Showing papers on "Marketing management published in 1987"
Book•
10 Aug 1987
TL;DR: The The Pims Principles Linking Strategy To Performance is universally compatible in imitation of any devices to read and is easy to use in the authors' digital library.
Abstract: Rather than enjoying a fine book subsequent to a cup of coffee in the afternoon, instead they juggled later some harmful virus inside their computer. The Pims Principles Linking Strategy To Performance is easy to use in our digital library an online access to it is set as public hence you can download it instantly. Our digital library saves in multiple countries, allowing you to get the most less latency era to download any of our books taking into consideration this one. Merely said, the The Pims Principles Linking Strategy To Performance is universally compatible in imitation of any devices to read.
1,369 citations
TL;DR: In this article, an economic model of defensive marketing strategy is developed for complaint management based on Hirschman's exit-voice theory, which is used to reduce the number of customer com...
Abstract: On the basis of Hirschman's exit-voice theory, an economic model of defensive marketing strategy is developed for complaint management. Though many firms strive to reduce the number of customer com...
1,336 citations
Book•
01 Jan 1987TL;DR: In this paper, the authors introduce the leading marketing thinking on how customer value is the driving force behind every marketing strategy, focusing on customer relationships, the creation of value and brand equity.
Abstract: Introduces the leading marketing thinking on how customer value is the driving force behind every marketing strategy. The book's strength lies in the many international practical examples and real-world cases. Special attention to customer relationships, the creation of value and brand equity reflects well today's marketing requirements. A focus on the ever-increasing importance of new technologies makes this book invaluable for business schools – in the UK and abroad.
1,288 citations
TL;DR: In this paper, the authors place emphasis on relationships and interaction in marketing, an emphasis which has developed out of new theories of services marketing and industrial marketing and also out of practical experience.
1,109 citations
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
TL;DR: In this article, the authors examined the relationship between entrepreneurial and marketing orientations of a firm and found that more entrepreneurial firms will also be more marketing oriented, and that marketing provides an effective vehicle for achieving entrepreneurship within the corporation.
536 citations
Book•
01 Jan 1987
TL;DR: In this paper, the authors present a guide to how organizations can use the Internet to support their marketing activities, based on traditional marketing theory and concepts together with emerging academic literature, and details a structured approach to applying the Internet for marketing.
Abstract: From the Publisher:
Internet Marketing is a guide to how organisations can use the Internet to support their marketing activities. Building on traditional marketing theory and concepts together with emerging academic literature, the book details a structured approach to applying the Internet for marketing." "The book is intended to support readers who are, or will be involved with using the internet in different capacities from integrating its use with existing marketing and communications strategies through to those involved with the creation and maintenance of web sites. It assumes no knowledge of the application of the internet to marketing and basic concepts and terms are explained before exploring more advanced topics.
525 citations
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...
462 citations
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...
412 citations
TL;DR: Globalization and Internationalization in Higher EducationVisual Thinking StrategiesMarketing Techniques for Educational ProgramsCorporate Governance and Strategic Decision MakingHow to Market a University
Abstract: Strategic Marketing Issues in Emerging MarketsManagement and Leadership of Educational MarketingFast forwarding Higher Education Institutions for Global ChallengesDemographics and the Demand for Higher EducationStrategic Marketing for Educational InstitutionsStrategic Marketing of Higher Education in AfricaSocial Media in Higher Education: Case Studies, Reflections and AnalysisGlobalization of Management EducationNew Age Admissions Strategies in Business SchoolsStrategic Marketing in the Global Forest IndustriesStrategic Marketing for Educational InstitutionsHow to Market a UniversityMarketing Strategies for Higher Education Institutions: Technological Considerations and PracticesStrategic Marketing for Educational InstitutionsReliability and Statistics in Transportation and CommunicationIndonesia Privatization Programs and Regulations Handbook Volume 1 Strategic Information and RegulationsSpace MarketingSTRATEGIC MARKETING : MAKING DECISIONS FOR STRATEGIC ADVANTAGE, SECOND EDITIONEBOOK: Marketing Higher EducationThe Ultimate Guide to School Marketing StrategiesStrategic Brand Management in Higher EducationEducational MarketingStrategic Marketing for Nonprofit OrganizationsBecoming A Digital Marketer: Gaining the Hard & Soft Skills for a Tech-Driven Marketing CareerInternational Marketing of Higher EducationAn Examination of Integrated Marketing Communication in U.S. Public Institutions of Higher EducationDemocratizing InnovationEducational ManagementThe Strategic Management of Higher Education InstitutionsThe College Stress TestManaging External Relations in Schools and CollegesChoosing FuturesStrategic Management in Schools and CollegesInstaBrainOpening Up EducationGlobalization and Internationalization in Higher EducationVisual Thinking StrategiesMarketing Techniques for Educational ProgramsCorporate Governance and Strategic Decision MakingHow to Market a University
314 citations
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...
