bluuebunny/crossref_metadata_2025 huggingface dataset:
The Irish marketing scene
Authors: Cunningham A.C.
Published: September 2004

Examines the present and recent developments which have taken place owing to the rapid industrialization of the Irish Republic. Looks at its effects on the economy and marketing in general. Reveals that growth can only be achieved for Ireland through international marketing, with the rapid industrialization of Ireland being mainly due to foreign investment. Suggests that Ireland's main priority should be to raise the level of management skills in order to be able to meet the demands of international marketing.
A bargain theory of pricing
Authors: Moyer Reed
Published: September 2004

Examines the roots of bargaining power in the nature of market structure, financial resources, sub‐situation possibilities and the innate skills of those doing the bargaining. Looks at the effects of these in pricing strategy. Concludes that, although highly “visible” bargaining is not the main determinant of price, but rather one of a series of factors.
A decision system for competitive bidding
Authors: Wood D.
Published: September 2004

Describes a model for adapting successful bidding strategies, placing it in the context of a company's overall structure and competitive strategy. Lists the benefits of the decision system approach, revealing it to be a useful tool in a management information and control system.
Communication and diffusion processes in industrial markets
Authors: Webster F.
Published: September 2004

Investigates communication and diffusion theory in the industrial sector, an area seldom considered. Examines the evidence from consumer markets and then goes on to extend these approaches for industrial marketing. States that the theory of diffusion of innovations should be modified for industry by the introduction of individual and economic factors; identification of forms of influence of the kind not requiring interpersonal interaction and their effect on the adoption decision; and the development of data. Concludes by questioning the relevance of diffusion to the industrial market if it is not proven to be a systematic predictable process.
Theory and nonsense of motivation research
Authors: Jameson Conrad
Published: September 2004

Investigates motivation research in the field of marketing, questioning claims for its validity. Examines its explanatory powers and probes into the process of creativity. Compares its importance as a marketing guide in comparison with up‐to‐date behavioural science techniques.
The marketing mix and buyer behaviour in the TV rental market
Authors: Livesey F.
Published: September 2004

Examines the application of marketing principles in the market of TV rental. Looks at empirical data taken from a sample of 200 customers, who were all asked their opinions on the advantages and disadvantages of renting a television set. Provides pointers for improvement of the effectiveness of marketing the rental TV market and the maintenance of customer loyalty.
The marketing mix – a problem analysis
Authors: Thorne A. R.
Published: September 2004

Provides an examination of the marketing mix budgeting procedure. Gives a model information framework which acts as a basis for data search in the corporate marketing activity, and investigates the effect of data imperfection.
A model towards optimizing advertising effort on consumer goods purchase
Authors: Alex Murray J.
Published: September 2004

Develops a model incorporating expected market potential derived from customers' purchasing expectations. Suggests that this can be used as a basis for advertising strategies. Claims to present a movement towards the ideal of marginal returns from marginal advertising outlays.
A study in successful exporting
Authors: Cunningham M.T. , Spiegel R.I.
Published: September 2004

Examines the export activities of a sample of companies which have won the Queen's Award to Industry for export achievement. Looks at those criteria employed in order to achieve export success. States that not all of the companies practised all of the criteria, with the majority using only two. Concludes that the historical background and tradition of an organization, together with the attitudes of its senior management, are the most significant factors in determining the level of its success.
The balance of trade in agricultural machinery
Authors: Lancaster G.A.
Published: September 2004

Advances reasons regarding causes behind the increasing volume of imports of agricultural machinery and Britain's failure to increase exports over a period of 18 years. Reports a research study that shows how the domestic industry can improve its position in its own market. Demonstrates, through results of a research made in 1966/67, why the UK bill for imported machinery was rising at such a rapid rate; 175 individuals (directors to individual farmers) were solicited for their opinions and these are summarised and itemised. Gives reasons for failure to increase exports and shows how the domestic industry can improve. Concludes that in future farms will continue to become larger, and decisions whether or not to purchase a certain machine will become increasingly important.
Some aspects of small firm purchasing activities
Authors: Rados David L.
Published: September 2004

Studies purchasing responses of small firms to the introduction of a new product. Indicates, from results, that search and evaluation phases of the decision are severely abbreviated – also small firms exist in informationally‐barren environments. States that academic interest in organisational behaviour has been increasing rapidly since the Second World War, in particular with regard to decision making. Posits that the nature of small firms' formalised buying procedures requires more research, as they are often marginalised with regard to important areas of market information such as that provided by agents and vendors. Summarises that the role of specialisation of the parts of the organisation and the complex interaction between these parts needs further study.
A study of the tachistoscope
Authors: Taylor David , Maslin John
Published: September 2004

