bluuebunny/crossref_metadata_2025 huggingface dataset:
Organisational Dimensions of Global Marketing
Authors: Raffée Hans , Kreutzer Ralf T.
Published: May 2004

A comprehensive concept of global marketing is developed and global
marketing philosophy is outlined. Global marketing is far more than
standardising communication activities. On the one hand, the globalising
philosophy has an influence on the marketing mix as a whole; on the
other, global marketing can also be executed as far as internal
processes are concerned. To realise these standardisation activities,
special organisational forms are necessary. Various organisational
possibilities allowing incorporation of global marketing are described
here.
Consumer Behaviour towards Fashion
Authors: Evans Martin
Published: May 2004

Complementary approaches are proposed for understanding and
targeting fashion consumers – concentrating especially on
innovation theory and self‐concept theory. These are seen as being two
potentially relevant approaches because fashion is concerned with
“newness”, therefore innovation theory (also concerned with
introducing new products and ideas) is logically important, and because
fashion buying could have much to do with projecting images of how
buyers see themselves (or would like to be seen, etc) and because there
is evidence to suggest that buying in younger markets is related
strongly to the expression of self, more than might have been the case
in the past. The synthesis of these approaches, it is argued, could lead
to an increase in fashion branding, based on a greater
segmentation of fashion markets. Fashion promotion, in turn, could be
more targeted and use concepts from both innovation and self‐concept
theory.
A Model for Reducing Internal Resistance to Change in a
Firm′s International Marketing Strategy
Authors: Darling John R. , Taylor Raymond E.
Published: May 2004

A model is focused on for reducing resistance within an
organisation that is directed at changes in its international marketing
programme. It is suggested that methods for reducing resistance to
change can be divided into either methods for building total support/
acceptance or methods for building a consensus of support/acceptance.
This model allows the marketing administration to select methods of
reducing resistance that will have the best chance of succeeding. Of
course, no method can guarantee success in totally reducing the
resistance that might occur. However, the model presented can be one of
the tools that marketing administrators can use in developing highly
effective and efficient international marketing programmes.
An Extended Model for New Product Selection
Authors: Maile Carlton A. , Bialik Donna M.
Published: May 2004

The new product idea decay curve can be extended as an effective
decision model for new product selection and identification of customer
benefits. This model can be extended beyond its traditional descriptive
role product selection parameters applicable to each phase of idea
decay. It is argued that the extended model should be applicable to
specific product lines as well as a company′s overall product offering.
An extension of previous models is proposed to facilitate a quantitative
representation of the shape and causative factors associated with
individual and composite idea decay curves.
How can Marketing be Successfully Standardised for the
European Market?
Authors: Reichel Jurgen
Published: May 2004

Many difficulties are connected with a successful standardisation
of marketing in order to make it acceptable to several markets
simultaneously. Often the adaptation to the customer′s requirements is
inadequate. The judgement of the exporter′s marketing is done from
various aspects, of which each plays an important role for whether it is
going to be accepted or not, but this has not yet been noticed in the
debate. The agreements of the exporter′s marketing with existing laws
and with the customer′s preferences are two important aspects of that
kind. Through a closer contact between the markets these factors will
gain an international validity. Both factors, however, will not become
international at the same time, and because of that the standardisation
of the marketing can cause problems for the exporter.
2001 – The Existential Consumer
Authors: Christopher Martin
Published: May 2004

The consumer is changing and existing models of consumer behaviour
no longer fit. The household as a decision‐making unit has changed
radically: nuclear family, the role of “the” breadwinner has
diminished, greater earning power of the young and the rising influence
of the teenager. The existential customer, as the new breed, is
described as individualistic, with a live for today philosophy and a
self‐actualisation need. These changes in the consumer need to be
identified, monitored and acted upon.
A Review of Direct Marketing and How It Can be Applied to
the Wine Industry
Authors: Rowe Caroline W.
Published: May 2004

The article details the reasons for the growth of direct marketing
and the basic principles as they are applied to the wine industry. To
use direct marketing successfully its role as an application of the
marketing concept needs to be understood. In particular, the use of
database marketing is described; and eight key steps towards
establishing and implementing a database are given.
The South Australian Wine Grape Market: An Analysis Using
Experimental Economics Techniques
Authors: Burns J.P.A. , Meyler M.J. , Tiernan P. , Fischer A.J.
Published: May 2004

