European Journal of Marketing: Volume 2 Issue 3

Decline in the status of household decision making

Peter Cooper

Presents a theory of change in household decision making. Describes some of the changes as they appear on the UK marketing scene, investigating possible causes of these changes…

The use of tests in the selection of salesmen

E.A. Johns

Discusses four occupational characteristics of salespeople that should be measured: ego drive; empathy; appearance; and manner and speech, suggesting that technical knowledge of…

Repeat buying of a new brand – a 10‐point case history

A.S.C. Ehrenberg, G.J. Goodhardt

Discusses repeat‐buying in terms of a case history of a non‐durable product. Measures the repeat‐buying behaviour by means of a survey carried out for the Market Analysis and…

A model of family decision making

Richard W. Pollay

Provides a perspective by which to look at interactions within a family unit (notably man and wife) that lead to purchasing decisions by that unit. Reveals a model for analysing…

Patterns of gift giving and their marketing implications

Bryan Lowes, John Turner, Gordan Wills

Evaluates current evidence on contemporary gift giving, drawing some tentative marketing conclusions. Draws evidence from surveys carried out in Bradford, UK and those carried out…

Status report on marketing theory

Martin Christopher, Jane Kirkland, John Jeffries, Richard Wilson

Describes the major influences directing the growth and development of marketing theory. Assesses the relative value of holistic and piecemeal approaches to this theory. Suggests…

Price behaviour in a retail grocery sub‐market

David Metacalf, Christine Greenhalgh

Investigates pricing behaviour in the retail grocery industry, analysing pricing at the micro level of a London submarket. Looks at the extent and effect of recommended resale…