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Article
Publication date: 1 August 2003

Bhagaban Panigrahi, Fred O. Ede and Stephen Calcich

Data collected from 202 large and 92 small consumer goods manufacturing firms were analysed to examine the perceptions and experiences of these companies with test…

Abstract

Data collected from 202 large and 92 small consumer goods manufacturing firms were analysed to examine the perceptions and experiences of these companies with test marketing as part of their new product development strategy. Seventy six per cent of the large companies and twenty four per cent of the small firms in the study test marketed their new products before full‐scale introduction. Chi‐square analysis indicated a relationship between firm size, type of business/industry, the scope of marketing operations, and whether the firm conducted test marketing or not. Cost, time constraints, and the generic nature of the product were the most prominent reasons cited by all firms for not conducting test marketing. In addition, small firms cited their size as amajor reason they did not engage in test marketing.

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Management Research News, vol. 26 no. 6
Type: Research Article
ISSN: 0140-9174

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Article
Publication date: 1 March 2002

Bhagaban Panigrahi, Fred O. Ede and Stephen Calcich

Presents the results of an empirical investigation into American executives’ perceptions of business climates in India and China. Addresses six distinct issues cocnerning…

Abstract

Presents the results of an empirical investigation into American executives’ perceptions of business climates in India and China. Addresses six distinct issues cocnerning economy, management, marketing, government, labour and finance. Attempts to establish the homogeneity of internal consistency of the shortened version of Buntzman’s 31 item scale used in the study. Surveyed 110 US businessmen working in these countries. Suggests that findings show India to possess a more favourable business climate but perceive China’s economy to be better.

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Asia Pacific Journal of Marketing and Logistics, vol. 14 no. 1
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 1 September 2004

Dinesh Sharma, B.S. Sahay and Amit Sachan

Previous research in the area of distributor performance proposed different scales, mostly in western, developed country context. These studies also lacked the…

Abstract

Previous research in the area of distributor performance proposed different scales, mostly in western, developed country context. These studies also lacked the consideration of dynamic interaction between variables, which determine the distributor’s performance. This paper proposes a composite Distributor Performance Index (DPI) to evaluate distributors’ performance based on at the “Enables” and “Results”, taking a system dynamics approach. The model results have been discussed and validated, in business marketing channel. The context of this study is India, an emerging market.

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Asia Pacific Journal of Marketing and Logistics, vol. 16 no. 3
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 1 October 2002

Tino Fenech

Using an online survey this paper examines the personality traits and shopping characteristics of high and low intentioned wireless application protocol (WAP) shoppers…

Abstract

Using an online survey this paper examines the personality traits and shopping characteristics of high and low intentioned wireless application protocol (WAP) shoppers. Results indicate that individuals with a high intention to use WAP shopping have both similar and contrasting characteristics to previous electronic non‐store adopters, such as television infomercial shoppers. It is recommended that specific marketing efforts be developed to target WAP adopters and these efforts include offering unique items for sale that are offered exclusively to WAP users.

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International Journal of Retail & Distribution Management, vol. 30 no. 10
Type: Research Article
ISSN: 0959-0552

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