In spite of the emphasis on needs by marketing scholars almost no research efforts directed towards this topic have been reported in the organisational buying behaviour literature. The nature of organisational buying needs is explored, and how various organisational and environmental factors...

Examines whether advertising creates stereotyping effects, focusing on effects created in the target group, and not on the content of the advertising message as primarily emphasized in prior research on stereotyping in advertising. Conducts an experimental study using a rather unfamiliar travel...

Examines the construct of perceived risk, as used in consumer and marketing research. In the light of the shortcomings of past research, develops and tests three hypotheses. Findings show that the risk dimensions proposed in the literature (i.e. financial, psychological, social, performance,...

Focuses on consumption activities in the context of socialization and because of this implications are highlighted. States that socialization encompasses a vast literature, from major disciplines and lists these. Looks also at the consumer and purchases of goods. Posits that social class is a...

An attempt to profile the problem‐prone consumer shows that some are more apt than others to perceive problems, and this propensity relates positively to experience of related problems. Lack of economic, health, social and intellectual resources was found to be a less positive influence....

Analyses the effects of peer pressure on a group of youngsters, using a ten‐speed bicycle as an example. Uses a survey of 12–14 year old upper middle class youngsters on the outskirts of a large Norwegian city as a model. Shows how youngsters who do not have a speed bike are left out and...

Discusses the importance of government subsidies on the Norwegian export market. Highlights the strength of exports within Norway – 45% of GNP. Examines the various types of grant aid available and defines general and specific subsidies and centralized and decentralized subsidies. Outlines the...

Reports on an empirical study of media decisions: the findings show, not unexpectedly, that advertising agencies with a separate media department use more information and carry out more detailed selection processes. Decides to consider some of the factors that may influence the choice of media...

Market knowledge is usually believed to be useful. Both the concepts of “knowledge” and “useful” are, however, rather ambiguous and used in multiple ways. The concepts are clarified, and requirements for adequate knowledge use discussed. An important conclusion is that academian...

Managers are frequently exposed to abstract, theoretical concepts, of which some are attended to while others are neglected. To become meaningful for managers, new abstract concepts must be reflected upon and given content. In this paper, we explore how and to what extent managers understand and...