Showing papers in "European Journal of Marketing in 1980"
TL;DR: In this paper, a buyer-seller relationship is considered as a process through time, it is based on ideas from the IMP Project, and the process of establishment and development of relationship over time by considering stages in revolution.
Abstract: Notes buyer‐seller interdependence is crucial to industrial marketing — industrial firms establish buyer‐seller relationships of the close kind and long term. Examines buyer‐seller nature in industrial markets by considering development as a process through time, it is based on ideas from the IMP Project. Analyses the process of establishment and development of relationship over time by considering stages in revolution. Notes also that this process described herein does not argue the inevitability of relationship development. Discusses the pre‐relationship stage: the early stage; the development stage; the long‐term stage; and the final stage with points to debate. Describes how the development of buyer‐seller relationships can be seen as a process in terms of: the increasing experience of the two companies; reduction in their uncertainty and the distance between them; growth of both actual and perceived commitment; formal and informal adaptation to each other and the investments and savings involved. Fin...
1,416 citations
TL;DR: Project NewProd as discussed by the authors investigated almost 200 new product cases to probe what separates winners from losers and found that new product failure rates are estimated at between 30 and 60 per cent and of 100 products developed 21.9% are killed prior to launch, 18.7% are commercial failures and 59.4% are successful.
Abstract: Bases itself on the findings of Project NewProd — which was an investigation of almost 200 new product cases to probe what separates winners from losers. Presents results from the managerial perspective, showing how selection of new products and particularly that of potential 'winners' is undertaken. Outlines key factors that underlie new projects and the influence of these on product success. Examines merits of emphasizing certain new product activities, using information that helps to launch, with impact, product launch success. States that product development is critical to the firm strategically, beside its cost. Documents that of every 58 product ideas that enter the process just two reach commercialisation stage, and only one is a success. Proclaims that new product failure rates are estimated at between 30 and 60 per cent and of 100 products developed 21.9% are killed prior to launch, 18.7% are commercial failures and 59.4% are successful. Investigates and explores the reasons for failures and successes in great detail with use of figures and tables for further explanation. Concludes that Project NewProd has identified specific properties and dimensions differentiating industrial new product success and failure.
178 citations
TL;DR: In this article, a major European study on industrial marketing and purchasing carried out by the IMP group has been discussed, focusing on relationships between buying and selling companies and these are from five European countries, e.g. France, Germany, Italy, Sweden and the UK.
Abstract: Discusses some underlying concepts and unique features of a major European study on industrial marketing and purchasing carried out by the IMP group. Based in part on theory. Focuses the research on relationships between buying and selling companies and these are from five European countries, e.g. France, Germany, Italy, Sweden and the UK. Assumes that industrial markets are influenced strongly by technological factors. Looks at an interaction approach to industrial marketing and purchasing, stating it may be a form of interpersonal contacts between individuals filling various roles in supplier and customer organizations. Further discusses this in detail using figures for more emphasis along with tables. Concludes it is very important to emphasize that companies should exercise existing relationships, home or abroad, to see which stages they fall into, and this examination should be preliminary to an assessment of each relationship. Points to a need for organisational restructuring of companies.
125 citations
TL;DR: The purpose herein is to provide a better understanding of power relationships in marketing channels so that the likelihood of positive outcomes is increased, as this insight is important for both the systems and independent perspectives.
Abstract: Focuses on ways in which channel co‐operation and co‐ordination can be improved and unnecessary dysfunctional conflict reduced. Maintains that the purpose herein is to provide a better understanding of power relationships in marketing channels so that the likelihood of positive outcomes is increased, as this insight is important for both the systems and independent perspectives. Purports that power is the vehicle by which the range of variability in channel behaviour is limited, and a measure of predictability and dependability is established. Sums up that power has been acknowledged as a means by which the conduct of the channel members can be co‐ordinated so as to achieve a higher level of channel efficiency. Proposes that a framework has been presented which serves as a guide to the marketer in outlining the responses, which may ensue from the exercise of power.
109 citations
TL;DR: In this paper, the authors highlight some of the major conceptual and methodological issues involved in organisational buying behavior and suggest new research directions which, if implemented, could help advance the relevance and quality of organizational buying research.
