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Presents a methodology for marketing an information service effectively. Focuses on the market intelligence system being developed by the Organization of Eastern Caribbean States’ agricultural diversification co‐ordinating unit (OECS‐ADCU). The methodology developed is based on a strategic approach to marketing which involves: analysis of the system’s environment; segmentation and needs assessment of its client groups; an information audit of the existing system; analysis of market and product opportunities; and the development of recommendations for a tactical marketing programme and its evaluation so that the system continues to reflect the priorities of its clients. The marketing strategy developed emphasizes client input and may be adopted by libraries, information centres and systems wishing to develop and market their services.

An updated version of the original (1985) text, the book covers all aspects of marketing and selling bank services: the role of marketing; behaviour of customers; intelligence, planning and organisation; product decisions; promotion decisions; place decisions; price decisions; achieving sales. Application questions help to focus the readers' minds on key issues affecting practice.

This special “Anbar Abstracts” issue of the Journal of Product & Brand Management is split into ten sections covering abstracts under the following headings: Marketing strategy; Customer service; Pricing; Promotion; Marketing research; Product management; Channel management; Logistics and distribution; New product development; Purchasing.

This study aims to investigates the possible gap between the logic of these information technology (IT) systems and industrial firms’ marketing practices. Industrial firms rely extensively on IT systems for their business.

Based on the contemporary marketing practice (CMP) model, which depicts firms’ marketing practice as ranging from transactional to more relational and networked-based, the logic of IT systems and how users in industrial firms adopt them are amended to create an extended model. The extended model is used to analyze an in-depth case based on 63 interviews regarding one industrial firm’s business with customers and suppliers and how IT is utilized in this setting.

Results show that industrial firms’ relationship-oriented business is poorly supported by currently used IT systems. This gap between the IT systems, which are transaction-focused, and industrial firms’ marketing practice, which is relationship-based, has severe effects on adoption and efficiency of IT systems. The marketers prefer local, non-integrated, IT with limited usefulness on an overall firm level while resisting the firms’ comprehensive IT systems. This forms an IT–marketing gap given that current IT does not match the marketing practice of relationship-oriented industrial firms.

This study applies an extended CMP model in a novel way focusing one industrial firm, its customers and suppliers and the IT used in this setting. The study shows that all marketing practices of the CMP model can be found in one firm’s business, albeit one category, i.e. interaction marketing (a relationship approach), is dominating. The use of the CMP framework offers new and valuable insights into the fundamental cause to the industrial marketers’ limited use of integrated IT.

The use of information systems (IS) in marketing is maturing, as previous piecemeal systems are replaced by CRM suites, which provide a unified view of the customer. However, research and practice in this domain suffer from the lack of a commonly accepted map of the marketing process, let alone of the potential marketing IS applications which support it. This paper describes an inductively derived process map of marketing, which is used as a basis for a map of marketing information systems. Maps synthesised from previous research were refined through seven case studies of the deployment of IS in marketing, using the analytic induction approach. The marketing map includes a revised definition of the sales process, a scoping of the role of integrated marketing communications, and a redefinition of the relationship between marketing and the other elements of Porter's value chain. Several implications of the IS map which overlays it are discussed.

This special “Anbar Abstracts” issue of the Marketing Intelligence & Planning is split into nine sections covering abstracts under the following headings: Marketing Strategy; Customer Service; Sales Management/Sundry; Promotion; Marketing Research/Customer Behaviour; Product Management; Logistics and Distribution.

Suggests that in marketing decision making some problems are unique and call for a specially designed information‐generating process. Stresses the importance of a decision information system and prefers a framework for this concludes that if such as system is employed by the marketer uncertain decision environments can be handled mere profitably with the correct analytical tools.

Involvement in the effective design and use of computer‐based information systems is essential for the manager of the 1990s. To be most effective, systems must be designed for the requirements of the manager‐user. Too often there is a communication gap between managers who are too busy, uninterested or unwilling to become directly involved, on the one hand, and on the other, the consultant who is more usually engrossed in the special nature of the system. The author aims to provide an up‐to‐date and integrated treatment of organisation and management, as well as to emphasise the utilisation of management information systems to improve the art of managing.

A marketing‐centric view of the connected enterprise implies that qualitative information in its systems and general document structures share a marketing‐based vocabulary – we propose that this should be founded on POSIT. As any system needs to be accessed and understood by people, the basis of its construction and navigation principles should be transparent even though many component processes will be automated. Based on the use of natural language, a user‐defined glossary stems from a selection of primitives and relationships between them. Semantic mapping employing the reciprocal text‐to‐graphical capability of EXPRESS and EXPRESS G is outlined. The significance of XML and related developments is introduced in the context of qualitative information search and extraction from documents. Consensual language also aids connectivity of intranets and extranets to the Internet.

Suggests that one of the constraints in developing a marketing information system is in the interaction between the systems and personnel involved in gathering, processing and communicating that information. Proposes that a marketing information system is only effective in relation to the motivation and attitudes of individual staff members.