bluuebunny/crossref_metadata_2025 huggingface dataset:
Confronting crisis: the importance of measuring the use of paper journals in academic libraries
Authors: Sweeney Linden Jane
Published: July 2002

Describes the continuing “cancellation crisis” in academic libraries in both the USA and the UK. Gives current prices of academic journals in the UK. Outlines methods used to measure the use of paper journals in libraries. Details a study revealing which of these methods are currently employed by the “new universities” in the UK. Stresses the need for accountability and the importance of use measurement to validate cancellation decisions.
Changing an attitude is not done in a hurry
Authors: Önnestam Mona
Published: July 2002

The Swedish Dyslexia Campaign had over 70 collaborators. One important collaborator was The Swedish Library of Talking Books and Braille (TPB), which invested a great deal of effort and money in the campaign. In a short‐term evaluation, the result was not quite on a par with the effort but, on the other hand, changing an attitude is not done in a hurry. TPB works through the local libraries and schools, by supporting them with different information materials and interlibrary loans. Its task, to spread the information of talking books, could very well support the campaign task. Subsequently TPB did not have to start new activities. It did what it was already good at, but it did more of it and with a certain focus.
The use of foreign languages by Irish exporters
Authors: Clarke W.M.
Published: July 2002

Presents the findings of a study of the use of foreign languages by Irish exporting companies. Suggests that, although a substantial majority of respondents believe that foreign language skills are very important for export success, relatively very few of them actually use foreign languages to any great extent in their day‐to‐day exporting activities. Just over half of the firms contacted claim to communicate frequently in German or French, around 20 percent in Italian or Spanish; only 7 percent use Japanese and less than 3 percent use any other foreign language on a regular basis. The specific tasks conducted in a foreign language are relatively low level basic exchanges of information in telephone calls, fax messages or routine letters rather than activities requiring higher‐level language skills such as negotiating contracts or discussing technical specifications. The implications of the research are discussed in the wider context of export promotion and development in general, and some ideas for further research on this topic are suggested.
Shouts and whispers
Authors: Harrison Shirley
Published: July 2002

Reviews a variety of academic and practitioner opinions on different types and definitions of lobbying and the purposes for which it is used, ranging from government relations to marketing communications. Distinguishes between what is termed loud lobbying, typically a highly visible media relations campaign providing an information subsidy to carefully targeted media, for marketing purposes; and quiet lobbying, discreet use of links with legislators, in order to encourage or block legislation. A model is given to aid clarification. The distinction is illustrated using examples of loud and quiet lobbying, including a case study of the campaigns for and against resale price maintenance (RPM). This shows Asda’s lobbying campaign to have been essentially a key element of the company’s marketing strategy. Concludes that the objectives of a lobbying campaign are crucial in determining whether loud or quiet lobbying would be more appropriate.
Service orientation in transitional markets: does it matter?
Authors: Lynn Monty L. , Lytle Richard S. , Bobek Samo
Published: July 2002

Firms with a strong service orientation – that is, those whose organizational policies, practices, and procedures support service excellence – often have a competitive edge in mature Western markets. In transitional economies, however – such as within the newly opened markets of Central and Eastern Europe – the impact of service orientation on current and future firm performance is largely unknown. Particularly, in areas where service quality has lagged, enhancing service orientation might catapult a firm’s competitive standing ahead of the pack. On the other hand, boosting service orientation in markets where demand continues to outpace supply may add unnecessary cost, and little visible short‐term gain. In this study, the SERV*OR scale, a measure of organizational service orientation, was administered to 105 employees from two Slovenian banks – a newly established private bank and a large, older, state‐supported bank. The private bank outperformed the state bank in service orientation and in financial performance, lending support to the idea that service orientation may enhance rather than detract from firm performance in transitional markets.
An empirical investigation of the impact of non‐verbal communication on service evaluation
Authors: Gabbott Mark , Hogg Gillian
Published: July 2002

Considers the role of non‐verbal communication in consumers’ evaluation of service encounters. Non‐verbal communication has been extensively studied in the psychology and psychotherapy disciplines and has been shown to have a central effect on participants’ perceptions of an event. As services are essentially interpersonal interactions it follows that non‐verbal communication will play a major part in service evaluation. Uses an experimental methodology based on video scenarios to demonstrate the effect of this type of communication on consumers. The results indicate significant differences in respondents’ reactions to the scenario according to the non‐verbal behaviour of the service provider.
The contextual stance in consumer research
Authors: Foxall Gordon R.
Published: July 2002