Describes the tachistoscope, which is a device for presenting a visual field to an observer for a carefully controlled time interval. Goes on to show the differences between the newer and the older types and its use as an advertising research tool, showing is a successful aid for this purpose. Reports an experiment conducted on the tachistoscope, gives an analysis and summarises the results. Concludes, if results from testing can be shown to be valid, then useful research could be carried out to establish results.
Further reflections on consumer panels
Authors: Ferber Robert
Published: September 2004

Claims that many supposed disadvantages regarding the inadequacies of consumer panels as research tools may not exist and, in some circumstances, may prove to be superior to the normal interview. Posits further research may aid in supporting panel techniques. Puts forward a framework for classifying panels and explains this in depth. Concludes that the subject requires further research on it, as it is not unlikely that even the present disadvantages of panel operations will greatly diminish in importance.
Long‐term forecasting of consumer durable markets
Authors: Mason Peter F.
Published: September 2004

Highlights that in spite of the notion generally held, that consumer durables are luxuries, the market displays some inertia comparable to that of non‐durables. Proposes that new analysis of the structure of the consumer‐durable markets leads to the concept that they have basic strengths that can only be temporarily violated. Distinguishes further between individual initial sales and statistical initial sales, also between individual replacement sales and statistical replacement sales. Closes by stating that consumers are not really affected by economic conditions, except in so far as they may postpone their purchases – particularly in the replacement sector.
Change in the distribution systems of western industrialised economies
Authors: Thomas R.E.
Published: September 2004

Discusses research based on two sets of data, published ads and transcripts of interviews with chain interviews. Attempts to show that ‘status’ is a concept of value when considering what indicators of consumer behaviour highlight opportunities for change in a distribution analysis. Analyses results leading to a brief theoretical discussion of short‐run adaptations of decision rules and the necessary condition for construction of logical flow simulation models. Concludes that the attempts here to stimulate selection of a single grocery item for a weekly chain ad produced a simple model, which had several causes giving simplicity.
Simulation of the selection of an item for a grocery ‘ad.’
Authors: Rados David L.
Published: September 2004

Draws on a study conducted in a grocery chain with over 50 stores, located in the western USA. Simulates selection of a grocery item, for a chain store advertisement, using a logical flow chart model of the decision and then conditions favouring successful simulations are discussed. States research is based on two sets of data, published ads and transcripts of interviews with chain executives. Gives examples of grocery ads and discusses them further. Summarises that the attempt to simulate selection of a single grocery item for a weekly chain ad produced a simple model and its simplicity probably stems from several causes.
Regularities in sole buying
Authors: Cannon T. , Goodhard G.J.
Published: September 2004

Studies purchasing behaviour for the leading brands of a frequently bought household product and discusses this. Enquires in depth about the nature and habits of those buyers of a brand – who in a given time period purchase that brand to the exclusion of competitors. Focuses on the purchasing behaviour of sole buyers (who mostly buy only one particular brand). Examines the incidence of sole buyers; frequency of buying, and period‐to‐period repeat buying; how many in a given period; how often purchased in that period; and how many buy it again in the next period? Concludes that present findings give one answer – showing that the sole buyer as defined is more regular in his/her buying behaviour than is the average buyer of the brand.
The relationship of intentions to buy consumer durables with levels of purchase
Authors: Heald G.I.
Published: September 2004

Provides background to the current literature on buying intentions and describes some recent research on the subject. States traditional short‐term econometric forecasting models for durables generally represent expenditure as a function of disposable income, relative price, an index of hire‐purchase control, and an estimation of the total stock of durables. Discusses US experience in depth, with literature examples. Sums up that current research is now engaged on testing the hypothesis that intentions are primarily expressed by initial purchasers.
The structure of the marketing specialisms in their context
Authors: Pugh D.S.
Published: September 2004

Reports on a research project aimed at making precise formulations of the characteristics of organisational structure, and that the fieldwork involved heavy interviews at 52 corporate bodies in the UK city of Birmingham. States the present research programme has been concerned with the problems of such measurements of precise formulations and development of measuring scales, with which to assess differences quantitatively. Concludes that further work is necessary to widen the range of variables to which marketing organisations can be related – in order to explore the salient features of the context of the marketing specialism.
Building and operating a forecasting model: the regression analysis approach
Authors: Hirst Melvyn
Published: September 2004

