Based on the research work conducted by the IMP group and its publications, explains how to identify and handle key clients. Uses a systematic approach to link relationship variables with the decision‐making unit and the firm′s (un)certainties. Aims to help the selling firm to define the...

Suggests that some of the most difficult decisions facing advertising managers are in planning creative tasks such as message appeals. Presents a multicriteria decision model to manage diversity and potential conflict by achieving an effective balance across a multiplicity of creative options....

This research focuses on the weak product evaluation and decision‐making stage of the product elimination process. In comparison with previous works in this area, this research provides a more complete listing of weak product evaluation factors generally used by management and affords a richer...

Industrial product management benefits from efforts to distinguish more clearly between product elimination and product replacement problems. Two basic approaches to the product elimination problem are contained in literature: the theoretical/normative approach to modelling the decision process,...

Since 1960, perceived risk has been of interest to marketing academics. Their interest in the consumer decision‐making process considerably predates this, but interest in how risk varies during the process has ot been so prevalent and many studies have assumed that perceived risk remains...

Investigates approaches to product launch and elimination decisions in samples of UK and US companies, which is a gap which was identified in the literature. Identifies different approaches to tackling each of the decisions, and different approaches within each sample. There are also differences...

Investigates the conventional wisdom concerning consumer responses associated with product defect during a product‐harm crisis. Reports on an experiment relying primarily on three generally recognized factors: company′s reputation, external effects from regulatory agencies and the press, and...

Five years after the deregulation of New Zealand′s telecommunications and broad‐casting markets, the country′s two state‐owned broadcasters had achieved widely differing levels of internationalization and financial performance. Television New Zealand, the more active international...

An essential component of the marketing audit of an enterprise is the quality of the organization itself. Without an effective structure for planning, selecting, executing and controlling marketing decisions there is a risk that competitive advantage is sacrificed. Outlines a new method for...

The Co‐ordinated Management of Meaning (CMM) is a social constructionist theory of human action which provides insight into the structure and process of multi‐person decision making. In the CMM analysis presented here, the Hughes family′s vacation decision making supplies an episode within...