European Journal of Marketing: Volume 15 Issue 7

Modelling in Marketing: Explicating Subjective Knowledge

Sue Jones, Colin Eden

Considers definitions of issues, stating that they derive from the schemata of beliefs, values and attitudes with which an individual construes events, providing subjective…

Are Consumers Unique in Terms of Cognitive and Affective Reactions towards the Advertising Content? A Pilot Study

Christian M. Derbaux

Looks at three groups thought to be representative of consumer reactions — advertising experts, consumerists and students — and asks which one(s) among these can really anticipate…

Exploring Price Dealing Behaviour among Food Retailers

Johan Arndt, Geir Gripsrud

Focuses on the use of short‐term price deals with regard to pricing. Introduces a set of subjective factors as predictors of price dealing intensity, in addition to traditional…

Industrial Sales Forces — Organization Strategy

C.D. Moss

Looks at the developments and trends taking place in how companies organize their industrial salesforces. Investigates the reasons why companies have restructured their…

Transfer Pricing and its Misuse: Some Further Considerations

C.S. Jones

Considers how the marginal‐cost approach can be harmonized with other transfer price systems while recognizing the complexities of international trade and at the same time meeting…

The Market for Academic Manuscripts

Frank Livesey

Presents the findings of part of a research project into the relationships between academic authors and publishers. Discusses the attitudes of authors towards publishers, looking…

The Unfamiliar Tourist Destination — a Marketing Challenge

Risto Laulajainen

Investigates the images and preferences for six long‐haul “exotic” tourist destinations among a small random sample of prospective Finnish customers. Looks at the promotional…