The nature of interpretive consumer research is examined within the context of the contribution to the growth of knowledge played by the proliferation of tenaciously‐held rival theories. Dennett’s intentional stance is contrasted with a contextual stance in which behaviour is controlled by a learning history composed of reinforcing and punishing consequences of similar behaviour previously enacted in similar circumstances. The benefits of this stance are the encouragement of counter hypotheses to intentionality, and the generation of novel data which would otherwise not be available.
Retail financial services: transaction to relationship marketing
Authors: Alexander Nicholas , Colgate Mark
Published: July 2002

Presents the findings of a survey carried out among the financial directors of leading retail companies in Australia, Ireland, New Zealand and the UK. The purpose of the survey was to determine those factors that influence the development of financial services within retail organisations. Considers the introduction of financial services, within the context of retailers’ relationships with their customers, and retailers’ ability to build closer relationships with existing and potential customers. Financial service provision is, therefore, considered in the context of the relationship marketing paradigm. Considers the opportunities which financial services provide for retailers to move from a transactional to relationship approach to marketing.
Customer Care: A ″Bottom‐up″ View of a ″Top‐down″ Policy
Authors: Boggis Fred
Published: July 2002

Customer care panels are examined as an example of one of the ways
in which enterprises can seek to monitor the perception that consumers
have of the quality of service they receive. From an examination of
three paradigms which structure understanding of the choices open to
management in establishing current consumer concerns, the
“implementation” perspective is selected as being the most
pertinent for interpreting the actions of managers in setting up and
operating panels. Two examples are chosen for study of the use of panels
in the United Kingdom; they concern the railways and retailing. Some
conclusions are drawn from this experience of the problems that arise in
operating panels. The implications for consumers and managers of the
development of customer care panels are reviewed.
High Priesthood, Low Priestcraft: The Role of Political
Consultants
Authors: O′Shaughnessy N.J.
Published: July 2002

The political consequences and effectiveness of the growth in
political consultancy in the USA are surveyed. The marketing of
electoral candidates creates moral ambiguities. A number of leading
consultants are interviewed; their styles, principles, attitudes,
values, political positions and methods are very varied.
Intrachannel Co‐ordination: Strategies and Mechanisms
Authors: Izraeli Dove
Published: July 2002

A model of intrachannel co‐ordination strategies is presented.
These strategies are analysed and then classified along three
dimensions: locus of co‐ordination, degree of specificity, and
laterality of decision making. These dimensions are treated as
parameters to develop a 2 by 2 grid, articulated as four co‐ordination
mechanisms for managerial application.
Demand Research and the Planning of Consumer Goods Supplies
in a Centralised Socialist System – The Case of the Former German
Democratic Republic
Authors: Naor Jacob , Schmutzler Olaf
Published: July 2002

The process of consumer goods planning and demand research in a
centralised socialist system, that of the German Democratic Republic
(GDR) is presented and analysed. The system′s degree of centralisation
and performance record; and its effectiveness in meeting consumer needs
are evaluated and suggestions for improvements are proposed. As recent
events in the GDR have indicated, the system, while adequate for meeting
“basic needs” is not as yet able to meet dynamically
evolving consumer needs and expectations. The latest available reform
proposals designed to overcome the system′s inadequacies, are provided.
US Pleasure Travellers′ Perceptions of Selected European
Destinations
Authors: Javalgi Rajshekhar G. , Thomas Edward G. , Rao S.R.
Published: July 2002

In today′s competitive travel industry, positioning the destination
more effectively in the traveller′s mind has become an increasingly
important strategic issue. The key to this is an understanding of the
traveller′s perceptions of destinations. This study focuses on
determining US pleasure travellers′ perceptions of selected European
destinations for touring and outdoor vacations. The study findings are
used to suggest various strategic directions for European travel and
tourism marketers.
Elements of Not‐for‐Profit Services: A Case of University
Student Accommodation
Authors: Davies Mark , Preston Diane , Wilson John
Published: July 2002

Not‐for‐profit organizations are faced with several problems in
providing services to consumers. In order to attract sufficient funds,
they must respond to consumer needs and competitive forces. This
requires identifying which aspects of service provision are valued most.
However, services are difficult to evaluate before purchase because of
their intangibility, heterogeneity and joint production with
consumption. Consequently, consumer attitudes towards actual service
provision, and its salience, are likely to change over time with
experience. This has implications for both service provision and the way
it is positioned, and requires that tracking techniques are periodically
used to monitor and control consumer satisfaction. A case study shows
how this can be achieved. The findings suggest that consumers may not
always be prepared to pay for what they want. By selectively increasing
the salience of specific aspects, student choice might be influenced;
and by interpreting dissonance effects, satisfaction regulated.
Neural Networks in Marketing: Modelling Consumer Responses
to Advertising Stimuli
Authors: Curry Bruce , Moutinho Luiz
Published: July 2002

