bluuebunny/crossref_metadata_2025 huggingface dataset:
Marketing Students and Their Managerial Talents
Authors: Taylor D.B. , Dixon B.R.
Published: September 2004

Reports on an investigation into the managerial talents of management students who will form the core of the managers of tomorrow. Focuses on talents exhibited by those students majoring in marketing and makes comparisons with students majoring in other areas of management. Employs, as the research instrument, the Self‐Descriptive Inventory developed by Edwin Ghiselli, which consists of 64 pairs of personality descriptive adjectives — a table shows the importance Ghiselli places on the 13 managerial traits. Discusses the administering of the inventory to 310 undergraduates in the department of management studies at the University of Waikato in New Zealand. Documents the results and scores in depth. Sums up that the study shows that would‐be marketers are similar in most aspects of managerial talent to those students in other business fields, who will form the core of the managerial ranks of tomorrow.
Spanish Distribution Channels: Their Current State and Consequent Implication in Marketing Mix Strategies
Authors: Ferré‐Trenzano J.M.
Published: September 2004

Describes Spanish distribution channels structure using figures and explanations and influences on the establishment of manufacturers' sales strategies will be studied. Attempts, in the light of the anticipated evolution of distribution channels, to make some general predictions for the future. Beings with a general analysis of distribution channels and becomes more specific with regard to larger fields of consumer goods. Says that there are many wholesale outlets in Spain almost 40 per cent of the total deal with food products — although these are not specifically food products a such, but those who specialize in serving grocery stores. Goes on to discuss this area in great depth, using tables for further emphasis, and analyses how the structure of distribution channels affects the manufacturers' marketing strategies for consumer goods in Spain.
Cultural Market Segmentation in a Bilingual and Bicultural Setting
Authors: Tamilia Robert D.
Published: September 2004

Wonders how, in cross‐cultural research, not only is the researcher concerned with the typical problems of intra‐cultural research, but there is also the additional burden of defining the samples in cultural terms. Acknowledges that many new segments have been added to the ever‐growing repertoire of research techniques. Examines, for this research, a bilingual/bicultural setting, e.g. Canada; with its French‐ and English‐speaking differing population. Posits that there is a definite need for a stronger definition of what exactly constitutes a French‐speaking or English‐speaking Canadian. Concludes that the Canadian environment, with its rich mixture of bilingualism and biculturalism is ideally suited to find better ways to profile cultural markets multidimensionally. Sums up that, for sampling validation purposes, cultural groups be defined in socio‐linguistic or in group identity terms.
Conceptual and Methodological Issues in Organisational Buying Behaviour
Authors: Wind Yoram P. , Thomas Robert J.
Published: September 2004

Highlights some of the major conceptual and methodological issues involved in organisational buying behaviour. Aims to avoid pitfalls involved in the utilisation of research regarding specified issues — at the same time stimulating research aimed at the resolution of these issues. Reviews the current status of organisational buying behaviour, follows this by identifying five potential groups of users of information on organisational buying behaviour. Goes on to focus on the conceptual and methodological issues involved in organisational buying research. Suggests new research directions which, if implemented, could help advance the relevance and quality of organisational buying research. States that academic studies, directly concerned with a better understanding of organisational buying behaviour can be classified as falling into one of three areas the: buying centre (least studied area); organisational buying centre and process; or factors affecting the organisational buying centre and process. Purports that these three concepts can provide the basis for organising much of the diverse research efforts in organisational buying behaviour and goes on to illustrate findings from each of these areas and discusses them in depth.
Situational Segmentation of Industrial Markets
Authors: Cardozo Richard N.
Published: September 2004

Proposes that grouping industrial market transactions into separate segments can be aided by use of individual dimensions and combinations of dimensions. Examines the idea that knowledge about the composition of the decision‐making unit or buying centre in specified situations helps marketers to design or modify communication programmes – concentrating attention on those market segments to which the competitive advantages are most meaningful. Uses interviews with purchasing personnel (over several years with more than 30 organisations in the USA, of differing products/services, location and size). Says there is a four dimensional classification system for industrial buying situations and these are: buyers' familiarity with the buying task (new or rebuy); product type; importance of the purchase to the buying organisation; and principal type of uncertainty present in the purchase situation. Goes on to discuss these and uses tables for extra emphasis in explanation. Concludes that interview data suggest that the use of situational segmentation, when combined with segmentation based on ability to refine market programmes, select the most promising on which to focus.
Pricing Strategies in Industrial Markets
Authors: Laric Michael V.
Published: September 2004

Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending developing a conceptual framework and classification system for different types of pricing strategies in industrial markets. Strives to provide a more comprehensive basis for developing industrial pricing strategies in addition to earmarking the most relevant marketers' needs. Sectionalises the article and, in the first part, explores existing literature; the second part develops a taxonomy of purchasing situations. Closes by linking the pricing topics, identified previously, to the different purchasing situations. Lists, by topic, the articles used and these are in the Appendix to enable quick reference to potential users. Employs tables for extra emphasis to aid in explanation along with 2 Appendixes.
International Marketing and Purchasing of Industrial Goods Features of a European Research Project
Authors: Cunningham M.T.
Published: September 2004

Discusses some underlying concepts and unique features of a major European study on industrial marketing and purchasing carried out by the IMP group. Based in part on theory. Focuses the research on relationships between buying and selling companies and these are from five European countries, e.g. France, Germany, Italy, Sweden and the UK. Assumes that industrial markets are influenced strongly by technological factors. Looks at an interaction approach to industrial marketing and purchasing, stating it may be a form of interpersonal contacts between individuals filling various roles in supplier and customer organizations. Further discusses this in detail using figures for more emphasis along with tables. Concludes it is very important to emphasize that companies should exercise existing relationships, home or abroad, to see which stages they fall into, and this examination should be preliminary to an assessment of each relationship. Points to a need for organisational restructuring of companies.
The Development of Buyer‐Seller Relationships in Industrial Markets
Authors: Ford David
Published: September 2004

Notes buyer‐seller interdependence is crucial to industrial marketing — industrial firms establish buyer‐seller relationships of the close kind and long term. Examines buyer‐seller nature in industrial markets by considering development as a process through time, it is based on ideas from the IMP Project. Analyses the process of establishment and development of relationship over time by considering stages in revolution. Notes also that this process described herein does not argue the inevitability of relationship development. Discusses the pre‐relationship stage: the early stage; the development stage; the long‐term stage; and the final stage with points to debate. Describes how the development of buyer‐seller relationships can be seen as a process in terms of: the increasing experience of the two companies; reduction in their uncertainty and the distance between them; growth of both actual and perceived commitment; formal and informal adaptation to each other and the investments and savings involved. Finally, states it is important to emphasize that companies should examine existing relationships according to the potential and stage of development.
The Manufacturing/Marketing Orientation and its Information Needs
Authors: Blois Keith J.
Published: September 2004

Discusses ways in which changing the basis of an organisation's competence affects manufacturing and marketing's differing roles. Questions whether the marketing orientation is currently appropriate, arguing that manufacturing/marketing orientation may be needed instead. Indicates within that to be able to recognise and understand the need for the change requires supplies of information from within the organisation and this will put into perspective the costs of not working within the manufacturing focus and large customers' valued contributions. Proposes that marketing and manufacturing have the same ultimate goal, which is the enterprise's welfare — this is dependent on its ability to create value. Conflicts arise between these functions because of three things: the separation of these functions into institutional compartments; the use of measure of departmental efficiency instead of combined effectiveness; and disagreement as to whether marketing or manufacturing activity is the most cost‐effective method of producing value. Concludes that production orientation meant that marketing was given a good lift and left to add whatever value to it which it could in the process of presentation to the customer.
Marketing Strategies in Industrial Marketing: A Framework Applied to a Steel Producer
Authors: Håksansson Håkan
Published: September 2004

Discusses marketing strategy of a future steelworks and its product choice by use of a theoretical framework based on the nature of relationship between sellers and customers. Identifies certain key factors which must be incorporated in strategy development to enable competitive strength to the seller. Describes marketing as a competitive strategy problem — it is a question of the seller dividing its resources in an optimal way between a number of competitive means. Proposes that buying firms often develop relationships with a limited number of suppliers — these are then utilised in various ways. States that industrial marketing is primarily a technological and organisational problem. Says that the research project was the result of collaboration between researchers in the technical, social and economics fields with the aim to create a business entity to establish a secure position in the steel market. Further discusses in depth the strategies involved. Summarises that a theoretical framework for marketing strategies in industry has been presented and illustrated through a case about a future steelworks — though similar frameworks have been used in existing companies — test results have been promising.
The Multivariate Jungle — The Academic's Playground but the Manager's Minefield An Introduction to the Special Edition
Authors: Hooley G. H.
Published: September 2004

