Table of contents
New media in marketing redefine competitive advantage: a comparison of small and large firms
Gary S. Lynn, Alan C. Maltz, Peter M. Jurkat, Michael D. HammerLarge firms have traditionally commanded a competitive advantage in the marketplace over small firms by being able to use their financial strength to perform large‐scale market…
“What sort of soil do rhododendrons like?” ‐ comparing customer and employee responses to requests for product‐related information
Kim Harris, Steve Baron, Barry DaviesThe first objective of the study was to identify and classify product‐related information that customers expect to receive in interpersonal encounters with employees in a given…
The impact of sales quotas on moral judgment in the financial services industry
Charles H. Schwepker, David J. GoodBecause salespeople operating under an outcome‐based control system are likely to be motivated by self‐interest, sales quotas are believed to drive salespeople to perform…
The influence of coupon face value on service quality expectations, risk perceptions and purchase intentions in the dental industry
Judith A. Garretson, Kenneth E. ClowIn recent years, professional service organizations have begun to successfully implement various sales promotion techniques, and potential customers are responding favorably to…
Word‐of‐mouth communication in the service marketplace
W. Glynn Mangold, Fred Miller, Gary R. BrockwayWord‐of‐mouth communication (WOM) is a dominant force in the marketplace for services. However, the current body of research provides little insight into the nature of WOM in the…
ISSN:
0887-6045Online date, start – end:
1987Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditors:
- Dr Rebekah Russell-Bennett
- Dr. Mark Rosenbaum