This article describes a framework for manufacturers to predict the level of channel conflict that they will probably experience based on channel design, channel policies and differences from their resellers in key factors. Three levels of conflict are described and different management...

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...

An important consideration when designing new product services for a marketing channel is the extent to which the service should be differentiated to meet the requirements of alternative customer groups. This article is a report on whether a new wool testing service, which has potential...

The ways in which market boundaries are defined and markets structured are reviewed. The basic concepts formulated by economists which underpin much marketing literature are examined and differences between the strategic management and marketing management approaches to boundary definition found...

A survey of European marketing managers showed that product quality and consumer information are seen as the two main consumer issues of the late 1980s. It is marketing management's responsibility to incorporate consumer rights, needs and wants into product offerings and marketing practices, and...

Discusses consumers' attitudes and buying behaviour and how they have played a major part in the classification of goods, which has been devised to influence marketing strategy. Proposes that consumers have changed the importance that they have attached to different product attributes and, as a...

Concerned with marketing of services but focuses on the service of incoming tourism as it is applied to the UK. States this study is in four sections. First, briefly examines the nature of services; second, examines the survey results; third, discusses the consequences of these results relative...

Presents an empirical study of the ethical standards of marketing management practices evaluated by practising managers. Considers two important dimensions of this: cross‐cultural and inter‐management level perspectives. Concludes that it is advisable to first, try to avoid least desirable...

Products liability is having a substantial impact upon manufacturing industry. Marketing management is not immune and it is likely that products liability will lead to a major revision in product strategies.Starting from first principles, the monograph leads the reader through liability...

Introduces the special edition of EJM Vol. 14 No. 7, 1980, which is involved with use and potential use of multivariate techniques as an aid to marketing decision making. States that marketing practitioners seem less ready to join in the revolution and embrace the power of new techniques. Posits...