns with these groups. With strong public support, the Chicago Public Library has become a revitalized institution.
End‐user searching at Cranfield University
Authors: Bains Simon
Published: July 2002

Cranfield University Library has a tradition of matching technological developments to user needs, but it is important to ensure that a move from mediated to end‐user searching does not have a detrimental effect on the quality of the results. This study was designed to evaluate methodologies to measure end‐user searching effectiveness. Questionnaires, observation, search strategy analysis and interviews were employed, using both quantitative and qualitative techniques. Results are presented, which demonstrate that a librarian can perform searches of greater complexity and comprehensiveness than research students. The main emphasis is on the critical examination of methodologies, which finds that methodological pluralism and triangulation can increase validity and reliability provided that care is taken when deciding on a sample.
British Council LIS in Italy: a marketing perspective
Authors: Harper Wayne , Broady‐Preston Judith , Hayward Tim
Published: July 2002

This paper discusses the pressing need for British Council libraries and information services in Italy to respond positively to British and international forces for change. Social, economic, cultural, and technological developments over the past 20 years mean that lending libraries are no longer an appropriate or effective model for the British Council when serving the information needs of priority groups in Western European countries. It is argued that the restructuring of the Council’s information services in Italy has become a necessity. It is suggested that marketing concepts and technique are relevant both to non‐profit making services in general and to British Council information services in particular. The marketing implications of a range of possible alternative services for non‐user priority groups are considered and, recommendations made for the British Council to adopt a marketing orientation when planning and implementing the future of its information services in Italy.
Sports journalism as an information resource: a case study
Authors: Whitlam Steven , Preston Hugh
Published: July 2002

Information as a resource in newspaper journalism is a widely‐discussed issue, for which surveys have revealed a range of findings and from which conclusions can be drawn. However, newspaper journalists exhibit a mercurial approach to formal information sources and often acknowledge their value even less substantially. Consequently, the value of newspaper articles as information sources in their own right has often been questioned and studies reveal how use of language can distort not only meaning but also interpretation.
New light on the Reading Room’s future
Authors: Day Alan
Published: July 2002

When the British Library vacates the British Museum’s round Reading Room it will be restored to its pristine decorative style and will accommodate a reference library of publications relevant to the civilisations, cultures and societies represented in the Museum’s collections. It will also house the Walter and Leonore Annenburg Centre which will combine modern technology with traditional sources of information retrieval giving access to COMPASS, the British Museum’s Collections Multimedia Public Access System, linking a highly computerised database with a sophisticated search facility.
Mixed mode education: implications for library user services
Authors: Peacock Judith , Middleton Michael
Published: July 2002

The Faculty of Information Technology at QUT does not formally carry out distance education for any of its courses. However, it has pursued a number of initiatives that have made it possible for students to carry out an increasing proportion of their coursework off‐site. These initiatives include computer‐managed learning, World Wide Web and CD‐ROM delivery of administrative and educational materials, and most recently the development of an integrated learning environment (ILE) for electronic delivery. These developments have been complemented and supported by the QUT library by means of different avenues of access to CD‐ROMs, a regional electronic document delivery service (REDD), and an electronic reserve (E‐Reserve) service. Issues associated with the operation and evaluation of such facilities are described, and the future library role in educational delivery is discussed.
Demonstrating quality in academic libraries
Authors: Broady‐Preston Judith , Preston Hugh
Published: July 2002

This paper reviews some of the current issues with regard to demonstrating quality of service provision in academic libraries. The need to discover an effective means of measuring the impact of library services on the academic community is identified and discussed. Research into organisational effectiveness is reviewed, to assess its applicability to assessing quality of service provision. It is argued that libraries need to adopt a marketing orientation in measuring quality and performance. Scorecard models used currently in the private sector are outlined and their usefulness to the management of public sector libraries evaluated. The authors recommend the employment of the Balanced Scorecard as a means of demonstrating quality in academic libraries and the degree to which such services are responsive to the needs to their customers/stakeholders.
The Documents Direct project: evaluating commercial document suppliers
Authors: Birch Katie
Published: July 2002

