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Article
Publication date: 1 August 1994

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/02634509310051533. When citing…

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Abstract

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/02634509310051533. When citing the article, please cite: Keith Fletcher, Mark Donaghy, (1993), “The Role of Competitor Information Systems”, Marketing Intelligence & Planning, Vol. 11 Iss: 7, pp. 4 - 18.

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Information Management & Computer Security, vol. 2 no. 3
Type: Research Article
ISSN: 0968-5227

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Article
Publication date: 1 June 1992

Keith Fletcher, Colin Wheeler and Julia Wright

From the authors′ research in database marketing (DBM) it seemsthat a number of factors contributing to successful DBM can beidentified. This research, allied with a…

Abstract

From the authors′ research in database marketing (DBM) it seems that a number of factors contributing to successful DBM can be identified. This research, allied with a review of work in DBM, leads to the conclusion that four main factors can be identified in successful database marketing. The study consisted of 25 in‐depth interviews with key users and suppliers and provides some empirical support for the views put forward.

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Marketing Intelligence & Planning, vol. 10 no. 6
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 1 March 1987

Keith Fletcher

Manufacturers use communication strategies to inform potential consumers of their product's existence, its main features and benefits, its advantages over competing…

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1181

Abstract

Manufacturers use communication strategies to inform potential consumers of their product's existence, its main features and benefits, its advantages over competing products, with the aim of persuading them that purchase is a desirable action. This set of promotion objectives is based on models of consumer decision making which are coming under increasing attack. The relevance of the accepted process of choice with other conceptions is compared. How manufacturers may have to modify their promotional activities to satisfy our present knowledge of how consumers acquire and use information is considered.

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Marketing Intelligence & Planning, vol. 5 no. 3
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 1 May 1989

Keith Fletcher and Colin Wheeler

Based on the scanning modes of Scottish exporters of constructionservices, the authors conclude that significant deficiencies exist ininformation flows within firms. The…

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2141

Abstract

Based on the scanning modes of Scottish exporters of construction services, the authors conclude that significant deficiencies exist in information flows within firms. The need for mixed scanning is recommended, combining objective knowledge with experiential knowledge. Consortia may be a solution to the information and intelligence gathering problems of smaller firms.

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Marketing Intelligence & Planning, vol. 7 no. 5/6
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 1 January 1977

James Walker, Clive Fletcher, Richard Williams and Keith Taylor

Over recent years there has been a move towards more open appraisal, with the individual appraised being shown the written assessment of him, but there is little evidence…

Abstract

Over recent years there has been a move towards more open appraisal, with the individual appraised being shown the written assessment of him, but there is little evidence to indicate what effects this change in practice may have had on the value of the appraisals. The survey of appraisal schemes in private and public sector organizations reported in this paper attempts to gauge the influence of greater openness on the standards of written appraisals and on the amount of reliance organizations place upon them in deciding such matters as promotion.

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Personnel Review, vol. 6 no. 1
Type: Research Article
ISSN: 0048-3486

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Article
Publication date: 1 February 1987

Keith Fletcher

Semi‐structured focused interviews were used to analyse the supposedly extended decision process involved in the choice of video recorder. The results suggested that the…

Abstract

Semi‐structured focused interviews were used to analyse the supposedly extended decision process involved in the choice of video recorder. The results suggested that the proposed three‐stage model was a meaningful reflection of the decision‐making process. First the respondents clarified the problems and benefits of video recorders. Next they created consideration and choice sets excluding more extensive searching. Conjunctive decision rules (weirs) were used to simplify the final decision. The implications for manufacturers are discussed.

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Management Research News, vol. 10 no. 2
Type: Research Article
ISSN: 0140-9174

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Article
Publication date: 1 February 1990

Keith Fletcher and Susan J. Hart

Strategic Marketing planning in the British pharmaceutical industryis discussed, with the key areas of marketing personnel, planningprocedures and associated analytical…

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2279

Abstract

Strategic Marketing planning in the British pharmaceutical industry is discussed, with the key areas of marketing personnel, planning procedures and associated analytical tools being focused upon. The responses of a number of companies to whom detailed questionnaires were sent, are shown in tables. These detail, for example, who is responsible, in a particular company for strategic planning, issues, and use of analytical tools. The impression gained from these responses show an extremely marketing‐oriented industry.

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European Journal of Marketing, vol. 24 no. 2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 April 1988

Keith Fletcher, Alan Buttery and Ken Deans

The needs of marketing executives for information are examined and how well these are satisfied within a management information system is considered. It is shown how a…

Abstract

The needs of marketing executives for information are examined and how well these are satisfied within a management information system is considered. It is shown how a marketing system should be considered as a subject, or module, of a total Management Information System, and guidance is given for the development of such a system. Three case studies are included to highlight the main issues raised.

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Marketing Intelligence & Planning, vol. 6 no. 4
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 1 September 1988

Keith Fletcher

The trade‐off consumers make when acquiring a video recorder is investigated in both rental and buying situations. Out of five factors, product features were consistently…

Abstract

The trade‐off consumers make when acquiring a video recorder is investigated in both rental and buying situations. Out of five factors, product features were consistently rated as being of least importance when compared with format, price, brand and appearance. In general, the dangers of a product orientation are evident, and manufacturers are recommended to consider the study's implications in other product areas and to assess the consumer's perception of the total product offering, rather than focusing narrowly on product attributes.

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European Journal of Marketing, vol. 22 no. 9
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 January 1985

Since the first Volume of this Bibliography there has been an explosion of literature in all the main areas of business. The researcher and librarian have to be able to…

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15286

Abstract

Since the first Volume of this Bibliography there has been an explosion of literature in all the main areas of business. The researcher and librarian have to be able to uncover specific articles devoted to certain topics. This Bibliography is designed to help. Volume III, in addition to the annotated list of articles as the two previous volumes, contains further features to help the reader. Each entry within has been indexed according to the Fifth Edition of the SCIMP/SCAMP Thesaurus and thus provides a full subject index to facilitate rapid information retrieval. Each article has its own unique number and this is used in both the subject and author index. The first Volume of the Bibliography covered seven journals published by MCB University Press. This Volume now indexes 25 journals, indicating the greater depth, coverage and expansion of the subject areas concerned.

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Management Decision, vol. 23 no. 1
Type: Research Article
ISSN: 0025-1747

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