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Article
Publication date: 1 February 1989

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/03090569010000764. When citing the…

255

Abstract

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/03090569010000764. When citing the article, please cite: Richard A. Lancioni, (1989), “The Importance of Price in International Business Development”, European Journal of Marketing, Vol. 23 Iss: 11, pp. 45 - 50.

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Asia Pacific International Journal of Marketing, vol. 1 no. 2
Type: Research Article
ISSN: 0954-7517

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Article
Publication date: 1 May 1989

William Dempsey and Richard A. Lancioni

International customer service is critical to the successfulmaintenance of profitable relationships with customers. An overview ofinternational marketing in general is presented…

182

Abstract

International customer service is critical to the successful maintenance of profitable relationships with customers. An overview of international marketing in general is presented, customer service is examined, and some customer service management suggestions are discussed. The latter, it is claimed, can provide the differential advantage for a firm to gain market share internationally and the solution to long‐term survival.

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International Journal of Physical Distribution & Materials Management, vol. 19 no. 5
Type: Research Article
ISSN: 0269-8218

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Article
Publication date: 1 March 1990

William Dempsey and Richard A. Lancioni

International marketing can be a balancing act betweenhigh sales‐maintenance costs and a reductionof business due to poor service. The way in whichinternational customer service…

382

Abstract

International marketing can be a balancing act between high sales‐maintenance costs and a reduction of business due to poor service. The way in which international customer service fits into a company′s overall international marketing strategy is examined. The emphasis is on the need for customer‐orientation (rather than production orientation). This also affects the practical aspects of logistics and their relationship to customer service. Management′s main aim is to provide the expected level of customer service at the minimum cost, and covering all the logistics activities. To achieve this objective, management should be guided by three interrelated concepts – the total systems concept, the concept of cost trade‐offs, and the minimum total cost concept. Each of these is discussed, and their interrelationship considered. The ways in which international customer service can be used to create competitive advantage and increased profitability is examined.

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Management Decision, vol. 28 no. 3
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 August 1990

Richard A. Lancioni and Rajan Chandran

The smooth operation of a logistics system in an internationalenvironment requires careful planning on thepart of the firm. All aspects have to be planned forand every possible…

1334

Abstract

The smooth operation of a logistics system in an international environment requires careful planning on the part of the firm. All aspects have to be planned for and every possible contingency examined. Once the shipment leaves the shipper′s dock it is out of his control until it arrives at the consignee′s location. International logistics systems work best when all the possible interfaces are planned for. One of the most important areas is packaging. It is the package that will determine whether the product arrives at a customer′s location in proper condition. It is the package that will give the transportation company the information it needs to move the product to the proper customer location.

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International Journal of Physical Distribution & Logistics Management, vol. 20 no. 8
Type: Research Article
ISSN: 0960-0035

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Article
Publication date: 1 January 1991

Richard A. Lancioni

Pricing is a primary factor in international business success.Conventional price definitions are too narrow and a wider definition,taking account of intangible as well as tangible…

902

Abstract

Pricing is a primary factor in international business success. Conventional price definitions are too narrow and a wider definition, taking account of intangible as well as tangible product qualities, is more applicable. A firm needs to know the identities and strengths of its competitors. It must identify market segments and choose those in which to concentrate its efforts. Other factors must also be considered, including the stage in the product life cycle and the firm′s marketing strategy. This article describes the five major pricing axioms in international marketing and concludes that although pricing in international markets is not an easy task, by better understanding the international marketing environment, a company can more effectively set prices and be competitive.

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Management Decision, vol. 29 no. 1
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 February 1974

Richard A. Lancioni

Organisation of the physical distribution function within business firms is a recent development in the United States. The development of physical distribution organisational…

119

Abstract

Organisation of the physical distribution function within business firms is a recent development in the United States. The development of physical distribution organisational structures has generally taken the form of a firm transferring the warehousing, traffic, order processing, inventory, and purchasing responsibilities from many individual departments to a single management unit headed by a distribution manager. The reason for this departmental re‐shuffling has not been just to streamline decision making, but rather, to make the firm's physical distribution operations more effective and efficient.

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International Journal of Physical Distribution, vol. 4 no. 3
Type: Research Article
ISSN: 0020-7527

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Article
Publication date: 1 May 1975

Richard A. Lancioni and Frank Lex

The control of inventory in physical distribution management is perhaps one of the most difficult tasks for the industry practitioner. Inventory is one of the largest cost…

227

Abstract

The control of inventory in physical distribution management is perhaps one of the most difficult tasks for the industry practitioner. Inventory is one of the largest cost elements in distribution and an error in judgment may result in serious trouble for the firm. According to Bowersox the basic function of inventory is to increase profitability through manufacturing and marketing, but the exact quantities of inventory to be carried are not often agreed to by management. Some departments such as marketing may want an abundance of inventory, while finance desires that levels be kept down. Because of such conflicts the exact determination of what levels of inventory a firm should carry is not easily performed.

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International Journal of Physical Distribution, vol. 6 no. 1
Type: Research Article
ISSN: 0020-7527

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Article
Publication date: 1 August 1981

Rajan Chandran and Richard A. Lancioni

Product recalls are no longer in the realm of theoretical possibilities; it is a regular fact of business life among manufacturers of both industrial and consumer products…

368

Abstract

Product recalls are no longer in the realm of theoretical possibilities; it is a regular fact of business life among manufacturers of both industrial and consumer products. Machine tools, automobiles, television sets, appliances, cosmetics, clothes — no product is immune and the list is virtually endless. The actual number of product units recalled every year among the various classes of products is mind‐boggling, and the cost of recalling them runs into millions of dollars. And as for the future, the prognostication from the evidence so far is that the number and types of products as well as the companies involved will continue to grow. The principal reasons for this prognostication are:

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International Journal of Physical Distribution & Materials Management, vol. 11 no. 8
Type: Research Article
ISSN: 0269-8218

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Article
Publication date: 1 May 1977

Richard A. Lancioni and James Palmquist

The classical definition of PDM focuses on the broad spectrum of distribution activity, from the inbound raw materials; to the finished product flow; and to the end user. The…

2675

Abstract

The classical definition of PDM focuses on the broad spectrum of distribution activity, from the inbound raw materials; to the finished product flow; and to the end user. The definition is often stated as “all of the activities involved in the flow of goods from the manufacturer to the consumer which include inventory control, transportation, warehousing, order processing, materials management, and purchasing”. But despite the broad view described in the definition, little attention is given to the raw materials flow and to the entire area of Materials Management. Physical Distribution managers tend to disregard the inbound flow and regard it as the responsibility of some other management group in the company, specifically purchasing and/or production. The need for a well co‐ordinated and efficient distribution system demands that the PD manager pay more attention to the inbound material flow. The outcome of the decisions that a PD manager makes depends to a great degree on how well materials management and PDM are co‐ordinated in a firm:

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International Journal of Physical Distribution, vol. 8 no. 2
Type: Research Article
ISSN: 0020-7527

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Article
Publication date: 1 November 1989

Richard A. Lancioni

Pricing is an important issue in international marketing. In thisarticle the author discusses the concept of price, how to respond toprice change in international markets, the…

3572

Abstract

Pricing is an important issue in international marketing. In this article the author discusses the concept of price, how to respond to price change in international markets, the marketing mix and price, customer response to price changes, setting objectives for international pricing, key questions to ask in international pricing, and the threat of competition in international pricing. The article also discusses how to meet competition in international markets.

Details

European Journal of Marketing, vol. 23 no. 11
Type: Research Article
ISSN: 0309-0566

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