Describes a procedure of constructing a model using the regression equation approach and states there are many pitfalls that the innocent forecaster must look out for, if he/she is to construct a successful forecasting model using the regression analysis approach. Proposes that models for sales forecasting may be divided into two categories – naïve and econometric, but that these approaches to forecasting are not always independent. Posits that development of a forecasting model may involve both the naïve and econometric approaches.
Testing, labelling, certifying: a perspective on consumer information
Authors: Thorelli Hans B.
Published: September 2004

Examines and reviews the roles of the principal types of consumer information services – these are: those which offer comparative testing; labelling; and quality certification in the interests of consumers. Proposes that the purpose here is to analyse points of intersect and interaction between the three types of consumer information programmes and to discuss the extent to which they may lend themselves to integration within an overall consumer information system. Sums up that consumer information programmes themselves thrive in systems where there is a perpetual interplay of competition and co‐operation, independence and co‐ordination.
2001 – The existential customer
Authors: Christopher Martin
Published: September 2004

Undertakes to look at society's future developments and the effect of consumer behaviour and also marketing strategies. Acknowledges that changes in the sociological environment are to some extent a mirror of change in the cultural climate. Asserts that basic changes in the raw material of consumer behaviour tend to make our existing models of buyer behaviour redundant, as paradigms of the purchasing process, although as analytical devices they can still offer marketing insights. Sums up that conventional market research is unable to keep track of societal changes in the marketing environment, it encourages tunnel vision in product strategy and it is stronger on ex‐post analysis than on ex‐ante prediction.
The overlap problem
Authors: Midgley David
Published: September 2004

Analyses, in depth, the problem of overlap between the areas of different television companies, the effect on this of the new UHF television network, and the implications from a marketing viewpoint. Based mainly on the results of research carried out by the author in the summer of 1969, and reported elsewhere in greater detail. Focuses on the marketing implications of the existing and future overlap areas between ITV companies. Couples some projects of future overlaps made on the basis of existing information and discusses the difference between UHF and VHF frequencies. Summarises that this analysis has shown an area definition is needed which is more suited to the needs of marketing and enabling the more efficient use of resources.
The effect of advertising on sales and brand shares
Authors: Samuels J.M.
Published: September 2004

Tests a new series of models which attempt to describe the relationship between advertising and sales. Describes an attempt to obtain information of this kind by investigating the effect of advertising on sales and brand shares. States that a number of researchers are now attempting to develop models to explain the workings of the market for a particular product. Emphasises that the prime area of interest of the study is the effect of advertising on sales and brand shares. States the study does not have the objective of constructing a complete marketing model involving all the variables that are thought to influence a brand's share of a product. Concludes that many results herein are disappointing, but it is perhaps too optimistic to expect the models dealt with earlier to be successful.
A marketing approach to marketing education
Authors: Dillon‐Malone P.J.
Published: September 2004

Suggests ways in which marketing education might be adjusted to achieve different objectives. Confirms that the existence of some well‐developed techniques and a good deal of illuminating theory and experimentation, in such fields as research, communication and motivation is undeniable, and the relevance of economics and statistics is clear. Uses tables for explanation and emphasis. Looks at developments in Ireland and discusses a marketing approach and its relations with customers.
The development of British and American mail order trading
Authors: Johnson Peter
Published: September 2004

Looks at the development of mail order trading in the UK and the USA, showing that there are substantial differences. Uses tables to give emphasis to the growth of UK mail order and follows this up with a similar study of the USA. Confirms that it is difficult to forecast the future of total sales through the medium of mail order, that it is unlikely that it will not pick up relative share, but that its growth rate will probably slow down. Sums up that there is certainly room for expansion in this market.
Consumer motivations: examples from the grocery trade
Authors: Kenny‐Levick C.
Published: September 2004

Endeavours to show that a variety of motivations govern consumer actions and concentrates on the grocery trade for its information – nevertheless its findings and reasoning have some pertinence for all retail business. States the study is based on a particular study carried out in the Liverpool area in 1967 and highlights problems of differentiating between motivations and goals. Proposes that in the grocery trade consumer motivations be examined with great emphasis on the findings of a study. Believes general problems of differentiating between motivation and goals may lead into a testable hypothesis. Concludes that developments await the results of basic research into fields such as buyer behaviour, but lack of knowledge may invalidate general measurement.
Exporting industrial products via commission agents
Authors: Russell C.R.
Published: September 2004