Introduces the special edition of EJM Vol. 14 No. 7, 1980, which is involved with use and potential use of multivariate techniques as an aid to marketing decision making. States that marketing practitioners seem less ready to join in the revolution and embrace the power of new techniques. Posits that management and researchers have a lack of communication problem which means a ‘switch‐off’ by management when information is presented in a form which is unfamiliar. Goes on to discuss marketing decision support systems and uses a figure for emphasis, using this as a critical appetiser for the techniques that follow. Closes by saying the techniques available form comprehensive sets of tools to aid the interpretation and presentation of that information.
Discriminant Analysis — An Aid to Market Segment Description
Authors: Lawson R.A.
Published: September 2004

Looks at multiple discriminant analysis (MDA) a technique used to discover differences of the members of one group from another. Stresses that in marketing MDA is better used as a method of identifying the discriminant characteristics between market segments. Says that MDA works by providing maximum separation between the groups and this is obtained by maximising the difference between the means of the groups in relation to the standard deviation within the groups. Posits that many model building problems occurring in MDA are common to other multivariate techniques — especially regression analysis. Concludes that there are a few applications of MDA in marketing which illustrate its exceedingly wide potential wherever classification decisions have to be made.
Conjoint Measurement for Marketing Management
Authors: Antilla M. , van den Heuvel R.R. , Moller K.
Published: September 2004

Discusses a new tool for quantitative marketing research‐ conjoint measurement, although developed for psychometric research this technique has numerous possibilities outside this area. Emphasises marketing planning involves the integration of often conflicting goals and a balance must be sought between objectives such as market share, profit, sales growth percentage, return on investment and retail coverage. Tries to bridge an information gap by presenting essentials of conjoint measurement in fairly non‐technical terms. Introduces some of the concepts that underlie the use of conjoint measurement, the method is then described in brief. Differing steps of the research design are presented in a more detailed manner. Illustrates the potential of conjoint measurement for marketing measurement by way of an application to the market for colour televisions. Finally discusses the advantage of conjoint measurement and its limitations are summarised. Concludes that conjoint measurement will enjoy more popularity in the future.
Cluster Analysis for Market Segmentation
Authors: Saunders J.A.
Published: September 2004

Examines the processes of cluster analysis and describes them using an example of benefit segmentation, and also discusses other applications suggesting new directions of research in related fields. Bases an example study with 200 early respondents to a survey into sixth formers' choice of degree course, in which students were given 23 criteria which related to their course choice. Comparisons of likeness using Euclidean distance measures were employed. Uses also importance ratings given by three drivers to characteristics of new cars. Proposes that hierarchical clustering can be criticised when used to cluster data that is not naturally hierarchical, but other procedures have similar failings. Posits that clumping and optimisation in conjunction with hierarchical clustering offer the greater potential. Concludes that cluster analysis is a flexible tool, which provides a number of opportunities for marketing, and it is an appealing and simple idea ‐ but there are many technical questions that a researcher must ask before it is used.
Multidimensional Scaling of Consumer Perceptions and Preferences
Authors: Hooley G. H.
Published: September 2004

Examines the use by marketing researchers of a set of techniques, originally developed in mathematical psychology, and termed multidimensional scaling or MDS. States that MDS techniques can operate on a variety of different types of data — they have a common set of objectives and these are examined. Puts forward that MDS techniques seek to represent these relationships in a spatial configuration or model, so that the relationships between brands and variables can be used to aid product positioning and respondents' product requirements can be used as a basis for market segmentation. Proffers that identification of brand images has been approached from two broad directions — the aggregative approach and the disaggregative approach, and goes on to explain these terms and uses in full. Highlights types of scaling and relevant data involving three types of scaling: stimulus space generation; dimension identification; and joint space analysis, discussing these in greater detail. Summarises by stating there remain certain technical problems and limitations of MDS that require further investigation and that results are not always as clear‐cut as examples cited.
Industrial Marketing under Employee Participation
Authors: Grönroos Christian
Published: September 2004

Suggests that, although a number of European countries have introduced different forms of employee participation in decision making using more or less tight legislation, the most rigid, perhaps, was passed in Sweden in 1976. This law sets aside management's ‘right to lead and divide the work’ and ‘declares any and all matters of company decision making bargainable items’. Points out that, for instance, the USA have not moved towards this latitude at all. Maintains that present trends in company decision making are standard, though employee participation in this will differ from country to country. Chronicles that this trend is here to stay and that this may change the nature of industrial marketing and organisational buying behaviour. Uses empirical data from Sweden to reflect new situations for buyers and sellers on industrial markets. Summarizes by saying that the trend seems quite clear and that the correct direction seems to be the Swedish one.
What Chance to Profit?
Authors: Kalff Hans
Published: September 2004

