bluuebunny/crossref_metadata_2025 huggingface dataset:
An Empirical Examination of Customer store Image Components In Three UK Retail Groups
Authors: Stewart D. , Hood N.
Published: September 2004

Examines the competition between three chain stores – Marks & Spencer, British Home Stores and Littlewoods – in a localised area of West central Scotland. Traces the growth of multiple groups, with chain stores accounting for 36% of retail sales in 1970 and 42% by 1978. Uses a survey of consumers entering each store to analyse: Whether consumers have distinct perceived image profiles of each store; Whether these profiles can be used as a basis for segmenting customers; Whether these profiles are consistent with the image that the store wishes to project through its marketing strategy. Studies the group marketing strategy of each company with relation to distribution, promotion, price and products. Concludes Marks & Spencer customers are highly demanding but extremely loyal, while no such levels of loyalty exist in Littlewoods and British Home Stores.
The Adoption of Marketing by the English Clearing Banks
Authors: Watson Ian
Published: September 2004

Profiles the clearing banks' decision to introduce an apparently new managerial discipline (marketing) into their operations and how this may be regarded historically. Examines the organisational consequences, associated problems and levels of satisfaction with the introduction of marketing as perceived by the senior management of the UK clearing banks. Posits that, following the visits of senior executives to the USA in the early 1960s, banks became involved with marketing. States that there were early problems of acceptance by practising bankers, and this only resolved itself when academies in particular encouraged the study of services marketing. Gives details of the research study that involved the seven English clearing banks and says that this refers to the first phase only of the two phases. Predicts that if marketing is to contribute to the long‐term objectives of the banks and the mutual welfare of both banks and their customers, then it is imperative that its importance is understood and employed.
The Personal Account Sector
Authors: Lewis Barbara R.
Published: September 2004

Proposes that organisational expansion has occurred among the major clearing banks as a result of mergers, and has led to a heavy concentration of the banking sector. Sheds light on the competition between the clearing banks which has become increasingly evident, together with competition for these banks from a variety of other banks and financial institutions. Investigates the extent of computerisation and the growth of cheque cards, bank‐based credit cards and a variety of automated facilities. Goes on to discuss the marketing of bank services, present bank account ownership, consumer saving and borrowing, and the segmentation of the bank account market. Concludes that banks have a number of hurdles to overcome in order to attract account holders from the segment of low social status who are, typically, paid weekly in cash and these are all potential customers.
Credit Unions — Past, Present and Future
Authors: Lewis Barbara R.
Published: September 2004

Examines the strength of credit unions in the UK, and assesses their future developments and possible threat to the clearing banks in terms of competing for the same markets. Emphasises that the first credit union was formed in 1846 by Bavarian farmers who pooled their savings and made loans to neighbours, during a bad winter, at lower rates than commercial lenders. Says there are at present 200,000 credit unions world‐wide with 120million members, though the UK possesses only 55 credit unions with less than 10,000 members and assets of only £1million. Discusses potential markets in the UK and gives opinions on this. Looks at various other savings and loan institutions and at attitudes to clearing banks. Concludes that there is much to be gained by obtaining credit union accounts.
Student Accounts — A Profitable Segment?
Authors: Lewis Barbara R.
Published: September 2004

Discusses the increasing school‐leaving population and the number of school children entering full‐time further education, and the proportion of school‐leavers in full‐time further education remaining constant and around 21/22 percent. Proposes that UK clearing banks should be targeting these young people to open accounts with their grant cheques, therefore perhaps persuading them to say with the banks after graduation. States that specialist student advisers, or officers, may be seen as key personnel by helping banks to establish and maintain a ‘feel good’ image with students, showing that banks understand the relevant needs of young people, and providing a good service to them. Concludes that it is not surprising that banks are, in general, turning attention more to school leavers, and in particular to those reaching early employment.
Working Females as a Market Segment for Bank Services
Authors: Yorke David A. , Hayes Anne
Published: September 2004

Highlights the female role in UK society and how it has changed in the twentieth century, with regard especially to equal rights and opportunities, legally protected by the Sex Discrimination Act in 1975 and including the Equal Pay Act of 1970. Posits that female employment is the most obvious change this century and from 1961 to 1979 the total number of females working increased by 21/2 million. Compares the woman of the 1980s with her elders and states that she will spend more of her life working, have more money to spend, have fewer children and will have them later in life. Discusses in great detail many relevant factors regarding bank services as customers and employed. Uses results from group discussions as a sampling procedure – with five distinct groups represented. Concludes that the working female market comprises many segments, with varying needs and banks that recognize these needs should find the right strategies to employ here.
Weekly Cash‐Paid Workers: Attitudes and Behaviour with Regard to Banks and Other Financial Institutions
Authors: Lewis Barbara R.
Published: September 2004

