bluuebunny/crossref_metadata_2025 huggingface dataset:
Evolutionary prototyping in a change perspective:
Authors: Pape Tom Chr. , Thoresen Kari
Published: September 2004

Presents three case studies involving a collaboration between the
Norwegian Computing Centre, three local authorities (municipalities) and
a nationwide software manufacturer. Seeks to address whether:
evolutionary prototyping a feasible development model; it is suitable
for developing common systems; user‐controlled design leads to better
systems; and development projects can foster mutual learning. Examines
how evolutionary prototyping was used as a strategic development model.
Relates the project and its impact for each case. Discusses system
development as a catalyst for change. Comments on the changing attitude
of the manufacturer once the commercial implications of the project
became apparent.
From Third Generation to Fourth Generation Applications
Development: A Case Study
Authors: Avison D.E. , Shah H.U.
Published: September 2004

Describes the results of research carried out in a large commercial
telecommunications organisation where the information systems group was
undergoing a change from developing systems in a traditional third
generation environment to a fourth generation development environment.
Exposes a number of difficulties, notably ′people problems′ associated
with innovation. Concludes that even where the technical aspects should
lead to increased efficiency, this might not be the end result.
Economic co‐operation: catalyst or conduit
Authors: McNutt Patrick , Smyth Michael
Published: September 2004

Evaluates how economic co‐operation can be organized for the mutual
advantage of the two economies of Northern Ireland and the Republic of
Ireland. The methodological approach adopted by the authors explores the
dynamics of market design within the two transitional economies and
examines how they could contribute to the performance of an all‐island
economy. The emphasis is on public utilities, electricity and
telecommunications as sources of inter‐firm synergies. At a time when
many European countries are moving towards greater integration, it is
imperative that the two economies on the island of Ireland integrate in
order to realize competitive advantages. Integration may not be the
panacea for solving specific economic problems such as unemployment or
housing shortages, however, it will solve the problem of diseconomies of
small scale which impair the competitiveness of commercially oriented
public utility firms on the island. The politics is not about the spoils
of a united Ireland but the gains from participation in an integrated
Europe. The primary objective is in realizing the economic reality of
all‐island commercial activities which will dissipate rents, eliminate
inefficiencies, create incentives and release real economic growth.
Why Not, Why and How to Value Intangible Marketing Assets
Authors: Barrett T.F.
Published: September 2004

Discusses intangible marketing assets and the difficulties of the valuation of these. Considers the problem of definition of intangible marketing assets and tries to clarify this. States the Accounting Principles Board (USA) as possessing the characteristic ‘identifiability’ and by the Accounting Standards Committee (UK and Ireland) as ‘separability’ and by others as controllability. However, within this article quantifies intangible marketing assets as ‘all non‐separable assets which yield a full advantage in the output markets of competitive organization’. Further looks at the historic costing and modernist accounting thought. Concludes by stating that the exclusion of marketing intangible assets from the accounting valuation process does, however, pose consequential dangers, which are itemized and discussed.
The Right of Reply: An Exchange of Views
Authors: Hollander Stanley C. , Savitt Ronald
Published: September 2004

Compares a response to an article by Savitt (Vol. 18 Nos. 6.7, 1984) from Hollander and including Savitt's rejoinder, making for very interesting reading and lively debating material. Discusses the Wheel of Retailing concept and gives each author's point of view arguing for and against these with interesting and contrasting ideas.
How Consumers Trade Off Behavioural Costs and Benefits
Authors: Verhallen Theo M.M. , Fred van Raaij W.
Published: September 2004

Many psychological models of consumer behaviour use the construct of attitude, whereas in economic models behaviour is determined by costs and benefits under budget constraints. In this article, a behavioural cost‐benefit approach to consumer behaviour is proposed. Behavioural costs include time, physical and psychic costs of initiating, maintaining and changing behaviour. A behavioural model is proposed, in which cost‐benefit trade‐offs of behaviours play a central role. Some marketing applications on the evaluation of products, on the prediction of behavioural intentions and on shopping behaviour are discussed.
Petrol Advertising in the Twenties and Thirties: The Case of the British Petroleum Company
Authors: Ferrier R.W.
Published: September 2004

Chronicles the British Petroleum Company through its formation in 1909 to 1939 (pre‐Second World War), following on from being a distribution company of the Anglo‐Persian Oil Company. Shows that by the outbreak of war in 1914 it owned over 850 depots, employing nearly 3,000 people. Posits that the war changed the position of the BP Company and its shipping company ‐ being classed as enemy concerns ‐ even though most employees were British. Documents the changes throughout the war years and chronicles with tables the changes right up to the Second World War, also includes copies of adverts used in BP's formative years including the time of the Great Depression and BP's merger with Shell Mex.
The Metamorphosis of European Retailing
Authors: Kacker Madhav P.
Published: September 2004