Discusses the uncertainty of marketing and tries to relate this to marketing people who act as if uncertainty does not exist. Gives an example of: an existing brand in a stagnant market; an existing brand in an existing market; and a new brand in an increasing market. Analyses a reasonably simple computer program 'Call‐Risk' asking the computer to do a lot of calculating and uses the Monte Carlo principle for supplies of data. Tabulates the results and discusses them in depth, and develops a five‐year plan, which is also tabulated. Adopts simple plans and illustrates these also. Concludes that most plans are not really good enough but the addition of uncertainty, and risk analysis, gives improved plans with better chances to be in line with reality.
How British Retail Manager View French and American Products
Authors: Niffenegger P. , White J. , Marmet G.
Published: September 2004

Investigates, following a recent survey, the product image of UK goods among a sample of French retail managers. States that results of the survey were uncomplimentary to UK products with regard to technological sophistication and quality. Examines through a further survey the stereotypes as reviewed above. Uses a figure to detail aggregate perception profile of the UK retail managers and examines: price and value; advertising and reputation; service and engineering; design and style; and consumer profile. Concludes that the authors feel that the French penetration of the domestic UK market, as measured by the national stereotype product images of retail managers, appeared to be somewhat patchy.
International Industrial Marketing into Eastern Europe
Authors: Hill Malcolm R.
Published: September 2004

This monograph commences with a survey of previous publications on the concepts, volume and structure of industrial co‐operation agreements between East and West. In the context, the term “East” refers to those socialist countries of Eastern Europe which are members of the Council for Mutual Economic Assistance (COMECON), namely USSR, Poland, Romania, Hungary, Czechoslovakia, Bulgaria and the German Democratic Republic (GDR); and the term (West) refers to the non‐socialist industrially developed nations of Western Europe, North America and Asia. The author presents case studies of six British engineering companies having experience of industrial co‐operation with Eastern European foreign trade organisations. The USSR has been excluded, since case studies of Anglo‐Soviet industrial co‐operation had already been published by the present author (Hill, 1978) before the commencement of the study described in this paper; and the GDR has also been excluded because of that country's comparatively low level of involvement in East/West industrial co‐operation. The case studies highlight the practical advantages and disadvantages of East‐West industrial co‐operation to British companies; this is considered to be particularly relevant since British firms may have to be more willing to engage in this type of business activity if they wish to remain in the East European market place.
The Bank Manager: Marketer, Salesman or Administrator?
Authors: Turnbull P.W. , Wootton C.D.
Published: September 2004

Discusses the changing role of the branch bank manager in relation to the bank services marketing, and describes results of research carried out into the bank manager's role, and its re‐evaluation. Says that there is a need for a more positive approach to the challenges of marketing at the branch level. Recognises that personal communications between managers and customers is of major importance. Posits that the bank manger has basically a similar role to a salesman (one‐to‐one situations) although still some way apart. Maintains that in order to accomplish all the tasks discussed there are three basic requirements to be fulfilled: time, ability, and motivation. Attempts to establish a view of the role of the bank manager in personal communication processes. Concludes that the manager must possess the resources in order to perform effectively in the marketing role, although, sometimes, financial ability is lacking and the absence of total motivation towards marketing has already been discussed.
Marketing Marketing Training
Authors: Michell P.C.N.
Published: September 2004

Investigates the usage of, and attitude towards marketing training in UK companies by means of survey data collated among 669 respondent firms. Suggests possible future directions for training in this area.
Marketing Teaching
Authors: Law Philip , Wensley Robin
Published: September 2004

Outlines the authors' beliefs about marketing and marketing managers. Discusses ways in which to improve the performance of managers involved in marketing, and the way in which they are taught. Emphasizes the need for a variety of new priorities in the teaching of marketing, enabling the student to face marketing problems better.
The Development of Professionalism As An Issue in British Marketing
Authors: Walker David S. , Child John
Published: September 2004

Examines the history of professionalism as an issue in British marketing. Investigates attempts made to establish professional attributes in British marketing and the model of professionalism adopted. Looks at limits placed on the progression of marketing with regard to professionalism. States that the ideal typical model of professionalism has never been a valid framework for marketing, in that the structural bases of the occupation are of a different order and require individual analysis.
Industrial Salesmen as a Source of Marketing Intelligence
Authors: Moss Charles
Published: September 2004