Presents in the first part a research project designed to explore use and attitudes towards banks by weekly, cash‐paid workers. Discusses in the second part, an attempt to summarize views of workers, employers, government and banks with regard to payments by cash and bank credit transfer, along with the possibilities for revising payment methods in the UK. Explores attitudes and behaviour of weekly, cash‐paid workers to banks, other financial institutions, and to their own personal finances. Uses tables to give extra emphasis in explaining the responses in greater detail. Closes the piece by saying the market function must be helped by the bank persuading weekly, cash‐paid workers to open and use a current account, showing advantages over competitors, as well as benefits and satisfaction to gaining use of its services.
The Penetration of the UK Corporate Market by US Banks
Authors: Turnbull Peter W.
Published: September 2004

Documents US banks' expansion overseas and stresses that London has, internationally, been an important centre for them in their operations. States also that by early 1979 US banks were the largest bank group in the UK and that by the early 1970s US bank lending to UK manufacturing industry was almost half that of the London clearing banks. Proposes that among large corporate customers US and other foreign banks became preferred as second source banks, with the clearing banks still preferred as the first source. Highlights the vigour with which the US banks will continue to pursue the UK corporate sector – though this will be hard to judge. Says that clearing banks are not under immediate pressure from US/foreign banks but that the threat has galvanized them into attempting to rectify their market position. Concludes that the revival of US domestic loan demand has given the US banks an opportunity to reassess whether their original investment in London could now be reduced and the available funds more profitably employed in the US.
The Use of Foreign Banks by British Companies
Authors: Turnbull Peter W.
Published: September 2004

Emphasizes that by February 1979 the 65 US banks with a presence in the UK, employing just under 9,000 people, were the largest group of banks in the UK in terms of deposit liabilities. Documents that in 30 years, the US bank's deposit base in London has grown by over 5,000 per cent in what has be traditionally regarded as one of the most conservative industries. Wonders how, while employing a fraction of the number that work for the clearing banks and from perhaps a single branch, certainly no more than a dozen. Sums up that this research sought to determine: what were the environmental (micro/macro) inputs to the corporate banking industry, which encouraged the use and growth of US banks in the UK?; what internal corporate criteria made US bank usage more likely?; what relation was there between US bank usage and external organisational factors?; and what were the means by which US banks attempted to increase the probability of their selection, and how effective were these means? Concludes that the research has revealed a number of interesting facts concerning the UK corporate banking market.
A Strategic Tool for Low Involvement Products: Leverage Analysis
Authors: Le Claire Kenneth A.
Published: September 2004

Examines the generally acknowledged field of considerable importance to marketers, e.g. problems of analysing brand image data and the best areas for development of product benefits. Stresses that consumers find difficulty in finding large differences between competing products and brands. Questions what should be emphasized in order to improve attitudes towards the objectives herein. Investigates the research background which concerned tea's declining share of the non‐alcoholic beverage market and its replacement, primarily by coffee. Devises an appropriate strategy aimed at halting and/or reversing this decline in tea consumption. Concludes that the methods used (including the use of well‐organised tables) within this research has particular relevance to consumer choice behaviour and the basis of this argument rests with the adopted methods.
Financial Ratios and The Analysis of Marketing Policy
Authors: Peles Yoram C. , Schneller Meir I.
Published: September 2004

Discusses the analysis that financial ratios have won lots of attention in the accounting and financial literature. Demonstrates how financial ratios can be used in order to analyse certain aspects of a firm's marketing policy. Adopts the idea that accounting ratios are affected by the firm's marketing management philosophy. Validates results obtained for the ratios supposedly being affected by the firm's consumer service policy and uses other accounting figures, e.g. cash management. Presents financial data for a set of UK companies examining the impact of their marketing policy on the behaviour of financial ratios, and carries out a cross‐section analysis over time. Uses mathematical equations to explain the methodology, results and interpretation and freely employs tables to further emphasize points within. Sums up that in this study high levels of the marketing policies are associated with higher levels of operating profitability.
Understanding Barriers to Product Innovation at the R & D/Marketing Interface
Authors: Millman A.F.
Published: September 2004

