Marketing Intelligence & Planning: Volume 15 Issue 6

Relationship marketing and regular customer cards: daily product retailing in Finland

Mika Boedeker

Investigates the characteristics of the regular customer cards of four major Finnish retail organizations in the daily product sector with respect to the basic characteristics of…

Determinants of salesforce effectiveness: perceptions of field managers versus senior sales executives

A. Tansu Barker

A mail survey administered to sales managers investigates the factors that influence the effectiveness of their sales organizations. The most important factors found are building…

Conducting a situation analysis for volunteer organizations: an improved model

Ugur Yavas, Glen Riecken

Asserts that competitive pressures make careful applications of marketing management tools imperative for the survival of time‐dependent non‐profit organizations. Illustrates a…

Formulating a strategic marketing mix for quantity surveyors

Low Sui Pheng, Kok Hui Ming

The quantity surveying profession has a long history in the building industry. Although the profession has reached maturity, practising quantity surveyors seem to have failed in…

American sogo shosha: American trading companies in the twenty‐first century

Paul Herbig, Alan T. Shao

Japanese General Trading Companies or sogo shoshas have been instrumental in the phenomenal Japanese economic miracle of the last 40 years. In 1982, the USA passed the Export…

Marketing in emerging countries: evidence from a liberalized economy

Kwaku Appiah‐Adu

Following a review of the current economic trends in emerging nations, discusses the importance of marketing within the macro and micro contexts of business environments in a…