scispace - formally typeset
Search or ask a question

Showing papers in "Journal of Marketing in 1987"


Journal ArticleDOI
TL;DR: For example, this paper pointed out that most of the research and too many of the marketing strategies treat buyer-seller exchange as a primary concern. But, they also pointed out, "too much research and practice have focused persistently on exchange between buyers and sellers".
Abstract: Marketing theory and practice have focused persistently on exchange between buyers and sellers. Unfortunately, most of the research and too many of the marketing strategies treat buyer-seller excha...

7,871 citations


Journal ArticleDOI
TL;DR: The research focus is individuals who have information about many kinds of products, places to shop, and other facets of the market, and initiate discussions with and respond to information request as mentioned in this paper.
Abstract: The research focus is individuals who have information about many kinds of products, places to shop, and other facets of the market, and initiate discussions with and respond to information request...

1,279 citations


Journal ArticleDOI
TL;DR: Evaluations of service encounters that differed in the degree and type of personalization employed indicate that personalization is not a unitary phenomenon and must be approached carefully in the context of service design.
Abstract: Service marketers are confronted with two conflicting goals when designing service delivery systems, efficiency and personalization. The relative importance of each factor is determined by the natu...

1,071 citations


Journal ArticleDOI
TL;DR: In this article, the authors compare and contrast forms of control systems used in salesforce evaluation and based on the monitoring of outcomes or of behaviors in terms of emerging theories in economics.
Abstract: Forms of control systems used in salesforce evaluation and based on the monitoring of outcomes or of behaviors are described, contrasted, and evaluated in terms of emerging theories in economics, o...

974 citations


Journal ArticleDOI
TL;DR: In this article, the authors develop a framework for examining how and why marketing personnel interact with personnel in other functional areas in planning, implementing, and evaluating marketing activities. But, they do not consider the role of external stakeholders.
Abstract: The authors develop a framework for examining how and why marketing personnel interact with personnel in other functional areas in planning, implementing, and evaluating marketing activities. Build...

964 citations


Journal ArticleDOI
TL;DR: In this article, the authors review and integrate various theoretical perspectives, normative statements, and pieces of empirical evidence about the organizational structures and processes best suited for implement implementation of software systems.
Abstract: The authors review and integrate various theoretical perspectives, normative statements, and pieces of empirical evidence about the organizational structures and processes best suited for implement...

895 citations


Journal ArticleDOI
TL;DR: In this paper, a new approach suggests that the basis of any service positioning strategy is the service itself, but marketing offers little guidance on how to craft service processes for positioning purposes.
Abstract: The basis of any service positioning strategy is the service itself, but marketing offers little guidance on how to craft service processes for positioning purposes. A new approach suggests that wi...

884 citations


Journal ArticleDOI
TL;DR: In this article, the authors introduce an industrial product to a foreign market face a difficult decision. Should the product be marketed primarily by captive agents (company salesforce and company distributio-...
Abstract: Manufacturers introducing an industrial product to a foreign market face a difficult decision. Should the product be marketed primarily by captive agents (company salesforce and company distributio...

804 citations


Journal ArticleDOI
TL;DR: Despite the pervasive use of the terms "market segmentation" and "product differentiation" in the literature, there has been and continues to be considerable misunderstanding about their meaning and use.
Abstract: Despite the pervasive use of the terms “market segmentation” and “product differentiation,” there has been and continues to be considerable misunderstanding about their meaning and use. The authors...

618 citations


Journal ArticleDOI
TL;DR: In this paper, the use of mixed price bundling has been studied in many industries (particularly service industries), where a firm offers its customers the choice of bundling a product line or not.
Abstract: As product lines have broadened in many industries (particularly service industries), the use of mixed price bundling has increased. In mixed price bundling, a firm offers its customers the choice ...

592 citations


Journal ArticleDOI
TL;DR: In this article, the authors review the concepts of social responsibility and business ethics as well as some of the reasons why their adoption by marketing practitioners has been somewhat limited, and present an approach for marketing practitioners to adopt these concepts.
Abstract: The authors review the concepts of social responsibility and business ethics as well as some of the reasons why their adoption by marketing practitioners has been somewhat limited. An approach is d...

Journal ArticleDOI
TL;DR: Exchange has been widely accepted as the core concept in marketing, yet the topic has received limited attention by researchers in the marketing discipline as discussed by the authors, and the authors discuss exchange theory and marketing discipline.
Abstract: Exchange has been widely accepted as the core concept in marketing, yet the topic has received limited attention by researchers in the marketing discipline. The authors discuss exchange theory and ...

Journal ArticleDOI
TL;DR: The Miles and Snow strategic typology is a useful tool for categorizing as well as understanding the types of strategies to be followed by organizations as mentioned in this paper, and the authors attempt to relate the usefulnes...
Abstract: The Miles and Snow strategic typology is a useful tool for categorizing as well as understanding the types of strategies to be followed by organizations. The authors attempt to relate the usefulnes...

Journal ArticleDOI
TL;DR: The Robinson, Faris, and Wind buyclass framework has been called one of the most useful concepts in organizational buyer behavior, yet the entire buyclass model has received little empirical attention.
Abstract: The Robinson, Faris, and Wind buyclass framework has been called one of the most useful concepts in organizational buyer behavior, yet the entire model has received little empirical attention. Part...

Journal ArticleDOI
TL;DR: In this article, the authors present a case for integrating technology and marketing strategy as key elements that affect corporate success in rapidly changing environments, and they describe the implications of these elements.
Abstract: The authors present a case for integrating technology and marketing strategy as key elements that affect corporate success in rapidly changing environments. After describing the implications of tec...