States that contact between research and development (R & D) and marketing varies quite considerably within different companies and industries. Discusses the situation between market orientation and breakdown in communications being cited as a main reason for British industry failing to complete the product innovation cycle and the achieving of full commercial exploitation. Posits the two main reasons for failure are first, concentration of attention on R & D aspects; second, the innovation process has been misunderstood. Goes on to discuss organizational design, integration, multidisciplinary groups, contrasting roles and various types of research and training. Concludes that interaction should be meaningful and not contrived because of beneficial thoughts. Implies the training and appointment of people sufficiently capable of diagnosing situations from both the business and human relations angle.
Value‐in‐use Pricing
Authors: Christopher Martin
Published: September 2004

Maintains that, in multi‐product companies, frequently it is the case that decisions taken on the price of one product will have implications for other products in the range. Controversy has frequently centred on the role that costs should play in determining price. Discusses attempts to overcome problems in pricing by use of a marginal cost approach rather than a full cost approach, therefore allowing the pricing decision to become one of attempting to maximize the contribution the product will make — the difference between price and the direct and attributable costs. Posits that product costs become irrelevant to pricing decisions even though they are highly pertinent to the decision's profitability. Examines price as one of the simplest ways of segmenting markets, stating that price segmentation can become far more effective when based on value‐in‐use.
The Power of Consumer Organisations
Authors: Box J.M.F.
Published: September 2004

Examines consumerism and its causes and also distinguishes the possibilities of improving consumers' position. Stresses the command of purchasing demand functions as a basis of consumers' power, e.g. the greater the purchasing demand the greater the ability to use it in alternative ways through choice or demand flexibility, the greater the potential power of the purchasers over the supplier. Consumers and the extent to which market behaviour can be influences by means of comparative product‐testing and other kinds of information, thus determine the importance of consumer organizations as a social power factor. Mentions two main results regarding analysis: there appears little support for the theory of a hierarchy of effects; and the explained variance was for most of the within‐group analyses considerably lower for members than non‐members.
Consumer Attitudes Towards Marketing in England and the United States
Authors: French W.A. , Barksdale H.C. , Perreault W.D.
Published: September 2004

Presents a composite picture of public attitudes towards marketing, consumerism and related regulations at the beginning of a new decade. Employs a research instrument used abroad, a study of consumers in England was undertaken for the purpose of uncovering attitudes towards the marketing system as well as the factors underlying these attitudes. Questionnaires were delivered to 990 households in England and of these 305, or 31 per cent, were returned. Results from an earlier US study were also used in the methodology. Discusses the results in depth and uses tables to clarify these. Concludes that the data presented is still able to be used in this sample. Posits that current marketing practices concerning standards of product quality in advertising and fairness of prices are neither praised nor endorsed.
Social Marketing‐ Dimensions of Power and Politics
Authors: Jones Sue
Published: September 2004

Examines the reasons why administrators of non‐profit organizations are reluctant to embrace marketing ideas. Gives the most frequent answer, which is that marketing itself has a tarnished image which is often associated with wasteful expenditure, particularly in the areas of advertising and promotion, where things are very difficult. Differences are shown in background and training, and therefore language and concepts of markets and the administrators of non‐profit organisations. States that administrators in non‐profit organizations are not surprisingly reluctant to adopt a language, which they can often see as merely offering a rather poor translation of their own concepts. Sums up that marketing practitioners may feel uncomfortable about explicitly acknowledging the existence of such activity.
The Ecology of Consumer Markets Less and More Developed Countries
Authors: Thorelli Hans B. , Sentell Gerald D.
Published: September 2004

Makes an attempt to compare the consumer market ecosystems of the less developed countries (LDC) and the more developed countries (MDC). Says that a so little research and analysis has been done of LDC markets from the consumers' perspective it is logical to set the stage for comparison using the Thai marketplace based on the study. Considers the problems and risks involved in LDC areas affecting both buyers and sellers. Examines in great detail the market system involving the largest and smallest types of Thai transactions in city and village areas. Gives out in great detail all the information within the available parameters and tabulates this is great style. Concludes that the observation of the LDC market systems were used even though these were not always of good repute.
The Role of Marketing in Economic Development
Authors: Kinsey Joanna
Published: September 2004

Determines that the evolution and scope of marketing and its relevance and value in the development process are a stimulus to economic development. Discusses the meaning of economic development and economic growth, modernization, distributive justice and socio‐economic transformation. Posits that the criteria or objectives by which development is measured have also been broadened. Finalizes that marketing is inextricably linked with economic development as this is generally regarded as desirable within a world system. Concludes that the need for marketing is continually increasing as nations develop, start trading internationally and set up their own marketing systems.
An Overview of Marketing Planning in UK Manufacturing Companies
Authors: Greenley Gordon E.
Published: September 2004

