European Journal of Marketing: Volume 36 Issue 11/12

Commentary: The publications of marketing faculty – who are we really talking to?

C.J. McKenzie, S. Wright, D.F. Ball, P.J. Baron

The current environment in higher education drives faculty members towards research and publication. What the system values most is publication in refereed journals, preferably…

Managers’ understanding of theoretical concepts: the case of market orientation

Geir Grundvåg Ottesen, Kjell Grønhaug

Managers are frequently exposed to abstract, theoretical concepts, of which some are attended to while others are neglected. To become meaningful for managers, new abstract…

The antecedents of Web site performance

Eelko K.R.E. Huizingh

Much of the current understanding of the effectiveness of Web sites is anecdotal and contained in case studies. Building on a review of these case studies, this study has two…

From “carefree casuals” to “professional wanderers”: Segmentation possibilities for football supporters

Alan Tapp, Jeff Clowes

Academically constructed segments may often fail to be implemented by practitioners. There may be a number of reasons for this, but at the heart of the matter for practitioners…

Understanding consumer reactions to premium‐based promotional offers

Alain d’Astous, Isabelle Jacob

Reports the results of a three‐study research program whose purpose is to gain a better understanding of consumer reactions to premium‐based promotional offers. In the first…

Changing faces: cosmetics opinion leadership among women in the new Hungary

Robin A. Coulter, Lawrence F. Feick, Linda L. Price

Research conducted in the early 1990s in Hungary indicated a lack of knowledgeable and influential personal sources in the cosmetics product category. The purpose of this article…

Strategic reactions of national brand manufacturers towards private labels: An empirical study in The Netherlands

Peter C. Verhoef, Edwin J. Nijssen, Laurens M. Sloot

In recent years, the quality of private label products and their market shares have grown to such an extent that most consumer goods manufacturers, brand leaders included, can not…

Assessing the influence of retail buyer variables on the buying decision‐making process

Rui da Silva, Gary Davies, Pete Naudé

Assesses the influence that certain retail buyer characteristics have on how the buyers approach their buying task. By examining five different buyer characteristics and the…

The effects of sales training on sales force activity

Sergio Román, Salvador Ruiz, José Luis Munuera

This study examines the effects of sales training on sales force performance and customer orientation in the context of small and medium‐sized companies (SMEs). The results give…

The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships

Artur Baldauf, David W. Cravens

Salesperson behavior performance is conceptualized as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson…

Salesperson performance and job attitudes revisited: An extended model and effects of potential moderators

Cengiz Yilmaz

Research about the (inter)relationships across salesperson performance, job satisfaction, and organizational commitment is characterized by equivocal (and sometimes conflicting…

Consumer evaluations of extensions and their effects on the core brand: Key issues and research propositions

Ian Grime, Adamantios Diamantopoulos, Gareth Smith

Extensions as forms of new product development strategy have been discussed to a great extent during the last decade, however, there have been limited reviews of the literature…

Co‐Branding: The Science of Alliance

Claes Hultman

Strategic Marketing: An Introduction

Morgan Miles