Maintains that the course of academic thought has been diverted from anatomical thinking, a penchant of looking at an operation in terms of the parts, to wholeness thinking, an overview emphasising an identity separate from and greater than its parts. Describes novel methods of finding new agents, together with details of a formal type of arrangement designed to provide effective and lasting co‐operation between the home company and its representatives abroad. States that a systems perspective might well be the most prudent method of rationalising the vast amounts of data on consumer behaviour that has been created by behavioural scientists. Concludes that harmony of interest between principals and agents is a vital key to success initiating and expanding overseas markets.
A conceptual framework for the measurement of marketing efficiency
Authors: Hood Neil
Published: September 2004

Proposes that marketing efficiency is an area of enquiry that is both simultaneously ignored by marketing researchers, yet frequently referred to by implications. Reviews the existing measure of evaluation relating to a total assessment of the company in the marketplace. Concludes that much of marketing analysis must be satisfaction ‐ rather than optimisation‐oriented and thus a considerable proportion of measurements observed are concerned with effectiveness rather than efficiency and must be recognised as such.
The application of product life cycles to corporate strategy: some research findings
Authors: Cunningham M.T.
Published: September 2004

Shows how decision making can be improved in such areas as programming the technical development and market launch of new industrial products. Declares that the concept of the product cycle is well known in the field of consumer goods marketing. Contends that the product life cycle is the graphically presented history of the sales and profit performance of a product from its development and market introduction, to its decline and discontinuation. Backs up the statements within using comprehensive figures and diagrams. Summarises that, in attempting to extend product life cycles, attention may have to be devoted to a marketing strategy based on changing the image, or value ascribed to a product by the customer through advertising and pricing policy.
Some reflections on consumer panels
Authors: Hill R.W.
Published: September 2004

Posits the question: are marketing executives too ready to accept consumer panel data without thinking to question their validity or usefulness? Asks also whether consumer panels are to play an increasingly important role in the future? States that as industry becomes more cost‐benefit conscious, so marketing activities will undoubtedly come under close scrutiny. Maintains that changing information needs will dictate some reorientation of the traditional marketing research functions. Discusses also the problems with regard to operating panels, these are argued and the significant difficulties isolated. Concludes that it seems likely that in the case of panels for recording household goods purchases the move will be towards more involvement of research staff in the information recording processes.
Product planning in engineering companies: a recent research survey
Authors: Cunningham M.T. , Hammouda M.A.A.
Published: September 2004

Presents some preliminary findings emerging from a research study discussing some of the factors affecting the adoption of planning in various large engineering groups. Chronicles that product planning embraces both the planning of changes in the product range by adding new products, discontinuing or modifying unprofitable or obsolete products, and also the evolution of a strategy for marketing the ever‐changing range of products. Sums up that the companies who have introduced product planning still face considerable difficulties in restructuring their organisation to accommodate the product planning function.
Survey of industrial advertising media
Authors: Kinnaird R.W.
Published: September 2004

Argues availability of research into how industrial advertising media compares unfavourably with that of its consumer counterpart. Discusses the survey, spread over three years, which attempts to provide a more scientific approach to this crucial marketing problem – profitability was key throughout. Evaluates the leading marketing and advertising journals stating that research as to ‘profitability’ of placing adverts in any specific media seems to be a subject that is relatively ignored, or is not readily available to the marketing or sales manager. Uses figures for added emphasis and lists the media involved in this survey at the end. Concludes that, this survey possibly does not really tell us much more than is already known, but that a few misconceptions may have been clarified, and it is hoped food has been provided for further thought.
Cluster analysis and market segmentation
Authors: Christopher Martin
Published: September 2004

Suggests that segmentation technology has become increasingly sophisticated in recent years and the role of multi‐dimensional techniques in marketing analysis is increasingly being recognised. Proposes that rather than segmenting a market by one or two criteria, cluster analysis enables segmentation to be made on many dimensions simultaneously. Concludes that the scope for marketing initiative is widened by this powerful segmentation procedure.
The origins of motivational research
Authors: Collins Leslie , Montgomery Caroline
Published: September 2004

Offers the results of an attempt to trace and characterise the origins of what is sometimes termed motivational research. Proclaims that motivational research, complementing formal market research, arises in economic conditions of competitive mass‐production associated with relative affluence and herein is an historical guide to the part played by psychology in modern marketing. Maintains that research effort prior to the introduction of motivational research was concerned with defining markets and developing survey techniques, especially in relation to sampling, questionnaire design, structured interviewing, etc. Concludes that the treatment of many matters of interest here, have had to be relatively condensed but a future article proposes to adjust this.
Is industrial marketing different?
Authors: Smallbone D.W.
Published: September 2004