Examines a programme of research into marketing planning in UK manufacturing companies containing results of the first stage of fieldwork. Aims to get an initial and broad understanding of the approach that firms take in the planning of their marketing function. Investigates questions and issues in the second stage of the research, which will be reported at a later date. Reports results of this first stage which, it is reported, are considered to be a useful contribution to marketing planning. States that results are reported in five sections and presents these. Uses a postal questionnaire from summer 1980, of which 80 firms sent a response, giving the structure using a table to show this. Classifies respondents by size using the criteria of both sales turnover and number of employees. Further, the sample was classified by the job function of the employee in the company who completed the questionnaire.
Female and Part‐Time Employment within Superstore Retailing
Authors: Sparks Leigh
Published: September 2004

Investigates employment in the distributive trades — considering it is the second largest order in the UK Standard Industrial Classification of 1968. Says that June 1980 employment totalled 2.7 million workers, but that the retail trades — largest sub‐division of the distributive trades ‐ employed 1.87 million people in the UK. Recognizes that since the mid‐1950s there has been a rapid increase in the female labour force and also in part‐time working. Analyses both trends, focusing on impact and importance in UK retailing, examining the importance of female part‐time labour in the spread of superstore retailing. Discusses recent trends in the UK labour force using much information from results over time, and the role of part‐time labour in retailing — looking also at UK superstore development. Finally, looks at survey results presenting these in tabular format. Examines the impact of ‘new technology’ in the UK and how it will affect workers. Concludes by stating this aspect of retail development is long overdue a reasoned appraisal.
An Applied Service Marketing Theory
Authors: Grönroos Christian
Published: September 2004

Describes how service businesses, who have most direct contact with consumers, seem to be the last to adopt a consumer‐oriented marketing concept. Theorizes over service marketing and how it stands at the same point as industrial marketing did some ten years ago. Postulates that general theories or frameworks for service marketing development seems to have followed two quite different paths. Says that one approach, which covers services offered by service companies, should be changed in a more product‐like manner, enabling the application of existing marketing theories. Compares the second approach, which is a notion that services are different, compared with physical products, holding that marketing concepts and models have to be developed in a more service‐like direction. Reports that findings herein are based on both theoretical and empirical research and that service marketing theory is the result of an ongoing research project, begun in 1976. Concludes by theorizing that service‐marketing theory, as presented, can only be applied to part of a service firm's total marketing function.
Dealing with East European Importing Organisations: A Survey of UK Exporters' Experience
Authors: Franklin Daniel E.
Published: September 2004

Draws on previous contributions about eastern Europe which examined both the preliminary investigation of market opportunities through desk research, and one of the most advanced forms of trading practice with the Comecon countries — industrial co‐operation agreements. Posits that this study complements earlier works with regard to East‐West business relations and east European importing organizations. Examines eastern European countries and their practices in depth and uses survey results to expand on this, and thirty‐six companies' responses to a questionnaire in late 1980 were used. Discusses principal findings and marketing implications along with suggestions for discovering relevant importing organizations. Suggests that the research findings will be useful to exporters and assist their efforts in selling in an extremely difficult market. Concludes with an example of the questionnaire used.
Marketing Behaviour and Entrepreneurship: A Synthesis of Alderson and Austrian Economics
Authors: Duncan Reekie W. , Savitt Ronald
Published: September 2004

Postulates that the main purpose here is to merge the ideas of Wroe Alderson, a leading original marketing theorist, using recent works in Austrian economies in order to provide a point of departure for an entrepreneurial‐based theory of marketing. States that there are three parts herein: first, reviews Alderson's concepts of market behaviour, integrating them with the Austrian perspective; second, addresses an investigation of the nature of information required in dynamic markets; third, establishes the role of the entrepreneur in the dynamic market as the means of answering this question. Investigates the homogenous market and the discrepant market, discussing these in depth and also discussing entrepreneurship as dynamic marketing behaviour. Concludes that since entrepreneurs are motivated by profit, however defined, then any suppression or taxation of profits will reduce entrepreneurship, lessen marketing activity and decrease the congruence between wants and supplies.
International Marketing Planning
Authors: McDonald Malcolm H. B.
Published: September 2004

