European Journal of Marketing: Volume 10 Issue 1

Order rates in bidding

Lars Engwall

Presents the results of an empirical study performed for a population of Swedish printing firms in order to investigate how firms with different order rates differ in other…

The response of US business to consumerism

Hiram C. Barksdale, Wamen A. French

Reports on a survey carried out in the USA into the opinions of leading marketing managers and consumer advocates with respect to consumerism. Investigates, also the response of…

Sales force compensation, goal congruence and economic efficiency

W.R. Greer, D.I. Hawkins

Demonstrates that, under certain conditions a unit‐based commission plan is disfunctional suggesting that it can result in low morale on the part of the salesforce. Develops a…

Product maturity and marketing strategy

R.S. Mason

Suggests that frequent review of product sales performance is essential to the planning and control process. Investigates those products which have reached maturity or saturation…

Advertising in France: the advertiser‐advertising agency relationship

Michel Chevalier, Bernard Catry

Presents the results of a survey into the relationship between advertisers and advertising agencies in France. Suggests areas for improvement.

Source loyalty in the freight transport market

M. T. Cunningham, K. Kettlewood

Suggests that source loyalty can be described as the preference of a buyer to purchase a product or service from the same source as previously. Investigates the case of freight…