Previous research has focused on identifying factors that influence buyers who uses price as a cue to quality. However, little work has been done to explain the theory of association and the psychological processes behind the buyer’s price‐quality association. This study examines the process...

Purpose – Mission statements are fairly ubiquitous, particularly among large organizations. However, if they are to have a chance of achieving the desired positive outcomes, they must first be readable and comprehensible to the targeted stakeholders. The purpose of this paper is to investigate...

Purpose – The purpose of this paper is to focus on the impact that country connectedness and cultural values have on the equity afforded to a country’s workforce in today’s global economy. Design/methodology/approach – Drawing upon a number of large international surveys of...

The Internet is playing an increasingly important role in the marketing activities of organisations across a wide range of industries. While the opportunities afforded by this phenomenon seem readily apparent, there is still much debate and speculation on exactly what impact it will have on...

Purpose – The aim of this paper is to consider business schools and to elicit whether, in seeking differentiation, rankings are more desirable than brand personality and whether silver medal winner effects exist in the perceptions of brand personalities. Design/methodology/approach –...

Describes how disciplinary surveys conducted in the USA and South Africa reveal some interesting comparisons. Also how concentration strategies can assist targeting, marketplace production and assess market sales situations.

This article reviews factors necessitating the application of effective selection and motivation criteria when using independent distributors. It reports findings concerning the criteria utilised by South African manufacturing companies and compares these with findings based on another study...

Purpose – This paper seeks to examine the effect of behavioural inhibition and behavioural activation systems on users' intention to adopt customer relationship management (CRM) applications. Design/methodology/approach – Data for this study were collected from among managers of a major...

Extensive attention has been given in recent years to the role of entrepreneurship in facilitating global economic development, with research indicating that much employment growth originates from the “entrepreneurial sector” of the economy. In many parts of the world, emphasis has also been...

Little research has been done on the impact of realistic job information on the salesperson′s decision to terminate a sales position. Using propensity to leave as a surrogate for salesforce turnover, presents the results of an investigative study of realistic job information in sales...