A series of six laboratory experiments was conducted in 1986 and
1987 to examine the impact of minimum prices on the market for wine
grapes, similar to what has existed in South Australia. In the
experiments, four of the seven subjects designated as
“grape‐growers” were members of winery co‐operatives, whose
methood of payment to their members differs from that of commercial
wineries. Three subjects were designated as “wineries”.
Three market structures were examined: minimum prices, and two
non‐minimum price regimens, one with no information to buyers and
sellers about market prices for grapes, and the other with prices being
posted as trading within the session proceeded. The results with respect
to minimum prices were predictable enough: more grapes were left unsold
to “rot on the vine”, fewer grapes were sold to wineries,
and the quantity delivered to co‐operatives was increased. Grower
profits in aggregate were not significantly different with a minimum
price, due to more grapes being left unsold. Buyers′ profits were much
lower with minimum prices. Because well over half of the crop was traded
before prices were posted in the sessions with the information about
prices, the effect of providing information was not in general
significant. It is possible that a different experimental design would
have led to significant improvements in efficiency and profits using
additional information.
Building the Paul Masson Brand
Authors: Breach Paul E.
Published: May 2004

The evolution of the Paul Masson wine brand in the UK over a
ten‐year period is described. An assessment is made of the various
reasons for particular successes and failures during that period and the
importance of thorough marketing is stressed.
″The Big Four″: An Examination of the International Drinks
Industry
Authors: Espey James
Published: May 2004

The world liquor market is considered from the viewpoint of the
four major groups within the industry, with particular reference to the
United Distillers Group (UDG). The three issues of global consumption
trends, global competitive structure and the UDG strategic response are
analysed. A key factor affecting the industry is that the number of
competitors continues to decline as companies merge and as brands are
increasingly produced for mass markets.
Corporate Strategy and the Role of Navigational Marketing
Authors: Aaby Nils‐Erik , McGann Anthony F.
Published: May 2004

Marketing, the discipline, has failed to deliver on its promise as
a central corporate philosophy because it has failed to adapt its
concepts to corporate concerns. Marketing has ignored non‐customer
stakeholders and is less influential on corporate strategy than a decade
ago. A framework is provided and examples of how better to integrate
marketing into corporate‐wide concerns are presented. It is argued that
to accomplish this, corporate management must take on a navigational
dimension and marketing must make its mix tools relevant above the
business unit level.
Determinants of Product Innovation Activities
Authors: Fritz Wolfgang
Published: May 2004

An empirical analysis is presented of the effects of selected
contingency variables on the product innovation activities of firms in
entertainment electronics and major household appliance industries in
West Germany. The following contingency variables were analysed: the
size and industry affiliation of the firm, the top management function
executed either by owners or salaried managers, and the competitive
pressure that a firm has to face. The empirical findings indicate that
smaller enterprises, owner‐run firms and those facing comparatively less
competitive pressure are especially active in product innovation, while
product innovation plays a less significant role in large and
manager‐run firms, as well as in enterprises facing intensive
competitive pressure. Conclusions are drawn for competitor analysis and
business strategies of firms with regard to the German industries
considered.
The Migration of Ideas from Strategic Management to
Marketing on the Subject of Competition
Authors: Brownlie D.T.
Published: May 2004

The discipline of marketing draws heavily on viewpoints, concepts
and methodologies which originate outside its field of study. As a
relatively mature discipline it is now not only in the position to
contribute to the development of emerging areas of study, but it can
also gain from the new perspectives such areas bring to specific
problems being studied by marketing scholars. This article considers the
potential for the exchange of ideas between marketing and strategic
management. It reviews the migration of philosophical, conceptual and
methodological insights from strategic management to marketing on the
subject of competition. This migration is thought likely to enrich the
view of competitive analysis problems taken within the marketing
discipline.
How to Compete and Communicate in Mature Industrial
Products
Authors: Vasconcelose Jorge A.
Published: May 2004

This article addresses the subject of how manufacturers of mature
industrial products compete with each other and how they communicate
with customers. Data collected in this research lends credibility to the
hypothesis that within mature industrial products there are profound
differences regarding how firms compete (based on cost, quality or
delivery) and which variables firms use to promote their products
(advertising, salesforce, etc). The survey data suggest that it is
possible to predict which type of competition and promotion will
dominate, based on two contextual characteristics faced by the firms:
the risk of product malfunction and the risk of product availability.
The study concludes by suggesting areas for future research and
implications for managers. The implications concern which areas in the
organisation managers should focus on. That is, which areas should
receive most attention, financing and staff.
The Internationalisation of the Advertising Industry
Authors: Turnbull Peter W. , Doherty‐Wilson Lauren
Published: May 2004

The nature and structure of the advertising industry has been
changing dramatically in the 1980s. The causes and nature of this
turbulence are reviewed and the consequences for the coming decade are
analysed.
Theoretical and Practical Issues in the Determination of
Market Boundaries
Authors: Curran J.G.M. , Goodfellow J.H.
Published: May 2004

The ways in which market boundaries are defined and markets
structured are reviewed. The basic concepts formulated by economists
which underpin much marketing literature are examined and differences
between the strategic management and marketing management approaches to
boundary definition found in the literature are compared and analysed.
Establishing a Drinks Company in the Third World
Authors: Furber Robert
Published: May 2004

