European Journal of Marketing: Volume 31 Issue 11/12

Consumer ethics: a cross‐cultural investigation

Jamal A. Al‐Khatib, Scott J. Vitell, Mohammed Y.A. Rawwas

In recent years, business ethics has drawn increased interest from business and marketing practitioners as well as from academicians. Despite the repeated call in the literature…

Counter‐revolutionary forces in the information revolution: Entrepreneurial action, information intensity and market transformation

Jack M. Cadeaux

Many analysts claim that global systems of information management have become singularly important in explaining market transformation. In contrast, an entrepreneurial tradition…

Examining the antecedents and consequences of salesperson job stress

William C. Moncrief, Emin Babakus, David W. Cravens, Mark Johnston

As productivity pressures, job uncertainties, changing sales strategies, and growing international competition increase, the salesperson experiences unprecedented levels of job…

The effect of odd pricing on demand

Philip Gendall, Judith Holdershaw, Ron Garland

Presents the findings of a study designed to investigate the effect of odd pricing on respondents’ purchase probabilities for six products ranging in price from $5 to $100. The…

Small firm performance: assessing the interaction between entrepreneurial style and organizational structure

Ian Chaston

Poor marketing is widely accepted as one of the key reasons to explain success and failure of small firms. There is less agreement, however, about whether these types of business…

Consensus and collaboration: norm‐regulated behaviour in industrial marketing relationships

Robert E. Spekman, Deborah J. Salmond, C. Jay Lambe

Uses symbolic interaction concepts to explain norm‐regulated behaviour in industrial marketing relationships. Lends support to the notion that partners’ subjective interpretations…

Pre‐purchase satisfaction and first‐time buyer behaviour: some preliminary evidence

Antonis Simintiras, Adamantios Diamantopoulos, Judith Ferriday

While the customer satisfaction/dissatisfaction literature is extensive and continually expanding, there has been little focus on pre‐purchase satisfaction of first‐time buyers…

Markets of a single customer: exploiting conceptual developments in market segmentation

Ali Kara, Erdener Kaynak

Market segmentation has always had a very important place in the marketing literature. Besides being one of the ways of operationalizing the marketing concept, market segmentation…