This article will consider seven commercial document suppliers and evaluate them according to criteria established early in the Documents Direct project. It will explain the criteria in terms of each supplier and assess their suitability regarding the project specifically. The Documents Direct project is a 12‐month project at the University of Leeds. Its aim is to assess the costs and benefits of on‐demand single article supply as an alternative to the Library’s established model of full journal acquisitions. The project offers unmediated document ordering and delivery to academics and research staff within the University. The project is funded internally and involves the Schools of Biology, Chemistry, Civil Engineering and Electrical and Electronic Engineering.
Black communities and information workers in search of social justice
Authors: Durrani Shiraz
Published: July 2002

The article examines the existence of institutionalised racism in the LIS sector. The author maintains that the profession in Britain is caught in a time warp which prevents any meaningful change to the status quo. He compares British experience with that in the USA. The article goes on to examine ways in which racism can be combated. The concept of Black librarianship – as a concept and work practice – needs to be accepted as part of the solution to racism. Areas for action include empowerment of Black community and library workers. Self‐empowering Black staff, and communities need to be part of the real decision‐making process in a structured, organised way. There is an urgent need to create more friendly working conditions for Black staff, which in itself can result in improved services to Black communities. It concludes on a positive note by saying that the Government’s initiatives in addressing issues of “social exclusion” provide a new framework for the LIS workers to take a strategic approach.
Perceived justice needs and recovery evaluation: a contingency approach
Authors: Hoffman K. Douglas , Kelley Scott W.
Published: July 2002

An equity theory‐based contingency framework is presented to further our understanding of customer evaluations of the service failure/recovery process. Six contingencies are presented that are proposed to influence the relative importance of interactional and distributive justice on consumer‐based service recovery evaluations. The six contingencies include: depth of the relationship, proximity of the relationship, duration of the encounter, degree of customization, switching costs, and the criticality of consumption. Relevant research propositions are developed and discussed.
Commentary – The value and importance of the small firm to the world economy
Authors: Day John
Published: July 2002

Given the world wide predominance of the small to medium sized enterprise (SME) we should consider whether we need to segment and target our marketing knowledge, practice and attitudes towards this business type. It is argued that we need to be able to develop entrepreneurship within the context of marketing, and marketing within the context of entrepreneurship in order that we are able to understand fully that most common of business forms – the small firm. This implies that we should consider how much of our existing marketing knowledge is appropriate to the SME and how much needs to be rethought and adapted. The body of work by colleagues in what could be described as the “marketing entrepreneurship interface” demonstrates both appropriate concerns and potential solutions. As such it represents a solid start to a debate in which we hope that many of our marketing colleagues will join.
Developing relational exchange
Authors: Rokkan Aksel I. , Haugland Sven A.
Published: July 2002

Argues that relational exchange is dependent upon both effectiveness and power considerations. The primary objective is to study the effect of power and effectiveness on the relational exchange process between voluntary retail chains and their vendors. In particular, proposes that relational exchange between the chain and the vendor is dependent on (1) the chain’s ability to obtain necessary coordination and limiting free‐riding within the chain system, as well as (2) creating a symmetrical dependence structure that fosters trust and long‐term commitment. The first issue is related to effectiveness, while the second issue concerns aspects of power. The hypotheses were tested on a sample of relations between voluntary retail chains and their suppliers in Norway. Results suggest that free‐riding within the chain, number of chain members and asymmetry of market position are negatively related to relational exchange.
Taiwanese Children as Consumers
Authors: McNeal James U. , Yeh Chyon‐Hwa
Published: July 2002

