European Journal of Marketing: Volume 13 Issue 8

Behavioural Constraints on Marketing Information Systems

Nigel Piercy

Suggests that one of the constraints in developing a marketing information system is in the interaction between the systems and personnel involved in gathering, processing and…

Desk Research Methods for the Soviet Capital Goods Market

M.R. Hill

Demonstrates how existing Soviet published sources into the capital goods market can be used to provide a fairly comprehensive picture of likely import requirements. Explores the…

Determining Consumer Satisfaction through Benefit Profiling

Douglass K. Howes, Johan Ardt

Investigates the measurement methods of consumer satisfaction which has not been a topic for agreement. Discusses the development and exploratory use of a benefit profiling…

Farmers' Tractor Purchase Decisions: A Study of Interpersonal Communication in Industrial Buying Behaviour

Gordon R. Foxall

Demonstrates that farmers, in their tractor‐buying decisions, have similar behaviour to professional buyers in manufacturing industries. Uses evidence collated from a survey…

Terms of Sale: Theory and Practice

R.A. Hill

Illustrates how terms of sale can influence demand for a firm's products and how a firm can model the best combination of credit policy variables. Analyses the results of a credit…