European Journal of Marketing: Volume 32 Issue 3/4

New service development: a review of the literature and annotated bibliography

Axel Johne, Chris Storey

Provides a review and ready reference to recent writings on new service development (NSD), especially for the financial services sector. Discusses the types of new service…

Dynamic analysis of competition in marketing Strategic groups in Spanish banking

Francisco José Más Ruíz

The analysis of strategic groups has important implications for marketing in order to identify a firm’s competitive position. Aims to analyse the development of the competence in…

The bitter and the sweet: Evolving constellations of product mix management in a confectionery company

Päivi Eriksson, Keijo Räsänen

This paper focuses on the processes by which different manager groups can influence product mix changes. The paper analyses three different types of process ‐ dominance…

Antecedents and consequences of trust and satisfaction in buyer‐seller relationships

Fred Selnes

The perspective of marketing has changed from regarding marketing as a series of independent transactions to a dynamic process of establishing, maintaining and enhancing…

Conjoint experiments for direct mail response optimization

Marco Vriens, Hiek R. van der Scheer, Janny C. Hoekstra, Jan Roelf Bult

Given the growing number of firms that use direct mail, it is important to develop methods to improve response rates. Better selection methods are useful for this improvement;…

Theory and measurement of consumer innovativeness: A transnational evaluation

Ronald E. Goldsmith, François d’Hauteville, Leisa R. Flynn

Presents findings validating French and German versions of the domain specific innovativeness scale or DSI, which was designed to measure consumer innovativeness for a specific…

Cultural domination: the key to market‐oriented culture?

Lloyd C. Harris

The past decade has seen a flurry of academic and practitioner interest in organizational culture. This has coincided with an increase of theoretical interest in organizational…

The difference between Chinese and Western negotiations

E. Alan Buttery, T.K.P. Leung

Guanxi is the foundation of Chinese business negotiations. The paper explains the meaning of Guanxi and uses it to differentiate between the characteristics of Chinese and Western…