Driven by the needs of global marketers, a new programme is
assessing the beginnings of consumer behaviour among young people of all
industrialised nations of the world. The initial effort reported here
was a study conducted among Taiwanese children. It measured the
children′s income, savings, expenditures, frequency of store visits for
purchasing, and determined the objects of their spending. These data
were compared with similar data for US children in order to provide
global marketers with a relative measure of Taiwanese children′s
consumer maturity. Overall, the study showed that children of Taiwan
behave very much like American children as consumers. They spend less,
save more, and shop as often as American youngsters. Differences in the
two groups are explained by cultural differences that are centuries old.
Global and domestic marketing implications of these findings are
presented.
Polarising Trends in Female Role Portrayals in UK
Advertising
Authors: Michell Paul C.N. , Taylor Wendy
Published: July 2002

Female role portrayals are investigated for the late 1980s using
British women′s magazines, replicating and updating earlier studies to
provide trends from the mid‐1970s. The present study suggests that
advertisers have become increasingly sensitive to the issue of
stereotyping as they witness the clear economic and social evolution of
women. The results indicate less stereotyping of women as
“physical objects” and a trend towards using either
“family” or “independent” cues.
How do CPA Firms Perceive Marketing and Advertising? A Hong
Kong Experience
Authors: Yau Oliver H.M. , Wong Thomas
Published: July 2002

Professional accounting bodies in most English‐speaking countries
have recently relaxed advertising restrictions to varying degrees.
However, profession accountants are only allowed to place advertisements
when seeking staff, acting on behalf of a client or acting as a
fiduciary. This article therefore seeks to find out how CPA firms in
Hong Kong perceive the concept of advertising and marketing and the
effects of advertising and marketing of their services on professional
ethics. Eighty successful personal interviews were conducted to collect
the necessary data. Findings indicated that most CPA firms did not agree
to relaxation of the restriction on advertising and promotion, which
they believed would lead to poor company image.
Advertising in China: Viability and Structure
Authors: Swanson Lauren A.
Published: July 2002

The roles and rules of advertising as it is practised in China have
vacillated greatly over the years. Periods of condemnation of
advertising have been followed by its acceptance, followed again by its
repression and sometimes abolition, and then by periods of rapid
expansion. The result has led to confusion, indecision, and sometimes a
bewildering array of laws, practices and functional interrelationships
among the players, both domestic and foreign. This article examines the
role and development of the advertising industry under Chinese
socialism, and attempts to clarify the current state of affairs of the
industry in terms of its structure and regulation.
Using Information to Enhance Competitive Advantage –
The Marketing Options
Authors: Turner Paul
Published: July 2002

The view is put forward that the effective sourcing and management
of information is critical in the search for a winning business
strategy. Such information will be secured from environmental and market
analysis and will be matched with the company′s competitive advantage in
the generation of strategic marketing options. Well‐managed information
streams will be important in all aspects of the marketing mix as well as
in market selection. Information will allow a company to decide on an
effective supply posture to meet a market demand opportunity.
Determinants of Consumer Satisfaction/Dissatisfaction
towards Dispute Settlements in Singapore
Authors: Wee Chow‐Hou , Cheong Celine
Published: July 2002

Most consumer satisfaction/ dissatisfaction (CS/D) research is
focused either on identifying product classes and personal usage
characteristics associated with dissatisfaction, or is focused on
modelling the psychological processes underlying the phenomenon. The
CS/D experienced by consumers has led to complaints being lodged with
the retailers or third‐party organisations that are set up to handle
such complaints. This article focuses on the factors that determine the
level of CS/D with their dispute settlements. Findings from a survey of
392 cases of complainants and claimants in Singapore show that while
there are some differences between complainants and claimants, it is the
length of time taken to settle the disputes that exert the greatest
effects. Specific implications are highlighted for the attention of
consumer associations as well as for businesses and possible responses
are discussed.
Design of a Marketing Information System: Useful Paradigms
Authors: Buttery E. Alan , Buttery Ewa M.
Published: July 2002