This monograph identifies and evaluates the marketing planning practices of British industrial goods companies operating internationally and examines the validity of the widespread belief that formalised marketing planning facilitates success. It defines the theoretical framework for marketing planning and describes a logical sequence of activities leading to the setting of marketing objectives and the formulation of plans for achieving them. It also contains a report of the results of in‐depth interviews with 385 directors and senior managers from 199 companies covering a broad spectrum of size and diversity, the purpose of which was to establish the extent to which the theory is practised and what the consequences are of either conformity or non‐conformity.
The Definition of Market Segments for Banking Services
Authors: Yorke David A.
Published: September 2004

Highlights the significance of market segmentation, preferring either to try to be all things to all people, or in other cases, attempting to sell to so‐called ‘market segments’, which are based on definitions of product or service. Posits that market segments should fit three criteria: be measurable; be accessible; be substantial. Further states that UK banks have been guilty of following a similar approach to making only one product rather than problem solving, and that banks operate in five businesses: cash accessibility; asset security; money transfer; deferred payment; and financial advice. These terms identify needs from the customer's point of view. Uses figures and tables to explore further the points mentioned and explain the thought behind these. Maintains in conclusion that a more ‘market’ or ‘customer’ oriented approach by a banking company can yield benefits to the organisation and also to the customer.
Customer Policy as an Alternative Orientation to Marketing Simple
Authors: Wills Gordon
Published: September 2004

This monograph argues that boardroom marketing must be integrated with purchasing and distribution activities in a synthesised role focused on customer policy. The author sees this as the next step forward and argues that such a new alignment in company thinking would enable it to take account of the host of societal pressures it encounters, as well as improving management approaches toward channel members. Issues of independence/interdependence, professionalism, educational imperatives, and materialism are all examined and a customer policy audit proposed with suitable guidelines. It is a radical and provocative think‐piece worthy of widespread attention amongst senior marketeers, purchasing and distribution executives.
A Comparative Study of Advertising in Canada, the United Kingdom and Turkey
Authors: Kaynak Erdener , Mitchel L.A.
Published: September 2004

Presents the results of a small‐scale cross‐national study undertaken to compare the characteristics of advertising practices in Canada, the UK and Turkey. Investigates the extent to which managers use advertising developed for one country in another, looking at the similarities and differences in the media mix among the three countries. Gives examples of advertising material for identical products that required changes due to differences in culture, usage, selling patterns and market development. Concludes that in planning and preparing advertising programmes the same decisions regarding message, media and cost are made in all three countries. Reveals, however, that differences in number and type of media and culture and environment require that advertisements be tailored to the specific audience.
East European Competition in the UK Car Market: Some Empirical Evidence
Authors: Stewart David , Hood Neil
Published: September 2004

Considers the policies adopted with regard to the import car marketing strategy from East Europe. Looks at the success achieved by two car producers, and presents empirical evidence from an extensive market‐research study in order to examine the type of purchasing decision most open to influence by the marketing of East European producers Illustrates the problems and possibilities for East European producers in the West. Reveals that development through experienced Western distributors is often more preferable than handling the market direct.
Ethical Beliefs in Marketing Management: a Cross‐Cultural Study
Authors: Lee Kam‐Hon
Published: September 2004

Presents an empirical study of the ethical standards of marketing management practices evaluated by practising managers. Considers two important dimensions of this: cross‐cultural and inter‐management level perspectives. Concludes that it is advisable to first, try to avoid least desirable marketing practices, and second, upgrade the moral standard in the business community.
Household Purchasing Decisions: How do American and Dutch Consumers Differ?
Authors: Green Robert T. , Verhage Bronislaw J. , Cunningham Isabella C. M.
Published: September 2004

Investigates husband/wife influence on purchasing decisions for a variety of goods and services in the Netherlands and in the USA. Reveals that there are substantial differences between the two countries, with the US wife having a greater autonomous role than the Dutch. Indicates that this could have a major influence on promotion, product and distribution strategy decisions for international marketers.
Marketing Management and Products Liability
Authors: Noon James
Published: September 2004

Products liability is having a substantial impact upon manufacturing industry. Marketing management is not immune and it is likely that products liability will lead to a major revision in product strategies.Starting from first principles, the monograph leads the reader through liability developments and liability issues as they pertain to death and personal injury. The major part of the monograph is devoted to central propositions that will assist the general manager and the marketing manager to review their present thinking and to provide new insights into this challenging, complex and strategic problem.
Exporting — From the Importer's Viewpoint: The Case of Israeli Exporters of Consumer Goods to Great Britain
Authors: Jackson Graham I.
Published: September 2004