Abstract: Highlights some of the major conceptual and methodological issues involved in organisational buying behaviour. Aims to avoid pitfalls involved in the utilisation of research regarding specified issues — at the same time stimulating research aimed at the resolution of these issues. Reviews the current status of organisational buying behaviour, follows this by identifying five potential groups of users of information on organisational buying behaviour. Goes on to focus on the conceptual and methodological issues involved in organisational buying research. Suggests new research directions which, if implemented, could help advance the relevance and quality of organisational buying research. States that academic studies, directly concerned with a better understanding of organisational buying behaviour can be classified as falling into one of three areas the: buying centre (least studied area); organisational buying centre and process; or factors affecting the organisational buying centre and process. Purports that these three concepts can provide the basis for organising much of the diverse research efforts in organisational buying behaviour and goes on to illustrate findings from each of these areas and discusses them in depth.
93 citations
TL;DR: It is concluded that cluster analysis is a flexible tool, which provides a number of opportunities for marketing, and it is an appealing and simple idea ‐ but there are many technical questions that a researcher...
Abstract: Examines the processes of cluster analysis and describes them using an example of benefit segmentation, and also discusses other applications suggesting new directions of research in related fields. Bases an example study with 200 early respondents to a survey into sixth formers' choice of degree course, in which students were given 23 criteria which related to their course choice. Comparisons of likeness using Euclidean distance measures were employed. Uses also importance ratings given by three drivers to characteristics of new cars. Proposes that hierarchical clustering can be criticised when used to cluster data that is not naturally hierarchical, but other procedures have similar failings. Posits that clumping and optimisation in conjunction with hierarchical clustering offer the greater potential. Concludes that cluster analysis is a flexible tool, which provides a number of opportunities for marketing, and it is an appealing and simple idea ‐ but there are many technical questions that a researcher...
90 citations
TL;DR: In this paper, the authors proposed that grouping industrial market transactions into separate segments can be aided by use of individual dimensions and combinations of dimensions, using interviews with purchasing personnel (over several years with more than 30 organizations in the USA, of differing products/services, location and size).
Abstract: Proposes that grouping industrial market transactions into separate segments can be aided by use of individual dimensions and combinations of dimensions. Examines the idea that knowledge about the composition of the decision‐making unit or buying centre in specified situations helps marketers to design or modify communication programmes – concentrating attention on those market segments to which the competitive advantages are most meaningful. Uses interviews with purchasing personnel (over several years with more than 30 organisations in the USA, of differing products/services, location and size). Says there is a four dimensional classification system for industrial buying situations and these are: buyers' familiarity with the buying task (new or rebuy); product type; importance of the purchase to the buying organisation; and principal type of uncertainty present in the purchase situation. Goes on to discuss these and uses tables for extra emphasis in explanation. Concludes that interview data suggest that the use of situational segmentation, when combined with segmentation based on ability to refine market programmes, select the most promising on which to focus.
72 citations
TL;DR: In this paper, the authors define diffusion as "the process whereby an innovation or a new idea or practice spreads through a social system over time" and use it as a summary term used to embrace studies which trace the process of diffusion, the adoption and the patterns of influence involved.
Abstract: Declares that diffusion (a term employed to describe the process whereby an innovation or a new idea or practice spreads through a social system over time) is a summary term used to embrace studies which trace the process of diffusion, the process of adoption and the patterns of influence involved. Acknowledges that even allowing for low involvement of marketing research in diffusion, marketing management's interest in this area can be guided and controlled. States that information is diffused through some form of communication channel – these may be one of two types: vertical channels, which exist if ‘there is a meaningful difference in the interests, social status, demographic or economic characteristics of the communication units’; and horizontal channels, which occur where communications flows among members of groups with similar interests and characteristics – these groups may be work groups, social groups, etc. Investigates sources of information and influence – in particular the two basic ones of: ...
71 citations
TL;DR: 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 as discussed by the authors, which is useful when the researcher is primarily concerned with degree of association among variables.
Abstract: 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.
36 citations
TL;DR: In this article, the authors argue that the marketing orientation is currently appropriate, arguing that a manufacturing/marketing orientation may be needed instead of the traditional marketing orientation, and argue that to be able to recognise and understand the need for the change requires supplies of information from within the organisation and this will put into perspective the costs of not working within the manufacturing focus and large customers' valued contributions.