So far there has been a lack of consideration of core philosophies
in the literature on Marketing Information Systems Design. Three
possible paradigms which could be used are discussed, namely the
prescriptive approach, positivism and phenomenology. The possibility of
combining paradigms is also investigated. A case study of an application
developed by the authors for a buying group of Scottish retailers is
described as two sub‐systems, one using the prescriptive approach and
the other phenomenology. Mixed scanning and proto‐typing, as complements
to the phenomenology paradigm are outlined.
Needs and Need Recognition in Organisational Buying
Authors: Grønhaug Kjell , Venkatesh Alladi
Published: July 2002

In spite of the emphasis on needs by marketing scholars almost no
research efforts directed towards this topic have been reported in the
organisational buying behaviour literature. The nature of organisational
buying needs is explored, and how various organisational and
environmental factors influence and direct recognition of such needs. A
model of organisational need recognition is developed, and based on
relevant research a set of inter‐related propositions of how various
organisational and environmental factors influence organisational need
recognition is proposed. Managerial implications are highlighted.
Analysing Distribution Channel Dynamics: Loose and Tight
Coupling in Distribution Networks
Authors: Andersson Per
Published: July 2002

Depicts a path to follow when studying longitudinal change
processes in distribution systems. The objective is met by linking a
network approach to marketing systems with the area of organization
theory focusing on the dynamic ideas behind loosely coupled systems.
Research implications point out the importance of a more varied view of
the properties of marketing systems. Basically theoretical and
restricted to general conceptual discussions.
Sources of Competitive Advantage in the Marketing of
Technology‐intensive Products and Processes
Authors: Beard Charles , Easingwood Chris
Published: July 2002

An empirical investigation of the relative emphasis placed by
high‐tech firms on various sources of competitive advantage. Five
strategies are identified. The most widely used, called
“balanced”, employs a number of different sources of
competitive advantage. One strategy is based heavily on product quality,
another purely on technological performance. A further strategy,
“mass marketing”, places emphasis on heavy promotion and
wide distribution. The final strategy is a “value for money”
position placing emphasis on both competitive pricing and technical
performance. Also shows that choice of strategy depends on product type,
market type, market sector and the rate at which products are replaced.
The Market for Luxury Goods: Income versus Culture
Authors: Dubois Bernard , Duquesne Patrick
Published: July 2002

Points out that identifying appropriate market segmentation bases
has been a recurrent problem in marketing. Compares the predictive power
of income and attitude towards cultural change in the context of luxury
goods. The results show that those two indicators are rather independent
from each other and contribute almost equally to explaining luxury goods
consumption.
The Challenge of Innovation in a Norwegian Shipyard Facing
the Russian Market
Authors: Johannessen Jon‐Arild , Olaisen Johan , Hauan Arnulf
Published: July 2002

Describes an innovative marketing strategy of a Norwegian shipyard
gaining access to the Russian market and explains its use of innovation
theory as a framework. Explains why the shipyard gained a productivity
growth of 34 per cent in 1989‐91 and is expecting a further 20 per cent
increase in 1992‐93, which may be mainly due to the market orientation
of the shipyard. Develops a model for grouping measures of
innovativeness and suggests that the main reasons for change are in the
total quality management programmes, organizational networking and
market‐oriented project management. The coalition for change in
the company includes the trade union and top management, while the
coalition against change comprises middle management and local
private business. The first want to keep the organization market driven,
while the latter want to keep the organization “as it is”.
It is a classic fight between a market‐driven management and a
state‐driven management style. Sterkoder Ltd had to understand that the
market gives the direction – and not the state‐supported
policy.
Project Dropstrat: What Factors Do Managers Consider in
Deciding Whether to Drop a Product?
Authors: Avlonitis George J.
Published: July 2002

This research focuses on the weak product evaluation and
decision‐making stage of the product elimination process. In comparison
with previous works in this area, this research provides a more complete
listing of weak product evaluation factors generally used by management
and affords a richer explanation of why particular evaluation factors
are considered important by management during the weak product
evaluation process.
An Examination of Methods of Setting Advertising Budgets:
Practice and the Literature
Authors: Mitchell Lionel A.
Published: July 2002

