Assesses the influence that certain retail buyer characteristics have on how the buyers approach their buying task. By examining five different buyer characteristics and the relative importance that individual buyers place on six different product attributes, draws some pertinent conclusions as...

Provides an example of the use of judgemental modelling, or multicriteria decision making, as a tool for market analysis. Based on a recent study in a segment of the chemical industry within the United Kingdom, shows how the approach can be used to provide information on both the importance of...

Internal marketing orientation is an area within the broader market orientation that remains relatively under‐researched. Utilising the internal marketing orientation (IMO) scale developed by Foreman and Money, this paper seeks to develop our understanding of the factors that may influence an...

Purpose – There has recently been an increase in interest in the notion of “network pictures” amongst researchers in the field of business‐to‐business marketing. Network pictures are managers' subjective mental representations of their relevant business environment. They are posited to...

Purpose – This paper aims to test one of the symbolic influences of the employee on brand associations and by doing so demonstrate why the stereotyping of employees should be added to the research agenda for corporate branding. Design/methodology/approach – The research is a quantitative...

The current paradigm of time in the marketing literature is one where time is linear, quantifiable and predominantly chronological in nature. This is merely one construct of one aspect of time and a construct that is largely specific to a western, industrialized society. The associated theory of...

Purpose This paper aims to identify a typology of corporate misconduct affecting trust; to test the relative ability of individual misconducts to reduce trust and; to explain differences in how individuals respond to corporate crises. Design/methodology/approach The main research design uses...

Exporters are encouraged to “sell delivered”. An analysis of survey data on the terms of delivery on exports and imports used by French, German and British companies is presented. It is concluded that many firms prefer non‐delivered terms. The effects of changing to delivered terms are...

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 framework, the cost structures behind the selling prices of products in five product categories are identified using primary...

Purpose – The paper aims to investigate the impact of ruthless image on the attractiveness and connectedness of corporate brands. It proposes a model that trust mediates the influence of a ruthless image on these outcomes. The study aims to build upon previous theory which suggests that not...