Investigates the European retailing industry and how it is dominated by independent, small or medium‐sized downtown stores with a narrow focus. Shows that, in spite of their power and respect, the independent downtown retailers have not been able to block bigger or foreign retailers from entry, although other forces such as urbanization were also to blame. States that the big oil crisis of 1973 also had a deleterious affect, promoting severe recession, high inflation and high unemployment. Submits that many traditional small retailers could not survive this and closed down. Concludes that the downtown stores have, in many countries, enjoyed the political pull but are now facing a ‘change or quit’ policy. Acknowledges that there has been an increase in mail order buying and the use of computerized business systems in the Scandinavian countries, the UK, Benelux countries and Germany.
A Consumer‐Based Model for Researching New Products
Authors: Watkins T.
Published: September 2004

Examines an attempt to specify an approach more consumer‐ than product‐based and, by doing so, aims to discuss models' roles and buyers' needs. Includes research methodology including brand testing and gives results and interpretations using tables to further simplify these. Concludes by summarizing the experimental work involved and goes on to state that the earlier specified criteria is worthy of further investigation with a view to develop a fully operational STM model.
Consumer Boycotts and Consumer Sovereignty
Authors: Smith N. Craig
Published: September 2004

Consumer boycotts may be understood as consumer behaviour, and the concept of consumer sovereignty is identified here as the implicit paradigm for the marketing desciple, this is then applied to illustrate and explain the workings of consumer boycotts which are seen to have two dimensions: degree and domain, information is shown to be important in determining the domain of consumer sovereignty and pressure groups may play an important role in providing this. Three case examples of boycotts support the argument.
Foreign Travel Behaviour in a Growing Vacation Market: Implications for Tourism Marketers
Authors: Yavas Ugur
Published: September 2004

This research into tourism motivation and high‐ and low‐risk perception of tourist venues shows that Saudi travellers place great importance on rational/denotative attributes, like visiting another Muslim country, good food, value for money and ease in renting a flat. Studies of the information sources the Saudis find valuable is also discussed and avenues for further research recommended.
Knowing your Rights: A Cross‐Cultural Study
Authors: Verhage Bronislaw J.
Published: September 2004

Regardless of their income level, Dutch consumers often appear to lack knowledge of the legal remedies available to them under today's consumer protection laws, and this study measures their familiarity with laws regarding deceptive advertising, door‐to‐door selling, warranties, truth‐in‐lending, labelling and other marketing practices. The findings are compared to those of earlier research performed in the US, and what are needed in both countries are more effective ways of informing all consumers of their rights.
Product Life Cycle and Export Competitiveness of the UK Electronics Industry (1970–1979)
Authors: Yuen Poh Lai
Published: September 2004

The dominance of multinational firms with developed global scanning capacities for sourcing and marketing in the early 1970s has led people to consider if the product life cycle approach to international manufacturing and marketing is still valid. The usefulness of this approach is examined by fitting a logistic growth curve on the 1970–1979 trade data of the UK electronics industry. It is shown that although still valid, the international product life cycle model should combine with the theory of comparative costs to provide a more satisfactory explanation of the pattern of trade, as it is only applicable to manufactured goods.
Principles of Promoting Cigarettes: The Greek Case
Authors: Kioulafas K.E.
Published: September 2004

The factors underlying the variations in sales of different varieties of cigarettes in Greece did not always show that changes in selling prices always had an impact on sales. Advertising has a significant impact on the demand for the better varieties of cigarette, and advertisers should be aware of different reactions to “basic” and “extra‐fine” cigarettes. Marketing planners must bear in mind that average retail selling price has an impact on most sales to foreigners, except those of “fine” and “extra‐fine”, so price can be used to increase sales in certain cases.
Marketing, or the Anthropology of Consumption
Authors: Grafton‐Small Robert
Published: September 2004

The article considers marketing as a socially located practice, and argues that any form of trade or exchange may be seen to both reflect and reinforce the social structures, customs and outlook of an entire culture and not simply a part of it. These developments are grounded in aspects of anthropology which, in turn, suggest that not only is trade a socially significant activity but that the objects which are traded in are themselves remarkable as reflections of the nature and influence of those who caused them to be manufactured. The article may be seen accordingly as an attempt to develop insights into the societal and cultural processes associated with contemporary variations in the “cultural design of persons and goods” (Sahlins, 1976). This understanding may then be used as a basis for the further investigation of marketing and its part in the “creation and movement of goods”.
Role Portrayals in British Magazine Advertisement
Authors: Lysonski Steven
Published: September 2004