Examines the theoretical base of the neural network technique
showing, for example, that it is linked in formal and practical terms
with expert systems and that it uses a statistical approach. After
beginning with a discussion of models of information processing by
consumers, proceeds to outline the main features of the neural network
approach including the important question of practical implementation.
Then suggests a model to show how the neural network approach can be
employed to shed light on the way in which consumers respond to stimuli
contained in advertising messages, with particular emphasis on the
stimuli which are implicit or embedded in these messages rather than
being overtly measurable. Subjects the model and the neural network
approach to critical evaluation, and suggests guidelines for further
implementation.
The Role of Geodemographics in Segmenting and Targeting Consumer
Markets
Authors: Mitchell V.‐W. , McGoldrick Peter J.
Published: July 2002

Discusses the applications and limitations of current geodemographic
classifications for the identification, segmentation and targeting of
consumer markets. Then discusses future developments and opportunities
drawing on the results of a Delphi Study conducted with market analysis
industry experts. Issues discussed include factors inhibiting market
development, market potential, 1991 census, computer developments,
non‐census data‐bases, bespoke classifications, education and
Europeanization.
Competitive Reactions to Product Quality Improvements in Industrial
Markets
Authors: Lemmink Jos , Kasper Hans
Published: July 2002

Generally it is assumed that quality improvements are important tools
for companies to gain a sustainable competitive advantage. The result of
product quality improvements depends, for example on the reaction of
competitors. If competitors react intensively and quickly, the outcome
of a product quality improvement might be different from what was
expected. From an empirical study in The Netherlands, concludes that, in
general, the typical reaction of competitors is quite a fast reaction
with only one marketing mix instrument. The intensity of the competitive
reaction appears to be lower in mature and declining markets than it is
in growing markets, and improvements in reliability and service quality
aspects appear to be important weapons in quality competition. Service
quality improvements are difficult to imitate swiftly. Moreover, they
lead to higher market shares for the initiating company. Quality
competition based on other quality aspects, like conformance to
standards and performance, does not result in a real competitive
advantage. For these quality improvements, following a
“traditional” competitive pattern of action and, more‐or‐less the same
reaction, are quite easy to imitate. They are also needed just to keep
up with the leading competitors in the industry. However, they do not
lead to long‐term sustainable advantages.
Awareness, use and effectiveness of models and methods for new
product development
Authors: Nijssen Ed J. , Lieshout Karin F.M.
Published: July 2002

Despite the large number of new product models and methods
available to improve the success rate of new products, empirical
evidence proves that only a few companies actually use them. This seems
rather strange because today the pressure on companies to improve their
new product development is high. A bottle‐neck may be the extent to
which companies are aware of these models and methods. Companies may
also have abandoned their use already. To investigate this, gathers
empirical data from 75 industrial companies in The Netherlands. Results
show that many companies are actually aware of these models and methods.
However, they often do not know them by name. The average penetration
level is about 30 per cent and the models and methods are used in an
unfocused and less formal manner. The level of satisfaction with the
performance of most models and methods is high. Furthermore, a positive
relationship between the degree of use of models/methods and company′s
gross profits exists.
Market demarcation
Authors: Bauer Hans H. , Herrmann Andreas
Published: July 2002

Market demarcation is based on the idea that a sales market is not
an undifferentiated set of products, but that it rather embodies an
entity made up of separate groups of products which differ with regard
to certain demand‐relevant characteristics. The term market demarcation
is defined first as a market structure explained by drawing boundaries.
Carrying on from this idea, describes a procedure for demarcating
markets. The procedure comprises three steps: the first aim is to define
the products which make up the overall market that has to be structured.
The second task is to determine the centre on the basis of which the
overall market can be divided up into different submarkets. Finally,
these submarkets must be identified using statistical methods.
A comparison of gender role portrayals in magazine advertising
Authors: Wiles Judith A. , Wiles Charles R. , Tjernlund Anders
Published: July 2002

Examines the roles of men and women depicted in magazine
advertising in The Netherlands, Sweden and the USA and attempts to
discern any implication for advertisers crossing these cultural
boundaries. Explores the relationship between role models depicted and
Hofstede′s Masculinity index. Most of the roles shown for men and women
are non‐working roles in all three countries. Within the non‐working
roles, US and Dutch magazine advertisers are more likely to portray men
and women in decorative roles than Swedish advertisers, who are more
likely to portray men and women in recreational and family roles. This
suggests that Swedish magazine advertisers feel more comfortable showing
men and women, but especially women, in more of a variety of non‐working
roles than do their Dutch and US counterparts.
Determinants of export performance in a European context
Authors: Katsikeas Constantine S. , Piercy Nigel F. , Ioannidis Chris
Published: July 2002

