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Article
Publication date: 8 November 2011

Ronald A. Fullerton

The paper's aim is to explain historical methodology in a marketing context.

Abstract

Purpose

The paper's aim is to explain historical methodology in a marketing context.

Design/methodology/approach

The paper draws on the author's personal experience, being trained in the history method and using the historical method.

Findings

An awareness of time contexts and complex change is essential, so too is an appreciation of primary sources (as defined by historians). Reading the present into the past (anachronism) is to be avoided, and the interpretation and explanation of events are essential to good history.

Originality/value

The paper represents the author's own personal experience.

Details

Journal of Historical Research in Marketing, vol. 3 no. 4
Type: Research Article
ISSN: 1755-750X

Keywords

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Article
Publication date: 27 January 2012

Ronald A. Fullerton

Using the German book trade as a case example, the aim of the paper is to show how the evolution of segmentation began with increasingly sophisticated marketing practice…

Abstract

Purpose

Using the German book trade as a case example, the aim of the paper is to show how the evolution of segmentation began with increasingly sophisticated marketing practice long before formal thought was developed to explain matters.

Design/methodology/approach

The paper's approach is a careful and critical examination of exclusively primary sources.

Findings

Marketing practice developed increasingly sophisticated segmentation over the 100 years before there was formal marketing thought about it. Marketing thought developed in part because the growth of universities stimulated the development of formal disciplines, and in part because businesspeople wanted to accelerate learning what they should do to grow their businesses.

Originality/value

The paper is based on an in‐depth examination of one of the first businesses to adopt aggressive marketing.

Details

Journal of Historical Research in Marketing, vol. 4 no. 1
Type: Research Article
ISSN: 1755-750X

Keywords

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Article
Publication date: 16 January 2009

Ronald A. Fullerton

During the 1920s and into the 1930s, German‐language work on consumer behavior led the world; for example, segmentation was clearly discussed from the late 1920s. The…

Abstract

Purpose

During the 1920s and into the 1930s, German‐language work on consumer behavior led the world; for example, segmentation was clearly discussed from the late 1920s. The purpose of this paper is to show how marketing thought in Germany and Austria reached a peak even as the environmental substructure that sustained it was being seriously eroded by political and economic changes that forever consigned it to a peripheral position upon the world stage.

Design/methodology/approach

The design of the study is a critical historical one relying heavily upon documents produced during the period discussed. Statements are weighed and evaluated.

Findings

The paper finds that very impressive, at times world‐leading, work was being done in the 1920s and early 1930s, particularly in the areas of segmentation and what would later become known as consumer behavior. Much of what later became known as Motivation Research, or example, was pioneered in Germany and Austria before 1934.

Research limitations/ implications

The primary implication is that a great deal of marketing thought developed outside the USA, sometimes drawing upon US marketing thought, in other cases developing completely independently. A second implication is that marketing thought can be weakened by political and economic conditions, as Germany and Austria painfully experienced.

Originality/value

This is the first study to explore historical German and Austrian marketing thought in a cross‐cultural manner, comparing and contrasting them with thought developed elsewhere.

Details

European Business Review, vol. 21 no. 1
Type: Research Article
ISSN: 0955-534X

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Article
Publication date: 26 April 2013

Ronald A. Fullerton

The purpose of this paper is to show how 1940s and 1950s motivation research laid the foundations of present day consumer behavior as a discipline.

Abstract

Purpose

The purpose of this paper is to show how 1940s and 1950s motivation research laid the foundations of present day consumer behavior as a discipline.

Design/methodology/approach

This research uses standard historical methodology – heavy reliance upon primary sources, avoidance of anachronism, heavy use of contemporary quotations, and effort to explain and interpret.

Findings

Using sociology, anthropology, and clinical psychology to explain how and why consumers buy, motivation research provided business with valuable information, and, in the long run, began today's consumer behavior field of study.

Originality/value

This paper offers a different view of motivation research, stressing its use of sociology and anthropology. It offers a corrective to the prevailing over‐emphasis on Ernest Dichter.

Details

Journal of Historical Research in Marketing, vol. 5 no. 2
Type: Research Article
ISSN: 1755-750X

Keywords

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Article
Publication date: 13 April 2010

Ronald A. Fullerton

The purpose of this paper is to examine the beginning of the controversy over subliminal advertising in late 1957, as news of a supposedly successful commercial test of…

Abstract

Purpose

The purpose of this paper is to examine the beginning of the controversy over subliminal advertising in late 1957, as news of a supposedly successful commercial test of subliminal advertising became widely disseminated. The paper investigates the test and the reactions to it.

Design/methodology/approach

The paper reviews many contemporary accounts of the events described, and pieces together a coherent description and interpretation of what happened. This is of course standard historical methodology.

Findings

The primary finding is that many reactions to subliminal advertising were fearful and wildly overblown – and have continued to be so down to the present despite no proof that subliminal advertising is effective. The deep roots of the fear are best explained by the paranoid and fearful intellectual climate in the USA.

Originality/value

The originality of the paper lies in its thorough review of original sources, and in its explanation of why the fear of subliminal advertising became so intense.

