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This study forces respondents to tradeoff between invasive human resource practices and salary.

Respondents evaluated 16 calibration profiles to estimate a conjoint model among four categories: pre-employment, employment at the office, employment outside the office, and salary. Each profile included one level from the four categories.

In a study of mostly full-time employees, conditions at work were paramount. Salary was second followed closely by pre-employment monitoring. Monitoring outside of the office was a distance last.

In a tight employment market, salary may not be the deciding selection factor for employment.

Employee monitoring is advancing dramatically and making human resource activities commonplace and invasive. This study forces respondents to confront these practices and determine whether salary can compensate for their acceptance.

In the 1990s many companies have acknowledged the critical importance of being customer‐oriented. However, as retailers contemplate the higher costs and higher revenues of increased customer service levels, they need to understand the relative importance to consumers of various aspects of customer service, particularly those delivered by salespeople. This research investigates the impact of selected salesperson service attributes and levels on consumer patronage intentions in a consumer electronics store setting. The study uses conjoint analysis to measure consumer priorities. The results indicate that salesperson’s respect for the customer, knowledge, and responsiveness are the most important attributes. Where three service levels are presented, there is a greater difference in impact between the lowest and middle levels than between the middle and highest levels. This suggests that retailers do not necessarily have to offer the best service levels to satisfy customers, but must avoid poor service levels.

Examines the Accounting Standards Committee′s proposal that all advertising costs other than direct response be incurred or expensed the first time the advertising takes place. Suggests that managers who have been deferring the write‐off of advertising costs, the proposed rule change provides incentives to reduce the level of advertising and/or postpone these expenditures.

Builds on the efforts of an earlier study to enhance marketers′ ability to evaluate earnings performance accurately by first presenting hands‐on illustrative examples of two approaches to adjusting the income statement for earnings shocks and estimating the earnings of core operations. Examines the impact on marketing managers of the “fallout” that may result from changes in management policies which are prompted by the perceptions of poor earnings performance. This fallout includes: challenges by upper management regarding the wisdom and effectiveness of the marketing strategy; marketers′ reduced ability to execute the marketing plan owing to cost‐cutting campaigns that result in reduced marketing expenditures (e.g. advertising and sales promotion expenditures); and higher projected rates of return (i.e. higher “hurdle rates”) required for investment proposals before they are considered acceptable. Concludes with the presentation of strategies which may be employed by marketers to respond to and negotiate with upper management when policy changes designed to cut operating and investment expenditures constrain marketers′ ability to execute marketing strategy aggressively and effectively.

The purpose of the paper is to present and test a particular theory of pricing of police services.

A theory of police pricing was developed, then tested using data collected from a mail survey of Chiefs of Police in Pennsylvania.

Pricing practices vary considerably among police departments. There appears to be no underlying theory in the practice of pricing of police services.

Research was limited to one state in the USA and for a limited number of police services.

In setting prices, police departments ought to consider how the price charged is consistent or inconsistent with achieving their overall departmental goals.

No previous empirical studies on how police departments charge for their services have been found. This research may lead to a more complete understanding of policing operations.

Investigates consumer perceptions of the utility of service guarantees in a table service restaurant setting. Uses conjoint analysis to determine the utility consumers assign to restaurants that varied along different levels of price, speed of service, quality of food, courtesy of server and service guarantee. The presence of an explicit service guarantee is not uniformly desirable in the selection of a table service restaurant.

The purpose of this research is to investigate the relative importance to consumers of different health benefits of food.

This study uses conjoint analysis to investigate the relative importance of five health benefits to consumers in their intention to buy a food.

The results suggest that the single most important health benefit influencing purchase intentions is high nutritional value. If two health benefits are to be promoted, for the total sample the most effective combination would be high nutritional value and the potential to reduce cancer, followed by high nutritional value and proven to reduce the risk of heart disease. However, for those respondents with less than a college education, the most effective combination would be high nutritional value and the potential to reduce arthritis.

The sample size is small – 238 respondents.

The results can be used to help food marketers offer and promote health benefits of their products.

More effective marketing of health benefits of foods should increase consumption of healthy foods, which will enhance consumer welfare.

Conjoint analysis has not previously been used in studies of this topic. The advantage of conjoint analysis over other analytical techniques is that it incorporates realistic trade‐offs when measuring consumer preferences.

This study aims to examine factors that influence consumption of vegetables in the USA.

Discrete choice methodology is used to measure the relative importance of health benefits and other attributes when choosing food to be eaten at home, cluster analysis to identify segments, and analysis of variance to analyze differences between clusters.

The results show that, for food in general, nutrition and impact on weight are more important than value for money, ease of preparation and taste. However, for vegetables, while the nutrition and weight benefits are very positive factors, taste, cost and ease of preparation inhibit consumption. Results of the cluster analysis suggest that marketing strategies should be adapted for different consumer segments.

The sample size is fairly small – 250.

The results can be used to help food marketers increase consumption of vegetables.

More effective marketing of vegetables should increase consumption, enhancing consumer welfare and reducing health care costs.

Discrete choice analysis has not previously been used in studies of this topic.

Provides marketers with both a broad‐based and an industry‐specific understanding of the marketing implications of GATT. First presents background information regarding GATT, followed by an overview of the key provisions of the agreement. Provides an analysis of a number of consumer product industries to help assess the potential industry‐specific impact of GATT on the “offensive” and “defensive” marketing strategies which are described in the study.

As a result of intense competition, many companies have changed their fundamental marketing strategy from one of diversification of products and services to a well‐focussed, concentrated effort on “core” products, services and markets. Examines the reasons why it has become increasingly difficult to identify and evaluate core earnings performance. Also examines the ominous implications of this problem for strategic marketing decisions which require an accurate assessment of core earnings performance. Describes a number of situations in which the use of unchallenged or unadjusted earnings figures could result in flawed or failed marketing strategies. Finally, provides insight regarding a number of issues related to earnings and cash flow to increase marketers′ ability to evaluate core earnings performance and thus avoid the marketing problems described.