The concept of integrated marketing communication (IMC) has received considerable coverage in the literature, but even its most ardent supporters have noted problems in translating the concept into reality. Reports on an extensive two‐phase study of the New Zealand advertising and marketing...

Brand equity has received significant academic attention since the mid‐1990s. This has been driven partly by changes in international accounting standards as they relate to the reporting of the financial value of intangible assets. A more prominent driver concerns the impact of marketing, and...

The concept of integrated marketing communication (IMC) has now become an apparently integral part of the marketing and corporate communication strategies of many companies. Here, we seek to capture and evaluate perceptions of IMC derived from advertising and public relations executives who are...

Purpose – This research paper aims to examine the theoretical and practical applicability of integrated marketing communications. Design/methodology/approach – Presents the findings from a two‐country qualitative study concerning the phenomenon. The research used survey methodology to...

The objectives of this paper are to understand the influence of sales skills dimensions namely: interpersonal skills, salesmanship skills, technical skills and marketing skills on salesperson performance in Telekom Malaysia (TM) Berhad, a major Malaysian telecommunication corporation. Data was...

Purpose – This paper aims to use conjoint analysis to examine how Malaysian consumers make decisions regarding a consumer durable product – namely room air conditioners – under multi‐cue situations. Design/methodology/approach – This study first assesses the impact of a priori...

Providing a framework for integrating aspects of externally directed corporate and marketing communication efforts, this paper makes a case for the communication of positive and credible ethical values as a potentially critical component in communications strategy and sustainable competitive...

Purpose – The purpose of this paper is show how sponsors in a major sponsored event may react when facing a potential doping affair. The Tour de France cycling competition is a premier global sporting event – broadcast worldwide – and thus attracts very significant sponsorship. Cycling...