Abstract: Discusses ways in which changing the basis of an organisation's competence affects manufacturing and marketing's differing roles. Questions whether the marketing orientation is currently appropriate, arguing that manufacturing/marketing orientation may be needed instead. Indicates within that to be able to recognise and understand the need for the change requires supplies of information from within the organisation and this will put into perspective the costs of not working within the manufacturing focus and large customers' valued contributions. Proposes that marketing and manufacturing have the same ultimate goal, which is the enterprise's welfare — this is dependent on its ability to create value. Conflicts arise between these functions because of three things: the separation of these functions into institutional compartments; the use of measure of departmental efficiency instead of combined effectiveness; and disagreement as to whether marketing or manufacturing activity is the most cost‐effective method of producing value. Concludes that production orientation meant that marketing was given a good lift and left to add whatever value to it which it could in the process of presentation to the customer.
33 citations
TL;DR: In this article, the authors investigate the product image of UK goods among a sample of French retail managers and conclude that French penetration of the domestic UK market, as measured by the national stereotype product images of retail managers, appeared to be somewhat patchy.
Abstract: Investigates, following a recent survey, the product image of UK goods among a sample of French retail managers. States that results of the survey were uncomplimentary to UK products with regard to technological sophistication and quality. Examines through a further survey the stereotypes as reviewed above. Uses a figure to detail aggregate perception profile of the UK retail managers and examines: price and value; advertising and reputation; service and engineering; design and style; and consumer profile. Concludes that the authors feel that the French penetration of the domestic UK market, as measured by the national stereotype product images of retail managers, appeared to be somewhat patchy.
TL;DR: In this article, 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.
Abstract: 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.
TL;DR: In this paper, a new tool for quantitative marketing research, conjoint measurement, is discussed, although developed for psychometric research, it has numerous possibilities outside this area and is used in the market for colour televisions.
Abstract: Discusses a new tool for quantitative marketing research‐ conjoint measurement, although developed for psychometric research this technique has numerous possibilities outside this area. Emphasises marketing planning involves the integration of often conflicting goals and a balance must be sought between objectives such as market share, profit, sales growth percentage, return on investment and retail coverage. Tries to bridge an information gap by presenting essentials of conjoint measurement in fairly non‐technical terms. Introduces some of the concepts that underlie the use of conjoint measurement, the method is then described in brief. Differing steps of the research design are presented in a more detailed manner. Illustrates the potential of conjoint measurement for marketing measurement by way of an application to the market for colour televisions. Finally discusses the advantage of conjoint measurement and its limitations are summarised. Concludes that conjoint measurement will enjoy more popularity ...
TL;DR: In this article, the use of multidimensional scaling (MDS) techniques for identifying brand images has been examined from two broad directions: the aggregative approach and the disaggregative approach.
Abstract: Examines the use by marketing researchers of a set of techniques, originally developed in mathematical psychology, and termed multidimensional scaling or MDS. States that MDS techniques can operate on a variety of different types of data — they have a common set of objectives and these are examined. Puts forward that MDS techniques seek to represent these relationships in a spatial configuration or model, so that the relationships between brands and variables can be used to aid product positioning and respondents' product requirements can be used as a basis for market segmentation. Proffers that identification of brand images has been approached from two broad directions — the aggregative approach and the disaggregative approach, and goes on to explain these terms and uses in full. Highlights types of scaling and relevant data involving three types of scaling: stimulus space generation; dimension identification; and joint space analysis, discussing these in greater detail. Summarises by stating there rema...
TL;DR: In this paper, the authors discuss the marketing strategy of a future steelworks and its product choice by use of a theoretical framework based on the nature of relationship between sellers and customers and identify certain key factors which must be incorporated in strategy development to enable competitive strength to the seller.
Abstract: Discusses marketing strategy of a future steelworks and its product choice by use of a theoretical framework based on the nature of relationship between sellers and customers. Identifies certain key factors which must be incorporated in strategy development to enable competitive strength to the seller. Describes marketing as a competitive strategy problem — it is a question of the seller dividing its resources in an optimal way between a number of competitive means. Proposes that buying firms often develop relationships with a limited number of suppliers — these are then utilised in various ways. States that industrial marketing is primarily a technological and organisational problem. Says that the research project was the result of collaboration between researchers in the technical, social and economics fields with the aim to create a business entity to establish a secure position in the steel market. Further discusses in depth the strategies involved. Summarises that a theoretical framework for marketing strategies in industry has been presented and illustrated through a case about a future steelworks — though similar frameworks have been used in existing companies — test results have been promising.