Drawing attention to certain important gaps in the exporting literature, develops and evaluates a model of export performance using a sample of regular exporters from a small European Union country, in their trading activities with overseas distributors. Integrates and views specific firm characteristics, export commitment and export‐related perception variables as potentially important factors in explaining firm performance in the export market context. Tests the model in a three‐step procedure employing multiple regression analysis and identifies several elements that are related directly to export performance. Discusses the implications of the study for both business practitioners and public policy makers and highlights future research directions.
Six sixty‐six and all that (or, what the hell is marketing eschatology?)
Authors: Brown Stephen
Published: July 2002

States that numerous commentators have contended that we live in degenerate, degraded, decadent and soon‐to‐be discontinued times. Arguably a manifestation of “pre‐millennial tension”, this eschatological world‐view seems to be shared by many marketing theorists, for whom the end of marketing is nigh. Describes the background to the Marketing Eschatology Retreat and outlines six different ways in which marketing and eschatology can be related.
Consensus and collaboration: norm‐regulated behaviour in industrial marketing relationships
Authors: Spekman Robert E. , Salmond Deborah J. , Lambe C. Jay
Published: July 2002

Uses symbolic interaction concepts to explain norm‐regulated behaviour in industrial marketing relationships. Lends support to the notion that partners’ subjective interpretations of their relationship must be congruent for relational norms and, hence, collaboration to emerge. By examining 46 of a manufacturer’s established trading relationships, investigates which factors distinguish relationships that are collaborative from other forms of trading relationships. Suggests that when partners exhibit a consensus to collaboration, they share strategic complementarity and the investments made by one side are valued by the other. Interestingly, each also believes the other faces high exit costs even though both sides maintain access to alternative partners. In addition to a discriminant analysis depicting different forms of trading relationships, develops a post hoc analysis of the profile of collaborative trading partners. Discusses the managerial and academic implications.
The relationship between advertising and content provision on the Internet
Authors: Yuan Yuehong , Caulkins Jonathan P. , Roehrig Stephen
Published: July 2002

Explores the question of whether the traditional practice of bundling advertisements with content will prevail or become less common on the Internet. Given that revenue from advertisers is desirable to content providers, the answer mainly depends on whether advertisers will choose to deliver their advertisements by bundling. The decision to bundle in turn depends on the response of customers to bundling and to other advertising strategies. In particular, the relationship between advertising and content provision on the Internet may be affected by this medium’s distinctive characteristics, which affect the choices of advertisers and the response of customers. Thus, one needs to investigate the choices of advertisers, the behavior of customers, and their dependence on the distinctive technological features of the Internet.
The global MBA: a comparative assessment for its future
Authors: Kathawala Yunus , Abdou Khaled , Elmuti Dean S.
Published: July 2002

There is increased interest in online MBA programs across the globe. This paper attempts to review and assess online MBA programs and what lessons other universities and students can learn from them. It attempts to compare between the online and the traditional MBA. In addition, a thorough evaluation of the strengths, weaknesses, opportunities, and threats of the online MBA is made. The evaluation considers point of views from universities, professors, and students that combined together will assess the future and growth of “global MBAs”.
Large‐signal modulation of MQW long‐wavelength lasers
Authors: Manuel Torres Pereira Jorge
Published: July 2002

The large signal modulation response of a 1.3 μm InGaAsP 4‐well laser of the Fabry–Perot type is investigated. The current density is assumed to take the formJ=JO+JMsin(ωt) whereJOis the steady state current density above threshold andJMis allowed to take values such that the modulation depth,m, may not satisfy the conditionm<< 1. The time evolution of the photon density shows that the output power may be sinusoidal whenm<< 1, i.e. small signal modulation, low and very high frequencies. At intermediate frequencies, in the gigahertz range, the output power is far from sinusoidal and may show the characteristic oscillations due to the large‐signal transients. The resonance frequency is seen to decrease as the modulation depth increases, the worst case being when the nonlinear saturation effects are not included.
Ferroresonance in electrical systems
Authors: MacPhee A.G. , McKee S. , Simpson R.R.S.
Published: July 2002

A series‐LCR circuit is one of the simplest circuits capable of exhibiting ferroresonance. A numerical simulation of such a circuit is constructed using the Preisach model of hysteresis to accurately represent the non‐linear magnetic response of the inductor. Numerical data obtained from this simulation shows good agreement when compared to data from a laboratory‐built experimental circuit. A bifurcation diagram is constructed to illustrate the coexistence of multiple solutions and the existence of period doubling.
Sensorless induction motor and permanent magnet synchronous motor drives using natural field orientation
Authors: Vas P. , Rashed M. , Joukhadar A.K.M. , Ng C.H.
Published: July 2002