TL;DR: In this paper, the authors examined the inseparability of the marketing concept and stakeholder concept and investigated the relationship of the competitive environment upon these philosophies as well as upon perceived organizational performance.
Abstract: Marketing educators generally assume in their teaching that there is little inconsistency between adherence to the marketing concept and the stakeholder concept. Some assume that the latter is a logical extension of the former but there has been no empirical analysis of this issue. In this paper, research based on the perceptions of Fortune 500 executives is presented which focuses on this issue. Of particular concern are their views concerning the future business environment, organizational conduct and expected performance in 1995. This data is used to empirically examine the inseparability of the marketing concept and stakeholder concept. In addition, the relationship of the competitive environment upon these philosophies as well as upon perceived organizational performance is empirically investigated and discussed.
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.
TL;DR: In this article, an ongoing effort at Ericsson, a major international firm in telecommunications equipment, to change its "quality culture" by means of the Ericsson Quality (EQ) internal marketing program is described.
Abstract: Can internal marketing be used in changing a corporate culture? Can approaches and know‐how developed in services marketing be of help to an industrial firm producing and marketing to business customers? This article is about an ongoing effort at Ericsson, a major international firm in telecommunications equipment, to change its “quality culture” by means of the Ericsson Quality (EQ) internal marketing program. The presentation stresses two particularly essential issues. The first issue is the actual implementation of the ideas supplied by the internal marketing program. The second is the broadening of the internal marketing concept to include the notion of the “internal customer.”
TL;DR: In this paper, the authors examine traditional marketing views of employees to develop a differentiated marketing strategy to gain a competitive advantage, based on a suggested topology of employees, and propose that employees be recognized as a distinctive element of the marketing mix.
TL;DR: Despite recent attention to organizational issues in the management of advertising, sales, new product development, and channels, there has been little empirical study of the management management of the mark-to-mark as mentioned in this paper.
Abstract: Despite recent attention to organizational issues in the management of advertising, sales, new product development, and channels, there has been little empirical study of the management of the mark...
TL;DR: In this paper, the authors developed a marketing capability framework which can be used as a qualitative tool for examining the "state-of-the-art" of marketing in small manufacturing companies.
Abstract: This article focuses on the marketing problems of small manufacturing companies. The principal thesis is that marketing is generally perceived from too narrow a perspective. A more comprehensive and yet detailed view of marketing should benefit small business management. The authors develop a marketing capability framework which can be used as a qualitative tool for examining the “state‐of‐the‐art” of marketing in small manufacturing companies. This marketing capability framework is employed in examining the performance of 36 Finnish and Swedish companies using case study analysis.
Book•
04 Aug 1987
TL;DR: In this article, the authors discuss the role of retail marketing in strategic decision making in the context of the retail marketing mix, including pricing and advertising in the mix, customer analysis and market segmentation.
Abstract: List of Figures - List of Tables - List of Plates - Preface - The Environment of Retail Marketing - Retailing Strategy and the Role of Retail Marketing in Strategic Decisions - The Retail Marketing Mix - Customer Analysis and Market Segmentation - Financial Appraisal for Retail Marketing Decisions - Merchandise Management: Marketing Considerations - Merchandise Management: Financial Considerations - Pricing in the Retail Marketing Mix - Advertising in the Retail Marketing Mix - Managing the Supply Chain - Creating the Retail Environment - Research Issues in Retail Marketing Decisions - Index
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 ...
TL;DR: In this paper, the authors recognize the process of marketing hype, a set of pre-launch activities leading to the ereation of a supportive market environment, which can lead to the creation of broader strategies that focus on the key stakeholders as subjects for new product research, and targets for the introductory marketing programs.
TL;DR: In this article, the authors examined the effect of internal marketing and external marketing in the context of service firms for their effects on consumer satisfaction and found that internal marketing appears to influence the effectiveness of external marketing programs influencing customer satisfaction.