Looks at the experiences and viewpoints of retail buyers, importers and agents in the UK market buying from Israel. Examines the success or failure of Israeli consumer goods companies exporting to the UK. Reveals that market entry and market penetration are two distinct stages, and that success or failure can be attributed to the exporters” attitude to business rather than product attributes or other marketing mix variables.
Company Internationalisation: Active and Reactive Exporting
Authors: Pieray Nigel
Published: September 2004

Reviews the concepts and models of corporate internationalization. Introduces new data measuring exporter internationalization among a sample of medium‐sized firms in the UK. Analyses the export policy differences between firms with different internationalization characteristics. Shows that the internationalization concept provides a greater insight into exporter policy differences than do common prescriptive approaches, which can be used to evaluate and predict export behaviour.
Theatre Objectives and Marketing Planning
Authors: Hardy L.W.
Published: September 2004

Looks at research undertaken in the grant‐aided sector of UK theatres with emphasis on a group of theatres active in Wales. Aims to assist theatres in the development and implementation of marketing plans. Concentrates on the role of objectives in the planning process and how they need to be refined before they are made operational. Provides guidelines for marketing planning. Demonstrates the value of using an external agency to structure an initial statement of objectives, participate in a current business audit and counsel top management in a restatement of objectives.
Consumer‐Client Orientation and Public Service Marketing
Authors: Beltramini Richard F.
Published: September 2004

Explores the development of consumer orientation in private sector marketing, and goes on to consider the meaning of consumer‐clientele orientation in public service marketing. Suggests explanations for how consumer‐client orientation is oriented in public service marketing. Recommends general approaches for facilitating consumer‐client orientation in public service marketing.
Marketing of Continuing Management Development
Authors: Wills Gordon
Published: September 2004

Describes how one university school applied the principles and practices of marketing to short course activities between 1975 and 1979. Reveals that the application afforded good commercial success.
The Application of Product Life Cycle Theory to Popular Record Marketing
Authors: Meenaghan A. , Turnbull Peter W.
Published: September 2004

Reviews product life cycle theory and examines empirical evidence. Reports on empirical research carried out to determine the applicability of the theory to popular record products. Proposes a framework of the relationship between the producer life cycle and the marketing mix.
Design Management and New Product Development
Authors: Smith Brian
Published: September 2004

States that, in the industrial context, change needs rigorous control, and product design and development, which are crucial to innovation, need rigorous management. Defines design management as the specific management of the design resources in any business. Suggests, by looking at several case studies, that the importance of design management in product development should be given serious consideration. Concludes that, by paying the correct amount of attention to managing the design of new products, the best option for beating overseas competitors is being used.
Problem Analysis: a Consumer‐Based Methodology for the Discovery of New Product Ideas
Authors: Fornell Claes
Published: September 2004

Presents an approach to product development that appears to hold significant promise in terms of generating new product ideas with strong consumer support. Suggests that high failure rate among new consumer producers can be traced to such things as poor marketing research, poor product marketing and organizational weaknesses. States that consumer problems as well as preferences should be investigated by the marketer.
New Product Development in Dutch Companies: The Idea Generation Stage
Authors: Verhage Bronislaw , van Weele A.J.
Published: September 2004

Suggests that the key to success for most European countries in maintaining their position in the world market place is a continuous process of innovation in industry. Looks at the situation in The Netherlands, providing a framework of phases for the product development process. Investigates the innovation process in nine Dutch companies, revealing that product development is poorly structured.
Modelling in Marketing: Explicating Subjective Knowledge
Authors: Jones Sue , Eden Colin
Published: September 2004

Considers definitions of issues, stating that they derive from the schemata of beliefs, values and attitudes with which an individual construes events, providing subjective knowledge and experience. Looks at the problems which subjective knowledge presents for the management science consultant in providing a correct “model” for his/her client. Suggests that, if such a model where developed correctly, the individual who benefit in being able to learn more about their organizational world.
Are Consumers Unique in Terms of Cognitive and Affective Reactions towards the Advertising Content? A Pilot Study
Authors: Derbaux Christian M.
Published: September 2004

Looks at three groups thought to be representative of consumer reactions — advertising experts, consumerists and students — and asks which one(s) among these can really anticipate consumers” cognitive and affective reactions towards the advertising content. Investigates the reactions of representatives from these groups to advertisements shown in a controlled situation. Concludes that none of these groups proved to be a good substitute for the consumer.
Exploring Price Dealing Behaviour among Food Retailers
Authors: Arndt Johan , Gripsrud Geir
Published: September 2004