As the market for branded wine and spirit products in the Western
World reaches maturity, new markets are sought. Opportunities for growth
in the Third World are discussed and the main problems for establishing
new business in this area are identified as managerial, political,
products, partners and finance. The conclusion is drawn that a market
for wines and spirits does exist in the Third World although a greater
degree of risk is attached to investment there than would be the case in
a Western economy.
Pricing in the Australian Wine Industry
Authors: Edwards Frances , Spawton Tony
Published: May 2004

The complex issue of wine pricing is addressed with reference to
the Australian wine industry. The influence of the costs of production,
government policy and legislation, the image sought for the wine,
competitive forces, distribution channel costs and consumer behaviour
are detailed.
Champagne: A Sustainable Competitive Advantage
Authors: Sharp Anne , Smith James
Published: May 2004

Champagne is the world′s most prestigious sparkling wine. It can be
found on the shelves of every wine store and on the wine lists of
quality restaurants all over the world. To many people it is the symbol
of celebration, luxury, love, success and pleasure. This image has
undoubtedly led to it being seldom the object of serious critical
analysis. The history of this unique product, “Le
Champagne”, the region of France in which it is produced‐”La
Champagne”, and its people, the Champenois, are examined. Analysis
is made of the marketing strategies and tactics that have led to
champagne becoming one of the most successfully marketed wine products
on the international market despite limited production and a plethora of
competition from other sparkling wine producers.
Pricing and the Correspondence to Market Conditions: Some
Danish Evidence
Authors: Kristensen Kai , Jorn Juhl Hans
Published: May 2004

A simplification from microeconomic consumer theory is used to
formulate a model relating relative contributions to income
elasticities. The model is applied in order to evaluate actual price
policy in 19 selected markets. In the empirical part of the article a
reasonable agreement between the actual pricing policies and the
proposed model is observed.
Research Note: Marketing Budgeting Practices of Retailers
Authors: Ramaseshan B.
Published: May 2004

Given the current economic and
marketplace pressures on retailers to
maximise the productivity of their
marketing expenditures, the marketing
budgeting practices of retailers are
examined. Results of the study
reported here show that most of the
retailers used relatively unsophisticated
methods to determine the level (total
amount) of marketing budget and that
marketing expenditure allocation
decisions of retailers were, ad hoc,
leading to possible imbalances in the
marketing expenditure mix and
ineffectiveness of the total marketing
effort. A considerable gap between
marketing budget theory and practice
in retailing is suggested. Scope for
research to demonstrate the
effectiveness of sophisticated
approaches to budget setting in the
retailing context is outlined.
″Project Dropstrat″: Product Elimination and the Product
Life Cycle Concept
Authors: Avlonitis George J.
Published: May 2004

This research represents the first attempt to examine the product
elimination decision over the Product Life Cycle (PLC). Two research
hypotheses were put forward proposing that: (a) a product may be dropped
from a company′s product line irrespective of its position on the PLC,
and (b) the stage of the PLC does influence the product elimination
process. These exploratory propositions were assessed against data from
a cross‐sectional sample of British manufacturing companies. The data
were secured by means of a mail questionnaire and involved 156 recently
discontinued products. The results of our study confirm both research
hypotheses. Products may be eliminated irrespective of their position on
the PLC and the elimination decisions made at the early stages of the
PLC are triggered by different problem situations and involve different
evaluation factors and elimination strategies than those made at the
later stages of the PLC.
Marketing Reality: The Sole End and Purpose of Production
is Consumption
Authors: Wills Gordon
Published: May 2004

A personal selection of essays written by a marketing professional
in the last decade is presented. The application of marketing thought to
a broad range of issues where it is not always applied is the general
theme of the collection. The view is taken that corporate vision must
ultimately be based on what the market wants and needs, rather than on
what business education academe believe is best for it. The wide range
of essays illustrate a restless dissatisfaction with much marketing
education philosophy of the last 20 years. This dissatisfaction is shown
to have contributed to the author′s embrace of the business education
philosophy known as action learning and to the development of an
independent management education centre which has realigned the
direction of business education, and organisational training and
development.
Exploring the Effects of Consumers′ Dissatisfaction Level
on Complaint Behaviours
Authors: Singh Jagdip , Pandya Shefali
Published: May 2004