Attempts to demonstrate the shallowness of any approach that attempts to show that industrial marketing is wholly different from any form of marketing. Posits that, on the other hand, there are some clearly definable differences, but it is only through perceiving the whole that industrial marketing executives will be able to do justice to the differences. Concludes that the understanding of market structures can be greatly enhanced by marketing executives thinking in terms of continuums, as the models described here.
International business and political geography
Authors: Tookey Douglas
Published: September 2004

Attempts to define some of the problems arising from the development of international business within the constraints of political geography, does this by using evidence from published research and informed opinion. Looks at the growth of international business, its effect on national economies, plus possible erosion of national sovereignty. Discusses how policies of international business and national governments, in a number of fields, conflict. States, although political boundaries and the existence of nation‐states are to some extent outdated by modern technology and from obstacles to trade and development, there may be serious disadvantages in reducing political constraints to enable the multinationals to operate more freely. Finalises that international regulation in some form of the multinational is essential to enable operations to be reconciled and co‐ordinated nationally.
Applying the marketing concept to public transport planning
Authors: Hovell P.J.
Published: September 2004

Concerns a study by Manchester City Transport (MCT) which attempts to break away from conventional methodology involving merely traffic engineering and cost of reduction schemes. Indicates that even for an area predominantly populated by business executives, a significant demand can exist for public transport innovations, specifically designed to meet consumer needs. Represents part of a wider marketing study sponsored by MCT. Concludes that this study has thrown some light on to those and other questions, but as it has already been recognised, time and financial constraints have limited its scope.
Human ecology, geography and marketing
Authors: Robson Brian T.
Published: September 2004

Discusses ecology and marketing, showing that while ecology may not provide a methodology for marketing, spatial science and systems theory provide findings which may prove to be of importance with regard to marketing. Maintains that ecology is criticised both for its hazy definition and its approach of argument by analogy. Explains that emerging patterns can give clues to the multi‐dimensional environmental processes affecting human decisions. Documents that the relevance of geography to marketing may, therefore, be great even though that of ‘human ecology’ as traditionally defined may be just an illusion.
Location analysis in economic geography – implications for research in marketing
Authors: Hood Neil
Published: September 2004

Outlines the major developments in methodology and analysis applied to location by geographers in recent years and reviews the literature on this topic – assessing the principal contributions and suggesting some possible lines for follow up by marketing analysts. Concerns itself with retail location, transportation and manufacturers spatial behaviour. Examines the range of geographical considerations of location and special attention is given to retail studies, transportation and the spatial behaviour of manufacturers. Summarises that published work on the locational and spatial aspects of product or customer distribution is rare.
Future trends of regionalism in Britain
Authors: House J.W.
Published: September 2004

Proclaims that political aspirations often favour small units, economic advantages conversely, lie with fewer, larger entities. States, if given sufficient powers, the provincial level of authority is likely to prove the most successful and could polarise powerful new forces from the mass media. Posits, further, planning strategies can function effectively only at such a level with greater flexibility for change than is possible in a network of smaller units. Documents that regionalism is a widespread and growing force at many levels, having a variety of manifestations. Recommends that compromise must be of the essence for any accommodation of the phenomenon, but an administrative device alone has never been enough.
An econometric analysis of the effects of generic advertising on the demand for tea in the U.K.
Authors: Ball R.J. , Agarwala R.
Published: September 2004

Examines the generic advertising campaign for tea conducted under the auspices of the Tea Council (UK) between 1965 and 1968. Contends that this innovation had a statistically significant effect on the trend of tea consumption, but was insufficient to halt the overall decline – this is attributed to the demand for coffee. Purports to investigate, as far as possible, the impact of this generic campaign on the demand for tea. States the analysis is concerned with the period from 1958 onwards and is based on quarterly data. Concludes that it seems unlikely that tea has been broadly competing with all drinks in any effective sense over the period studied.
The influence of price differences on brand shares and switching
Authors: Sowter A.P. , Gabor A. , Granger C.W.J.
Published: September 2004

Presents here a theoretical model study based on the results of an empirical study, which relates brand shares to price differences in a fully quantitative fashion. Posits in its present form that it is applicable to the analysis of markets largely dominated by two brands. States that the model is simple to use and provides an eminently practical technique for market research and pricing decisions. Uses figures to emphasise the distribution function.
Marketing constraints in traditional economies
Authors: Lawson Rowena M.
Published: September 2004