The present paper will discuss newly developed fully digital sensorless induction motor and permanent magnet motor synchronous motor drives, which employ natural field orientation (NFO). So far only vector‐type of NFO induction motor drives have been discussed in the literature, and very limited experimental results have been shown. In addition, the paper will also discuss new sensorless DTC‐type of NFO induction motor drives (NFO‐DTC drives). Using fully digital implementations of the new NFO‐type induction motor and permanent magnet drives, experimental results will be shown for various operating conditions, including slow and fast reversals at very low speed. Robustness to parameter deviations will also be demonstrated. The developed new types of NFO drives can also work at zero stator frequency and sustained zero frequency operation will also be demonstrated. The drives have been tested in basically two environments: where the load is a dc motor; and where a crane drive is implemented. In contrast to other sensorless crane drives, which develop stability problems, it was found that the new NFO drives can operate in a stable manner under all operating conditions including zero frequency. This allows for many new applications.
N latency 2N I/O‐bandwidth 2D‐array matrix multiplication algorithm
Authors: Oudjida A.K. , Titr S. , Hamarlain M.
Published: July 2002

The emergence of the systolic paradigm in 1978 inspired the first 2D‐array parallelization of the sequential matrix multiplication algorithm. Since then, and due to its attractive and appealing features, systolic approach has been gaining great momentum to the point where all 2D‐array parallelization attempts were exclusively systolic. As good result, latency has been successively reduced a number of times (5N, 3N, 2N, 3N/2), where N is the matrix size. But as latency was getting lower, further irregularities were introduced into the array, making the implementation severely compromised either at VLSI level or at system level. The best illustrative case of such irregularities are the two designs proposed by Tsay and Chang in 1995 and considered as the fastest designs (3N/2) that have been developed so far. The purpose of this paper is twofold: we first demonstrate that N+√N/2 is the minimal latency that can be achieved using the systolic approach. Afterwards, we introduce a full‐parallel 2D‐array algorithm with N latency and 2N I/O‐bandwidth. This novel algorithm is not only the fastest algorithm, but is also the most regular one too. A 3D parallel version with O(log N) latency is also presented.
Unified higher‐order curvilinear FDTD‐PMLs for 3‐D electromagnetics and advective acoustics
Authors: Kantartzis Nikolaos V. , Katsibas Theodoros K. , Antonopoulos Christos S. , Tsiboukis Theodoros D.
Published: July 2002

A systematic, non‐orthogonal FDTD algorithm for the unified and fully dual construction of curvilinear PMLs in 3‐D lossy electromagnetic and advective acoustic problems, is presented in this paper. Postulating a consistent mathematical formulation, the novel methodology introduces a set of general vector parametric equations that describe wave propagation in both media and facilitate the effective treatment of the remarkably complex, arbitrarily‐aligned (non‐uniform) source or mean flow terms, particularly at low frequencies. The discretization procedure is performed via accurate higher‐order FDTD topological concepts, which along with a well‐posed variable transformation, suppress the undesired lattice dispersion and anisotropy errors. Hence, due to these additional degrees of design freedom and their optimal establishment, the new stable PMLs (split‐field or Maxwellian) accomplish a critical attenuation of the evanescent, vorticity or elastic wave families by carefully accounting for every loss mechanism. Numerical investigation reveals the superiority of the proposed technique in terms of various open‐region, waveguide and ducted‐domain simulations.
Identification of biological signal sources for circadian and cardiac cycle rhythms using BP neural networks
Authors: Cisse Y. , Kinouch Y. , Nagashino H. , Akutagawa M.
Published: July 2002

Biological oscillatory activity in neural networks has been intensively studied over the past years. Neuronal oscillations are the basis of many different behavioral patterns and sensory mechanism. Understanding the dynamic properties of these mechanisms is useful for analyses of biological functions and medical diagnoses. The dynamic characteristics of wake‐sleep circadian rhythms and ECG’s cardiac cycle data measured for normal subjects are identified here, using MA‐BP neural network model. It was found that dynamics of regular components can be captured by the model. The captured dynamics are kept in a steady state for some periods. The order of the MA neural network was suppressively controlled by the first 2∼3 orders. Hence it may be useful for medical diagnoses of circadian rhythms and heart related diseases.
Continuous logic – I. Basic concepts
Authors: Levin V.I.
Published: July 2002

A general description of a continuous (‐valued) logic is given, basic operations of the logic are defined, and some problems and particulars of their solutions are discussed. First, we define algebra of continuous logic and enumerate its basic unary, binary and ternary functions. All laws of continuous logic are compared with laws of discrete binary logic. We discuss how to enumerate all functions of continuous logic with specified number of variables and how to represent the functions in a standard form. Procedures of minimization of continuous logical functions and their decomposition into the functions with less clarity are exploited. The procedures are compared with their counterparts from binary logic. We also tackle problems of analysis and synthesis of continuous logical functions, and show that the problem of synthesis may not have a solution. Basics of differential and integral calculus are applied to continuous valued logic. We demonstrate that any continuous logical function has the points where a derivative does not exist. At the end of the paper we briefly discuss an incompleteness problem of continuous logic, application of continuous logic in mathematics, engineering and economy, give examples, draw a perspective of further development and supply extensive bibliography of Russian works in the field.
Adaptation of linguistic laws to ecological models
Authors: Sastre‐Vazquez P. , Usó‐Domènech J.L. , Mateu J.
Published: July 2002

