Marketing Intelligence & Planning: Volume 19 Issue 1

SME marketing in practice

Audrey Gilmore, David Carson, Ken Grant

Acknowledges that SMEs (small to medium‐sized enterprises) cannot do conventional marketing because of the limitations of resources which are inherent to all SMEs and also because…

The export mode decision‐making process in small knowledge‐intensive firms

Rod B. McNaughton

The choice of export mode is a key decision for firms entering foreign markets. The channel management and internationalisation literatures provide rationales for the selection of…

Salespeople characteristics, sales managers’ activities and territory design as antecedents of sales organization performance

A. Tansu Barker

The impact of characteristics of salespeople, activities of sales managers and territory design are investigated as antecedents of sales organization performance among Canadian…

The information‐risk conundrum

Bob Ritchie, Clare Brindley

Information technologies have been deliberately targeted towards enhancing database access, analytical powers and the communications capacity of marketers. The justification for…

Customer satisfaction: contrasting academic and consumers’ interpretations

Cathy Parker, Brian P. Mathews

The term satisfaction is a very important concept in marketing and is central to many definitions. This paper seeks to examine what this term means to the public at large. It…

Managing cable TV commercial inventories via program promotion

Jagu Aiyer, Jayant Rajgopal

Advertising revenues are the primary source of income for cable television networks and the survival of a network strongly depends on the efficient management of its commercial…

The ethics and positioning of guanxi in China

T.K.P. Leung, Y.H. Wong

Guanxi has been a popular research topic but commentators do not have consensus on its ethical and positioning aspects. Attempts to tackle these two aspects and the problem of…

Selecting overseas markets and entry modes: two decision processes or one?

Adam J. Koch

Contrary to the prevalent theory approaches that treat market selection and market entry mode selection as two related but essentially separate decisions, this paper argues that…