Heads of business‐to‐business salesforces in 113 large companies based in Greater London completed mail questionnaires designed to investigate the role of social and other informal gatherings in the exchange of salespeople’s knowledge of specific customers, selling methods, sales leads,...

Competition among charities for donor income has increased dramatically in recent years. Moreover, charities have to compete against each other for cause related marketing contracts with commercial enterprises and sponsorship deals, and must bid competitively for government grants. This...

Purpose – To examine the extent to which “account planners” in advertising agencies use formal academic models of “how advertising works” and to identify the factors that discourage non‐users from applying academic advertising theory. Design/methodology/approach – Account...

Pre‐existing data on the personality characteristics of a sample of 392 people and how these individuals rated persons who communicated to them a fictitious comparative claim were related to changes in subjects’ evaluations of two businesses before and after the transmission of the false...

Headteachers in Greater London’s 401 state‐funded secondary schools were sent a questionnaire designed to relate their personal characteristics to, inter alia, their attitudes towards educational sponsorship, the levels of their schools’ marketing orientation, the demand for commercial...