It is known that a mathematical ecological model and, in general, a particular methodology of modelling, can be considered a literary text written in a formal mathematical language. In this context, stylometric mathematical laws such as Zipf’s (range‐frequency and number‐frequency) can be applied to obtain information parameters in different semantic levels within the same model. Adapts several of these laws and introduces new elements, lexic units, operating and separating units, to carry out several statistical analyses upon two models or texts. The estimated slopes in the regression equations obtained in the present work are compared with the results of previous papers where Mandelbrot’s law was applied and comparisons between them are shown.
Monitoring and early warning systems – a design for human survival
Authors: Skyttner Lars
Published: July 2002

Technical means now exist to monitor, predict a danger and issue early warnings when something devastating is estimated to happen in the human environment. In order to adapt such means for the benefit of humanity, existing monitoring methods, basic system design principles and natural short and long environmental transformations were investigated. Finally an integrated automatic system for deformation monitoring and surveying of the Chernobyl disaster area, was proposed. The conclusion was that airborne remote sensing including GPS and photogrammetry can be considered the optimum solution.
Homogenising Simpson's rule
Authors: Andrew Alex M.
Published: July 2002

Simple modifications that can lead to increased accuracy, at least in the specific cases tested, are described for two forms of the well‐known Simpson's rule for approximate numerical integration. A computer program is available on the Internet to allow demonstration and further testing of the methods. In such a thoroughly‐explored area of mathematics the underlying idea may not be novel and “forum” feedback will be welcomed.
Amino and polyamino acids as corrosion inhibitors for aluminium and zinc pigments
Authors: Müller Bodo
Published: July 2002

A severe problem with water‐borne paints containing aluminium or zinc pigments is hydrogen corrosion of these metals in the aqueous alkaline paint media. The subject of the present study is the examination of corrosion inhibition of aluminium and zinc pigments in aqueous alkaline media by different amino and polyamino acids. Aspartic acid inhibits this corrosion reaction of aluminium pigment only at pH 8 (protection factor 96 per cent) whereas polyaspartic acids do not. In contrast, aspartic acid stimulates the corrosion reaction of zinc pigment whereas polyaspartic acids show a moderate corrosion inhibiting effect. So, corrosion inhibition by aspartic and polyaspartic acids is completely different on aluminium and zinc pigment.
Synthesis and evaluation of surface active properties for some anionic copolymeric surfactants based on fatty octylacrylate and sulfated products of oxypropylated allyl alcohol
Authors: El‐Dougdoug W.I.A. , Mahmoud A.A.
Published: July 2002

A series of anionic copolymeric surfactants based on n‐octylacrylate ester (M1) as hydrophobe, and sulfated products of oxypropylated allyl alcohol (MS1−S2 and S3) as hydrophiles, were prepared by copolymerization of n‐octylacrylate (M1) and sulfated products of oxypropylated allyl alcohol (MS1−S2 and S3) with different molar ratio's in presence of benzoyl peroxide as initiator to afforded [(PS1), (PS2) and (PS3)]a–i, respectively in suitable yield. These derivatives were purified and characterized by microanalysis, IR and 1H NMR spectral studies. Surface activity, dispersible properties and biodegradability were evaluated.
Selling home entertainment on the Internet: an overview of a dynamic marketplace
Authors: McQuitty Shaun , Peterson Robin T.
Published: July 2002

Provides a perspective on the utilization of the Internet in the consumer electronics market. A preliminary examination of this market‐based on observation of existing Web sites and secondary research – was conducted to provide a springboard for insights regarding consumer use of the Internet and Web page design. Generalizations regarding the consumer electronics market may be useful in applications to other industries.
Consumer preferences for Internet services over time: initial explorations
Authors: Sultan Fareena , Henrichs Roy B.
Published: July 2002

Investigates time as a factor that influences consumer preferences for innovative technological services such as the Internet. Specifically, the case of consumer adoption of the Internet for home use is explored. Examines the effect of time of adoption of Internet based services on preferences at the individual consumer level. The key research question is “What is the effect of time of adoption on consumer preferences for a technological service such as the Internet?” The primary contribution of this research is to demonstrate that existing time preference frameworks, previously applied to consumer durable products, can also be applied to technological service innovations, such as the Internet. An empirical examination is conducted using data from a survey of consumers in the initial stages of Internet adoption.
Misplaced marketing “Dumbth” adventures in retailing
Authors: Rotfeld Herbert Jack
Published: July 2002