TL;DR: In this article, the authors highlight two major directions in the character of the personal selling function, the increasing professional nature of industrial selling and the growing managerial orientation within selling, reviewing evidence specific to these new directions.
Abstract: 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 ...
TL;DR: In this paper, a method of evolving a marketing mix, which relates intelligently to the marketing objectives set during the development of the marketing plan, is established, and the authors conclude that it may be sensible to concentrate resources on other markets until such time as it could have genuine faith in its ability to compete successfully.
Abstract: Sets out to establish a method of evolving a marketing mix, which relates intelligently to the marketing objectives set during the development of the marketing plan. Attempts to harness the wisdom and expertise which exists at a subject level in almost any business and uses these to derive a set of actions which are capable of bringing about a predetermined collective effort. States that many companies fail because of their inability to assess the collective effect of their actions in their markets, andit will be of considerable benefit if this study can achieve a method of evolving and evaluating the marketing mix for a company, without recourse to complex model building. Spotlights the following: data analysis; product line; distribution; price; merchandising; advertising and promotion. Concludes that it may be sensible to concentrate resources on other markets until such time as it could have genuine faith in its ability to compete successfully.
TL;DR: In this article, the authors discuss the use and potential use of multivariate techniques as an aid to marketing decision making, and present a set of tools to aid the interpretation and presentation of that information.
Abstract: Introduces the special edition of EJM Vol. 14 No. 7, 1980, which is involved with use and potential use of multivariate techniques as an aid to marketing decision making. States that marketing practitioners seem less ready to join in the revolution and embrace the power of new techniques. Posits that management and researchers have a lack of communication problem which means a ‘switch‐off’ by management when information is presented in a form which is unfamiliar. Goes on to discuss marketing decision support systems and uses a figure for emphasis, using this as a critical appetiser for the techniques that follow. Closes by saying the techniques available form comprehensive sets of tools to aid the interpretation and presentation of that information.
TL;DR: In this paper, the authors used multiple discriminant analysis (MDA) to discover differences of the members of one group from another, and they used MDA as a method of identifying the discriminant characteristics between market segments.
Abstract: Looks at multiple discriminant analysis (MDA) a technique used to discover differences of the members of one group from another. Stresses that in marketing MDA is better used as a method of identifying the discriminant characteristics between market segments. Says that MDA works by providing maximum separation between the groups and this is obtained by maximising the difference between the means of the groups in relation to the standard deviation within the groups. Posits that many model building problems occurring in MDA are common to other multivariate techniques — especially regression analysis. Concludes that there are a few applications of MDA in marketing which illustrate its exceedingly wide potential wherever classification decisions have to be made.
TL;DR: The distinction between the two distinct, but interrelated areas of management in international trade is not neat as mentioned in this paper, exporters being differentiated from the international marketer by the foreign, or alien, nature of his products in the market sought.
Abstract: Argues that the distinction between the two distinct, but interrelated areas of management in international trade is not neat – exporters being differentiated from the international marketer by the foreign, or alien, nature of his products in the market sought, while the international marketer can eliminate this in many circumstances. Highlights the Ford Motor Company, with manufacturing capability in a number of countries, exclusive distributorships and distinctive, national promotional policies as a multinational. States that smaller firms' options are restricted by comparison – particularly with regard to overseas entrepreneurs. Discusses further the reasons for trading overseas and gives four distinct phases for this. Looks at management and export marketing, stating that UK industry has had to face competition with lower costings in areas from textiles to commercial vehicles and tyres. Sums up that while international trade poses recurrent issues for marketing management a stock of knowledge exists which aids the solving of problems pertaining to the issues posed.
TL;DR: In this article, the authors discuss the changing role of the branch bank manager in relation to the bank services marketing, and describes results of research carried out into the bank manager's role, and its reevaluation.
