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The account planning discipline practised in advertising agencies is a central element of a formal system for planning advertising campaigns on behalf of clients. Precise definitions are hard to find, but it is an intellectual process, to exercise quality control. The present study builds on another by the same researchers, which analysed the principles and practice of account planning from the advertising agency perspective. Its objectives were to: determine its role in the development of clients’ advertising campaigns; examine the working relationships involved; assess clients’ expectations and satisfactions; and evaluate its impact on current and future marketing planning. It was found that propensity to take advantage of agency account planning expertise ranged along a spectrum from high to low. High‐propensity clients exhibited a natural predisposition to co‐operation and collaboration, sought the agency’s planning input from the start, and believed in direct involvement with both planners and creatives. Low‐propensity clients regarded control as paramount, and therefore preferred co‐ordination to collaboration.

Account planning as a discipline has been somewhat obscured from academic view. In practice, it has played a significant role in the development of the marketing communications (especially, advertising) industry although it has been adopted in varying forms and with differing emphases. It has been misunderstood by many. This paper offers a summary of the insights gained from the papers contained in this special issue of Marketing Intelligence & Planning; papers that represent many years of experience in the field; papers that are a mix of academic and practitioner perspectives. Collectively, they describe this faintly mysterious discipline more completely than any other published source of which we know. What is clear from the papers is the absence of any agreed succinct description or definition of what account planning should be in the current and anticipated future marketing communications environment. This paper attempts to remedy this situation by proposing a definition of account planning derived from this collective work which others may wish to accept, develop, repudiate or (best of all) debate.

Charlotte Brontë integrated her own and her sisters' traumatic boarding school experiences into her novel, Jane Eyre (1847) as a way of expressing her anger through autobiographical fiction. The aim is to link contemporary research into boarding school trauma to the relevant events, thereby identifying what she wrote as a testimony contributing to the long history of the problematic nature of boarding schools.

Autobiographical fiction is discussed as a form of testimony, placing Jane Eyre in that category. Recent research into the traumatic experiences of those whose parents chose to send them to boarding school is presented, leading to an argument that educational historians need to analyse experience rather than limiting their work to structure and planning. The traumatic events the Brontë sisters experienced at the Clergy Daughters' School are outlined as the basis for what is included in Jane Eyre at the fictional Lowood School. Specific traumatic events in the novel are then identified and contemporary research into boarding school trauma applied.

The findings reveal Charlotte's remarkable insight into the psychological impact on children being sent away to board at a time when understandings about trauma and boarding school trauma did not exist. An outcome of the analysis is that it places the novel within the field of the history of education as a testimony of boarding school life.

This is the first application of boarding school trauma research to the novel.

The present study is part of a joint effort to gain a holistic understanding of the consumption experience. This paper aims to understand the essence of the winery experience through a better characterisation of the latter because of the consumer value approach and to define the main cultural differences between the Old World and the New World in this respect.

The authors felt that netnography offered the most suitable qualitative method to capture the meaning of a winery experience in an international context. To this end, we collected 3,065 original tourist reviews for 35 wineries, written from January 2015 to June 2016.

The findings suggest that a winery experience is made up of the following values: “hedonic”, “economic”, “social” and “legacy”. In addition, the results indicate that social and legacy values are more important for the Old World, while the New World tends to put more emphasis on economic and hedonic values.

Wineries need to deliver experiences that encourage tourists to explore what their enterprise has to offer. Given the importance of the customer experience to trigger wine purchases and positive word-of-mouth to promote brand loyalty, the findings can help winery managers to adapt their services in consequence.

Few studies have applied a consumer value approach or used netnography to examine tourists’ experiences from a cross-cultural perspective.

Although individual difference variables are important in the prediction of leadership effectiveness, comparatively little empirical research has examined distal and proximal traits/characteristics that help managers lead effectively in organizations. The aim of this paper is to extend previous research by examining whether and how specific distal, narrow personality traits and the more proximal characteristic of political skill are related to decisiveness, a specific competency of leadership effectiveness, as rated from direct reports and peers.

Self-report data on political skill and personality traits (i.e. perceptiveness and affability) from 225 practicing managers from the US, together with other-report (i.e. peer and subordinate) ratings of their leadership effectiveness (i.e. decisiveness) were used to test the mediating effects of political skill.

Results show that political skill (i.e. the social astuteness dimension) mediated the relationships between narrow personality traits and evaluations of leadership effectiveness as rated by some, but not other rater sources. Specifically, the social astuteness dimension of political skill mediated the relationship between perceptiveness and decisiveness ratings from direct reports but not for ratings from peers, and the full political skill composite measure mediated the relationship between affability and decisiveness ratings from peers but not for ratings from direct reports.

Limitations include the availability of only two narrow personality traits, which constrained the scope of the possible mediation tests of all individual dimensions of political skill.

Political skill is shown to be a more proximal predictor of leadership effectiveness than personality dimensions. Thus, political skill should be considered over personality for emerging leaders. Further, differences in ratings due to source (i.e. peer and subordinate) indicate the need for organizational leaders to consider the source when evaluating effectiveness reports.

This study is one of the first to integrate the Ferris et al. model of political skill and the Zaccaro et al. distal-proximal trait model of leadership effectiveness.

This paper aims to provide a classification for the process by which crafters find appropriate consumers in the post‐modern market structure that exists between black or gray markets where illegal or illegally obtained goods are sold, and the markets that serve the Fordist, mass‐production, mass‐distribution portion of an economy.

Principally the research was done via personal interviews and visits to craft show sites and comparing the findings to the existing street‐market structures of Europe.

The institutions that have evolved to support market segregation/segmentation in crafts markets are interesting and are better understood within a classification system like the one developed here. How these institutions differ from the street‐market culture of Europe lends an insight into this uniquely American post‐modern market system.

This study is the beginning of a larger body of work that should be undertaken to better comprehend how the increasing post‐modern market structure is interacting with and occasionally replacing, the traditional market structures in the USA.

As the post‐modern market structure becomes more prevalent in the USA understanding how it is similar to and differs from, the comparable market structures in Europe is important to policy decisions on the local level, particularly with respect to local support of this type of market.

This work extends earlier work looking at farmers’ markets into the crafts market environment. As such it brings the overall understanding of the post‐modern market structure in to more clear focus.

Reports the results of a study undertaken to determine the technical and economic feasibility of improving the state‐of‐the‐art in marker making systems for the apparel industry. The study concentrates on three primary areas: an assessment of the current state of the art in marker making software; an extensive literature search; analysis of the cutting stock problem and its application to the marker making problem; and other approaches to solving the marker making problem. Explores the economic viability of increasing marker making automation. Conclusions and recommendations are presented.