European Journal of Marketing: Volume 38 Issue 1/2

Relationships are not ubiquitous in marketing

Judy Zolkiewski

This commentary aims to stimulate debate about the role of relationships in marketing. It raises the question of when it is appropriate to use the term relationship, requests a…

Price and quality competition between brands and own brands: A value systems perspective

Gary Davies, Eliane Brito

The selling prices to consumers of similar products vary considerably within the same retail outlet and between different types of retail outlet. Applying a value systems…

The use of 9‐ending prices: contrasting the USA with Poland

Rajneesh Suri, Rolph E. Anderson, Vassili Kotlov

American multinationals, when deciding pricing strategies for their culturally diverse foreign markets, usually have to debate whether to change or to keep the pricing strategy…

The impact of marketing/HR interactions on marketing strategy implementation

Jacqueline Chimhanzi

It is increasingly being recognised that cross‐unit working relationships have a key role to play in the successful implementation of marketing decisions. Although there is a…

Sustained monopolistic business relationships: A UK defence procurement case

Andrew Humphries, Richard Wilding

Business‐to‐business relationships within sustained monopolies, such as those within UK defence procurement, have received scant attention by management researchers. This is…

Managing the distribution channels for high‐technology products: A behavioural approach

Sunil Sahadev, S. Jayachandran

The effects of variations in the external environment on channel member behaviour have been widely acknowledged in marketing channel literature. This paper focuses on the…

On the relationship between initial motivation, and satisfaction and performance in joint ventures

Ali K. Al‐Khalifa, S.E. Peterson

While internalization theory suggests that it is more beneficial for MNEs to internationalize through wholly‐owned subsidiaries rather than engaging in joint ventures, this paper…

Market orientation: an antecedent to the industrial manufacturer's power

J. Enrique Bigné, Andreu Blesa, Inés Küster, Luisa Andreu

This study looks at the relationships between the market orientation of the manufacturer and the sources of his or her power over the distributor. The effect these power bases…

Numerical encoding and odd‐ending prices: The effect of a contrast in discount perception

Nicolas Guéguen, Patrick Legoherel

The practice of pricing with numbers ending in nine (“nine‐ending”) has been little studied. It now seems well established that, under certain conditions, the practice of such…

Antecedents and outcomes of new product development speed: A propositional inventory germane to marketing

Ajay Menon, Bryan A. Lukas

The objective of this paper is to extend the study of new product development speed in the marketing discipline. The article outlines a conceptual framework to organize and guide…

Silence of the brands

Miriam Salzer‐Mörling, Lars Strannegård

Since the late 1980s, brands have gained centre stage in marketing and in the managerial discourse. From having been a mere marker that identifies the producer or the origin of a…

Consumer decision‐making styles on domestic and imported brand clothing

Cheng‐Lu Wang, Noel Y.M. Siu, Alice S.Y. Hui

The relationship between consumers’ decision‐making styles and their choice between domestic and imported brand clothing is investigated using a sample of Chinese consumers. The…

A model of customer loyalty in the retail banking market

Asunción Beerli, Josefa D. Martín, Agustín Quintana

On the basis of empirical research carried out in the retail banking market, this paper proposes a structural equations model enabling us to reach the conclusions that…

Relationship Marketing: Exploring Relational Strategies in Marketing

David A. Kirby