The product, sales and market‐oriented party ‐ How Labour learnt to market the product, not just the presentation

Abstract

Comprehensive political marketing informs how parties determine their policies and organisation, not just how they campaign. This article applies the marketing concepts of product, sales and market orientation, combined with tools such as market intelligence, to party behaviour as a whole. Producing a comprehensive theoretical framework, it explores how a product, sales and market‐oriented party would behave and go through a marketing process. This framework is used to analyse the British Labour Party, showing how Labour moved from a product‐oriented approach in 1983, through to a sales orientation in 1987, finally achieving a market orientation – and electoral success – in 1997. This demonstrates the potential of political marketing to deepen our understanding of a wide range of political behaviour.

Citation

Lees‐Marshment, J. (2001), "The product, sales and market‐oriented party ‐ How Labour learnt to market the product, not just the presentation", European Journal of Marketing, Vol. 35 No. 9/10, pp. 1074-1084. https://doi.org/10.1108/EUM0000000005959