Concerns itself with the growth prospects for the West African fishing industry, decides that attempts to reform marketing in isolation from the system of financing will be unsuccessful. Wonders what can be done to identify constraints to trade, and this involves more than a mere understanding of economic processes. Attempts to show the response of marketing institutions to technical innovations and economic growth in the hope that it will provide some empirical data to modify Western economic concepts that are generally applied to developing economies. Concludes that generalisation for all developing economies are not possible.
“St Michael” – A Marketing Philosophy
Authors: de Somogyi Jan
Published: September 2004

Examines Marks & Spencer (M & S), and its St Michael brand’s marketing philosophy – which right from its earliest days has been motivated by an all‐embracing philosophy. States that, during the last 30 years, M & S have developed a technological approach to marketing – they have built up a team of qualified technologists at head office to help suppliers ensure better, more consistent quality and lower prices. Stresses M & S’s adherence to quality, for both customers and staff, and how it is visible to both. Sums up that marketing depends on producers' and distributors' co‐operation – both partners contributing within their capabilities.
The marketing of computers and office machinery
Authors: McTavish Ronald
Published: September 2004

Concentrates, to a large degree, on a description of the problems encountered in the use of advertising and personal selling to achieve solutions for marketing problems, with regard to computers and office machinery. Focuses mainly on the sophisticated equipment manufactured by the industry comprising, as it does, approximately three‐quarters of total output. Posits these consist largely of accounting and punched‐card machines, together with electronic computers – the remaining section of the industry is concerned with a wide variety of products including typewriters, duplicators, dictating, photocopying and other comparable machines. Sums up that the importance of long‐term market orientation is shared equally by firms who sell sophisticated office equipment and those who do not.
Education and Research in Marketing: The C.N.A.A. System
Authors: Spillard Peter
Published: September 2004

Proposes to attempt to explain why this situation of marketing as a significant specialism will change within the next few years. Discusses the three main items having a bearing on university education possibilities: The Crick Report; the White Paper of May 1966; and the Council for National Academic Awards (CNAA). States a general indication of subjects taken in a business studies degree with marketing as a major specialism and recommends various universities for varying courses within this specialism. Summarises that for marketing in particular, the new system is ideally placed as long as some kind of authoritative and constructive brief can be given it by the exponents of the subject, for whose successors the degrees have been designed.
The marketing design of life assurance proposals
Authors: Wills Gordon
Published: September 2004

Concentrates solely on custom building, as this is the area of major growth in the life assurance business. Demonstrates how the well‐known techniques of product concept testing can be applied in a service industry when mass marketing is contemplated. Delves into a study conducted in spring 1967 in Bradford, UK, involving 40 households, where the head was between 18 and 25 years of age. Reports on the questionnaire survey that covered a range of disbursement analyses, other than those specifically concerned with life assurance proposals. Concludes that the general conclusion is that the market segmentation implicit in straight life assurance and endowment assurance is meaningful, and that the conversion policy is the most effective way of straddling the two segments, to ensure brand loyalty once contact has been converted into first business.
The motivation of sales executives in two major companies
Authors: Purcer Smith Gillian
Published: September 2004

Compares attitudes of sales force members from two companies, differences in outlook and attitude that emerge are interesting in that they reflect topics and problems frequently aired in management journals. Presents a brief picture of the two companies and background to the studies, then discusses results. Uses results from questionnaires distributed to the total sales force, whose members were invited to complete them anonymously and return them direct to the investigators – their answers were then analysed by computer. Discusses the results in depth using tables for investigate results emphasis. Summarises that of the various differences, which have emerged here, it is tempting to ponder on how many are accounted for by the companies' responsiveness to their respective market requirements.
The Newcastle meat marketing research programme
Authors: Carpenter E.M.
Published: September 2004

Determines this research programme was planned against a background of argument and counter‐argument, largely unsubstantiated, which was being voiced about the sale of animals from farms for meat, their slaughter, and the distribution of meat to the consumer through wholesalers and retailers – nevertheless certain clearly perceptible developments and trends emerge. Discusses the fact that consumer tastes are changing in favour of convenience foods and how this was expected to have an effect on consumption of meat, with more steaks, chops, stewing meat and mince required, and reduced demand for the traditional roast. Concludes the gradual reduction in the number of retail butchers shops can be expected to continue, as the housewife becomes more accustomed to buying pre‐packaged meat from self‐service displays.
The pattern of mail order
Authors: Mann James
Published: September 2004