Discusses the growing problem of poor customer service due to the unskilled personnel that are employed. Provides anecdotal evidence of service encounters where the experiences of the customers were unsatisfactory. Expresses the concern that the orientation has shifted from the customer to the employees.
Gaining competitive advantage through customer value oriented management
Authors: Huber Frank , Herrmann Andreas , Morgan Robert E.
Published: July 2002

Within the customer value literature there is a lacuna of theoretical frameworks and models that underlie consumers’ overall product valuation. This paper addresses this limitation and presents a model integrating consumer values, product benefits, and various costs of consumption. In the proposed model, benefits and costs are defined in terms of consumers’ perceptions in the activities of acquisition, consumption, and maintenance, as well as consumers’ expectation of value satisfaction before buying.
Extending your brand by optimizing your customer relationship
Authors: Davis Scott , Halligan Cathy
Published: July 2002

Notes that the role of brand as more than just a marketing communications icon is increasingly obvious to leading businesses. Brand drives nearly two‐thirds of customer purchases and impacts nearly every function area of the business. It stands to reason, then, that extending the equity of the brand will fuel growth while allowing the business to outpace competitors. This article examines the positioning considerations that will enhance the effectiveness of brand extensions. What is crucial as part of the underlying strategy is consideration of the organization’s brand customer relationship and how extensions serve to broaden it. It requires combining a strategic view of the entire organization’s business drivers with principles and models from traditional and retail marketing to define new tools that will make more of its total customer base.
Gaining a Competitive Advantage by Analyzing Aggregate Complaints
Authors: Schibrowsky John A. , Lapidus Richard S.
Published: July 2002

While many firms have developed programs to handle individual
complaints, few have implemented programs to analyze aggregate
complaints over time. Attempts to fill that void and outlines a method
to analyze and manage aggregate complaints. This is a critical part of a
complete complaint management program.
Shop ′til you drop: tales from a physically challenged shopper
Authors: Felker Kaufman Carol
Published: July 2002

Consumer behavior is the behavior of people – at home, in the
store, on the street – just about everywhere people are thinking
about, purchasing, using and being satisfied or dissatisfied with their
products. Consumer researchers have captured the experiences and
perceptions of such real people in the study of decision processes,
feelings, and reactions as individuals and as part of families and other
groups. Some of those everyday shoppers, however, may be challenged by
disabilities, affecting the products which are purchased and where these
purchases take place. The study of consumer behavior can be further
enriched by developing a program for conceptual evaluation and actual
research focussing on the special and everyday needs of such challenged
shoppers. Such a perspective leads to the possibility for uncovering
product, advertising, and retail opportunities which better meet the
needs and wants of such customers.
The future of consumer branding as seen from the picture today
Authors: Boze Betsy V. , Patton Charles R.
Published: July 2002

Today′s high‐technology, global marketing environment has made
consumer product information available across national boundaries.
Explores how six multinational consumer product firms
(Colgate‐Palmolive, Kraft GF, Nestlé, Procter & Gamble,
Quaker Oats and Unilever) maintain, change or adapt different brand
names for identical or similar products. Field research was conducted in
supermarkets, medium‐sized grocery stores, department stores and drug
stores from 1993‐1995 in 67 countries on five continents. Brand and
country data were utilized to identify global, regional, spillover and
single country brands. Additional information was collected on country
of origin as well as point of sale. Product and brand distribution were
analyzed by firm and product type. Less than 1% of brands were global
brands (those found in 90% or more of the countries surveyed). Procter
& Gamble has the most global brands, with 8% of the brands studied
distributed in 50% or more of the countries. The majority of brands
(50‐72%) are available in three or fewer countries.
Marketing information systems for consumer products companies: a
management overview
Authors: O′Brien Terrence V. , Schoenbachler Denise D. , Gordon Geoffrey L.
Published: July 2002

Knowledge about the external environment is essential for an
organization to remain competitive in the marketplace. To this end, a
marketing information system (MKIS) can be used as a powerful tool for
translating raw data into useful information to assist managers in
making strategic and operational decisions. However, even with the vast
technological advances of the past decade, research has found that
current information systems, in many instances, still exist in
rudimentary stages of development, exhibiting disappointing degrees of
success. Focusses on examining reasons for this state of affairs and
then proceeds to present the knowledge, in a managerially relevant and
understandable format, needed to develop and implement an MKIS
effectively. Presents applications of effective MKISs along with
managerial implications.
In‐store trade promotions ‐ profit or loss?
Authors: Lucas Anthony
Published: July 2002

Argues that only by sharply improving the effectiveness of trade promotion can manufacturers hope to influence base sales volumes. Discusses managers’ concentration on promotion at the expense of product innovation and brand franchise development. Provides a list of initiatives to improve performance.
Organizational learning and online consumer information services
Authors: Young Murray A. , Sauer Paul L.
Published: July 2002