Focuses on the use of short‐term price deals with regard to pricing. Introduces a set of subjective factors as predictors of price dealing intensity, in addition to traditional objective indicators. Reveals that retailers” perceptions appear to add to the structural imperfections in the market‐place. Suggests that inclusion of goal and perceptual variables may give market structure and industrial organization more powers.
Industrial Sales Forces — Organization Strategy
Authors: Moss C.D.
Published: September 2004

Looks at the developments and trends taking place in how companies organize their industrial salesforces. Investigates the reasons why companies have restructured their salesforces and what marketing objectives have been sought when making organizational changes. Examines marketing information generated from salespeople working within different organizational patterns. Suggests that salesforces are being restructured with the specific objective of increasing the flow of intelligence from the market‐place.
Transfer Pricing and its Misuse: Some Further Considerations
Authors: Jones C.S.
Published: September 2004

Considers how the marginal‐cost approach can be harmonized with other transfer price systems while recognizing the complexities of international trade and at the same time meeting typical corporate objectives. Suggests that international transfer pricing is subject to more influences than domestic transfer pricing, but that it is possible to accommodate these and maximize overall profit and evaluate foreign subsidiaries.
The Market for Academic Manuscripts
Authors: Livesey Frank
Published: September 2004

Presents the findings of part of a research project into the relationships between academic authors and publishers. Discusses the attitudes of authors towards publishers, looking at the relationship of authors” attitudes and behaviour. Outlines some implications for publishers” policies. Investigates the similarities between the market for academic manuscripts and other markets, and also the differences. Examines the essential features of markets and the marketing process. Indicates that publishers may need to review both the terms of their contracts and the procedures they adopt in order to be successful.
The Unfamiliar Tourist Destination — a Marketing Challenge
Authors: Laulajainen Risto
Published: September 2004

Investigates the images and preferences for six long‐haul “exotic” tourist destinations among a small random sample of prospective Finnish customers. Looks at the promotional problem and suggests further steps for continued research.
Fund Raising Consultancy and PR
Authors: de Mille Andrew
Published: September 2004

Professional fund raising techniques have been developed relatively recently (in the last fifty years or so in the US and “imported” to the UK in the late 1950s) and give a good range of methods for the development of a base of influence through which a particular end can be achieved. In fund raising consultancy financial influence is all important. Techniques employed thus aim to research and identify potential sources of finance for a project, identify particular individuals with the maximum influence on the application of funds from those sources, develop the involvement of those individuals in the aims of the project so that their influence will be brought to bear on the sources of funds they represent. Clearly this process can be applied equally as well to non‐financial targets as to financial ones; the process in fact provides a well defined methodology for tackling personal communications problems of the kind frequently encountered by public relations agencies, management consultants and lobby consultants. This monograph commences in Part I with a detailed description of the development, theory and practice of fund raising consultancy, including two descriptive case histories. It then discuses in Part II the role of public relations, both in relation to communications theory and to the marketing mix, and concludes with examples from a detailed survey carried out by the author of some of the types of problems currently undertaken by PR agencies which would benefit from the application of communications techniques developed in fund raising.
Diffusion of Innovation and Opinion Leadership
Authors: Turnbull P.W. , Meenaghan A.
Published: September 2004

Declares that diffusion (a term employed to describe the process whereby an innovation or a new idea or practice spreads through a social system over time) is a summary term used to embrace studies which trace the process of diffusion, the process of adoption and the patterns of influence involved. Acknowledges that even allowing for low involvement of marketing research in diffusion, marketing management's interest in this area can be guided and controlled. States that information is diffused through some form of communication channel – these may be one of two types: vertical channels, which exist if ‘there is a meaningful difference in the interests, social status, demographic or economic characteristics of the communication units’; and horizontal channels, which occur where communications flows among members of groups with similar interests and characteristics – these groups may be work groups, social groups, etc. Investigates sources of information and influence – in particular the two basic ones of: impersonal sources via the mass media; and personal sources involving the opinion leader in a two‐step flow of communication. Closes by discussing the implications of the two‐step flow for marketing in depth, with recommendations.
Managing International and Export Marketing
Authors: Cannon T.
Published: September 2004