Discusses mail‐order trading and its status as a vigorous growth industry since the 1950s. Looks at the difference between mail‐order organisations – especially in the North American region, where Sears, Roebuck is supported by a widespread network of local stores and depots, and an increasing part of the business arises from telephone rather than mail orders – whereas in the UK most business is done through agents, whereby each customer has his/her personal catalogue – constitutes only a small proportion of the UK industry. Investigates postal agencies in the UK; the social organisation of agencies; types of agency; competition within the industry regarding number of agents; volume per agent and agent recruitment.
The management of export marketing in engineering industries
Authors: Hunt H.G. , Froggatt J.D. , Hovell P.J.
Published: September 2004

Represents some of the preliminary results of a research project being undertaken at the University of Salford (UK), into the management of export marketing in the textile machinery, agricultural machinery, and mechanical handling equipment industries. Bases analysis on information obtained in interviews with top executives in the 40 firms so far visited, of varying size and covering all the major sections of the three industries. States the standard of export marketing is not solely a function of the size and resources of individual firms – it also depends on the extent to which the policy makers in a firm are prepare to gear its operations to overseas markets. Concludes in the last resort it is the firms that must do the exporting, and it is directors” and managers” quality that determines their response to improvements in services and incentives.
The successful salesman: a personality analysis
Authors: Howells G.W.
Published: September 2004

Analyses attempts already made to evaluate the qualities required in a successful salesperson. Investigates whether salespeople differ according to the type of product they sell, relating personality characteristics to selling skills. Describes three selling skills: propagatory, expository and closing, and reveals that different selling situations involve different proportions of these skills. Discusses the need for social skill training.
The role of service in industrial marketing
Authors: Arnfield Ron
Published: September 2004

Reviews the role of service in the marketing mix with regard to its possibilities, using organizational examples as an illustration. Outlines an approach to service strategy and examines its cost limitations. Suggests that the increasing complexity of products and more intense competition must be reviewed with regard to the service being provided for the customer in order that they receive more benefits.
The structure of agricultural marketing in the United Kingdom
Authors: Kirk J.H.
Published: September 2004

Shows how the marketing of agricultural products differs from the marketing of consumer goods, dealing chiefly with marketing in the home‐produced sector. Presents a general survey of the main structural features of leading UK marketing boards and private enterprise systems of distribution. Suggests some future trends in agricultural marketing which will take place on entry into the European Economic Community, effecting sources of supply and absolute and relative prices of most food commodities.
Coupon trading and cigarette smoking: a comment on the government's decision to limit coupon trading
Authors: Pass C.L.
Published: September 2004

Investigates the effect of coupon trading on the overall level of cigarette consumption. Reveals that there seems to be no correlation between the expansion of coupon brands and total cigarette smoking but merely a change of pattern in brand preferences. Suggests that the government's intentions of prohibiting coupon schemes as a means of achieving a reduction in cigarette smoking can be regarded as irrelevant in the light of these findings.
Critique of the system of commission agents in the export trade to Latin America
Authors: Forbes Malcolm
Published: September 2004

Argues that the best way of maximizing sales is not by employing commission agents as is traditionally the case. Presents the disadvantages of such a system which are centred on the nature of the agent/principal relationship which can produce conflicting aims. Concludes that the use of a sales promoter might be a better alternative.
American buying houses in Britain
Authors: Salkud Martin
Published: September 2004

Reports the findings of an investigation designed to discover how US organizations buying houses for US departmental stores operate. Investigates the perceptions of the US executive of British exporting in this area. Suggests that lessons can be learned in this area of exporting which can be applied elsewhere in other marketing areas.
Government aid to Britain's export drive
Authors: Lawrence Raymond
Published: September 2004

Examines Britain's export intelligence, starting with Board of Trade's evaluation of the world market for a new product. Questions the Board of Trade's split in responsibility between its home duties and those of the diplomatic service aboard and the effect this has on interpretation of results. Suggests that a single authority to promote exports is essential, as too a proper career structure to promote efficient advisory services.
Marketing to children
Authors: Morley John
Published: September 2004

Suggests that children are now an important consumer group considering the climate of ever‐increasing child‐orientation. Describes the available information in child consumption, purchasing, incomes and influences, and reviews the marketing implications in terms of strategy, research and advertising.
Consumer reaction to retail price and display changes
Authors: Cunningham Antony C. , O’Connor Norman J.
Published: September 2004

Describes a controlled marketing experiment carried out in Ireland designed to test consumer reaction to price and display changes. Uses a branded aerosol air freshner as an example product line and involves eight supermarkets in the Dublin area. Suggests from the results, that display is an important factor in the sale of products, but reduction in price suprisingly reduces unit sales and revenue.
Repeat buying of a new brand – a 10‐point case history
Authors: Ehrenberg A.S.C. , Goodhardt G.J.
Published: September 2004

