Search results

As a relationship‐oriented culture, customer‐firm relationship plays an important role in consumer decision making process in China. Moreover, there are significant regional differences of Chinese consumers in terms of relationship proneness and its impact on relationship marketing outcomes. The purpose of this paper is to examine the differences of relationship proneness and its effect on relational satisfaction, relationship commitment and benefits between consumers from north and south of mainland China.

Based on previous research and relationship marketing theories, a series of hypotheses were developed comparing the two populations on relationship‐related variables. Data were collected from two cities of China using survey method.

Regional differences exist between the two groups of Chinese consumers in relationship proneness, commitment, trust, and relationship benefits perceptions. Gender differences also exist. Relationship proneness interacts with region resulting in moderating effects on relationship marketing outcomes.

This research has treated two groups of Chinese consumers as cohorts and individual differences are not taken into consideration. The sample includes only graduate students whose attitudes toward relationship marketing may deviate from average consumers of the country as they have higher education levels but lower income levels.

The findings of the research provide managerial implications for marketing segmentation in China. International and domestic marketers should consider using different marketing strategies on consumers from different regions of China.

The paper confirms the regional differences of Chinese consumers in relationship proneness, trust, relationship benefits and commitment. The paper contributes to the relationship marketing literature by relating consumer relationship proneness to relationship benefits, and confirming the moderating effect of relationship proneness on relationship benefits and relationship commitment.

A trend has been developing in the United States towards the use of vertical marketing systems. Of the many types of vertical marketing systems, franchising has become one of the most dominant. This is evidenced, in part, by the nearly one‐third of retail sales in 1973 that were through franchised retailers (US Department of Commerce, 1974). The success of the franchise form of distribution hinges upon franchisors and franchisees both contributing skills and resources, frequently however franchisees and franchisors become dissatisfied with the other's contributions and actions. This dis‐satisfaction in some cases leads to substantial friction. Although it is not clear that conflict (friction) will always decrease channel efficiency it is probably safe to assume that continued conflict would be dysfunctional in a franchise channel. It is therefore the purpose of this article to discuss and empirically test several propositions about the franchisee's satisfaction with his franchisor.

This monograph progresses from a consideration of definitional issues to the development of a conceptual model for marketing‐logistics interaction and finally to a discussion of the issues of implementation of the model within the context of marketing strategy. Thus, following an introduction, Part II begins with definition of the field and examines the position of physical distribution in relation to marketing. Part III discusses the relationship of physical distribution and macro‐marketing, and is thus concerned about the social, aggregative goals of logistics systems, including the costs of distribution. Part IV continues this argument, examining specifically the influence of physical distribution on channel structure. Part V then focuses on the assumptions underlying the customer service function, asking how physical distribution can influence final demand in the market place. Part VI presents a conceptual model of marketing‐logistics demand stimulation. The operational issues concerned with its implementation are shown in Part VII; and a summary of the relevant points is presented in Part VIII. The concern has been not with presenting either new computational models nor empirical data but with presenting a new perspective on the marketing‐logistics interface. There is a need to reduce the barriers between these fields and to present more useful ways for co‐operation.

Marketing literature on consumer behavior has been generally oriented toward the “at‐need” purchase, goods that are purchased only when current consumption needs are felt. Marketing management strategies have been proposed under the assumption that buying occurs shortly before actual consumption. Behavior patterns that did not fit this mold were either ignored or given the label of unsought goods. This standard approach has overlooked purchase behavior that has a time Jag to consumption. “Pre‐need” goods are purchased in anticipation of their future use. This article identifies the characteristics of “pre‐need” goods and services and elaborates on them through case examples. Finally, a case is advanced for the important managerial and research implications of including the “pre‐need” dimension in consumer behavior analysis.

The general orientation of services marketing literature with regard to consumer or buyer behavior has been with “at‐need” purchases, those purchases made only when current consumption needs are felt. This standard approach has overlooked purchase behavior that has a time lag to consumption. “Pre‐need” services are purchased in anticipation of their future use. The characteristics of “pre‐need” services are identified and a model or framework is developed for integrating the pre‐need dimension with the marketing mix variables. The model leads to important managerial and research implications in the pre‐need marketing of services.

This paper examines the potential of “biomarkers” to provide immutable identification for food products (chocolate), providing traceability and visibility in the supply chain from retail product back to farm.