Examines the methods companies have used for setting advertising
budgets against the backdrop of the literature (textbooks and journals).
Utilizes a checks and balances (triangulation) methodology of survey,
personal interviews and case studies to examine in depth the nature,
scope and dynamics of the advertising budgeting process. The advertising
budget decision involves a dual problem and a three‐stage process.
Findings indicate that the advertising budgeting methods in practice
were more sophisticated than the earlier descriptions in the literature,
but the literature is narrowing the gap with reporting of advertising
budgeting practices by marketing‐oriented and successful companies. The
inaccuracy in the earlier literature, which conveys a certain image of
managers, is now being corrected with positive implications for teaching
and academic/practitioner co‐operation and trust.
An Analysis of Competition in the New Europe
Authors: Fahy John
Published: July 2002

Conventional wisdom suggests that the changes currently sweeping
Europe will bring about an increasingly competitive business
environment. However, to date, this contention has not been subjected to
any rigorous analysis. Uses the Porter model – the well‐known
framework for diagnosing the competitive environment of industries
– to analyse the changing competitive situation. Begins by
reviewing the progress made since the adoption of the Single European
Act. Reviews the dimensions of the Porter model for industry analysis
and uses it to assess how competitive the new Europe will be.
Conclusions are drawn. Outlines the strategic implications for companies
both within and outside the EC.
A Behaviourist Perspective on Purchase and Consumption
Authors: Foxall Gordon R.
Published: July 2002

Critically examines the status and plausibility of an
interpretative account of consumer behaviour derived from operant
psychology (behaviour analysis). It is argued that a model of purchase
and consumption cannot be founded on an unreconstructed operant
behaviourism. However, if modifications are incorporated based on both a
logical critique of radical behaviourism as a philosophy of psychology
and the empirical investigation of human operant performance, a tenable
Behavioural Perspective Model can be built which elucidates the nature
of the influence of the environment on consumer choice.
Active and Passive International Marketing Strategies: The Case of Two
State‐owned Broadcasters
Authors: Gray Brendan
Published: July 2002

Five years after the deregulation of New Zealand′s telecommunications
and broad‐casting markets, the country′s two state‐owned broadcasters
had achieved widely differing levels of internationalization and
financial performance. Television New Zealand, the more active
international marketer, was continuing to develop and expand its
international business, while Radio New Zealand, which had adopted a
more passive, reactive stance, earned negligible returns from its
offshore interests and de‐internationalized. Shows that
internationalization is best viewed as an experiential process, with
international marketing investment decision making directly influenced
by managerial characteristics, particularly levels of international
business experience, orientation and commitment, and that environmental
factors are also important influences on managers′ aspirations and
expectations, the policies and strategies adopted and the levels of
company internationalization and performance achieved.
The Co‐ordinated Management of Meaning: A Case Exemplar of a New
Consumer Research Technology
Authors: Buttle Francis A.
Published: July 2002

The Co‐ordinated Management of Meaning (CMM) is a social constructionist
theory of human action which provides insight into the structure and
process of multi‐person decision making. In the CMM analysis presented
here, the Hughes family′s vacation decision making supplies an episode
within which the family′s socially constructed resources are expressed
and recreated. CMM is a technology offering considerable promise to new
paradigm consumer researchers.
Visually Representing Consumer Perceptions
Authors: Ghose Sanjoy
Published: July 2002

Perceptual maps and trees are widely used for business applications like
advertising development, product design and product positioning. Maps
and trees are however intrinsically different in terms of how well they
can represent consumer perceptions of product‐market structure. Draws
on recent advances in the academic literature to evaluate the relative
strengths and weaknesses of maps and trees. This theoretical evaluation
is used to develop a grid‐based framework which is then used to provide
guidelines to managers about what kind of visual representation to use,
and what type of input data to collect, for some different real‐life
marketing tasks. This conceptual framework is also used to indicate
directions for future academic research in the area of visual
representation models.
Science and interpretation in consumer research: a radical behaviourist perspective
Authors: Foxall Gordon R.
Published: July 2002