Abstract: Concepts of internal marketing and external marketing in the context of service firms are here discussed and examined for their effects on consumer satisfaction. These concepts in the context of foreign and domestic banks in Thailand are focused upon. The results show differences between banks and a strong relationship between internal marketing and consumer satisfaction. The effective practice of internal marketing appears to influence the effectiveness of external marketing programmes influencing customer satisfaction.
TL;DR: In this article, the authors provide an overview of the various methods by which global companies are achieving worldwide marketing success, including establishing a world brand, segmenting global markets on the basis of consumer similarities and product benefits, and recognizing universal themes.
Abstract: Since the global versus multinational marketing debate began some twenty‐five years ago, pros and cons of each approach have been well recognized. This article provides an overview of the various methods by which global companies are achieving worldwide marketing success. Emerging positioning strategies are illustrated against a background discussion on establishing a world brand, segmenting global markets on the basis of consumer similarities and product benefits, and the recognition of universal themes. The basis for this research was to look at what is being done in the global marketing and advertising arena via print advertising from Japan, Europe, and the Middle East. Examples of ads are provided to illustrate various universal themes and positioning strategies in both the high‐tech and high‐touch product categories.
TL;DR: In this article, a case study shows how a global retailer has coordinated its marketing program in an industry which has resisted the forces of globalisation more than most other industries, and how the global marketer therefore has to decide how to coordinate its marketing programs in the best way possible.
Abstract: Global marketing is based on cross‐cultural similarities instead of cross‐cultural differences. For a company encountering markets with similar cultural values it is easy to standardise the marketing program. Typically, however, most markets have different cultural values. The global marketer therefore has to decide how to coordinate its marketing program in the best way possible. This case study shows how a global retailer has coordinated its marketing program in an industry which has resisted the forces of globalisation more than most other industries.
TL;DR: In this article, the authors present an analysis of the current debate on global marketing and the degree to which multinational firms can standardise their marketing practices across countries, arguing that the framework and associated propositions generated in the paper could help multinational firms determine the degree of standardisation that is possible in different markets.
Abstract: This paper presents an analysis of the current debate on “global marketing” and the degree to which multinational firms can standardise their marketing practices across countries. World markets are getting increasingly homogenised but the authors contend that the framework and associated propositions generated in the paper could help multinational firms determine the degree of standardisation that is possible in different markets.
Book•
01 Jan 1987
TL;DR: In this article, a comprehensive reference deals with the proper, cost-effective management of nonprofit organizations and provides guidelines on planning, budgeting, finance, deferred giving, business management, employee benefits, cost control, cash management, marketing, risk management and law.
Abstract: This comprehensive reference deals with the proper, cost-effective management of nonprofit organizations. It provides guidelines on planning, budgeting, finance, deferred giving, business management, employee benefits, cost control, cash management, marketing, risk management and law.
Book•
01 Jan 1987
TL;DR: In this paper, the dimensions of industrial marketing organizational buying and buying behavior strategy formulation in the industrial marketing formulating product planning formulating channel strategy-formulating marketing communication planning-forming pricing policies international industrial marketing.
Abstract: Dimensions of industrial marketing organizational buying and buying behaviour strategy formulation in the industrial marketing formulating product planning formulating channel strategy- formulating marketing communication planning formulating pricing policies international industrial marketing.
Book•
01 Jan 1987
TL;DR: In this paper, the authors present an overview of the marketing research process and the marketing information systems, and present a marketing organization, evaluation, and the future of marketing, evaluating the marketing plan.
Abstract: Part I: An introduction to marketing. Marketing: an overview. The marketing environments. Marketing mangement and strategic planning. Part II: Understanding the market-place. The marketing research process and the marketing information systems. Consumer buyer behavior. Organizational markets and buyer behavior. Market segmentation and target marketing. Part III: Product planning and decisions. Product concepts. Product planning and development. Part IV: Distribution planning and decisions. Marketing channels. Physical distribution. Retail and wholesale institutions. Part V: Promotion planning decisions. Promotion. Advertising and publicity. Personnel selling and sales promotion. Part VI: Price planning and decisions. Price concepts. Price determination. Part VII: Special growth opportunities. International marketing. Services marketing. Non-profit marketing. Part VIII: Marketing organization, Evaluation and the future. Executing the marketing plan. Evaluation, ethics and the future of marketing.
TL;DR: In this article, the authors present evidence from a laboratory study to support the seeking of both recommendations and attribute-value information from information sources during purchase decisions, which is associated with a broader view of consumer decision making including the subcontracting of brand choice to others and a hybrid decision making strategy under conditions of high perceived risk and high time cost in search.