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Reports on a study attempting to understand whether, and how, service providers try to communicate quality of their services via advertising. Finds that few quality cues are present in magazine advertising for services. Offers examples and suggestions for the effective conveying of quality through advertising messages.

Power relations affect all aspects of our lives. MacGregor Burns states that “Power is ubiquitous; it permeates human relationships … Power shows many faces and takes many forms”. The purpose of this paper was to explore women principals’ experiences with power relations in the schools during times of increase in decentralization and accountability. The findings of this phenomenological study were that the six principals viewed power as an enabling, and a positive energy for change and growth in schools rather than a source of “top‐down” domination. Their descriptions of power also asserted that “power is not reducible to any one source”, and that an understanding of poststructuralist and structuralist theories of power will be essential for school leaders facing the dilemmas and challenges of the twenty‐first century.

Because teacher training is an important component of high-quality early care and education (ECE), states are employing various efforts to increase the credentials of teachers in private ECE centers. In New Jersey, teachers who serve disadvantaged students in the state’s community-based Abbott preschools are under a court mandate to obtain a Bachelor’s degree and Preschool – Grade 3 certification by September 2004 or lose their jobs. This chapter describes a phenomenological study of five teachers’ experiences in attempting to meet that mandate, and offers implications for policymakers to consider when evaluating the overall success of this reform effort.

Based on an analogy with a recently revived film of The Benny Goodman Story, draws some marketing‐related parallels between jazz musicianship and teaching. Specifically, as in the case of artists, professors may often pursue a product‐oriented strategy stubbornly dedicated to honouring their own convictions at the expense of a customer‐oriented quest for greater potential popularity. Illustrates through an interview with Woody Herman that, as with jazz musicians, so with teachers: one hopes that integrity will win true listeners.

Examines several approaches to measuring consumers′ emotional response to brands. Describes projective techniques, fantasy and personification, story completion, usage scenarios, role playing and deprivation questioning. Concludes that qualitative research is a productive way of gaining knowledge of the whys of consumer behaviour, or share of heart, when such knowledge is essential to marketing managers.

AB Product warranties, in general, have not been employed by marketers as an important strategic tool, yet the business in extended warranties, service contracts, and maintenance agreements appears to be booming. But why? This article examines current practices, discusses critical issues raised in prior studies and the authors' recent research, and presents suggestions for the marketing of service and maintenance agreements. There is evidence to suggest that the long‐term market potential of many current offerings may be limited; however, careful consideration in defining the prime target markets and designing new types of agreements can help ensure success. The purpose of this article is threefold: first, to offer a brief review of current practices, which profiles the diversity of offerings and corporate philosophies; second, to discuss critical issues raised in prior studies and in our research; and finally, to present suggestions for the marketing of such offerings.

Although the viability of global marketing is disputed, the best opportunities for pursuing basically the same strategy across national borders are in industrial marketing. However, because of the disparities across world markets, segmentation is essential to assessing opportunities for a standardised marketing approach. Segmentation based on economic indicators represents the first step in identifying potential markets. In this study, 96 countries were grouped into six segments. Implications for industrial marketers are presented, along with issues relating to using stages of economic development as a basis for segmentation and using a factor analytic and clustering approach to the segmentation of the global market.

Going from the short list to winning the contract is critical to a professional service provider, yet relatively few studies have investigated selection criteria used in this last stage of the selection process. This paper presents a qualitative study that examined the dynamics of the selection process, identified decision criteria which business and organizational clients use when selecting a professional service provider from their short lists, and investigated ways in which client firms assess competing professional service providers on intangible attributes, e.g. personal chemistry. Clients who had recently awarded a contract to a firm in the “built environment” industry (e.g. an architectural and engineering firm) were sampled. Their responses to open‐ended questions provided rich data that revealed factors considered in the selection of a professional service provider in the final presentation/interview stage and yielded insights into nuances of the selection process. Managerial recommendations for getting from the short list to the contract are presented.

Stresses the importance of professional service provider selection and the potentially disastrous financial penalty for error made by a client organization. Identifies problems with previous studies relating to this selection process and offers suggestions for improving future research. Provides an expanded decision‐making model to organize discussion of various stages in selection and evaluation. Identifies factors which may complicate the process. Concludes that a better understanding of the selection process should lead to the identification of ways in which professional service providers can improve their marketing effectiveness and to the reduction of risk to client firms purchasing these services.