The level of consumer satisfaction (CS), dissatisfaction (CD) and
complaint behaviours (CCB) is beginning to receive increased attention
from practitioners and researchers. Most studies, however, have tended
to investigate the cause and/or effects of (dis)satisfaction or
complaint behaviours. Relatively less work has been done to understand
the relationship between dissatisfaction (CD) and complaint
behaviours (CCB). This relationship is examined expirically. From a
critical evaluation of previous research, hypotheses for the non‐linear
relationship and the moderating role for CD and CCB are developed for an
exploratory study. Using data on banking and financial services
dissatisfaction, these hypotheses are investigated empirically. The
results suggest that CD plays a broad and pervasive role (i.e. linear,
non‐linear, moderator) depending upon the CCB dimension considered.
Several implications of the results for managers are discussed and
guidelines for dissatisfaction management are provided.
Export of Industrial Goods to Europe: The Case of Large
Taiwanese Firms
Authors: Tseng Jou‐ying , Yu Chwo‐Ming Joseph
Published: May 2004

Two questions are addressed by examining large Taiwanese firms: (1)
What is the current nature of Taiwanese firms exporting industrial goods
to Europe? and (2) How do Taiwanese exporters promote their industrial
products in Europe? The empirical results show that exporters tend to
have more employees and tend to be in business for a shorter period of
time than non‐exporters. Exporting firms prefer to adopt a personalised
approach to developing European business and prefer to export to
countries with large market size and positive country image. In terms of
promotional activities, Taiwanese exporters use international personal
selling and sales promotion more frequently than international
advertising and publicity.
Prioritising the Sponsorship Audience
Authors: Crowley Martin G.
Published: May 2004

The versatility of sponsorship as a communications medium to a
variety of corporate audiences is examined, with broad clusters of
sponsors based on audience orientation being identified. Audience
priority is examined with reference to sponsor characteristics and the
main promotion instruments used by sponsors to communicate with their
audiences are analysed.
Sponsorship: The Research Contribution
Authors: Parker Ken
Published: May 2004

The contribution of research in sponsorship is to replace intuition
with informed judgement. Market research can be used to enhance four
stages of the sponsorship management process: setting the strategy,
selecting the sponsorship activity, optimising the support materials and
evaluating the performance of the sponsorship programme.
Marketing Strategies between Dumping and Anti‐dumping
Action
Authors: Kostecki Michel M.
Published: May 2004

Dumping is a permanent feature of marketing strategies of numerous
firms aiming to increase their market share, to optimise the volume of
their production or to maximise profits through price discrimination.
Anti‐dumping complaints are increasingly resorted to as a defensive tool
to stop the challengers. A brief summary of the basic issues involved is
offered and relates them to marketing concerns in export operations.
Considers the essential mechanics of anti‐dumping actions and shows how
they are used to gain a strategic advantage. Discusses the elements of
the export marketing mix which should be subjected to self‐restraint to
minimise the threat of anti‐dumping accusations. Concludes by presenting
a number of the marketing options that are at the disposal of a dynamic
exporter to move potential antagonists in the area of anti‐dumping
closer to a co‐operative partnership.
Foreign Language Ability and International Marketing
Authors: Swift Jonathan S.
Published: May 2004

Examines the role of foreign language ability in international
marketing. Suggests that the importance of language is more than much
recent language‐oriented literature would have us believe. Looks at how
and why language can become a barrier to communication, and then details
the uses of a foreign language in marketing operations. Concludes by
suggesting that language is the key to achieving market
“closeness”, and it is for this reason that it is important.
Effective Marketing in Taiwan: Profiles of the Top
Performers
Authors: Lai W.B. , Huang J.Y. , Hooley Graham , Lynch Jim , Yau Oliver
Published: May 2004

Seeks to identify the top performing companies in Taiwan and
examine the contribution that marketing has made to their performance.
Findings of the study reveal that organizations moving from a production
and selling orientation to a marketing approach will be more effective.
Emerging Trends in Export Channel Strategy: An
Investigation of Hong Kong and Singaporean Firms
Authors: Chan T.S.
Published: May 2004

Compares the interrelationships between channel directness, channel
intensity, and export performance among Singaporean and Hong Kong
exporting firms. Findings suggest that a positive relationship exists
between channel directness and export performance for both Singaporean
and Hong Kong firms. However, no significant relationship is evident for
channel intensity and export performance.
Country‐of‐Origin Stereotyping: A Case Study in the New
Zealand Motor Vehicle Industry
Authors: Lawrence C. , Marr N.E. , Prendergast G.P.
Published: May 2004

Focuses on the issue of country of origin stereotyping by consumers
in the New Zealand automobile market. The approach uses 275 mail
questionnaires (with 150 of these being returned) containing bi‐polar
adjectives to assess the current attitude of new car purchasers towards
automobiles made in four different countries (France, Italy, Germany and
Japan). These four countries were chosen on the basis of their brand and
model representation in the New Zealand market. The results of the study
indicate that there is a significant level of stereotyping in the New
Zealand automobile market, with “made in Germany” emerging
as a favourite place of origin among consumers. Also, the recent
purchase of a brand of automobile from a particular country of origin
tends to positively bias the individual′s perception of automobiles from
that country. The perception of automobiles from the four tested
countries differed among various demographic groups classified by age,
income, occupation and sex.
The Impact of Managerial Attitudes on Technology Licensing
Performance
Authors: Atuahene‐Gima Kwaku , Patterson Paul G.
Published: May 2004