Provides an empirical view of sexism in British magazine advertising in order to determine the frequency of role portrayals and the extent to which they have become more progressive. Examines various categories of magazines for both men and women in order to detect any shifts in sexual stereotyping. Remarks that results show some change in portrayals from 1976 to 1982–1983, although these shifts were not dramatic. Concludes, however, that stereotypical images of men and women still persist in British magazines.
Resellers’ Supplier Selection Criteria for Different Consumer Products
Authors: Shipley David D.
Published: September 2004

Seeks to create a more complex understanding of the significance attached to vendors' mix elements by resellers in forming patronage choices. Presents data from a 1980s survey of over 1,200 reseller‐buyers. Reviews the results in terms of first, consumer goods and second, convenience products and shopping goods, comparing US and UK resellers. Shows that resellers' choice criteria vary among these broad product categories. Reveals that it is not possible to describe generally the sourcing determinants for all resellers.
Structure‐Performance Relationships in the Broiler Market
Authors: Davis John
Published: September 2004

Suggests that the study of marketing margins can provide a useful indication of the efficiency with which a food commodity is produced and distributed, or the extent to which weaknesses within a marketing system are producing undesirable effects on incomes of producers/distributers or on prices charged to consumers for the final product. Aims to determine, using frozen broilers as an example, the size of the gross marketing margins in Northern Ireland from 1975 to 1982. Proposes to identify the way in which margins have moved during this period. Determines the share of retail expenditure received by Northern Irish retailers and compares this with the share received by producers in Great Britain. Examines the extent to which observed prices and margins were related to the structural features of the marketing system. Reveals two broad conclusions: the Northern Irish market structure appears to have had important influences on pricing behaviour and ultimately marketing performance; and during the period studied marketing efficiency improved which reflected in price reductions.
Is This the Stuff That Marketers are Made Of?
Authors: Carter Steve
Published: September 2004

Examines briefly the origins of an individual's preferences for “doing”, which it suggests fall into four categories: converger, diverger, assimilator and accommodator. Describes primary research in this field which reveals different learning styles. Discusses the implications of these findings for marketers.
The Marketing System and the Environment
Authors: Glaser S.
Published: September 2004

Gives a critical examination of “Markets” within the marketing environment, and suggests that the system of marketing can be described by two fundamental dimensions: activity and product. Presents a normative view of the relationships that exist between a marketing system and its environment. Proposes that the system is more effective in same conditions than in others. Indicates that the dynamics of marketing strategy and competitive advantage should be considered.
The Marketing of Public Library Services in the UK — Practical Applications
Authors: Cronin Blaise
Published: September 2004

Looks at the practical applications of marketing principles to the management of library services in the UK. Assesses the place of market research in the planning cycle and describes and reviews a variety of tactical responses. Concludes that the public library service in the UK will probably develop unconventional avenues of marketing, e.g. allowing people to tele‐order groceries via a computer installed in a local library, in order for them to reach a great consumer audience.
Developments in the UK Food Market
Authors: Davis John
Published: September 2004

Reviews some of the important changes that have occurred during the 1970s in the UK food market. Consider the marketing implications of these changes. Reveals that, although the total food market has not grown very much, there have been important changes in the structure of demand, which it explains as being due to social and economic developments in UK society.
Conspicuous Consumption: A Literature Review
Authors: Mason Roger
Published: September 2004

States that status and prestige considerations play a significant part in shopping preferences for products, which, although they appear to have a direct utility, serve only as a means of displaying wealth and purchasing power. Examines the literature on the subject, looking at the conspicuous customer, for whom the cost of a purchase is only of real significance and not the product. Suggests, from the literature, that consumer behaviour and demand for status goods and services needs further investigation.
A Service Quality Model and its Marketing Implications
Authors: Grönroos Christian
Published: September 2004

Proposes to develop a service quality model, based on test of a sample of business executives, which describes how the quality of services is perceived by customers. Looks at its marketing implications, in which functional quality is seen to be a very important dimension of a perceived service. Concludes that quality dimensions are interrelated and that the importance of image should be recognised.
A Power Potential Approach to Middlemen Strategies in Social Marketing
Authors: Andreasen Alan R.
Published: September 2004

States that a key problem in the emerging area of social marketing that has not received adequate and empirical treatment is the building and management of middlemen relationships. Offers an approach to this problem based on social science concepts of power used in sales management and channel discussions in the private sector. Develops a conceptual framework and a specific procedure for its implementation. Provides a detailed practical example employing the power potential approach. Outlines four key advantages of the approach over its two major competitors, and gives a description of three other alternative research paradigms for comparison. Suggests that the power potential approach represents a significant advance in theory and practice in the area of middlemen relationships.
A Product Life Cycle Theory for International Trade: An Empirical Investigation
Authors: Lancaster Geoffrey , Wesenlund Inger
Published: September 2004