Discusses repeat‐buying in terms of a case history of a non‐durable product. Measures the repeat‐buying behaviour by means of a survey carried out for the Market Analysis and Evaluation Grant, Unilever. Reveals how repeat‐buying of a new brand soon reaches a par with its competitors.
A model of family decision making
Authors: Pollay Richard W.
Published: September 2004

Provides a perspective by which to look at interactions within a family unit (notably man and wife) that lead to purchasing decisions by that unit. Reveals a model for analysing the interactions of family members in decision making. Discusses the interaction processes influencing perceptions of priority, utility and debt. Looks at the differences of families with different social classes, age groups and member orientation. Investigates potential uses of the model with regard to marketing management, adevertising, product planning and market research.
Status report on marketing theory
Authors: Christopher Martin , Kirkland Jane , Jeffries John , Wilson Richard
Published: September 2004

Describes the major influences directing the growth and development of marketing theory. Assesses the relative value of holistic and piecemeal approaches to this theory. Suggests that the most important advances in marketing management will stem from development of models of the market, advocating on piecemeal approach.
Large retail firms in Europe: their characteristics, relative importance, and future development
Authors: Jeffreys James B.
Published: September 2004

Examines a list of the 50 largest retail firms in Europe in terms of sales. Looks at their differences and similarities and also forecasts their future. Draws valuable lessons for other organizations in the sames marketing areas.
Forecasting problems in the gas industry
Authors: Johnson F.J.
Published: September 2004

Stresses the importance of forecasting in essential supply industries such as the gas industry with regard to storing the product. Examines some of the problems encountered in this area and how they are dealt with.
Toward a theory of marketing strategy
Authors: Udell Jan G.
Published: September 2004

Reveals that, in marketing strategy, non‐price aspects are more important to the manufacturer than pricing. Examines this behaviour, showing that there does not appear to be a significant relationship between the nature of the product market and the importance of pricing.
Perceptions of Brazilian and Foreign Technology
Authors: Christensen Carl H. , da Rocha Angela
Published: September 2004

The images of Brazilian and foreign technology in the Brazilian chemical polymer industry were found to be very different. Foreign technology was generally seen as being superior technologically and the Brazilian technology as being better adapted to the national markets, raw materials and labour skills. Executives from multinational firms had much more positive views of foreign technology than did those from Brazilian national companies. The implications for both suppliers of foreign technology and the Brazilian Government are examined.
Consumer Protection in China: The Current State of the Art
Authors: Ho Suk‐ching , Sin Yat‐ming
Published: September 2004

A thriving consumer market is gradually emerging in China following the 1979 economic reform. In the pursuit of greater profits, malpractices on the part of the enterprises at the expense of the consumer are on the increase. An attempt is made to take an early glimpse into the current state of consumer protection, hitherto not an issue in this country.
The Benefits of Delivered Pricing
Authors: Davies Gary , Fitchett Jerry , Gumbrell Keith
Published: September 2004

Exporters are encouraged to “sell delivered”. An analysis of survey data on the terms of delivery on exports and imports used by French, German and British companies is presented. It is concluded that many firms prefer non‐delivered terms. The effects of changing to delivered terms are demonstrated in a second survey of British firms, and the advantages of this system are highlighted.
An Examination of the Relative Impact of Growth Strategies on Profit Performance
Authors: Cronin J. Joseph , Page Thomas J.
Published: September 2004

This article investigates the relative impact which marketing growth strategies have on profit performance as opposed to strategic debt utilisation, asset management, and margin management. A structural equation approach is used to assess which areas deserve the greatest attention in the process of making strategic decisions. Implications for management and future research are offered.
Market Segmentation and Apartheid
Authors: Duncan Reekie W.
Published: September 2004

South African marketing data are recorded by the government's official racial classifications. There is superficial evidence from consumer media statistics that such racially‐based segmentation is no longer valid. Closer inspection shows, however, that media usage is racially segmented. Nevertheless there is a distinct tendency towards homogenisation of purchasing behaviour patterns (of non‐durables) and ownership patterns (of durables) which taken together provide novel information for marketers in multi‐ethnic societies.
Concessionaires — A Strategic Option for Retailers
Authors: Worthington Steve
Published: September 2004

Concessionaires(shops‐within‐shops) have long been a feature of the department store and more recently of the “superstore”. This article examines the use by two major retailers, Tesco and Debenhams, of concessionaires as a strategic option, to create “breathing space” for themselves whilst they either restructure or reposition their retail interests. It also looks at some of the recent developments in concessionaire operations and anticipates future areas where retailers may seek to use concessionaires.