Methodological pluralism in consumer research is usually confined to post‐positivist interpretive approaches. Argues, however, that a positivistic stance, radical behaviourism, can enrich epistemological debate among researchers with the recognition of radical behaviourism′s ultimate reliance on interpretation as well as science. Although radical behaviourist explanation was initially founded on Machian positivism, its account of complex social behaviours such as purchase and consumption is necessarily interpretive, inviting comparison with the hermeneutical approaches currently emerging in consumer research. Radical behaviourist interpretation attributes meaning to behaviour by identifying its environmental determinants, especially the learning history of the individual in relation to the consequences similar prior behaviour has effected. The nature of such interpretation is demonstrated for purchase and consumption responses by means of a critique of radical behaviourism as applied to complex human activity. In the process, develops and applies a framework for radical behaviourist interpretation of purchase and consumption to four operant equifinality classes of consumer behaviour: accomplishment, pleasure, accumulation and maintenance. Some epistemological implications of this framework, the behavioural perspective model (BPM) of purchase and consumption, are discussed in the context of the relativity and incommensurability of research paradigms. Finally, evaluates the interpretive approach, particularly in terms of its relevance to the nature and understanding of managerial marketing.
The role of marketing
Authors: Romano Claudio , Ratnatunga Janek
Published: July 2002

Research concerning the impact of marketing in the development of small enterprise research is extremely limited. Explores the role of marketing in the development of small enterprise research through the examination of 42 marketing‐related studies of small firm settings. Defines small enterprise research (SER) as all main articles published during the 1986‐1992 period in theJournal of Small Business Management; International Small Business Journal; Entrepreneurship: Theory and Practice; Journal of Business Venturing; Small Business Economics; andAsia Pacific International Management Forum. The three major research thrusts that are identified from this literature are: marketing as a culture; marketing as a strategy; and marketing as tactics. Discusses key issues and findings associated with each thrust.
From “red multinationals” to capitalist entrepreneurs?
Authors: King Ruth , Hill Malcolm , Cornforth John
Published: July 2002

Describes research carried out on the financial performance and
operational management of UK subsidiaries of parent organizations based
in Eastern Europe and the former USSR. Summarizes earlier research when
the Soviet Union and Eastern Europe were planned economies, before
discussing a recent update of those earlier studies following the recent
political and economic changes that have occurred in the former
socialist countries. Results highlight the continuities and differences
in financial performance, policies and operations of the Western
subsidiaries of the former socialist multinationals. Concludes with a
discussion of these results, and an evaluation of the extent of the
processes of transition of these organizations from socialist
multinationals to capitalist entrepreneurs.
Benefit segments in a freight transport market
Authors: Matear Sheelagh , Gray Richard
Published: July 2002

Understanding the factors which are influential in the choice to
purchase a service (or product) may be insufficient for the basis of a
marketing strategy. It is also important to understand the
interrelationships among these choice factors. Customers, or groups of
customers may place a different order of priority on the factors
influencing their choice of service. Groups of customers with a similar
pattern of priorities can be termed “benefit segments”.
Considers benefit segments in the Irish Sea freight transport market.
Three segments, route sensitive, not price sensitive, and price
sensitive, are developed using principal components analysis and cluster
analysis. The segments are profiled in terms of product characteristics,
transport service characteristics, company demographics and control
variables to facilitate the transport service marketing manager in
identifying the segments. Implications for marketing strategy are
discussed.
The value concept and relationship marketing
Authors: Ravald Annika , Grönroos Christian
Published: July 2002

The value concept is a basic constituent of relationship marketing. The ability to provide superior value to customers is a prerequisite when trying to establish and maintain long‐term customer relationships. Stresses the fact that the underlying construct of customer satisfaction is more than a perception of the quality received. What must be taken into account as well is the customer’s need of quality improvements and his willingness to pay for it. From a relationship perspective these aspects are fundamental, since they are both related to the costs of the parties involved. Suggests that a reduction in customer‐perceived costs may be a most recommendable method of providing value to the customer, since, done properly, it can improve the internal cost efficiency as well. It is then possible to establish and maintain mutually profitable customer relationships, which is of prime concern in relationship marketing.
Marketing ethics: is there more to it than the utilitarian approach?
Authors: Nantel Jacques , Weeks William A.
Published: July 2002