Reports on a study designed to explore the effects of managers′
perceptions on the firm′s performance in technology licensing activity.
Identifies potential costs and benefits of technology licensing from the
literature and discriminates between “high” and
“low” performing licensee firms. The key finding is that the
perceptual profile of these two groups of firms are significantly
different. Perceived costs and benefits of licensing provide meaningful
profiles that should indicate some of the actions that licensees could
take to improve their firms′ performance in the use of licensed
technology. Discusses the implications for technology marketing.
Retailer Internationalization: An Empirical Inquiry
Authors: Williams David E.
Published: May 2004

Attempts to break new ground by examining the motivations,
obstacles, various organizational and decision‐maker traits associated
with internationalization, and factors aiding retailers′ performance in
overseas markets by interview survey in 42 companies. Investigates
possible inter‐relationships between the factors promoting retailer
internationalization. Results show the structure of the proposed
determinants is more complex than that suggested in previous studies.
The findings represent an initial starting‐point for theorizing and
suggest many areas for future research.
Distribution Strategies of European Retailers
Authors: Fernie John
Published: May 2004

Discusses physical distribution and logistics strategies of
European retailers. Argues that UK‐evolved strategies are markedly
different from their continental European counterparts – the
differences being a significant factor of retailers with pan‐European
aspirations.
Generic Models of European Shopping Centre Development
Authors: Reynolds Jonathan
Published: May 2004

Considers how and to what extent common features in shopping centre
development have become apparent across Europe, drawing on new and
comparable statistics on such development within selected European
countries. Sets out a tentative framework within which apparently widely
diverse experiences may be placed and suggests some further consequences
which may arise from the greater co‐ordination of planning and
environmental policies at the European Community level which may affect
the operational and institutional environments within which such centres
seek to trade.
Internationalization of Retailing: Developing New
Perspectives
Authors: Whitehead Maureen B.
Published: May 2004

Reviews selected literature on international retail activity and
suggests new directions for research.
Rural Outshopping in Australia: The Bathurst‐Orange Region
Authors: Polonsky Michael Jay , Jarratt Denise G.
Published: May 2004

Net retail trade flow and outshopping specifically have been
examined from a variety of different aspects. All earlier works used
some “adjusted” income data to determine total retail
expenditures; however, these expenditures were not adjusted according to
spending behaviour of the various income groups. This particular study
determines net effect of outshopping and inshopping levels based on
retail expenditures which are calculated for each income group within an
area. In this way net retail trade flow can be determined more
effectively. This information is combined with a study which examined
the extent of outshopping from one specific retail trading area within a
region, providing further insight into the movement of retail
expenditure within, into and out of that region. Examines data for the
Bathurst‐Orange region of Australia. Its rural retail areas are prone to
outshopping, specifically rural to rural outshopping.
Prospects for Promotion of ″Wild″ Shrimp in Japan:
Implications for Australian Exporters
Authors: Williams Steve C.
Published: May 2004

Since 1965 Japan has been a significant market for Australian
“wild‐caught” shrimp taken from fisheries off northern
Australia. Recent developments in shrimp culture, however, have resulted
in the entry of high‐quality, lower‐priced shrimp into the Japanese
market from North‐east and South‐east Asia, displacing the Australian
product from its previously competitive position. Australian (and other)
“wild” shrimp producers now face a situation of falling
prices, rising costs, and dramatically different shrimp consumption and
distribution patterns in Japan. The response of Australian producers has
been to divert the product elsewhere to less “difficult”
markets (e.g. the USA) and to form the Australian Prawn Promotion
Association (APPA). The aim of this association is to implement a costly
($A1,000,000) promotional campaign in Japan aimed at Japanese
consumers with the hope that it will reduce the price elasticity of
demand for Australian product and allow producers to raise prices. Here,
information gained from a review of the literature on primary product
promotion, and primary data gained from interviews with “key
informants” in the Japanese shrimp trade are used to assess the
prospects of the proposal.
A Study of Price Accuracy in the New Zealand Supermarket
Industry
Authors: Garland B.R. , McGuinness D.E.
Published: May 2004

The advent of optical scanning technology at supermarket checkouts
has meant the replacement of item pricing by shelf pricing and an
accompanied concern about price accuracy. An empirical study of 86 New
Zealand supermarkets compared the shelf or item price of goods with
their purchase price to determine the number of errors and their
monetary value. These errors, in the form of overcharges or undercharges
to the consumer, are affected by several supermarket and environmental
variables. Fewer errors were made in scanning stores, although the
monetary value of these errors did not differ significantly from
non‐scanning stores. Sale price goods had a higher error rate than
regularly priced goods, and price accuracy also varied by store
ownership, food retail group membership, the day of week, and time of
day. The implications of these findings are discussed and it is shown
that the New Zealand supermarket industry is sustaining substantial
losses from price accuracy.
Technical Assessment of the Russian Market
Authors: Hill Malcolm R. , Dickenson R. Peter
Published: May 2004