States that product life cycle theory has been applied to many industries and has proved successful in identifying future product and service strategies. Looks at how this theory can be applied to international trade especially with regard to competition in the form of low‐cost imports, by using the textile industry a case in point. Emphasizes the need to recognize the changing environment within the textile industry suggesting that businessmen should be aware of the constant process of change in order that they might survive.
Understanding the Japanese distribution system: An explanatory framework
Authors: Ross Randolph E.
Published: September 2004

Analyses the problems faced by foreign investors in the Japanese internal marketplace. Relates these difficulties to the structure of the country's distribution system. Draws on the results of interviews with senior executives from more than 30 major foreign companies operating in Japan to identify common barriers to successful market growth – including Japanese culture, political influences, border arrangements and purchasing characteristics. Concludes that while successful entry into a national market is always difficult for any foreign investor, the limited success of overseas firms in Japan indicates that this particular market is more troublesome than most. Asserts that while Japan continues to suffer from lower levels of overall economic growth, the obstacles for foreign companies will remain.
The Stages of Marketing Evolution in East European Countries
Authors: Coskun Samli A. , Jermakowicz Wladyslaw
Published: September 2004

Analyzes the development of marketing in East European countries. Traces the growth of East Europe's trade with the West from $12.3 billion in 1970 to $37.6 billion in 1979. Highlights eastern Europe as one of the most promising markets to the US. Discusses the broad spectrums of marketing development between eastern countries. Examines the emergence of marketing through four key stages – authoritative systems, directive systems, mixed‐middle systems and integrative systems. Analyzes the differences in the standards of key marketing factors between East and West – e.g. range of products, pricing and advertising. Concludes that due to variations in starting points and differences in development patterns, East European countries are divided between centralization and decentralization. Affirms that unless US international marketers understand the peculiarities of eastern Europe, the US trade record with these potential markets is unlikely to improve.
Crisis Point in the TV Rental Industry
Authors: Fletcher Keith , Napier Alan
Published: September 2004

Examines the threats posed to the UK rental industry by consumers' decision to buy. Traces the history of the UK rental industry, including the decline of black and white against the boom of colour, and the rise of brand consciousness. Addresses marketing issues including pricing and the location of showrooms. Discusses the consequences of competition in the marketplace. Highlights the results of a survey into consumers' attitudes on buying or renting. Asserts that consumer motivations to continue or renew a rental agreement are not the same as at the initial decision to rent, so rental companies must adopt new marketing tactics. Concludes that rental companies must reverse the trend for replacement decisions to favour purchase over renting or their future looks bleak.
Retailer Marketing – Informational Strategies
Authors: Piercy Nigel
Published: September 2004

Aims herein to highlight the retail marketing issue as an area of study and, also, to emphasise the informational aspects of retailer marketing. Introduces the argument by examining what is meant by retailer marketing in this context also the relevant historical background. States, in marketing general literature, early attention was devoted to the process of marketing through the channel of distribution with the corresponding emphasis on managing distribution and so forth. Posits that the concept of marketing has been applied to a vast range of non‐manufacturing activities. Concludes that there are a number of contrasting strategies which retailers can adopt to exploit their structural and technological advantages in the channel marketing information system.
Strategic Planning in Retail
Authors: Kristenson Leif
Published: September 2004

Examines the complexities of strategic planning in retailing. Highlights the importance of a good knowledge of consumer basis as a foundation for a successful retailing strategy. Discusses four main factors contributing towards profit in the retailing industry: Needs or motives; Attitudes or patterns of consumption; Consumption habits; Purchasing habits. Analyses continual influences which must be considered as part of a coherent retailing programme: Synergy effect; Resources; Environmental factors; Changing ways of satisfying needs; The increased complexity of the retailing environment; Competition. Concludes that retailing is an extremely complex subject – whereas a producer is concerned about the various quality dimensions of his own product, a retailer is obliged to take care of a multiplicity of products, each bearing its own characteristics. Asserts that strategic planning is an effort to organise this variety, not an answer to solving it.
The Information Content of Women's Magazine Advertising in the UK
Authors: Taylor David B.
Published: September 2004

Describes the differences between informative and non‐informative product advertisements. Uses a sample of 242 advertisements from the October 1981 issues of the UK's highest circulation women's magazines – Women, Woman's Weekly, Woman's Own and Woman's Realm – to analyse the content of advertisements. Concludes inter alia that: Advertisements of less than half a page contained the highest proportion of information “cues.”; The least informative ads were for personal care. The highest proportion of “cues” were found in ads for products in the furniture, furnishings and appliances sectors.
Tourists Perceptions of Finland and Selected European Countries As Travel Destinations
Authors: Haahti Antti , Yavas Ugur
Published: September 2004