States that salespeople are increasingly taking on a dual role — not only of selling, but also in gathering intelligence from the marketplace. Presents three case histories of different companies, showing how they use the knowledge of their salespeople in product development, sales forecasting and other planning areas. Suggests that much information can be accrued from the salesforce of a company, which, if made good use of, could lead to better market planning.
Impact of Inflation on Consumer Life Style: Some Empirical Results on the Money Illusion and Consumer Purchasing Behaviour
Authors: Poser Günter , Shipchandler Zoher E.
Published: September 2004

Investigates whether consumers are subject to the money illusion during a period of accelerated inflation. Looks at how consumers adjust their habits and purchasing behaviour in response to perceived price rises. Presents evidence from a survey carried out in the USA and Germany into differences between national reactions to economic changes. Reveals that consumers are generally not well informed about price indices.
The New International Price Competition
Authors: Mickwitz Gösta
Published: September 2004

Considers the problem of meeting the challenge of those less‐developed countries entering the market with industrial products formerly only manufactured in more advanced countries. Argues that this challenge can best be met by non‐price competition i.e. superior product development.
Some Aspects of Price Behaviour in Agricultural Markets
Authors: Hill Brian E.
Published: September 2004

Examines some of the peculiarities of agricultural markets and prices in a pre‐EEC context. Argues that, although long‐term price trends can lead to remarkable changes in prices and consumption without market disruption, short‐term price instability demands concerted action.
The Pricing of Industrial Products
Authors: Barback Ronald H.
Published: September 2004

Examines industrial goods pricing from several angles in a bid to find if pricing and marketing of goods is lagging in relation to more sophisticated practices in the consumer goods market. Finds little justification for the current unsophisticated method used by some price setters.
Transfer Pricing and its Misuse
Authors: Smallman Alan
Published: September 2004

Examines pricing of goods in multinational ownership when transferred between countries. Reveals that the price set at this point is important in that it can be used for calculating duties and taxes, which in turn concerns the accounts of both the marketing and manufacturing firms.
Measuring the Price Sensitivity of Household Electricity Consumption by Means of Interview Data
Authors: Jan van Helden G.
Published: September 2004

Aims to show how interview data may be used to obtain an indication of the price elasticity of household electricity consumption. Examines how respondents think they will react to price changes.
Pricing and Advertising
Authors: Sasieni Maurice W.
Published: September 2004

Explores pricing and advertising in respect to how formal methods of research and analysis can help the pricing decision. Shows that available technique of data collection and analysis, although having limitations, can be of great help in making executive decisions.
The Differential Method of Pricing
Authors: Oxenfeldt Alfred R.
Published: September 2004

Looks at the differential method of pricing which arrives at a price by adding appropriate amounts to specific bases. Proposes that to realize the full benefits of such an approach price‐setters must have both intelligence and imagination as well as being aware of their industry's practices and traditions.
How to Price During Inflation
Authors: Dean Joel
Published: September 2004

Summarizes discussions with the chairman and president of Harris Corporation, a communications equipment and systems manufacturer in the USA. Reveals that, in an inflationary period, pricing has to anticipate the expected rate of inflation if the substance of profitability of an organization are to be safeguarded.
The Price Commission and the Investigation of Proposed Price Increases
Authors: Pickering J. F.
Published: September 2004

Analyses the approach of the Price Commission to its task by means of examining its early reports. Draws attention to areas which a similar body that might be in its infancy should pay particular attention to.
Public Utility Pricing in Britain
Authors: Price Catherine M.
Published: September 2004

Presents a detailed report on pricing in the gas, electricity and telephone industries in the UK. Reports that all three utilities have to balance their commercial operations, sensible use of their resource and political obligations imposed by the Government.
Towards Restoring Equilibrium in the European Agricultural Market: The Case of Milk Products
Authors: Baert Hendrik A.
Published: September 2004

States that the continuing structural disequilibrium in the marketing of milk and milk products is of concern in the EEC. Analyses the complex intervention mechanism established by the commission for this market.
Pricing in Eastern Europe – The Example of Hungary
Authors: Hare Paul G.
Published: September 2004

Discusses the Hungarian economic system called the New Mechanism which was established post‐1960. Suggests that the planners are still thinking in terms of quantities and balances and not paying enough attention to prices and costs.
The Marketing of Professional Services — An Organizational Dilemma
Authors: Gummesson E.
Published: September 2004

Investigates the role of the professional in a firm offering professional services aiming to answer the questions of: what marketing activities the professional might use; what proportion of his/her time should be divided into what areas; and how marketing sales and costs might be calculated. Looks at current practices in this area, and attempts to find conceptual frameworks to guide professional service firms in the marketplace.
Management Structures and Marketing Strategies in UK Industry
Authors: Doyle Peter
Published: September 2004