Surveys the methodologies of technical assessment which have been
used to evaluate the technical level of products and processes within
the former USSR, and are now being adapted for use in Russian industry
in the current conditions of transition from a centrally‐planned
economy. Also provides examples of the use of these methodologies, and
their relationship to other research on industrial development in the
former USSR. Concludes by discussing the likely future role of technical
assessment and other market research techniques, within the context of
the uncertain transitional conditions of the Russian economy.
Marketing Strategy Typologies in Hungary
Authors: Hooley Graham J. , Beracs Jozsef , Kolos Krizstina
Published: May 2004

Points out that Western literature on marketing suggests a number
of clear strategic typologies into which organizations fall, based on
their approach to doing business and the relative importance they attach
to various strategic drivers. Identifies strategic types in a
non‐Western market, Hungary, and compares them with those found in the
West. Striking similarities are found and, where differences emerge
these are related primarily to the economic climate during the
transition from central planning to a market‐led economy.
Marketing in Romania: The Challenges of the Transition from
a Centrally‐planned Economy to a Consumer‐oriented Economy
Authors: Lascu Dana‐Nicoleta , Manrai Lalita A. , Manrai Ajay K.
Published: May 2004

Describes the contrast between the state of marketing in Romania
before and after the fall of communism. Specifically evaluates the
changes in the marketing mix components from 1989 to 1993. Presents
details of a survey in Bucharest examining how Romanian consumers
perceive the changes taking place in the market in terms of product,
price, promotion and distribution. Gives recommendations for marketing
in Romania in the future.
Assessing Marketing in Small and Medium‐sized Enterprises
Authors: Fuller Peter B.
Published: May 2004

Reports the findings of a study of marketing practice in five furniture
manufacturing firms in the north‐east region of the Irish Republic. The
research uses six models developed by Carson and reveals that the
quality of marketing within the firms can be differentiated through the
application of the models. This study supports the application of the
models as a means of assessing marketing in small and medium‐sized
enterprises, but the findings suggest that the models should be refined
in relation to strategy, long‐term planning and the firm′s description
of its environment. The research proposes a new set of criteria to be
used for deciding the classification “sophisticated marketing”. Whereas
the Carson research was longitudinal, this study was synchronic.
Suggests that the models could be of value to those working with small
and medium‐sized firms, including consultants and lending agencies, many
of whom may be consulted at a critical period for a firm when there
would not be time for a longitudinal study.
From key account selling to key account management
Authors: Millman Tony , Wilson Kevin
Published: May 2004

Recent interest in relationship marketing and customer retention has refocused the attention of marketing academics and managers towards key account management (KAM) systems as a means of operationalizing long‐term buyer/seller relationships. Examines the nature of KAM in industrial markets structured around several strategic issues elicited from two main sources: first, empirical research in the area of industrial sales management and selling to major accounts; and second, observations from running a series of management development programmes for account managers. There inter‐related conclusions have emerged from this work. First, most of the literature and debate on KAM has taken the seller′s perspective. Second, there appears to be inadequate matching of the seller′s total offering with the buyer′s increasingly strategic and dynamic context. This is particularly evident in the short‐term focus pervading some seller companies and in their failure to keep abreast of the kind of supply‐chain issues currently facing industrial buyers. Third, key account managers are often ill‐prepared for the wider and more demanding roles which take them into areas of business development, industry/market analysis, benchmarking, relationship management and so on.
Customer satisfaction and the internal market
Authors: Piercy Nigel F.
Published: May 2004

Many management theorists and consultants urge companies to focus
on their customers′ needs and satisfaction – this is common to
strategic management, the marketing concept, the pursuit of
“excellence”, market‐orientation, total quality management,
relationship marketing strategies, and service quality theorists.
However, in spite of the availability of many techniques and systems for
monitoring and measuring customer satisfaction and using it in decision
making, there are major implementation problems facing a customer
satisfaction strategy which have been totally ignored. An internal
market perspective suggests where these implementation barriers may
arise inside organizations in ways which directly mirror the external
market. Workshop and survey information confirm the existence of
powerful but hidden implementation obstacles in the internal market.
This leads to the identification of a need for an internal marketing
strategy for customer satisfaction that goes far beyond customer
satisfaction questionnaires, to confront the behavioural and
organizational barriers to delivering customer satisfaction where it
matters – in the external customer marketplace.
The role of marketing past, present and future
Authors: Denison Tim , McDonald Malcolm
Published: May 2004