Discusses the importance of tourism on a country's overall economy. Highlights Finland as a particular example, where, due to tourism, the balance of trade soared from a $33.1 million deficit in 1963 to a $34 million surplus in 1970. Analyzes various studies into the tourism industry and examines their findings. Uses a sample of 681 foreign tourists visiting Finland as a survey to gauge tourists' perceptions of 12 European tourist destinations. Reveals findings, inter alia, that: Spain is perceived as the best value for money; Holland has strong accessibility; Ireland is ranked last in offering a cultural experience to tourists. Uses data obtained by survey to concentrate on people's perceptions of Finland. Reveals findings, inter alia, that: Finland is most unlike Germany, Spain, Holland and France; Finland is most like Norway, Denmark and Sweden. Concludes that public and private tourism organisations throughout the world need a focused marketing approach to identify the travelling public's needs.
The Role of the Branch Bank Manager in the Marketing of Bank Services
Authors: Turnbull Peter W.
Published: September 2004

Places the branch bank manager in a central position in the business in respect of the marketing efficiency of the banks at the local level. States that recently increasing pressure has been brought to bear on the manager to carry out tasks not previously required of him/her. Posits that the manager is being encouraged to devote more of his time and energy towards a deeper understanding of and become more actively involved with his/her customers, existing or potential, but few managers understand or realise the full potential of their changing role. Sums up that managers lack knowledge of the principles of marketing and commitment to implementing the principles in practice. Identifies three reasons which underlie the lack of marketing orientation: motivation, ability and time, and says that banks need to move quickly to ensure that the individuals in these positions can speedily meet the challenge.
International Aspects of Bank Marketing
Authors: Turnbull Peter W.
Published: September 2004

Introduces the four forthcoming articles in this themed issue by describing them thus: two of them describe the impact of US banks on the UK corporate market for bank services and the concurrent internationalization of British banks; the remaining two articles report empirical findings regarding corporate use of bank services in Britain and the purchasing processes followed when financial services are acquired. Says that the growth of split banking is an essential element in the remarkable growth of US banks in the UK. Sums up that, in the last ten years the UK banking community has been faced with major challenges including the breakdown of the fixed exchange rate regime, the secondary banking crisis, the Herstatt Bank collapse and growing direct control by central authority.
The Purchasing of International Financial Services by Medium‐ and Large‐Sized UK Companies with European Subsidiaries
Authors: Turnbull Peter W.
Published: September 2004

Reports a piece of empirical research that concentrates on just one segment of the corporate market – those companies, which have subsidiary companies in Europe. Says that these companies were chosen because they represent a rapidly growing market segment due to the increasing importance of European markets for UK industry. Highlights that the banks used in Europe for a subsidiary's financing were dependent on factors of chance or convenience. Concludes that banks will have to organise themselves more on traditional industrial lines, with divisions between salesmen, marketing, technical staff, personnel and general management, but in spite of 1970s difficulties the banking community is in a health condition.
The Benefits and Costs of Voluntary Codes of Practice
Authors: Pickering J.F. , Cousins D.C.
Published: September 2004

Claims use of legislation and government regulations as a means of protecting consumers has been subject to considerable controversy in many countries over recent years. Examines the UK's efforts to encourage voluntary self‐regulation by business — the most important manifestation of this has been the adoption of codes of practice in numerous trades — a code of practice being a statement of desirable trading practices. Says that data for analysis here is based on monitoring studies and other reports produced by the Office of Fair Trading and Consumers' Association and also direct interviews with trade associations and companies, supplemented by a postal questionnaire survey. Further discusses the rationale and lists and examines the most likely criteria to be used. Concludes that, overall, codes of practice are likely to have been beneficial, this does not necessarily imply that they are the best means of attaining the consumer policy objectives they embody.
Aid to Small‐Scale Retailing: The Norwegian Case
Authors: Kirby David A.
Published: September 2004

Looks at aspects of government intervention in the provision of social welfare services with regard to marketing. Investigates legislation by the Norwegian government which has affected the retail sector, and examines its programme of aid to retailers in sparsely‐populated areas. Concludes that the programme is an attempt to recognize the social and economic importance of small shops to the communities they serve and not an attempt to favour the small shop.
The Evaluation of Pre‐tests by Advertising People: Results of a Survey in Belgium
Authors: Vanden Abeele P. , Luysterman P.
Published: September 2004

Looks at the opinions and attitudes of advertisers and agencies with regard to pre‐testing and pre‐test methods in a small market like Belgium. Evaluates the criteria of the study into four components: motivation and/or behaviour; attitude and attitude change; visual impact and recall; and information transfer. Reveals that the importance attached to the criteria increases in the same order. Concludes that the respondents are relatively favourable to message ratings, but have a negative attitude to forced exposure ratings.
Generic Products in Belgium: Introduction and Conditions
Authors: Goormans M.
Published: September 2004

