European Journal of Marketing: Volume 13 Issue 3

Industrial Marketing as an Organizational Problem: A Case Study

Håkan Håkansson, Bjöm Wootz, Owe Andersson, Paul Hangård

Aims to identify possible marketing effects of a change in organizational design within the marketing function of an electrical equipment supplier on the international market…

Industrial Salesmen as a Source of Marketing Intelligence

Charles Moss

States that salespeople are increasingly taking on a dual role — not only of selling, but also in gathering intelligence from the marketplace. Presents three case histories of…

Impact of Inflation on Consumer Life Style: Some Empirical Results on the Money Illusion and Consumer Purchasing Behaviour

Günter Poser, Zoher E. Shipchandler

Investigates whether consumers are subject to the money illusion during a period of accelerated inflation. Looks at how consumers adjust their habits and purchasing behaviour in…

Consumerism: The Public's Awareness of their Rights

D. Jobber, R. Bendelow

Investigates the awareness of the public of their rights in the buyer‐seller relationship. Presents evidence gathered from a questionnaire analysed by age, sex and socio‐economic…

Marketing to Industrial Democrats

Pierre Guiller de Monthoux, Melitta Patzak

Presents a case study of participation in buying practice, showing in what situations unions and personnel in customer firms take an active interest in a buying decision. Uses…