Search results

1 – 10 of over 1000
Content available
Article
Publication date: 7 July 2020

Mark Tadajewski and D.G. Brian Jones

434

Abstract

Details

Journal of Historical Research in Marketing, vol. 12 no. 2
Type: Research Article
ISSN: 1755-750X

Article
Publication date: 11 June 2020

Mark Tadajewski and D.G. Brian Jones

The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The

Abstract

Purpose

The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The Knack of Selling – which was published in 1913 and intended as an early training course for salesmanship.

Design/methodology/approach

This research utilized a close, systematic reading of The Knack of Selling series and places it in the professional and intellectual context of the early twentieth century. Books published about marketing are primary source materials for any study of the history of marketing thought. In this case, The Knack series constitutes significant primary source material for a study of early thinking about personal selling.

Findings

Echoing A.W. Shaw, Watson offers a more sophisticated interpretation of the “one best way” approach associated with Frederick Taylor. Watson’s advice did not entail the repetition of canned sales talks to each customer. His vision of practice was more complicated. Sales presentations were temporally and locationally relative. They were subject to ongoing evolution. As the marketplace changed, as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer and customer were described. While relational themes are present, so are military metaphors.

Originality/value

This is the first systematic reading of The Knack of Selling that has been produced. It is an important contribution to the literature inasmuch as this book set is not in wide circulation. The material itself was significant as an input into scholarship subsequently hailed as seminal within sales management.

Details

Journal of Historical Research in Marketing, vol. 12 no. 2
Type: Research Article
ISSN: 1755-750X

Keywords

Content available
Article
Publication date: 15 May 2017

Mark Tadajewski and D.G. Brian Jones

This paper aims to introduce a special issue of the Journal of Historical Research in Marketing which includes autobiographical sketches by leading scholars in the history of…

1466

Abstract

Purpose

This paper aims to introduce a special issue of the Journal of Historical Research in Marketing which includes autobiographical sketches by leading scholars in the history of marketing and consumer research.

Design/methodology/approach

A brief review of the (auto)biographical tradition in marketing scholarship leads to a commentary on the four accounts in this issue.

Findings

Highlights of the four portraits are presented and insights into their authors’ lives and careers are offered.

Originality/value

The authors hope this introductory article whets readers’ appetites to learn more about the four contributors whose careers and personal lives are explicated for their consumption.

Details

Journal of Historical Research in Marketing, vol. 9 no. 2
Type: Research Article
ISSN: 1755-750X

Keywords

Content available
Article
Publication date: 20 November 2017

Mark Tadajewski, Andrew Pressey and D.G. Brian Jones

459

Abstract

Details

Journal of Historical Research in Marketing, vol. 9 no. 4
Type: Research Article
ISSN: 1755-750X

Article
Publication date: 20 November 2017

D.G. Brian Jones and Alan J. Richardson

The aim of this study is to explore the attempts by early twentieth century cyclecar manufacturers in the UK and USA to segment the personal transportation market and to position…

1165

Abstract

Purpose

The aim of this study is to explore the attempts by early twentieth century cyclecar manufacturers in the UK and USA to segment the personal transportation market and to position early cyclecars through the development of unique product attributes and advertising. More specifically, the authors speculate about early twentieth century British cyclecar marketing strategies that implicitly recognized a sports car segment and positioned cyclecar brands to meet the needs of that segment.

Design/methodology/approach

The primary source material for this research is a sample of 205 print ads and articles from the early twentieth century (1912-1921) specialty magazines devoted to cyclecars in the UK and USA. We combine the content analysis of the sample of ads with a critical reading and interpretation of a sub-sample of those same ads.