Abstract: Discusses the changing role of the branch bank manager in relation to the bank services marketing, and describes results of research carried out into the bank manager's role, and its re‐evaluation. Says that there is a need for a more positive approach to the challenges of marketing at the branch level. Recognises that personal communications between managers and customers is of major importance. Posits that the bank manger has basically a similar role to a salesman (one‐to‐one situations) although still some way apart. Maintains that in order to accomplish all the tasks discussed there are three basic requirements to be fulfilled: time, ability, and motivation. Attempts to establish a view of the role of the bank manager in personal communication processes. Concludes that the manager must possess the resources in order to perform effectively in the marketing role, although, sometimes, financial ability is lacking and the absence of total motivation towards marketing has already been discussed.
TL;DR: In this paper, the authors provide an overview of the marketing literature on pricing and develop a conceptual framework and classification system for different types of pricing strategies in industrial markets, in addition to earmarking the most relevant marketers' needs.
Abstract: Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending developing a conceptual framework and classification system for different types of pricing strategies in industrial markets. Strives to provide a more comprehensive basis for developing industrial pricing strategies in addition to earmarking the most relevant marketers' needs. Sectionalises the article and, in the first part, explores existing literature; the second part develops a taxonomy of purchasing situations. Closes by linking the pricing topics, identified previously, to the different purchasing situations. Lists, by topic, the articles used and these are in the Appendix to enable quick reference to potential users. Employs tables for extra emphasis to aid in explanation along with 2 Appendixes.
TL;DR: In this paper, the authors use mail questionnaires sent to consumers in four residential areas in Amsterdam, The Netherlands to investigate whether consumers are making substantial efforts to conserve energy and what can be done to influence people to conserve.
Abstract: Says that the use of energy has always been a key to the supply of food, to physical comfort and to quality of life in general. Posits that the plethora of energy use and low cost since the 1950s had made radical improvements in lifestyle and social and economic structure to Western society. Suggests that some important questions for today's energy policy, these are as follows: what consumer will do in terms of energy conservation; which consumers are most likely to cut down on their energy use; and what influences could best effect a move towards more conservation. Attempts to clear up these questions for the benefit of part of the Dutch public. Data were gathered in April 1978, by use of mail questionnaires sent to consumers in four residential areas in Amsterdam, The Netherlands – these were selected to represent various types of living accommodation (apartments, attached single‐family units, etc.). Discusses the results in depth, offering explanations. Concludes that the essential question in energy policy today is: which consumers are making substantial efforts to conserve energy and what can be done to influence people to conserve?
TL;DR: The authors discusses how markets have evolved as socioeconomic 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.
Abstract: 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.
TL;DR: In this paper, the authors discuss automatic interaction detection (AID) developed by two Americans, Sonquist and Morgan in the 1960s, which was similar to the 'Belson Sort' which was a technique not followed through by UK researchers, thereby allowing US researchers to exploit it.
Abstract: Discusses automatic interaction detection (AID) developed by two Americans, Sonquist and Morgan in the 1960s, which was similar to the 'Belson Sort' which was a technique not followed through by UK researchers, thereby allowing US researchers to exploit it. Examines two examples of the use of AID to illustrate both its practicability and, to a degree, its limitations, although the exact findings are not shown for reasons of confidentiality — but its technique essence is communicated for consideration. Gives as the first case a problematic study of soft margarine and goes on to give examples using a figure as an aid. Adds case two — which concerns computers — and uses by way of illustration another figure. Summarises that if AID is used intelligently and with proper regard for its limitations, it can be relevant to a wide range of current marketing problems.
TL;DR: In this article, a bilingual/bicultural setting, e.g., Canada, with its French and English-speaking differing population, is examined, and it is concluded that there is a definite need for a stronger definition of what exactly constitutes a French-speaking or English−speaking Canadian, and that the Canadian environment is ideally suited to find better ways to profile cultural markets multidimensionally.
Abstract: Wonders how, in cross‐cultural research, not only is the researcher concerned with the typical problems of intra‐cultural research, but there is also the additional burden of defining the samples in cultural terms. Acknowledges that many new segments have been added to the ever‐growing repertoire of research techniques. Examines, for this research, a bilingual/bicultural setting, e.g. Canada; with its French‐ and English‐speaking differing population. Posits that there is a definite need for a stronger definition of what exactly constitutes a French‐speaking or English‐speaking Canadian. Concludes that the Canadian environment, with its rich mixture of bilingualism and biculturalism is ideally suited to find better ways to profile cultural markets multidimensionally. Sums up that, for sampling validation purposes, cultural groups be defined in socio‐linguistic or in group identity terms.