This research uses qualitative data collection, including fieldwork at cocoa farms and chocolate manufacturers in Ecuador and the Netherlands and semi-structured interviews with industry professionals to identify challenges and create a supply chain map from cocoa plant to retailer, validated by area experts. A library of biomarkers is created using DNA collected from fieldwork and the International Cocoa Quarantine Centre, holders of cocoa varieties from known locations around the world. Matching sample biomarkers with those in the library enables identification of origins of cocoa used in a product, even when it comes from multiple different sources and has been processed.

Supply chain mapping and interviews identify areas of the cocoa supply chain that lack the visibility required for management to guarantee sustainability and quality. A decoupling point, where smaller farms/traders’ goods are combined to create larger economic units, obscures product origins and limits visibility. These factors underpin a potential boundary condition to institutional theory in the industry’s fatalism to environmental and human abuses in the face of rising institutional pressures. Biomarkers reliably identify product origin, including specific farms and (fermentation) processing locations, providing visibility and facilitating control and trust when purchasing cocoa.

The biomarker “meta-barcoding” of cocoa beans used in chocolate manufacturing accurately identifies the farm, production facility or cooperative, where a cocoa product came from. A controlled data set of biomarkers of registered locations is required for audit to link chocolate products to origin.

Where biomarkers can be produced from organic products, they offer a method for closing visibility gaps, enabling responsible sourcing. Labels (QR codes, barcodes, etc.) can be swapped and products tampered with, but biological markers reduce reliance on physical tags, diminishing the potential for fraud. Biomarkers identify product composition, pinpointing specific farm(s) of origin for cocoa in chocolate, allowing targeted audits of suppliers and identifying if cocoa of unknown origin is present. Labour and environmental abuses exist in many supply chains and enabling upstream visibility may help firms address these challenges.

By describing a method for firms in cocoa supply chains to scientifically track their cocoa back to the farm level, the research shows that organizations can conduct social audits for child labour and environmental abuses at specific farms proven to be in their supply chains. This provides a method for delivering supply chain visibility (SCV) for firms serious about tackling such problems.

This paper provides one of the very first examples of biomarkers for agricultural SCV. An in-depth study of stakeholders from the cocoa and chocolate industry elucidates problematic areas in cocoa supply chains. Biomarkers provide a unique biological product identifier. Biomarkers can support efforts to address environmental and social sustainability issues such as child labour, modern slavery and deforestation by providing visibility into previously hidden areas of the supply chain.

The social role of women in Brazil is subject to significant change in both capacity and scope. While women constitute the majority of the population in Brazil, they account for 40 per cent of the workforce, and thus, they remain comparatively invisible in public life. This is evident in political representation, as although Brazilian law stipulates that political parties must reserve at least 30 per cent of their nominations for women for legislative elections, this does not occur in reality. Furthermore, despite Afro-descendant Brazilians constituting the majority of the population, in the Chamber of Deputies, for instance, there are only 9 per cent Afro-descendant representatives. Therefore, this study focuses on understanding issues of political representation of Afro-descendant women in political spaces in Brazil – a country where politics is still predominantly white and male. Thus, despite a rhetorical position of an ‘open country’ with opportunities for all, the whiteness and masculinity of Brazilian politics illustrates the degree of mythology concerning the rhetoric of Brazil’s racial democracy. We employ a qualitative research approach in this study and we employ an oral-history-informed post-structuralist approach. We focus our empirical analysis on in-depth interviews with an Afro-descendant female accounting professor who was elected to an important political position. We argue that discussions about democracy in Brazil go beyond formal aspects of civil rights, as our study highlights the necessity of reshaping political processes to engender greater female and Afro-descendent participation, to engender both groups to seek political careers as well as to encourage political parties to include more female and more Afro-descendent candidates. The ultimate goal of such institutional reform is a reformation of ‘racial democracy’ as Afro-descendent women interact with, stand and succeed in Brazilian elections.

This article presents the findings of a comprehensive, exploratory survey concerning transportation quality improvement programs. Various quality improvement program dimensions were compared among two groups of respondents: those who experienced market share increases or cost decreases associated with the quality programs, and those who did not. The survey examined firms’ general focus on quality and customers, the use and design of formal quality improvement programs, and the success and current status of these programs. A number of significant quality program differences were found when comparing the two groups, including differences in top management support, benchmarking practices, customer interaction, and program design elements.

Communications regarding this column should be addressed to Mrs. Cheney, Peabody Library School, Nashville, Term. 37203. Mrs. Cheney does not sell the books listed here. They are available through normal trade sources. Mrs. Cheney, being a member of the editorial board of Pierian Press, will not review Pierian Press reference books in this column. Descriptions of Pierian Press reference books will be included elsewhere in this publication.