Examines the relationship between organizational structure and market performance. Suggests that the complex nature of the new structures offers a challenge to the adaptability of management. Attempts to identify the key principles which govern how organizational structures shape market performance in order that top management might recognize and use them to their advantage.
Personal Selling
Authors: Hammann Peter
Published: September 2004

The strength of personal selling lies in the fact that it allows for communicative interchange, a process more subtle but, at the same time, more hazardous than classical methods such as advertising, which rely on one‐way communication. In terms of efficiency, communicative interchange results in a reduction of reach losses; it is of primary importance in the marketing of commodities which have to be explained or demonstrated to the buyer and particularly, therefore, in industrial marketing and the marketing of services. It is recognised, however, that personal selling is a relatively expensive means of communication.The author undertakes a taxonomical review of the various constituents of the personal selling scene, analysing the tasks involved and the composition of the sales force. In the latter half of the monograph he selects certain sales force management problems of special importance to discuss in greater detail with regard to the optimisation of efficiency and job statisfaction.
Manufacturer/Retailer Relationships
Authors: Walters David
Published: September 2004

Reviews the trading environment and the implications of changes for each element within it in light of the recent inflationary period. Looks particularly at the strain between manufacturer and retailer. Reveals future trends which take into account demographic and environmental influences in addition to economic pressures.
The Effects of the Abolition of Resale Price Maintenance in Two Trades
Authors: Fulop Christina , March Tim
Published: September 2004

Compares and contrasts the effects of the resale price maintenance abolition of 1964 emerging in different products and markets, with particular emphasis on the furniture and footwear trades. Finds that the furniture trade has been more significantly affected, with a higher consciousness of consumer needs among its retailers.
A Refined Approach to the Wheel of Retailing
Authors: Kaynak Erdener
Published: September 2004

Explains the Wheel of Retailing as an attempt to explain the dynamics of change and evolution at the social level. Suggests that the theory of new retail institutions beginning with low levels of prices and services and then upgrading is not always proved to be so. Concludes that retailing is a social process with the development of institutions determined by the society in which they exist and not by a deterministic pattern of development.
West German Retailing in Perspective
Authors: Dickson M.K.
Published: September 2004

Analyses the rapid and considerable changes occurring in retailing in West Germany, highlighting its differences with the UK. Focuses on the problems faced by West German department store groups which are struggling against competition from the newer retail stores.
Behavioural Constraints on Marketing Information Systems
Authors: Piercy Nigel
Published: September 2004

Suggests that one of the constraints in developing a marketing information system is in the interaction between the systems and personnel involved in gathering, processing and communicating that information. Proposes that a marketing information system is only effective in relation to the motivation and attitudes of individual staff members.
Desk Research Methods for the Soviet Capital Goods Market
Authors: Hill M.R.
Published: September 2004

Demonstrates how existing Soviet published sources into the capital goods market can be used to provide a fairly comprehensive picture of likely import requirements. Explores the literature concentrating on the data for metalcutting machinery in order to provide information on planned industrial targets, previous levels of imports and the present state of Soviet technology.Suggests that this desk research provides general guidelines that must be supplemented by information from direct contact with prospective Soviet buyers.
Determining Consumer Satisfaction through Benefit Profiling
Authors: Howes Douglass K. , Ardt Johan
Published: September 2004

Investigates the measurement methods of consumer satisfaction which has not been a topic for agreement. Discusses the development and exploratory use of a benefit profiling scheme, designed to recognize the complexity of satisfaction. Suggests that this is a particularly useful approach for the service or luxury products sectors. Bases the work on a survey into leisure‐time pursuits.
Farmers' Tractor Purchase Decisions: A Study of Interpersonal Communication in Industrial Buying Behaviour
Authors: Foxall Gordon R.
Published: September 2004

Demonstrates that farmers, in their tractor‐buying decisions, have similar behaviour to professional buyers in manufacturing industries. Uses evidence collated from a survey concerned with identifying farmers' perceptions of the social and economic factors affecting their decisions. Draws attention to the patterns of interpersonal communication accompanying farmers' purchases and the complexity of opinion leader influences.
Factors Affecting Consumers' Choice between Manufacturer Brands and Retailer Own Labels
Authors: Livesey F. , Lennon P.
Published: September 2004