TL;DR: In this article, a survey of 200 farmers was conducted to identify and measure farmers' characteristics with regard to innovations with machinery, including rough-terrain forklift trucks (RTFLTs), originally developed for use by builders to carry out farm duties.
Abstract: Contends that the majority of industrial innovations are of the continuous or dynamically continuous type. Discusses developments of new products, which mostly have their origins in something approaching that which is a substitute for something already marketed. Highlights such developments as being termed ‘continuous’ and ‘dynamically continuous’ innovations. States that a study of ‘discontinuous’ innovations (creation of a genuinely novel product and all that means) is comparatively rare. Moots that the consideration of examples of TV and computers reveal infrequent emergence of such products. Investigates one such agricultural innovation, which has emerged from diffusions of a relatively discontinuous agricultural innovation, from the purchase of rough‐terrain forklift trucks (RTFLTs), originally developed for use by builders, to carry out farm duties. Proposes that adoption of RTFLTs by farmers requires new patterns of consumption as it results in purchases of a new piece of farm equipment, diminishing demand for tractors. Uses results from a postal questionnaire to 200 farmers, of which 62 per cent sent usable responses, and uses a table to emphasise results. Concludes that this investigation succeeds in attempts to identify and measure farmers characteristics with regard to innovations with machinery.
TL;DR: This paper argued that economic activities constitute a fundamental field of activity of human society and that polarity between economy and society means these extremes cannot be realized because new syntheses, generally accepted for a shorter or longer period have to be found again and again.
Abstract: Contends that economic activities constitute a fundamental field of activity of human society. States that polarity between economy and society means these extremes cannot be realized because new syntheses – generally accepted for a shorter or longer – period have to be found again and again. Differentiates between areas of utilisation as part of life and the economy as a supply system ending with the withdrawal of objects, does not exclude the fact that it draws on desires, experiences, and users' problems of good direction. Confirms that economy as a field of human activity is organised as a combine of individual economic subjects/optional organisational formed by these subjects regarding preparation of means and supply of objects. Draws on the use of figures using matrixes to explain various functions in major and partial functions and discusses related terms in depth, with regard to marketing. Chronicles that results were more complicated than could be expected from the topic, but that it remains to b...
TL;DR: In this paper, an investigation into the managerial talents of management students who will form the core of the managers of tomorrow is presented. But, the authors focus on the talents exhibited by those students majoring in marketing and make comparisons with students who majoring other areas of management.
Abstract: Reports on an investigation into the managerial talents of management students who will form the core of the managers of tomorrow. Focuses on talents exhibited by those students majoring in marketing and makes comparisons with students majoring in other areas of management. Employs, as the research instrument, the Self‐Descriptive Inventory developed by Edwin Ghiselli, which consists of 64 pairs of personality descriptive adjectives — a table shows the importance Ghiselli places on the 13 managerial traits. Discusses the administering of the inventory to 310 undergraduates in the department of management studies at the University of Waikato in New Zealand. Documents the results and scores in depth. Sums up that the study shows that would‐be marketers are similar in most aspects of managerial talent to those students in other business fields, who will form the core of the managerial ranks of tomorrow.
TL;DR: In this paper, the authors describe Spanish distribution channels structure using figures and explanations and influences on the establishment of manufacturers' sales strategies, and analyze how the structure of distribution channels affects the manufacturers' marketing strategies for consumer goods in Spain.
Abstract: Describes Spanish distribution channels structure using figures and explanations and influences on the establishment of manufacturers' sales strategies will be studied. Attempts, in the light of the anticipated evolution of distribution channels, to make some general predictions for the future. Beings with a general analysis of distribution channels and becomes more specific with regard to larger fields of consumer goods. Says that there are many wholesale outlets in Spain almost 40 per cent of the total deal with food products — although these are not specifically food products a such, but those who specialize in serving grocery stores. Goes on to discuss this area in great depth, using tables for further emphasis, and analyses how the structure of distribution channels affects the manufacturers' marketing strategies for consumer goods in Spain.