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Article
Publication date: 1 March 1987

A. Tansu Barker

The attitudes and perceptions of New Zealanders toward current consumerism issues are outlined and compared with four other countries. Many of the opinions expressed are critical…

387

Abstract

The attitudes and perceptions of New Zealanders toward current consumerism issues are outlined and compared with four other countries. Many of the opinions expressed are critical of the existing practices of business and appear to be common in the other four countries. The theory of consumer product life cycle suggesting the development of national consumer movements was not supported by the data obtained in New Zealand.

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International Marketing Review, vol. 4 no. 3
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 December 2003

Ellen Day and Hiram C. Barksdale

Going from the short list to winning the contract is critical to a professional service provider, yet relatively few studies have investigated selection criteria used in this last…

2772

Abstract

Going from the short list to winning the contract is critical to a professional service provider, yet relatively few studies have investigated selection criteria used in this last stage of the selection process. This paper presents a qualitative study that examined the dynamics of the selection process, identified decision criteria which business and organizational clients use when selecting a professional service provider from their short lists, and investigated ways in which client firms assess competing professional service providers on intangible attributes, e.g. personal chemistry. Clients who had recently awarded a contract to a firm in the “built environment” industry (e.g. an architectural and engineering firm) were sampled. Their responses to open‐ended questions provided rich data that revealed factors considered in the selection of a professional service provider in the final presentation/interview stage and yielded insights into nuances of the selection process. Managerial recommendations for getting from the short list to the contract are presented.

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Journal of Business & Industrial Marketing, vol. 18 no. 6/7
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 1998

Monle Lee

While the consumer movement was popular in economically advanced countries between 1965 and 1975, developing countries were not yet ready for such issues. The consumers in these…

138

Abstract

While the consumer movement was popular in economically advanced countries between 1965 and 1975, developing countries were not yet ready for such issues. The consumers in these countries, due to their economic, social, and political environments, were not aware of their rights. Taiwan was a typical case. Three main reasons contributed to the ignorance of the Taiwanese consumers at the advent of the worldwide consumer movement. First, in its early years, Taiwan was basically an agricultural society. The primary industry and its commodities made product differentiation impossible. It was nature, and not human beings that decided the quality and/or quantity of the products produced for the market. Everyday products were simple and few, and the choice between products, easy. Secondly, it was not until the 1960's that Taiwan turned slowly from an import‐oriented economy to that of an export‐oriented economy. Raising tariffs and controlling the importation of products were necessary to protect local businesses from foreign competition. Thus, the rights of consumers were sacrificed. Lastly, the very nature of the Chinese (e.g., psychological profile), led them to endure the suffering of any mistreatment. They would avoid a direct confrontation on any dispute. Therefore, organized activities against businesses was not possible. All of these reasons made the consumer movement unheard of in Taiwan during the 1960s.

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Competitiveness Review: An International Business Journal, vol. 8 no. 2
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 1 September 1994

Ellen Day and Hiram C. Barksdale

Stresses the importance of professional service provider selectionand the potentially disastrous financial penalty for error made by aclient organization. Identifies problems with…

3234

Abstract

Stresses the importance of professional service provider selection and the potentially disastrous financial penalty for error made by a client organization. Identifies problems with previous studies relating to this selection process and offers suggestions for improving future research. Provides an expanded decision‐making model to organize discussion of various stages in selection and evaluation. Identifies factors which may complicate the process. Concludes that a better understanding of the selection process should lead to the identification of ways in which professional service providers can improve their marketing effectiveness and to the reduction of risk to client firms purchasing these services.

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Journal of Business & Industrial Marketing, vol. 9 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 January 1976

Hiram C. Barksdale and Wamen A. French

Reports on a survey carried out in the USA into the opinions of leading marketing managers and consumer advocates with respect to consumerism. Investigates, also the response of…

250

Abstract

Reports on a survey carried out in the USA into the opinions of leading marketing managers and consumer advocates with respect to consumerism. Investigates, also the response of US business to consumerism. Offers several points to illustrate this, concluding that concepts of consumerism appear to have been institutionalized in the economic system of the USA.

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European Journal of Marketing, vol. 10 no. 1
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 June 1997

Thomas G. Brashear, Danny N. Bellenger, Hiram C. Barksdale and Thomas N. Ingram

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a…

3021

Abstract

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher performance.

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Journal of Business & Industrial Marketing, vol. 12 no. 3/4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 April 1996

James S. Boles and Hiram C. Barksdale

Examines the responses of national account decision makers to open‐ended questions asking for their views on what salespeople need to do to build relationships, and categorizes…

1237

Abstract

Examines the responses of national account decision makers to open‐ended questions asking for their views on what salespeople need to do to build relationships, and categorizes the results. Eight categories of responses were found. These categories address a number of salesperson behaviors and attitudes ‐ some of which have not been empirically examined in the sales literature. Based on the findings of this study, presents managerial and theoretical implications of these results and implications for future research into buyer‐seller relationships.

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Journal of Business & Industrial Marketing, vol. 11 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 June 1997

James S. Boles, Hiram C. Barksdale and Julie T. Johnson

Examines the effect of the quality of a salesperson’s relationship with a customer on the likelihood of retaining that customer’s business. Assesses the effects of…

4493

Abstract

Examines the effect of the quality of a salesperson’s relationship with a customer on the likelihood of retaining that customer’s business. Assesses the effects of high/low‐quality buyer‐salesperson relationships on obtaining referrals and recommendations from a customer. Results indicate that buyers who rated the quality of their relationship with their salesperson as above average were more likely to remain. In addition, above average buyer‐salesperson relationships were more likely to generate recommendations and referrals from customers. Suggests that a salesperson’s efforts to build relationships are rewarded by greater customer retention and increased business through referrals and recommendations.

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Journal of Business & Industrial Marketing, vol. 12 no. 3/4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 1990

Daniel C. Bello and Gloria J. Barczak

Considers how research carried out during trade shows can helpindustrial firms to manage the new product development process.Discusses the NPD process and offers a scheme for…

690

Abstract

Considers how research carried out during trade shows can help industrial firms to manage the new product development process. Discusses the NPD process and offers a scheme for classifying trade fairs, thus making the selection of appropriate events easier for the industrial marketer. Develops recommendations for the conducting of new product research at trade shows and concludes that while not a substitute for traditional NPD research methods due to cost limitations and the different types of attendees present at various events, good opportunities exist for industrial exhibitors to use NPD stages such as idea generation, screening and testing at trade shows rather than concentrating on the commercialization of new products.

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Journal of Business & Industrial Marketing, vol. 5 no. 2
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 1985

Daniel C. Bello and Lee D. Dahringer

This study examines the extent to which retailer's country of origin and product assortment influence retailer operating practices. Although conventional wisdom suggests practices…

158

Abstract

This study examines the extent to which retailer's country of origin and product assortment influence retailer operating practices. Although conventional wisdom suggests practices are likely to vary by country, universal aspects of the retailing task may lead to similarities in retailing practices for a given product, regardless of national setting. To empirically investigate whether country or product is the dominant influence in determining retailer behavior, data on retailer activities in India and Africa is examined.

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International Marketing Review, vol. 2 no. 2
Type: Research Article
ISSN: 0265-1335

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