Of all the management fields, marketing is probably that which seems the most paradoxical when it comes time to consider its ethical aspect. This paradox stems from the fact that the main objective of marketing is to respond to the needs of consumers. Yet these same consumers often take marketing to task out of a concern for certain of its manifestations, such as advertising or pricing. Since they endeavour to satisfy consumers’ needs, marketing managers often take it for granted that their actions are ethical. Underlying this position is an essentially utilitarian approach to ethics. Attempts to determine to what extent marketing fulfils the basic principles of the utilitarian ethic. Adopting the position that the utilitarian and the deontological approach ‐ a belief that certain things are inherently good to do (also referred as duty‐based ethics) ‐ do not have to be mutually exclusive, proposes a third direction, that is a combination of both of these approaches. Concludes by suggesting the necessity for managers to integrate a deontological dimension in their practices.
The link between green purchasing decisions and measures of environmental consciousness
Authors: Schlegelmilch Bodo B. , Bohlen Greg M. , Diamantopoulos Adamantios
Published: July 2002

A review of the literature suggests that traditional segmentation variables (socio‐demographics) and personality indicators are of limited use for characterizing the green consumer. Explores the extent to which variables, specific to environmental consciousness, are better able to explain consumers’ pro‐environmental purchasing behaviour. Two conceptualizations of the purchasing domain are addressed, namely general green purchasing behaviour and specific purchasing habits relating to five green product categories. Two data sets are used in the analysis, namely marketing students and members of the United Kingdom general public. Suggests that measures of environmental consciousness are closely linked to environmentally‐responsible purchasing behaviour, although the strength of the relationships varies according to sample type, the conceptualization of the purchasing domain and the particular product category at issue.
Market segmentation: normative model versus business reality
Authors: Danneels Erwin
Published: July 2002

States that market segmentation is one of the most important concepts in marketing, though little has been published about its application in business practice. Explores the application of segmentation in Belgian apparel retailing. Compares the views and practices emerging from in‐depth interviews with 22 retail practitioners and six industry experts and contrasts them with the normative segmentation model. Concludes that the retail mix evolves through a cyclical process rather than a linear sequence, and that the segmentation model is more a normative than a descriptive model of retailer behaviour. The data suggest that a simple sequence fails to capture the ongoing iterative process by which retailers adjust their market offerings. Finds that the target market emerges from this process of interaction with the marketplace. Marketing academicians are encouraged to root their work in business practice.
The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction
Authors: Sohi Ravipreet S.
Published: July 2002

Develops a structural equations model which examines the effects of environmental dynamism and heterogeneity on salespeople’s role conflict, role ambiguity, performance and job satisfaction. The model is tested with EQS, using data collected from 230 salespeople in multiple companies and industries. Indicates that environmental dynamism reduces satisfaction and performance, and increases role conflict and ambiguity. Notes that environmental heterogeneity also reduces performance and increases role conflict, but does not have a significant effect on role ambiguity.
The learning curve towards New Labour: Neil Kinnock’s corporate party 1983‐92
Authors: Ivan Sackman Adrian
Published: July 2002

Looks at how the Labour Party in the UK re‐organized and regenerated itself between 1983 and 1992 and suggests that, as a result, the party has an over‐reliance on corporate marketing and management, to the detriment of party democracy. Also believes that overcentralization of decision making took place, particularly with regard to the reporting of market research data, a central function at the heart of modern electioneering. Discusses some of the problems which this caused and the changes which have taken place since the departure of Neil Kinnock in 1992.
Understanding the marketing concept as organizational culture
Authors: Turner Gregory B. , Spencer Barbara
Published: July 2002

