Joseph P. Guiltinan and Nonyelu G. Nwokoye
Introduction Although the social and economic benefits of recycling are widely recognised, the development of effective recycling programmes has not proceeded at a swift pace. In…
Abstract
Introduction Although the social and economic benefits of recycling are widely recognised, the development of effective recycling programmes has not proceeded at a swift pace. In large measure, this is due to technological problems and to the lack of effective and efficient performance of those distribution functions which are of primary importance in recycling.
Danny R. Arnold, K. Douglas Hoffman and James McCormick
States that current pricing strategies used in the serviceindustries are often too simplistic and ineffective in the face ofcomplex environmental conditions. Introduces the…
Abstract
States that current pricing strategies used in the service industries are often too simplistic and ineffective in the face of complex environmental conditions. Introduces the Pricing Differentiation Premium Model, which includes in the firm′s pricing strategy its ability to differentiate itself from competitors. Discusses possible strategies for influencing differentiation premiums which can improve the pricing discretion of the service provider.
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When firms offer consumers a choice of price‐quality levels – the “good‐better‐best” choice – a challenge for managers is how to set price differentials. This article examines how…
Abstract
When firms offer consumers a choice of price‐quality levels – the “good‐better‐best” choice – a challenge for managers is how to set price differentials. This article examines how consumer preferences across such price tiers are influenced by non‐price cues about quality. The results suggest that the pattern of preferences observed across price‐tiers can be influenced by: how quality cues (as well as price levels) are framed; the distribution of various price‐quality tradeoff strategies across potential buyers; and the degree of perceived quality variability within the product category. Specifically, the use of ratio‐scaled cues is most likely to impact “trading‐up” behavior when there are a large number of consumers who exhibit “best value‐seeking” behavior in a market.
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This research seeks to identify three dimensions of price differential policies that influence judgments of the distributive, procedural, and informational justice of the policies…
Abstract
Purpose
This research seeks to identify three dimensions of price differential policies that influence judgments of the distributive, procedural, and informational justice of the policies and of the trustworthiness of the seller.
Design/methodology/approach
Four price differential policies were compared in a between‐subjects design. Subjects responded to scenarios in which they paid more than a friend for the same product because of a particular policy. Policies were compared on perceptions of fairness (using the social justice framework) and on perceptions of the seller's benevolence and credibility.
Findings
Consumer judgments of the informational and procedural justice of each policy depend on three key policy dimensions: whether or not all consumers are informed about how a discount could be obtained; whether consumers who received the discount were pre‐selected on the basis of their traits versus whether they received the discount because of some aspect of their transaction process behavior; and whether or not consumers could influence the amount of the price differential. Additionally, perceptions of procedural justice and informational justice have differential influence on the credibility and benevolence dimensions of trust.
Originality/value
The research offers the first empirically based generalizations about designing price differential policies that can minimize negative consumer judgments of the policy and of the seller. Additionally, the use of a social justice framework yields important insights on the multidimensional nature and consequences of fairness judgments.
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Brenda Sternquist, Carol A. Finnegan and Zhengyi Chen
China’s economy is transforming at a brisk pace. A partially dismantled command economy and introduction of competition have fueled consumer demand for a greater selection of…
Abstract
China’s economy is transforming at a brisk pace. A partially dismantled command economy and introduction of competition have fueled consumer demand for a greater selection of innovative new products in the retail market. The challenge for retail buyers is to adjust their procurement processes to respond to consumer needs in an efficient and effective manner. This study examines factors influencing buyer‐supplier relationships in a transition economy. We present a model to explain the factors driving retail buyer dependence on suppliers. We find that retailer evaluation of supplier credibility mediates the relationship between retailer perceptions of a supplier ability to add value to its business and the ability to achieve its desired goals. In part, this is due to the supplier’s market orientation. Interestingly, guanxi ties have no impact on the retailer perceptions of the supplier credibility, but have a positive affect on retailer dependence on its supplier partners.
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Alan J. Bush and David I. Ortinau
One unique group of consumers which has recently attracted the attention of many marketing professionals is the yuppie (young urban professional) market segment. Yet little is…
Abstract
One unique group of consumers which has recently attracted the attention of many marketing professionals is the yuppie (young urban professional) market segment. Yet little is known or understood about this segment's service needs, preferences, and behavior or about the marketing strategies necessary to attract this type of consumer to various types of services. The study described here directly investigates yuppie consumers and their preferences and habits concerning services. This article utilizes a study among yuppies concerning a particular service, as well as previous literature on the yuppie market, to provide meaningful insights as to how marketing decision makers can develop more effective marketing strategies to attract yuppie consumers to the various service offerings.
Joachim Lauer and Terrence O'Brien
A forecasting method involving construction and interpretation of the business cycle is presented. Definition and development of lead indicators are discussed. These tools provide…
Abstract
A forecasting method involving construction and interpretation of the business cycle is presented. Definition and development of lead indicators are discussed. These tools provide management with short‐ to medium‐term forecasts of sales activity. Insights into the reasonableness of the forecasts and guidance for appropriate management actions are discussed. Data from an actual company are used to illustrate computation and interpretation procedures.
Both the Product Life Cycle (PLC) and a new version, the Product Evolutionary Cycle (PEC), are more than just descriptive marketing tools based on historical sales data. Rather…
Abstract
Both the Product Life Cycle (PLC) and a new version, the Product Evolutionary Cycle (PEC), are more than just descriptive marketing tools based on historical sales data. Rather, they represent dynamic instruments to enable an entrepreneur‐or coporate manager‐to estimate market development. The S‐curve, the growth part of the PLC and the PEC, makes it possible for an entrepreneur to time capital requirements, labor force recruitment, promotional efforts, distribution channels, target markets, and pricing. In the case of new products, research can be utilized to construct an S‐curve in advance of an innovation's introduction in the market‐place. Such information is invaluable to an entrepreneur, since it serves as a guide to future market development.
J.A.F. Nicholls and Sydney Roslow
Recent studies have conceptually explored the interrelation of buying and selling in commercial transactions. This article is an empirical probing of these theoretical constructs…
Abstract
Recent studies have conceptually explored the interrelation of buying and selling in commercial transactions. This article is an empirical probing of these theoretical constructs. The cruise line industry is the chosen forum to illustrate the interactive nature of industrial buying and selling: on the one hand, how customers' needs affect their purchasing decisions and, on the other hand, how suppliers' selling strategies must complement these needs. Buying and selling are presented in parallel in the discussion and schematically summarized in a ten‐construct framework which is both specific and general. Awareness and application of the principles in the framework enable buyers and/or sellers to achieve maximum potential effectiveness.