Marketing Intelligence & Planning: Volume 19 Issue 3

Perceived value and psychological thresholds: implications for marketing

John C. Groth

Individual decisions fall in the broad categories of instinctive, automatic, intuitive, deliberate, and impulsive. Decisions may be conscious, pre‐conscious, or unconscious. These…

Selecting international modes of entry and expansion

Gregory E. Osland, Charles R. Taylor, Shaoming Zou

Selecting a mode for entering or expanding in a foreign market is a crucial strategic decision for an international firm. This article identifies and compares the most influential…

Exploring the geographical dimension in loyalty card data

John Byrom, Tony Hernández, David Bennison, Paul Hooper

Considers the potential that retail loyalty card schemes offer for a more informed understanding of consumer behaviour. With the widespread introduction of loyalty card schemes…

Retail outlet location decision maker – franchisor or franchisee?

Henry Kwong‐yin Fock

This study focuses on a unique retail outlet location decision‐making problem found in business format franchising industries. The problem is derived from the latent conflict in…

Timings and trade‐offs in the marketing of higher education courses: a conjoint approach

Yvonne J. Moogan, Steve Baron, Steve Bainbridge

The article reports results of a longitudinal survey, which assesses the importance of decision‐making attributes by potential higher education students. Conjoint analysis is…

“Ba” as a determinant of salesforce effectiveness: an empirical assessment of the applicability of the Nonaka‐Takeuchi model to the management of the selling function

Roger Bennett

Heads of business‐to‐business salesforces in 113 large companies based in Greater London completed mail questionnaires designed to investigate the role of social and other…

Chinese business principles from the eastern Zhou dynasty (770‐221 BC): are they still relevant today?

Sui Pheng Low

This paper suggests that ancient Chinese business principles introduced by Tao Zhugong during the eastern Zhou dynasty (770‐221 BC) are still relevant for modern‐day business and…