Looks at the introduction and marketing of generic products in Belgium. Examines the costs and benefits of their introduction and indicates that their introduction must be made at a time when the market is ready for them. States that introduction for these is best when consumers have a changed opinion about price‐quality relationships and there is a decrease in disposable income.
International Product Life Cycles and the International Automobile Industry
Authors: Thomas M.J.
Published: September 2004

Attempts to use developments in the international automobile industry to explore the validity of international product life cycle theory. States that tendencies towards entropy in the automobile industry are apparent, and multinationals are not guaranteed existence.
The Changing Character of Industrial Selling
Authors: Wotruba Thomas R.
Published: September 2004

Highlights two major directions in the character of the personal selling function — the first is the increasing professional nature of industrial selling, the second is growing managerial orientation within selling. Notes the selling process is evolving and broadening in ways which can make the salesperson valued to the buyer beyond product or service value offered. Says that salespeople receive much broader scopes of authority. Examines cause and effect of changes in selling characteristics, reviewing evidence specific to these new directions. Propagates some of the feelings that are negatively hung on salespeople such as being selfish, deceitful, lazy and often downright dishonest. Goes on to explain why these are wrong and gives positive connotations to try and put things right. Key is understanding the process of buying‐selling because there must be a solid conceptual foundation to support the diagnostic process. Summarizes that hiring, training, compensation and other sales management practices must be adjusted — but the evidence base seems to promote a promising future.
Factory Analysis — a Tool for Data Reduction
Authors: Crawford I.M. , Lomas R.A.
Published: September 2004

Determines that factor analysis is a data reduction technique, which takes a number of different variables and tries to note any underlying relationships which may be present. Posits that the factor analysis technique was originally pioneered by a psychologist named Spearman to aid his understanding of human abilities, he postulated that a basic factor of intelligence underlies each person's ability to perform various skills. Adumbrates that the applications of factor analysis in marketing are in two main categories, to: attempt to understand behavioural processes by trying to identify and give descriptive definitions to underlying factors; reduce large groups of descriptive variables into a smaller but more manageable representative subset. Closes by giving a table, with sorted rotated factor loadings which are useful in naming factors, from the pharmaceutical industry. Concludes that factor analysis is useful when the researcher is primarily concerned with degree of association among variables.
Pseudo Research in Marketing: The Case of the Price/Perceived‐Quality Relationship
Authors: Bowbrick Peter
Published: September 2004

Comments on the commonly‐observed phenomenon that people frequently judge the quality of a product by its price, assuming that the most expensive item is better, and discusses the reasons for this and its implications. Discusses a typical experiment in which university students were given a set of cards, each card with a description of a product and its price, then asked to choose which product they thought they would buy if they had the choice — analysis showed whether, all things being equal, they were more likely to buy the expensive product. Assesses the results of this and discusses them in depth. Concludes this research programme is exceptional in providing so few results but argues against critics.
Toward a Theory of Modern Markets
Authors: Barnhill J.A. , Lawson W.M.
Published: September 2004

Postulates that advances made in marketing, particularly in the USA, have only served to highlight shortcomings in this discipline particularly the absence of central theories and related general principles. Discusses how markets have evolved as socio‐economic processes and means intended to satisfy people's and organisation's needs through trading or exchange transactions – though markets have existed for as long as history is recorded. Contrasts the evolution of market theory and the differences between people of varying areas and cultures and examines theses in depth as: primitive markets (pre‐Columbus period in the USA); traditional markets; merchant trader markets (1500 to 1776); and free competitive markets (late 1700s); mixed markets (middle 1800s). Illustrates, in tabular format, the influence of forces and conditions inhibiting market functions, thereby complementing cases used in earlier discussion. Summarizes that a step has been taken towards progressing a theory of modern markets – particularly regarding the north American area.
The Strategy of Own Brands
Authors: Morris David
Published: September 2004

The author attempts in this article to compare some economic aspects of own and manufacturers' brands, in an attempt to shed light on some of the broader issues in the economics of marketing. The choice of brand policy is complex, depending on demand — and supply — side variables. Simple explanations of either the price differential between own and manufacturers' brands, or their relative market shares are misleading. Despite the absence of sufficient data, preliminary indications are that the price differential is related to different marketing expenditures. However, the market share of own brands is not related to the price differential alone; its market penetration is limited by the strength of the manufacturers.
Consumerism: The Public's Awareness of their Rights
Authors: Jobber D. , Bendelow R.
Published: September 2004