Argues that the distinction between the two distinct, but interrelated areas of management in international trade is not neat – exporters being differentiated from the international marketer by the foreign, or alien, nature of his products in the market sought, while the international marketer can eliminate this in many circumstances. Highlights the Ford Motor Company, with manufacturing capability in a number of countries, exclusive distributorships and distinctive, national promotional policies as a multinational. States that smaller firms' options are restricted by comparison – particularly with regard to overseas entrepreneurs. Discusses further the reasons for trading overseas and gives four distinct phases for this. Looks at management and export marketing, stating that UK industry has had to face competition with lower costings in areas from textiles to commercial vehicles and tyres. Sums up that while international trade poses recurrent issues for marketing management a stock of knowledge exists which aids the solving of problems pertaining to the issues posed.
The Marketing Functions in the Framework of the Integrative Marketing Concept
Authors: Meyer Paul W.
Published: September 2004

Contends that economic activities constitute a fundamental field of activity of human society. States that polarity between economy and society means these extremes cannot be realized because new syntheses – generally accepted for a shorter or longer – period have to be found again and again. Differentiates between areas of utilisation as part of life and the economy as a supply system ending with the withdrawal of objects, does not exclude the fact that it draws on desires, experiences, and users' problems of good direction. Confirms that economy as a field of human activity is organised as a combine of individual economic subjects/optional organisational formed by these subjects regarding preparation of means and supply of objects. Draws on the use of figures using matrixes to explain various functions in major and partial functions and discusses related terms in depth, with regard to marketing. Chronicles that results were more complicated than could be expected from the topic, but that it remains to be clarified where the specialization marketing has a functional‐systematic place.
International Marketing Indicators
Authors: Barnes W.N.
Published: September 2004

Action in international marketing is usually preceded by research. Most international marketing research reports are built on a skeleton of currently available international socio‐economic, demographic and social indicators. The author in this paper argues that the currently available indicators used by marketing analysts have in many cases little comparative value and are in many cases inadequate for, or irrelevant to, the requirements of marketing. He uses in illustration the needs of a specific project that had as its objective the prediction of the different levels of retail distribution in Western Europe. The limitations of available international indicators are analysed. Preferable alternatives are proposed. Some of these require original research: others the restructuring of existing data. It is also urged that it is a basic pre‐requisite that international marketing analysis be made at the level of the sub‐national region — not at national level. The formation of a specifically‐oriented Marketing Indicators Working Party is proposed.
Stimulating Energy Conservation: Applying the Business Heritage of Marketing
Authors: Verhage Bronis J.
Published: September 2004

Says that the use of energy has always been a key to the supply of food, to physical comfort and to quality of life in general. Posits that the plethora of energy use and low cost since the 1950s had made radical improvements in lifestyle and social and economic structure to Western society. Suggests that some important questions for today's energy policy, these are as follows: what consumer will do in terms of energy conservation; which consumers are most likely to cut down on their energy use; and what influences could best effect a move towards more conservation. Attempts to clear up these questions for the benefit of part of the Dutch public. Data were gathered in April 1978, by use of mail questionnaires sent to consumers in four residential areas in Amsterdam, The Netherlands – these were selected to represent various types of living accommodation (apartments, attached single‐family units, etc.). Discusses the results in depth, offering explanations. Concludes that the essential question in energy policy today is: which consumers are making substantial efforts to conserve energy and what can be done to influence people to conserve?
A Framework for the Use of Power
Authors: Kasulis Jack J. , Spekman Robert E.
Published: September 2004

Focuses on ways in which channel co‐operation and co‐ordination can be improved and unnecessary dysfunctional conflict reduced. Maintains that the purpose herein is to provide a better understanding of power relationships in marketing channels so that the likelihood of positive outcomes is increased, as this insight is important for both the systems and independent perspectives. Purports that power is the vehicle by which the range of variability in channel behaviour is limited, and a measure of predictability and dependability is established. Sums up that power has been acknowledged as a means by which the conduct of the channel members can be co‐ordinated so as to achieve a higher level of channel efficiency. Proposes that a framework has been presented which serves as a guide to the marketer in outlining the responses, which may ensue from the exercise of power.
Evaluation of the Marketing Mix — Its Application to Strategic Marketing
Authors: Reid David M.
Published: September 2004

Sets out to establish a method of evolving a marketing mix, which relates intelligently to the marketing objectives set during the development of the marketing plan. Attempts to harness the wisdom and expertise which exists at a subject level in almost any business and uses these to derive a set of actions which are capable of bringing about a predetermined collective effort. States that many companies fail because of their inability to assess the collective effect of their actions in their markets, andit will be of considerable benefit if this study can achieve a method of evolving and evaluating the marketing mix for a company, without recourse to complex model building. Spotlights the following: data analysis; product line; distribution; price; merchandising; advertising and promotion. Concludes that it may be sensible to concentrate resources on other markets until such time as it could have genuine faith in its ability to compete successfully.