Assesses consumers' choice and behaviour with regard to manufacturer brands and retailer own labels and the contributions of these different approaches. Presents the results also of an empirical study that throws additional light on brand‐choice decision. Gives tabular results of two studies, one by Myers and the other by Mintel, and examines the results of these in depth. Goes on to the results and methods used by one of the author's herein, which involved 100 housewives answering a number of questions about their brand choice decisions. Proposes that two, tentative, conclusions emerged: first, consumers can be classified as either manufacturer or retailer brand‐prone based on their needs; and second, the classification is only valid on a product‐by‐product basis — but some consumers had other reasons, such as personal budget, involved in their decisions. Accepts that, because of the study's limitations, more research is required.
The Durable Purchasing Behaviour of the Individual Household
Authors: Pickering J.
Published: September 2004

Attempts to draw together some main implications arising from studying usage of survey data forecasting the demand for durables. Posits that re‐interview tests are important, shedding light on the influences on consumer demand, by perhaps identifying respects in which purchasers and non‐purchasers differ. Suggests that predictive models, which have some foundation, stand a better chance of confident usage. Points out that some studies appear to show cross‐sectional investigations perform reasonably well in explaining individual household behaviour, both in terms of level of outlay on consumer durables and in identifying purchasers of particular commodities. Aims to describe overall patterns of results in more general terms and to draw them together by focusing specifically on what they suggest about the nature of individual behaviour and decisions regarding consumer durables.
Channel Power: A Form of Economic Exploitation
Authors: Mallen B.
Published: September 2004

Aims to discuss virgin ground in marketing — channel exploitation. Briefly reviews the role of power in channel conflict and public policy recommendations are made. Discusses channel conflict and gives thoughts on how to resolve it with three proposed solutions. Pinpoints Galbraith's power concepts of countervailing power which asserts most markets start as competitive. Explains though, that competition is not required for regulatory purposes, as countervailing power will usually exist, especially in retail goods. Looks at franchising and potential areas of exploitation and closes with public policy recommendations that have the advantage of being in the interest of both small business and consumers.
A User's Guide to Conjoint Measurement in Marketing
Authors: Fenwick Ian
Published: September 2004

Outlines the basis of the conjoint measurement technique method, illustrates its application and identifies user problems. Postulates that conjoint measurement is designed for situations where two or more independent variables affect the rank order of a dependent variable. Says that three variables of marketing problems suggest that conjoint measurement could be particularly useful: first, marketing is frequently concerned with ordinal, or ranking, responses; second, marketing involves multi‐attribute stimuli; finally, marketing decisions involved interdependent variables. Explains that conjoint measurement has considerable potential for marketing applications — but it is not without pitfalls and expounds on these. Uses the MONANOVA method to produce degenerate solutions to consumers' preference rankings.
New Product Development
Authors: Cannon Tom
Published: September 2004

Change, Adaption and Development are central to modern marketing. This paper provides an overview of the subject area of innovation and new product development. The critical role of change in modern industrial and industrialising societies is explored in depth. Emphasis is given to the managerial implications of research to date. Key issues such as the interplay between creativity, the motivating force behind invention, and control, the basis for successful innovation, are reviewed Changing attitudes and approaches to new product development play a major part in this study, particularly the growing awareness that innovation is no longer an end in itself, but a part of a carefully controlled marketing system.
The Sales Force — Structures and Organisation
Authors: Hardy L.W.
Published: September 2004

Reports on a study investigating the ways in which companies organise their sales forces and research. Outlines one particular area of interest — the potential use to be made of information provided by the representatives to sales managers. Discusses differences between selling and marketing and how companies have attempted to incorporate this fact into their thinking and organisational frameworks, and welcomes this approach. Investigates the salesman's role and how it has altered in the last 20 years. Gives an example of types of salesman and what companies look for in candidates for sales jobs, these include: maintaining good relations with established customers and encouraging source loyalty; cold calls by commando salesmen whose role is to search out and establish new accounts; and specialist salesmen to handle distinctive requirements of various classes of customers. States also that in UK companies' sales structures it is apparent that salesmen are usually deployed on a geographical territory basis. Examines a case example of a hypothetical firm in the softwood timber importing and distribution business, and discusses this in detail, using an analysis sheet for explanation. Concludes that although the case study relates only to a single firm in one industry there is good reason to suspect there are many firms in a similar position, some of who are particularly liable to experience the problems discussed.
Marketing to the African Segment of the South African Market
Authors: Staude G.E.
Published: September 2004