Findings

Between 1910 and 1921, a new form of personal transportation was developed that combined the technology of motorcycles with the utility of automobiles. Known as “cyclecars”, these vehicles were typically constructed from off-the-shelf motorcycle parts and assembled in small batches by a myriad of manufacturers. Current scholarship suggests that the cyclecar craze of the 1910s ended with the introduction of low cost “real” automobiles such as the Ford Model T, Austin 7 and Morris Oxford. We use the content analysis of cyclecar advertisements to construct a brand-positioning map of this emerging segment of the transportation market. We argue that while the core cyclecar positioning was in direct competition with small economically positioned cars such as the Ford Model T, a significant part of the market, primarily centered in the UK, could be considered as for sports cars. That segment of the cyclecar market, along with the development of cyclecars into urban delivery vehicles, continued over time and has re-emerged today in a range of three-wheeled sports cars, including the updating and continuation of the British Morgan 3 Wheeler model which was launched during the heyday of cyclecars.

Research limitations/implications

The authors can only speculate about the impact of the Ford Model T in this study. Further research on that issue is needed.

Originality/value

This is the first historical study of cyclecar marketing. Most of what little has been published about cyclecars focuses on their design and technology.

Details

Journal of Historical Research in Marketing, vol. 9 no. 4
Type: Research Article
ISSN: 1755-750X

Keywords

Article
Publication date: 21 August 2017

Mark Tadajewski and Brian Jones

This paper reviews autobiographical accounts of thought leadership in the marketing discipline and draws out pertinent insights for senior, mid-career and junior academics alike.

275

Abstract

Purpose

This paper reviews autobiographical accounts of thought leadership in the marketing discipline and draws out pertinent insights for senior, mid-career and junior academics alike.

Design/methodology/approach

This narrative is based on a close reading of the pertinent material.

Findings

To be a pioneer in marketing takes considerable hard work, tenacity, serendipity, and a high tolerance for risk.

Originality/value

This manuscript can be used by junior scholars to legitimize the challenges they pose to more established colleagues. It helps contribute to the reversal of extant power relations in academic practice.

Details

Journal of Historical Research in Marketing, vol. 9 no. 3
Type: Research Article
ISSN: 1755-750X

Keywords

Article
Publication date: 28 November 2017

Swaleha Peeroo, Martin Samy and Brian Jones

Increasingly businesses are using Facebook to communicate and engage their customers. However, there is a dearth of research as to why and how customers interact with businesses…

2026

Abstract

Purpose

Increasingly businesses are using Facebook to communicate and engage their customers. However, there is a dearth of research as to why and how customers interact with businesses on social media in the grocery sector. Therefore, the purpose of this paper is to explore the roles played by online brand communities and social customers in the creation as well as the destruction of value.

Design/methodology/approach

Netnography was adopted as an approach to gain insight into the various ways customers engage with grocery stores on their official Facebook pages. Messages posted on Tesco’s and Wal Mart’s Facebook pages are thematically analysed and critical discussion is linked back to the extant contemporary debate on social media.

Findings

This study shows that customers respond to company posts for the following reasons: to communicate with the stores, to converse with other customers, to express their emotions, to share their experiences as employees of the stores with customers and to share their positive or negative actions with members of the online communities.

Research limitations/implications

This study further highlights the role of social media in the co-creation and co-destruction of customer, consumer and supermarket value and builds contemporary theory and informs practice.

Practical implications

Retailers should use social media to enrich the customer experience by encouraging customer engagement, co-creation of value and responding efficiently to customer needs in real time.

Originality/value

This paper contributes to knowledge by uncovering the various ways customers react with the business. The social customer is both a curse and a blessing to Tesco and Walmart as they can create or destroy value for the business.

Details

International Journal of Retail & Distribution Management, vol. 45 no. 12
Type: Research Article
ISSN: 0959-0552

Keywords

Content available
Article
Publication date: 30 September 2019

Mark Tadajewski and D.G. Brian Jones

Abstract

Details

Journal of Historical Research in Marketing, vol. 11 no. 4
Type: Research Article
ISSN: 1755-750X

Content available
Article
Publication date: 11 July 2019

Mark Tadajewski and Brian Jones

Abstract

Details

Journal of Historical Research in Marketing, vol. 11 no. 1
Type: Research Article
ISSN: 1755-750X

Content available
Article
Publication date: 4 November 2013

D.G. Brian Jones and Mark Tadajewski

200

Abstract

Details

Journal of Historical Research in Marketing, vol. 5 no. 4
Type: Research Article
ISSN: 1755-750X

1 – 10 of over 1000