Marketing Intelligence & Planning: Volume 32 Issue 1

Consumers’ susceptibility to interpersonal influence as a determining factor of ecologically conscious behaviour

Arpita Khare

The purpose of this paper is to examine affect of consumer susceptibility to interpersonal influence (CSII) and demographics on ecologically conscious consumer behaviour (ECCB)…

The emotional dimension of the consumption of luxury counterfeit goods: an empirical taxonomy

Leonidas A. Zampetakis

The purpose of this paper is to develop a consumer taxonomy based on experienced emotions during non-deceptive counterfeit consumption situations, which could be useful for public…

Customer engagement planning emerging from the “individualist-collectivist”-framework : An empirical examination in China and UK

Bang Nguyen, Kirk Chang, Lyndon Simkin

Today marketers operate in globalised markets, planning new ways to engage with domestic and foreign customers alike. While there is a greater need to understand these two…

Coupon redemption behaviour: a Malaysian cross-segment investigation

Philip J. Kitchen, Sharifah Faridah Syed Alwi, Norbani Che-Ha, Pei Yee Lim

The purpose of this paper is to examine differing attitudinal characteristics (attitude and subjective norms) and perceptions of coupon characteristics (coupon value and coupon…

Students’ perceptions of an internationalised learning environment

Vanessa Quintal, Ian Phau

The purpose of this paper is to explore student perceptions of the internationalised learning environment across a particular university's home and offshore campuses. It addresses…

Attitudinal, personal, and job-related predictors of salesperson turnover

Brent M. Wren, David Berkowitz, E. Stephen Grant

To contribute to the understanding of how to manage turnover, the purpose of this paper is to determine if sales managers have the ability to predict high levels of propensity to…

Sales training: comparing multinational and domestic companies

Ashraf M. Attia, M. Asri Jantan, Nermine Atteya, Rana Fakhr

The purpose of this paper is to examine similarities and differences of current state of initial sales training practices of both domestic and multinational corporations (MNCs) in…