Compares South Africa's dualistic economy of two economic subsystems — one is an industrialised system, the other a subsistence one. Discusses the four main population groups in the heterogeneous systems, Bantu, Whites, Coloureds and Asians, using tables to show these fully. Looks further at media and its growing availability to both White and African markets — this includes TV and radio as well as newspaper and magazines. Chronicles that, because the average African income per capita is low, owing to most Africans living in rural areas and non‐participation in a formal monetary economy, and because the average wage is also low, this does not preclude them in global terms from spending. Submits that even though Africans have low average income per capita their propensity to consume (willingness to buy) is high. Investigates African buyer behaviour and the influence the White man brought to bear following contact between the two races. Views the marketing mix and illustrates with the use of tables, different products and user profiles. Looks at promotion and its utmost importance to stimulate Africans to purchase products. Specifies the importance of distribution and price to Africans. Acknowledges that aggressive marketing to the African segment of South Africa may achieve large volume sales lowering costs — even prices may be brought within scope of households at last.
An Application of Sequential Analysis in Pricing Research
Authors: Anderton E.J. , Gorton K. , Hammersley H. , Tudor R.
Published: September 2004

Describes and discusses a series of researches specifically designed for analysis by sequential techniques — these were aimed at investigating the relationship between price, and customer preference, for a consumer durable article. Defines sequential analysis as a technique concerned with a cumulative simple analysis of results as they are obtained. Documents that investigation of the technique found that, for some market research applications, it has advantages over the conventional technique of completion of field research, followed by full analysis of the data obtained. Uses a sequential analysis chart to add weight to this technique, and discusses results to two test market product candidates (X and Y). Follows up this research by stating sequential analysis is a simple, yet elegant, technique which appears to open new possibilities to market research personnel in many areas. Concludes that sequential analysis has been proved to offer a simple, reliable pricing framework in a situation of dichotomous choice.
Proposal for a New Approach to Marketing in Economic Science
Authors: Meyer Paul W.
Published: September 2004

Investigates underlying tension between the individual's claims and the demands of human society, exemplified by discussion about individual wealth on the one hand and neglect of common tasks on the other hand. Compares economy as a supply system using the ‘naked ape’ comparison to add emphasis and giving a scientific viewpoint on proceedings and outcomes. Discusses the economic supply systems and gives examples using thirst as a problem to be solved on a group basis. Looks at economy as a connection of systems, a new approach, ergo as a supply‐mix. Explains marketing as a term from the view of either offerers' or demanders' problems with the respective opposite number in the market. Finalises that marketing, as a solution to problems developed by man in order to influence other people, contains a basic problem common to all human systems — it will show time and time again attempts to cheat others with improper use of procedures.
Measuring the Gains from Government Export Promotion
Authors: Pointon Tom
Published: September 2004

Reports the findings of first academic study in an area of marketing importance and interest to both exporters and governments. Determines that the research's main thrust is concerned with finding a new quantitative method of establishing value or utility of official export services. States that co‐operation between exporters and government officials is essential for exporting success and one way to build co‐operation is to show, unequivocally, the value or utility of government export promotion. Documents that the Irish and Canadian governments have carried out cost‐benefit analysis which, ostensibly, provides a quantitative estimate in monetary terms both with respect to total operation and individual programmes, these results are discussed further. Uses user research to put together data, and to add weight, figures and tables are employed. Insists UK government export promotion services, like several others, are not subject to the market price mechanism, services are free (mostly), some havenominal cost, others offer a subsidy. Concludes that the only feasible area for quantitative measurement is user research, as for every £1 spent by government on export turnover, £21 was gained.
A Decision Analysis Approach to Repetitive Competitive Bidding
Authors: Bunn Derek , Thomas Howard
Published: September 2004

Discusses how a repetitive competitive bidding model, developed previously, can be adapted to the differing features of the situation. Focuses, first, on identifying the implications for decision analysis of the strategic nature of repetitive bidding and then on the impact of data to aid in winning a tender. Uses a real example from the construction industry which, for confidentiality reasons, is called Whernside Ltd. States the company is one operating a world‐wide spread of construction and development activities such as; civil engineering, private housing, property development, building, dredging, mining, mechanical engineering, foundation engineering and concrete products manufacture. Tabulates the company's turnover and profit in detail, and demonstrates that if bidding activity is to be continued, the formulation of a long‐term strategy must aim to set a perspective in the prescription of individual bids, so the long‐term accrued benefits are, in some sense, optimal. Documents the tactical bidding decision structure using figures by aid of explanation and goes into great detail by way of pinpointing the bid process. Concludes that from the discussion conclusions may be drawn and the three main ones paragraphed and spelt out with recommendations.