Responds to the recent criticism associated with marketing′s poor
contribution to business success. Reviews the state of marketing in
British industry, drawing on previous research and continues by
describing the major changes experienced in the business environment,
arguing that the future of marketing depends on recognizing these trends
and responding to them. Goes on to describe the steps that leading
companies, based in the UK, are taking to become truly marketing
orientated, and the ways in which they are meeting the new challenges
they face. It ends by highlighting the new opportunities for market‐led
companies and concludes that marketing′s contribution to business
performance is in its ascendancy and far from decline.
Overcoming the barriers to market‐oriented product development
Authors: Biemans Wim G. , Harmsen Hanne
Published: May 2004

Discusses the concept of market‐oriented product development and
describes the extent to which a number of Danish food companies and
Dutch manufacturers of medical equipment were market oriented in
developing new products. The results are combined with the current
product development literature to identify the major barriers that
prevent managers from capitalizing on existing normative results
regarding market‐oriented product development. Concludes with major
implications for both researchers and practitioners.
Re‐engineering brand management practices within an integrated
environment
Authors: Knox Simon
Published: May 2004

The erosion in the authority of brands within consumer markets
brings into question the orthodoxy of traditional marketing practices
across all markets. Argues that corporations urgently need to redefine
how they build and manage brand equity along the supply chain. The
management activities and competencies required to develop this new
brand management process are described and future research directions
signposted.
NHS Trust marketing: a survival guide
Authors: Crowther Clare
Published: May 2004

Investigates the opportunities for marketers within the newly
reformed NHS and gives a personal view of where the marketing emphasis
should be placed in the early years of a trust. Examines the nature of
the marketing challenge and outlines a typical trust culture and
surrounding political environment, within which any marketing activity
must take place. Argues that marketing must be seen as a core philosophy
that permeates throughout the organization, reflected in a “top
ten” of marketing activities for a new trust. Explores alternative
implementation structures and recommends that the chief executive takes
the marketing lead. Concludes by predicting the growth in power of
purchasers and future mergers among providers.
Strategically employing natural channels in an era of global
marketing
Authors: Griffith David A. , Ryans John K.
Published: May 2004

Explores the natural channel phenomena, i.e. the local or national
channel which has evolved to serve producer and consumer alike. Further,
provides a descriptive construct which identifies the forces (or
elements) which influence channel design. Contends that a thorough
understanding (and use) of the natural channel would enable a firm to
enhance its strategic competitiveness. Proposes a series of strategic
managerial considerations which refocus channel design attention on the
natural channel concept.
Sources of information, formal and informal
Authors: Kaye David
Published: May 2004

Discusses the classification of information sources, by format,
status and location. Proposes a typology which plots the formal/informal
dimension against the personal/impersonal. The resulting matrix provides
a framework for conceptualizing the totality of the complex network of
sources available to the information seeker in business. Presents and
discusses examples of sources from each quadrant of the matrix.
Concludes with a brief introduction to newer modes of information
access, with particular reference to the Internet. Forms an introduction
to the more detailed consideration of formal sources in later articles
of this issue.
Information on management
Authors: Burke Maria E.
Published: May 2004

There have been many developments in recent years concerning the
theory and practice of management. Keeping up to date in this area is
vital to the busy manager – new areas such as innovation,
creativity and empowerment in particular have developed in popularity
during the last few years. Starts with a brief look at these areas and
continues with short descriptions of some of the main sources of
information on management.
Business information in Western Europe and the EU
Authors: Drew Jo
Published: May 2004

Gives an overview of the European Commission and its directives,
including its production of services designed to meet the needs of
managers in information retrieval. Assesses its online and hard copy
services, the network of European Information Centres and European
Documentation Centres. Details sources of European information including
business practices, trade associations, company information,
legislation, market information.
Consultancies: Agents of Organizational Development. Part II
Authors: Berry Anthony , Oakley Katy
Published: May 2004

Presents the results of a first research survey of consulting firms
within the United Kingdom. Examines the usefulness of knowledge typology
as a way of categorizing firms and the differences, if any, between the
firms. Explores the firms′ sources of knowledge, knowledge networks,
transfer of knowledge or expertise, and consultant knowledge and skills.
Discusses the implications of the survey and presents an agenda for
action which comprises of future research into the usefulness of the
typologies. Concludes by saying that a more precise instrument is needed
to classify parts of organizations as well as the whole and there is a
need to examine the particular problems of managing a consultancy firm.
Inter‐organizational Alliance and Networking
Authors: Zeffane Rachid
Published: May 2004

In recent years, both large and small organizations have been
increasingly required to engage in networking and inter‐organizational
alliances. Provides an overview of some of the salient benefits of
networking and outlines recent examples (cases) of organizations
experiencing various networking strategies and means of achieving
inter‐organizational alliances. Concludes with remarks on salient trends
and on some of the requisites (and constraints) associated with success
in networking.
Individual Development Plans
Authors: Margerison Charles
Published: May 2004