Answers recent calls for scholarly study of organizational culture in a marketing context. Presents a view of the marketing concept as culture based on the organizational symbolism paradigm. Then applies this perspective through techniques for implementing the marketing concept.
Marketing pharmaceuticals in Japan: background and the experience of US firms
Authors: Pahud de Mortanges Charles , Rietbroek Jan‐Willem , MacLean Johns Cort
Published: July 2002

States that although Japan’s pharmaceutical industry has succeeded in steadily advancing its total sales revenues in recent years, its market share of worldwide volume has actually retreated slightly. Its major competitor continues to be the USA, while its three top European rivals: Germany, France and Italy ‐ in combination ‐ have consistently outperformed Japan. Significantly, Japan remains the single largest recipient of US pharmaceutical exports with a surplus over imports of more than $500 billion. Discusses various findings based on survey results within Japan’s market structure. Posits that the US experience shows that successfully operating on the Japanese market requires considerable preparation, especially in the areas of distribution and promotion. Owing to the technical segmentation and endemic distribution system of the Japanese pharmaceutical industry, concludes that it is unlikely that the pharmaceutical industry in Japan will rise to dominate this industrial sector on a global basis as they have prevailed in others.
Counter‐revolutionary forces in the information revolution
Authors: Cadeaux Jack M.
Published: July 2002

Many analysts claim that global systems of information management have become singularly important in explaining market transformation. In contrast, an entrepreneurial tradition in marketing thought suggests an alternative to the contemporary exaltation of information and information management. In this tradition, information intensity becomes an endogenous and increasingly manageable consequence of the process of transformation. Suggests that, by attracting global technological homogeneity, industry‐wide information intensity can plant the seeds of its own destruction as a revolutionary force.
Antecedents and consequences of trust and satisfaction in buyer‐seller relationships
Authors: Selnes Fred
Published: July 2002

The perspective of marketing has changed from regarding marketing as a series of independent transactions to a dynamic process of establishing, maintaining and enhancing relationships. In an emerging theory of relationship marketing, both trust and satisfaction are core concepts in understanding the dynamics of how relationships evolve. Although the literature has thoroughly examined both trust and satisfaction, the interrelationship between them, including their consequences and antecedents, has not yet been addressed properly. We propose that the development of buyer‐seller relationships can be understood as a sequence of decisions buyers make regarding whether they should enter a relationship, continue a relationship, or enhance the scope of a relationship. These are different kinds of decisions where satisfaction and trust are likely to play different roles in risk reductions depending on the nature of the decision to be made. In a study of institutional buyers of a food producer we find that satisfaction and trust are complementary in the sense that trust is a key variable when decisions are related to enhancement in scope of the relationship, whereas satisfaction is a key variable when the issue is relationship continuity.
The difference between Chinese and Western negotiations
Authors: Buttery E. Alan , Leung T.K.P.
Published: July 2002

Guanxi is the foundation of Chinese business negotiations. The paper explains the meaning of Guanxi and uses it to differentiate between the characteristics of Chinese and Western negotiations in the marketing context. Guanxi is a characteristic of Chinese culture and provides a starting point for understanding the Chinese negotiating style. Western cultures have inherently different characteristics. As culture is so important in the negotiation process, the paper also reviews the five dimensions of culture as outlined by Hofstede (1991) and places these in the Chinese context.
POSIT‐ively soft systems methodology for marketing
Authors: Driver John , Louvieris Panos
Published: July 2002

Soft systems methodology (SSM) is a procedure for achieving improvement in human activity systems which has been applied in a wide variety of practical instances. POSIT ‐ a marketing mnemonic ‐ is a conceptual approach to marketing and its components, which also has been employed to analyse both practical situations and the subject of marketing itself. SSM and POSIT, although distinct, have features in common which are explored in this paper. A reader‐friendly simulation of SSM is taken as an example to show the relationships of the two methodologies in the analysis of marketing as an indicative human activity system.