Purpose – Retailer loyalty card marketing intelligence presents actual customer purchasing preferences, competitor activities and performance. Typically, extant literature implies that larger firms with formal marketing planning approaches will be more able to leverage it, structured as it is...

In the 1970s, when management hoped to secure growth and success through classical diversification strategies, a new gleam of hope in the form of “high‐tech” seemed to appear on the horizon. Encouraged by the remarkable success of young enterprises like Compaq or Lotus, and unnerved by...

Marketing planning and the annual budget are two procedures that organizations engage in. Although controlled by the marketing department and the finance department respectively, the marketing plan and annual budget are interlinked in many ways. Investigates the importance of this...

A reply to a recently published report by Coopers & Lybrand, very critical of the state of marketing management in the United Kingdom.

While problem and decision analysis has attracted considerable interest in general management fields, it is not a topic commonly found in the marketing management literature. Problem understanding and definition determine management action, and therefore deserve greater attention. Addresses the...

A vast array of factors can influence the purchase decision. Focuses on a specific subset of influential factors we term inhibitors. Recognizing and disarming inhibitors by removing, neutralizing or using them to one′s advantage is crucial in terms of garnering sales. In addition, it can lead...

Portfolio analysis has been subjected to considerable scrutiny in recent years. Describes an attempt to recast it in the light of past criticisms and the unyielding importance of competitive considerations to marketing decision making. It does not introduce another new portfolio matrix. Rather...

Evaluates which information included in Marketing Information Systems (MkIS) has been important in providing support for the marketing management process. Also analyses what improvements in marketing and sales have been realized by implementing MkIS to support the marketing management process....

Compares the extent to which management decision support systems (MDSS) technology is applied in a country like Australia with a relatively small population, with countries with much larger populations such as the USA and UK. Combines the highlights of a literature review with an empirical study...

Discusses the advantages of using qualitative methods for services marketing research. Describes in particular the use of an “integrative” qualitative research methodology in relation to a study concerning quality in marketing in a services context. Suggests that the development of an...