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This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001530. When citing the article, please cite: Brian Mark Hawrysh, Judith Lynne Zaichkowsky, (1990) “Cultural Approaches to Negotiations: Understanding the Japanese”, International Marketing Review, Vol. 7 Iss: 2.

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001530. When citing the article, please cite: Brian Mark Hawrysh, Judith Lynne Zaichkowsky, (1990) “Cultural Approaches to Negotiations: Understanding the Japanese”, International Marketing Review, Vol. 7 Iss: 2.

States that the level of consumer involvement in a product category is a major variable relevant to advertising strategy. Suggests product category is often segmented by the level of consumer involvement; however, consumers are rarely segmented. Points out that different involvement clusters have different responses to advertising effectiveness for the same product. Presents a case study segmenting a market using the consumer involvement degree, exploring the characteristics in order to determine the relationship between advertising effectiveness and the level of consumer involvement. Shows results suggesting that a high degree of consumer involvement directed a high advertising effect and is therefore an important indication for advertising strategy.

This paper proposes a framework for connecting the involvement construct’s antecedents of Internet marketing, measured involvement degree, related constructs and consequences of consumer behavior. The research first determined the factors that influence the degree of Internet marketing involvement then established the different involvement degree clusters by measured involvement. Finally, the relationship among influence factors, Internet marketing involvement degree, and consequences of consumer behavior was analyzed. Based on the research findings, this paper discusses the possible Internet marketing strategies for a variety involvement degree clusters.

The purpose of this study was to explore the perceptions and attitudes of original luxury brand owners towards counterfeit luxury goods. The results indicated that all respondents found luxury products fun and worth the price they paid for them, whether they were original or counterfeit. Almost 30 percent of respondents owned no counterfeits and only original goods. These respondents believed that counterfeits were inferior products and believed that ownership of original luxury products was more prestigious compared to counterfeit luxury goods. Conversely, those who owned more counterfeits had a positive image of them and did not believe these products were inferior. Overall, 70 percent of respondents indicated that the value, satisfaction, and status of original luxury brand names were not decreased by the wide availability of counterfeits. Further, the majority of respondents disagreed that the availability of counterfeits negatively affects their purchase intentions of original luxury brands.

Data from national brand manufacturers suggest they are more willing to take legal action against other independent manufacturers than against retailers when they think their trademark brands have been infringed. Imitation by other independent manufacturers prompts national brands to be more likely to improve their products than imitation by retailers. Those manufacturers who have taken legal action against imitating retailers are less fearful of possible retaliation tactics, such as delisting, or losing shelf space in the retail environment.

Recent studies in Japanese and American negotiating styles are reviewed, and it is found that bargaining behaviours are affected by culture from the beginning of the negotiation process. These differences can be viewed as a set of styles, habits, skills and expectations that might be understood through ethnographic analysis. Once the bases for the differences in negotiation styles are understood, negotiating across cultures may be a more efficient process.

Reviews the latest management developments across the globe and pinpoints practical implications from cutting‐edge research and case studies.

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

Those who say branding is “only a name” are missing the point. An effective, recognizable brand can be a wondrous thing. But there are hazards ahead for marketers seeking to make their product brand immediately recognized – and trusted – in a global economy.

Provides strategic insights and practical thinking that have influenced some of the world's leading organizations.

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy‐to digest format.

This study aims to investigate the random collection of items for gifting which are stored in one’s home in a special place. Traditional gift-giving models suggest gift givers buy gifts for certain recipients on certain occasions. This study ' s journey into gift storage finds that some gift-giving practices are initially acquisition-less, recipient-less and/or occasion-less.

Based on a convenience sample of 111, the main functions and motivations for gift storage are described. From a free elicitation process of gift-closet attributes, a first account of the symbolic meanings that gift storage is embedded in is provided.

Seventy-seven per cent per cent of the sample had a gift closet where they stored gifts for which either the occasion or the recipient was not known at the time of acquisition. According to these gift-closet owners, the main purposes of gift closets are convenience, thrift and to have a place for surplus or shopping items.

While it makes sense to some consumers to prepare for future gift-giving occasions by stockpiling items in gift closets, the results indicate that storage may affect the symbolic value of the gift and, ultimately, the development of social ties. Consumers who gift from the closet believe that there are few negatives involved. However, people who do not have gift closets and receive gifts which they suspect are from storage may perceive a lack of caring and even feel insulted.

Due to the unexplored nature of gift storage, the results reported in this paper represent a first exploratory account of gift storage and its possible effects on the relationship-building capacity of gifts.

The study addresses the effect of product usage, satisfaction derived out of the same and the brand switching behaviour in several product categories while looking at the product involvement level in the Indian marketplace. A fair amount of work has been done in the area of customer satisfaction and loyalty and many customer satisfaction indexes are available in the market using different variables and characteristics. The study attempts to understand the brand switching behaviour of the customers and its relation not with just satisfaction derived out of the product but also connects to the usage pattern of the customers and product involvement. Five categories (vehicles, television, soap, hair oil, and ice cream), involving varying levels of involvement were chosen. Cluster analysis was used to understand the grouping of the characteristics across the categories and their effect on brand switching behaviour in correlation with satisfaction and involvement level. It was observed that product usage and related level of satisfaction fail to explain the brand switching behaviour. Product involvement was found to have moderate impact on readiness to switch. The study emphasises that marketers will have to keep a constant eye to understand the usage pattern associated with their products and the satisfaction derived out of it and also at how customers involve themselves with the product to lessen the brand switching behaviour among their customers.