Investigates the awareness of the public of their rights in the buyer‐seller relationship. Presents evidence gathered from a questionnaire analysed by age, sex and socio‐economic grouping. Suggests that awareness of rights is most prominently linked to socio‐economic grouping.
Marketing to Industrial Democrats
Authors: Guiller de Monthoux Pierre , Patzak Melitta
Published: September 2004

Presents a case study of participation in buying practice, showing in what situations unions and personnel in customer firms take an active interest in a buying decision. Uses information from interviews carried out with industrial sellers to show how industrial marketers approach unions and personnel. Emphasizes the difference between union and employee involvement.
Buy‐response Analysis: A Practical Tool of Market Research
Authors: Eassie Richard W. F.
Published: September 2004

Uses a number of case studies in order to demonstrate the suitability of a method developed to help price‐setters of fast‐moving consumer goods and also durables.
Exploring Relations among Awareness Attitude and Behaviour
Authors: Grønhaug K. , Arndt J.
Published: September 2004

Reports results of an attempt to test temporal order of awareness, attitude and behaviour using the cross‐logged panel correlation technique — a method for establishing probabilistic causality by non‐experimental data. Tries to replicate, in this study, one by O'Brien, examining loyalty of new residents in an area developing loyalty to restaurants. Questionnaires were distributed to new students in Bergen, Norway for the autumn semester in 1974, in all 200 students received 2 questionnaires over a four‐week period and 126 completed the questionnaire both times, discusses results of these. Concludes that results give little support for the concept of a ‘hierarchy‐of‐effects’, postulating the sequence of awareness, attitudes and behaviour.
Cross‐Cultural Analysis of Market Profiles of Domestic and Foreign Travellers
Authors: Woodside G.A. , Ronkainen
Published: September 2004

Discusses the growing importance of tourism which has prompted governments and travel organisations to conduct additional research on the travel and holiday habits of their own citizens and foreigners. Explains that this article's purpose is to identify the foreign traveller with respect to both demographic and psychographic profiles. Confirms the study was undertaken in a cross‐cultural setting to test the ability of these profiles to portray national differences that may exist between foreign travellers. Reports the findings strongly support the notion that psychographic variables are needed o distinguish the foreign traveller from the domestic traveller in a meaningful way. Uses a sample from questionnaires of travellers conducted in the USA and Finland from spring 1977 — the US sample was a random one of 401 from 2,200; and in Finland 307 people were used making 60%. Goes on to discuss the relative results from these. Sums up that foreign and domestic‐only travellers may be similar in their socio‐economic profiles but distinctly different in their psychographic patterns.
A Service‐Orientated Approach to Marketing of Services
Authors: Gronroos C.
Published: September 2004

Looks at the author's research among several companies in Sweden and Finland with regard to market‐orientation of service as against physical goods. Found the main difference between them was the difficulty of developing a concrete, tangible service offering. Points out that many experts believe service marketing must differ from goods marketing, but, nevertheless, no radical effort to develop a marketing theory, or ever some marketing concepts, for service firms aiming at solving their problems, seems to have been made — service industry companies deserve a better deal. Discusses this related matter and suggests marketing mix planning to support a hypothetical framework. Investigates, in depth, service industries and their characteristics and weaknesses, accessibility, human resources, auxiliary services and intra‐corporate elements. Presents two case studies — one inclusive tours marketing and the other barber's shop marketing. Concludes that concepts and models for marketing mix planning do not seem applicable in service industries — but further research is required — such as a consumer study.
Special Issue: Business School Graffiti
Authors: Wills Gordon
Published: September 2004

BUSINESS SCHOOL GRAFFITI is a highly personal and revealing account of the first ten years (1965–1975) at Britain’s University Business Schools. The progress achieved is documented in a whimsical fashion that makes it highly readable. Gordon Wills has been on the inside throughout the decade and has played a leading role in two of the major Schools. Rather than presuming to present anything as pompous as a complete history of what has happened, he recalls his reactions to problems, issues and events as they confronted him and his colleagues. Lord Franks lit a fuse which set a score of Universities and even more Polytechnics alight. There was to be a bold attempt to produce the management talent that the pundits of the mid‐sixties so clearly felt was needed. Buildings, books, teachers who could teach it all, and students to listen and learn were all required for the boom to happen. The decade saw great progress, but also a rapid decline in the relevancy ethic. It saw a rapid withering of interest by many businessmen more accustomed to and certainly desirous of quick results. University Vice Chancellors, theologians and engineers all had to learn to live with the new and often wealthier if less scholarly faculty members who arrived on campus. The Research Councils had to decide how much cake to allow the Business Schools to eat. Most importantly, the author describes the process of search he went through as an individual in evolving a definition of his own subject and how it can best be forwarded in a University environment. It was a process that carried him from Technical College student in Slough to a position as one of the authorities on his subject today.
The response of US business to consumerism
Authors: Barksdale Hiram C. , French Wamen A.
Published: September 2004