Personal responsibility and choice is a key element of management
development. Looks at self‐development and management roles, and the
ways in which managers can learn to take on and adapt to various
situations. This means taking on a job and learning the wide range of
roles that go with that job.
Planning Your Total Career and Life Portfolio – Part 1:
Authors: Zajas Jay J. , Mitchener Zajas Jann R.
Published: May 2004

Accelerating technology and market changes are creating many new
employment opportunities and career challenges. With such changes,
viable career development strategies are needed. Through a review of the
goal setting and need assessment process, and numerous executive
development practices, presents a model for management and career
development known as the total career and life portfolio (TCLP).
Developed by the authors for use in career counselling, managerial
consulting, training and development, and strategic planning, the TCLP
has been found to be a helpful planning process for executives.
Higher‐level NVQs: Cause for Concern?
Authors: Elkin Judith
Published: May 2004

Highlights the author′s concern for the way in which higher level
NVQs are being standardized without any apparent thought for their
practicality at this level. Believes that practitioners and educators
need to debate this subject to gain a clearer perspective of what
requirements and skills are needed at this level.
Integrating individuals and organizations: an introduction to team
management systems for career professionals
Authors: Davies Rod
Published: May 2004

Describes the importance of team management to career development,
as well as the meshing of organizational and individual needs, and views
the career as a longitudinal concept. Describes the Team Management
Index and the Types of Work Index and their application to career
development. Presents reliability and validity data on the Types of Work
Index.
Application of systems thinking to risk management:
Authors: White Diana
Published: May 2004

Systems thinking is holistic, that is it deals with wholes rather
than parts and is relevant to tackling ill‐structured
“messy” problems. Reviews the literature on risk to identify
the techniques and concepts used in the management of risk and the
identification of potential failures. The majority of the concepts
identified are found to be systematic and reductionist. Also identifies
related concepts not used in the techniques which are found to be more
holistic. Classifies the concepts according to their use and holistic
qualities. Briefly describes a systems approach to failures. As risk is
associated with uncertainty and ill‐structured problems, suggests that
systems thinking could be a valuable aid to risk management.
The Maltese Civil Service: At the Crossroads?
Authors: Bezzina Christopher
Published: May 2004

Discusses civil service reforms in Malta, and the part that human resource management plays in such reforms. Makes the point that, if Malta wishes to meet the challenges of the twenty‐first century, and more specifically the European Community, it is imperative that it designs and implements public sector personnel management systems that reflect an appreciation of, and genuine commitment to, the value of humanism in the workplace.
A Synolic Approach to HRD
Authors: Barratt Alan M. , Georgides Dimitri P.
Published: May 2004

Using the Barratt Improvement Model to improve individual work
performance involves following guidelines essentially addressed to
working individuals, rather than to Human Resource Development
practitioners. Argues that objectives should be balanced among
professional, family, social, physical, mental, emotional, spiritual and
other needs to ensure a balanced quality of life.
Uncertainty and Change in the Food Sector
Authors: Griffiths John
Published: May 2004

Changes in the British public′s consumption habits are making the food
manufacturing industry very nervous, with its performance and
profitability being affected by many factors. Discusses the response of
the industry – the Food and Drink Federation is producing a major
business and action strategy with its relaunched Industry Training
Organization. This aims to institute training initiatives to include
empowerment, team building and site responsibility.
Empowering Ethical Endings
Authors: Hogan Christine
Published: May 2004

Discusses the use of “now‐what” sessions to end workshops, using processes
that are both empowering and ethical for facilitators and participants.
It is necessary for the facilitator of these sessions to choose suitable
activities with care and forethought, always taking into account the
aims of the session and the needs of the participants.
Super records
Authors: Fattahi Rahmatollah
Published: May 2004

Attempts to introduce a new approach for describing bibliographic entities in order to fulfil all the functions of the catalogue in the online environment. While it is assumed that the basic unit of description is the item in hand and records describing items would fulfil the finding, identifying, choosing and locating functions; super records, which are based on the concept of “super works”, would fulfil the collocating function in a more meaningful way. This approach is a solution to the problem of the same work appearing in various manifestations and formats. Super records for voluminous works include attributes that are common to different versions of a work and are linked to bibliographic records for items. A prototype catalogue of super records has been developed and made available on the Web to introduce the advantages, limitations and possible consequences of the concept on cataloguing principles, MARC and Z39.50.
A major force in UK grease
Authors: Cliff John
Published: May 2004

Describes a number of new greases, developed by Total Lubricants, at present on extended trials. Sets out the advantages of the new synthetic greases and their application in industry, and reports on “green” greases.