Details

Journal of Historical Research in Marketing, vol. 2 no. 2
Type: Research Article
ISSN: 1755-750X

Keywords

Content available
Article
Publication date: 13 April 2010

Brian Jones and Stanley Shapiro

Abstract

Details

Journal of Historical Research in Marketing, vol. 2 no. 2
Type: Research Article
ISSN: 1755-750X

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Article
Publication date: 13 June 2016

Gerard Beenen and Shaun Pichler

Managerial interpersonal skills (MIPS) are widely considered important for management development, yet the nature of MIPS has eluded researchers. The purpose of this paper…

Abstract

Purpose

Managerial interpersonal skills (MIPS) are widely considered important for management development, yet the nature of MIPS has eluded researchers. The purpose of this paper is to propose five MIPS core skills, giving attention to the role of context, the relationship of MIPS to traits, and implications for training design, assessment and evaluation.

Design/methodology/approach

The authors interweave a discussion forum of domain experts (Hillary Anger-Elfenbein, Timothy Baldwin, Paulo Lopes, Bronston T. Mayes, Ronald Riggio, Robert Rubin and David Whetten) with research commentary and implications for management development. The discussion focussed on: first, how do we define MIPS? Second, how important is context for defining, assessing or developing MIPS? Third, are MIPS traits, or skills that can be developed?

Findings

The authors propose MIPS include five core skills that sequentially build upon one another: managing-self, communicating, supporting, motivating and managing conflict. Although context may impact the importance of each skill across cultures, situations and jobs, the authors offer these skills as a useful starting point for MIPS assessment, training design and evaluation.

Research limitations/implications

The proposed five core skill model for MIPS needs further research and psychometric validation.

Originality/value

By proposing MIPS include five specific trainable skills that are relevant across contexts, this paper advances MIPS research, assessment and development.

Details

Journal of Management Development, vol. 35 no. 5
Type: Research Article
ISSN: 0262-1711

Keywords

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Article
Publication date: 1 October 1998

Ronald L. Woods and Brian H. Kleiner

Looks into sexual harassment complaints at Mitsubishi Motors in Illinois, USA, which could become the largest sexual harassment case in US history with nearly 500 female…

Abstract

Looks into sexual harassment complaints at Mitsubishi Motors in Illinois, USA, which could become the largest sexual harassment case in US history with nearly 500 female plaintiffs eligible to receive a total amount of US$150 million in compensation and damages. Mentions other foreign companies operating in the USA, which have been charged with violation of employee rights. Mentions Employment Practices Liability insurance, which protects companies against the costs of workers winning damages in cases of discrimination or wrongful discharge. Attributes some of these employee abuse problems to the lack of flow of information within a company’s communication network. Points out that most companies have got downward communication from top management to employees sorted out, but that other forms of communication are lacking. Suggests that this might be due to control, incompetence, lack of understanding and unfairness when dealing with various societal groups – all of which can cost organizations a load of money, particularly in the litigious USA.

Details

Management Research News, vol. 21 no. 9
Type: Research Article
ISSN: 0140-9174

Keywords

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Article
Publication date: 20 March 2009

D.G. Brian Jones, Eric H. Shaw and Deborah Goldring

The purpose of this paper is to examine the history of the Conferences on Historical Analysis & Research in Marketing (CHARM) from their inception in 1983 through 2007…

Abstract

Purpose

The purpose of this paper is to examine the history of the Conferences on Historical Analysis & Research in Marketing (CHARM) from their inception in 1983 through 2007 focusing on the influence of Stanley C. Hollander, who co‐founded the CHARM conference and whose drive and determination fueled its growth for the first 20 years.

Design/methodology/approach

This study uses traditional historical narrative based on personal interviews, archival research, and content analysis of CHARM Proceedings.

Findings

The history of CHARM is described and Hollander's role in developing the conference is highlighted.

Originality/value

There is no written history of CHARM. This story is a major part of Hollander's legacy.

Details

Journal of Historical Research in Marketing, vol. 1 no. 1
Type: Research Article
ISSN: 1755-750X

Keywords

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Article
Publication date: 1 March 2005

George A. Marcoulides, Ronald H. Heck and Constantinos Papanastasiou

This study examined the generalizability of a previously validated model concerning how student perceptions of school culture affect student achievement.

Abstract

Purpose

This study examined the generalizability of a previously validated model concerning how student perceptions of school culture affect student achievement.

Design/methodology/approach

Third International Mathematics and Science Study (TIMSS) data were collected from 1,026 eighth‐grade students in secondary schools on the island of Cyprus. The a priori proposed model concerning school culture and student achievement was tested using structural equation modeling techniques.

Findings

The proposed model was determined to fit the data reasonably well. These results indicate that achievement scores can be explained by students' perceptions of the school's cultural environment.

Originality/value

The theoretical and practical implications of the model concerning school culture and student achievement within the framework of educational management are discussed.

Details

International Journal of Educational Management, vol. 19 no. 2
Type: Research Article
ISSN: 0951-354X

Keywords

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