Points out that more and more businesses are creating home pages, electronic catalog sheets, and Web sites that allow organizations and households to learn about the firm’s goods and services. Derives how these activities are precipitating a new wave of organizational learning from the application of two well‐accepted constructs. Gives accounts of companies using online consumer information services (OLCISs) to respond both tactically and strategically. Claims creative thinking is required since OLCISs that enhance customer satisfaction also make it easier for competitors to conduct intelligence gathering and (dis)information campaigns. Considers the results from a survey of expert opinion which indicate that firms in the middle of channels of distribution need to increase organizational learning since intermediaries are especially vulnerable to OLCIS‐facilitated “bypassing”. Provides specific suggestions for business persons (and academicians) faced with responding to these changes, for deliberate, phased involvement with OLCISs. Proposes a forum in order to enhance the dissemination of learning taking place in organizations.
Boundary spanning product development in consumer markets: learning organization insights
Authors: Pitta Dennis , Franzak Frank
Published: July 2002

Reviews recent marketing literature which cites the troubling success rates of newly introduced consumer products and recommends integrating consumer input as early as possible, arguing that, specifically, consumers and other external information sources should be part of idea generation and should provide input throughout the rest of the product development process. Discusses several problems which interfere with achieving that integration. Looks at the relevant learning organization literature and relates it to the new product development process. Explores the successful lead‐user technique used in industrial marketing, and describes its important components. Proposes a potentially useful analog for consumer products, and boundary spanning consumer product development teams, which are composed of internal cross‐functional members and external members selected from suppliers, retailers and consumers.
The flexible executive mindset: how top management should look at tomorrow’s markets
Authors: Laczniak Gene R. , Lusch Robert F.
Published: July 2002

The need for management to better anticipate the future is the urgent message currently being advocated by consultants in strategic market planning. Uses a survey of high‐level managers from Fortune 1,000 corporations to illustrate the advantages of cultivating a flexible mindset concerning environmental trends and their strategic marketing implications. Reviews projected developments in the economy, technology, ecology and the social/political environments that are expected to occur by 2005. Discusses appropriate marketing responses to these trends.
Spousal influence in consumer decisions: a study of cultural assimilation
Authors: Ganesh Gopala
Published: July 2002

Spousal influence in the decision‐making process for purchasing consumer goods has been extensively investigated in the academic literature. There have been few studies, however, that have looked at this issue in a cross‐cultural context, especially that of cultural assimilation. Reports the results of a cross‐cultural study of consumer decision making for 16 product categories across three different household samples: US nationals, Indian US immigrants, and Indians living in India. Two major conclusions emerge: the three groups differ significantly in extent of spousal influence: and, in general, the immigrant group is found to be positioned between the American nationals and the culture they left behind, lending credence to acculturation/assimilation theories.
A practical yet meaningful approach to customer segmentation
Authors: Marcus Claudio
Published: July 2002

This paper introduces the concept of the Customer Value Matrix, a customer segmentation approach that is especially well‐suited for small retail and service businesses. The discussion offers insights into the reasons for the development of this practical approach, a concrete methodology for its implementation, and strategic and tactical applications of the concept. The material is supported with strong evidence from “real‐world” examples featuring a variety of small retail and service businesses. The paper concludes with a discussion of the managerial implications for companies that manage chains of small retail or service businesses as to how they can take advantage of local relationship marketing.
Value‐added marketing in the digital domain: enhancing the utility of the Internet
Authors: Breitenbach Craig S. , Van Doren Doris C.
Published: July 2002

The Internet marketing techniques detailed in this article provide tactics to maximize the utility of the Internet as a vehicle for marketing communications. We found that Internet marketers today must provide increasingly sophisticated users with an experience not easily replicated by conventional media. Furthermore, techniques utilized within the homepage of a company must accomplish specific marketing objectives. Over 50 homepages across various industries were visited and evaluated for this study. Quantitative analysis identified current industry utilization of Internet marketing techniques, as well as those techniques best suited to reach Internet user types and to meet marketing objectives. General guidance is given to determine which techniques are best suited to accomplish these ends.
Case study: strategic alliances in international franchising ‐ the entry of Silver Streak Restaurant Corporation into Mexico
Authors: Hadjimarcou John , Barnes John W.
Published: July 2002

The study examines the process of international market expansion by a relatively new and small franchisor. Particular emphasis is placed on the company‘s efforts to identify a suitable partner in the host country, the adaptation of the concept to address differences in the new market, and the multitude of critical decisions that need to be made when franchising in international markets. The authors also discuss the role that strategic alliances play in the success of international franchising efforts. The paper concludes with the implications of this case for both researchers and practitioners.