Reports on a survey carried out in the USA into the opinions of leading marketing managers and consumer advocates with respect to consumerism. Investigates, also the response of US business to consumerism. Offers several points to illustrate this, concluding that concepts of consumerism appear to have been institutionalized in the economic system of the USA.
Smallest Space Analysis of Students' Attitudes on Marketing Education
Authors: Meidan Arthur
Published: September 2004

Suggests that there are six major dimensions that influence students' attitudes on postgraduate marketing education selections and these are: practical considerations; curriculum requirements; convenience factors; experience with the institutions; academic factors; and admission considerations. Emphasises that with new, progressive business teaching postgraduate marketing programmes sprouting up, the face of European and UK marketing and business schools is changing rapidly. Investigates the attitudes of the major business schools in the UK towards the variables that influence the selection of marketing studies, focusing on finding relationships between dependent variables. Sums up that the expansion of the marketing concept to higher education industry, requires the adaptation and implementation of these findings, in order to improve.
Nurturing Corporate Images
Authors: Kennedy Sherril H.
Published: September 2004

Concerns itself with the way in which company images are formed and disseminated and discusses work carried out among the employees, suppliers and purchasers of a heavy goods manufacturing company. Argues that company employees should be made the focus of attention, since these are potential salesmen in the widest sense of the world. Suggests a company's experience, particularly in the industrial and service sectors will rely heavily on personal contact with employees, e.g. employees will portray an image of the company as it effects them. Proposes that all people external to the company but coming into contact with it receive the same image. Pinpoints a questionnaire involving a company image profile of engineering where employees are slightly pessimistic – includes these in question and answer format. Concludes that a company's good image among its employees and subsequently among those outside it, rests in the hands of top management. – and how can this be ignored?
Marketing Men Choose their Ideal Boss and Subordinate
Authors: Margerison C.J. , Elliott C.K.
Published: September 2004

Looks at 103 marketing managers' survey responses regarding self‐perception of their characteristics and what they would like to see in the people they work for and in their subordinates. Presents the findings, discussing them under banner headlines. Shows that, overall, marketing men had a high regard for their own supervisory ability, by comparison they preferred subordinates with much less ability – even preferring superiors with lower supervisory ability than themselves. Posits that marketers had high estimations of their own powers of initiative and wanted both subordinates and superiors to have more initiative than them. Shows there is a need for power‐seeking but that marketers also had a much higher need for self‐actualisation than higher or lower placed individuals. Suggests the need for reward and for security are of a high requirement for such a risk‐taking profession. Closes by stating marketers are people who wish to develop relationships through independence with a number of issues relating to personal interests and ideas.
A Name to Compare With A Discussion of the Naming of New Brands
Authors: Collins Leslie
Published: September 2004

The age‐old question of “what's in a name?” is analysed from a marketing standpoint. The author studies the manifold effects of different names upon us, in a general context, and isolates two opposing principle's for evaluating brand nomenclature: the Juliet principle, in which a name is justified by its traditional associations; and the Joyce principle, where names depend on their phonetic symbolism to communicate an idea. Certain groups of letters have been shown, by experiment, to possess qualities of “darkness” or “lightness”, “largeness” or “smallness”, etc., to a concensus of people. A word can also have a symbolic function arising from the associations it produces in the minds of consumers. The author proceeds from these suggestions to evolve guidelines for those engaged in the creation of new brand names. He discusses the evaluation of not only “traditional” names, but also apparently meaningless names like “Omo” or “Kleenex”, and shows how certain names work, or might be expected to work, in the market situation. The name is the one unchangeable part of the marketing mix. This psycholinguistic approach helps to put the question of the “naming of brands” into perspective, giving criteria for a “good” name, and elucidating the stages of arriving at it. Finally, the author points out that wholeness of approach is necessary —the felicity of the name chosen will be conditioned by the depth of involvement of relevant personnel concerned with the new product.
Marketing Transport Services An Evaluation of the Marketing Strategy for Transportation Services
Authors: Gilmour Peter
Published: September 2004

Examines the use of a non‐metric multidimensional scaling to establish the requirements of shippers, in terms of desirable characteristics for eight different types of movement. Believes that transport companies often develop marketing strategies without paying sufficiently close attention to the shippers' needs. Provides comparisons of actual adverts with requirements of shippers, such as desirable characteristics for differing types of movements. Concludes that some interesting findings have emerged from this study and this approach may prove to be a worthwhile method for transportation companies to re‐evaluate the advert segment of their marketing strategies.