Journal ArticleDOI
TL;DR: In this paper, the role of product quality is examined to determine its applicability as a means of gaining a comparative advantage, and the authors argue that only by allowing for the possibility of feedback bet...
Abstract: The role of product quality is examined to determine its applicability as a means of gaining a comparative advantage. The authors argue that only by (1) allowing for the possibility of feedback bet...

Journal ArticleDOI
TL;DR: In this paper, the assumption in prior research on deal-prone or coupon-prone buyers has been that buying on deal is influenced in part by a household's demographic characteristics, and the implication is that househo...
Abstract: An assumption in prior research on deal-prone or coupon-prone buyers has been that buying on deal is influenced in part by a household's demographic characteristics. One implication is that househo...


Journal ArticleDOI
TL;DR: In this paper, the authors focus on the environmental forces that actively oppose an organization's mark-and-marketing strategy, but little attention has been given to environmental forces who actively oppose the organization's marketing strategy.
Abstract: Marketing strategists assert that environmental management is a critical marketing task. However, little attention has been given to environmental forces that actively oppose an organization's mark...

Journal ArticleDOI
TL;DR: In this article, the authors examined the selling and no-selling behavior of trade shows and found that trade shows are an important marketing tool, as evidenced by their frequency of use and expenditure level.
Abstract: Though trade shows are an important marketing tool, as evidenced by their frequency of use and expenditure level, little research has examined this activity. The authors document the selling and no...

Journal ArticleDOI
TL;DR: In this article, the authors present a method that retail managers can use to assess competitive effectiveness and identify opportunities for improvement as consumers move through the choice process, and the basis of t...
Abstract: The authors present a method that retail managers can use to assess competitive effectiveness and identify opportunities for improvement as consumers move through the choice process. The basis of t...

Journal ArticleDOI
TL;DR: In this paper, the author responds to Pollay's review of the "conventional wisdom" or "prevailing opinion" about the unintended consequences of advertising, and constructs the implicit train of thought un...
Abstract: The author responds to Pollay's review of the “conventional wisdom” or “prevailing opinion” about the unintended consequences of advertising. After (re)constructing the implicit train of thought un...

Journal ArticleDOI
TL;DR: Employee turnover is a subject of great importance to practitioners and researchers alike as discussed by the authors, though the research on employee turnover in general is extensive, a search of the literature uncovered few...
Abstract: Employee turnover is a subject of great importance to practitioners and researchers alike. Though the research on employee turnover in general is extensive, a search of the literature uncovered few...

Journal ArticleDOI
TL;DR: In this paper, the relevance of marketing to government and social service Agencies developing a marketing plan Evaluating marketing Efforts Identifying Potential Target Markets Selecting Target Markets and Identifying Sources of Unresponsiveness Allocation Decisions: Equity Issue Strategic Distribution of Services Program Management New Program Development Diffusion of New Services Program Retrenchment Objectives of Pricing Establishing a Price Promotion: An Overview Advertising and Public Service Announcements Personal Selling Publicity and Incentives
Abstract: What is Marketing? Relevance of Marketing to Government and Social Service Agencies Developing a Marketing Plan Evaluating Marketing Efforts Identifying Potential Target Markets Selecting Target Markets and Identifying Sources of Unresponsiveness Allocation Decisions: Equity Issue Strategic Distribution of Services Program Management New Program Development Diffusion of New Services Program Retrenchment Objectives of Pricing Establishing a Price Promotion: An Overview Advertising and Public Service Announcements Personal Selling Publicity and Incentives.

Journal ArticleDOI
TL;DR: Though the notion of marketing as exchange has proved conceptually robust since its introduction more than 10 years ago, few empirical marketing studies have used exchange as a guiding paradigm as mentioned in this paper, which is the case in most of the literature.
Abstract: Though the notion of marketing as exchange has proved conceptually robust since its introduction more than 10 years ago, few empirical marketing studies have used exchange as a guiding paradigm. Th...

Journal ArticleDOI
TL;DR: In this article, the authors examined research perspectives from role theory with a large sample of purchasing professionals in an effort to increase understanding of industrial buyer behavior and the buying environment, and the role of role theory in the buying process.
Abstract: Research perspectives from role theory are examined with a large sample of purchasing professionals in an effort to increase understanding of industrial buyer behavior and the buying environment. A...

Journal ArticleDOI
TL;DR: In this article, the authors evaluate opposing views of the relation between environmental uncertainty and buying group structure, and present an empirical study of buying group structures among airlines and producers of co-products.
Abstract: The author evaluates opposing views of the relation between environmental uncertainty and buying group structure. In an empirical study of buying group structures among airlines and producers of co...

Journal ArticleDOI
TL;DR: In this paper, the authors suggest that most examinations of marketing and advertising budgeting concentrate on techniques ranging from arbitrary “rules of thumb” to complex management science models, and suggest greater insight into the problem of budgeting.
Abstract: Most examinations of marketing and advertising budgeting concentrate on techniques ranging from arbitrary “rules of thumb” to complex management science models. The author suggests greater insight ...


Journal ArticleDOI
TL;DR: This paper extended the discussion of advertising's cultural impact on values, and examined the validity of the mode of "what's unfair" in "The Distorted Mirror" and "What's unfair?"
Abstract: Responding to Holbrook's questioning of “what's unfair” in “The Distorted Mirror,” the author extends the discussion of advertising's cultural impact on values. He examines the validity of the mode...