David Jobber

Environmentally responsible purchase behaviour: a test of a consumer model

A consumer model of environmentally responsible purchase behaviour was tested using covariance structural analysis. The model successfully predicted the purchase of environmentally responsible and non‐responsible product alternatives. A hierarchial relationship from values to product specific attitudes to purchase intention to purchase behaviour was confirmed. Individual consequences, which take the personal implications of consumption into account, were found to be just as important in predicting intention as the environmental consequences of a product. The study empirically tested a values typology as a basis to explain attitude formation.

Improving response rates in industrial mail surveys

Abstract A review of experimental studies investigating methods of improving response rates to industrial mail surveys demonstrated that there are a number of techniques that can be used to affect response successfully. A comparison with studies of nonindustrial populations showed that methods that are successful with nonindustrial populations are not always effective when surveying businessmen.

Integrative Pricing via the Pricing Wheel

Abstract Pricing is a critically important management activity with major strategic and operational implications. However, pricing is a much-neglected and ineptly administered marketing responsibility, and numerous errors are made. A prime reason for this is that firms are preoccupied with the use of convenient, often singularly cost-based, pricing methods that fail to assimilate the impact of the full range of effective pricing determinants. This article introduces the concept of the pricing wheel that is a multistage process for effective price management. It provides a systematic means for analyzing and incorporating into decision making the strategic role of price, pricing objectives, the plethora of internal and external pricing determinants, pricing strategy, the pricing technique, and the necessary implementation and control procedures. As a key element of the pricing process, the article advocates utilization of an integrative pricing technique, and it proposes a logical sequence in which it can be applied.

A citation analysis of selected marketing journals

Abstract Citation analysis is one method of assessing the quality of a journal in a discipline. Over eight thousand citations are analysed to determine the frequency of use of a selection of American and European marketing journals. The rankings demonstrate the pre-eminence of American journals; and an analysis of marketing citations by general business journals indicates that research published in marketing journals is having an impact on other business areas.

Industrial Mail Surveys: A Methodological Update

Abstract This study reports on the experimental studies investigating methods of improving industrial mail survey rates since a 1986 review. These later studies confirm the effectiveness of monetary incentives, the use of return stamps, and the granting of anonymity when sensitive information is requested. They also provide insights into new effects such as the use of telephone prenotification, express mail, using university letter-heading and telephone reminders. The period is also notable for the growth in experimental findings from cross-national industrial mail surveys. These results are also reported.

Generic marketing strategies

Abstract A sample of 616 single business companies provided data to investigate the nature of generic marketing strategies in UK industry. A wide range of marketing strategy components —marketing objectives, strategic focus, market targeting, quality and price positioning—were used to cluster strategies. Five generic strategies were identified and were analysed by market type, corporate attitudes, and performance using discriminant analysis. The study provides more in-depth insights into the nature of marketing strategies than has been possible hitherto. The theoretical, practical and methodological implications are discussed.

Prepaid monetary incentive effects on mail survey response

Abstract Increasing mail survey response using monetary incentives is a proven, but not always cost-effective, method in every population. This paper tackles the questions of whether it is worth using monetary incentives and the size of the inducement by testing a regression model of the impact of prepaid monetary incentives on response rates in consumer and organizational mail surveys. The results support their use and show that the inducement value makes a significant impact on the effect size. Importantly, no significant differences were found between consumer and organizational populations.

An evaluation of external factors in the decision of UK industrial firms to enter a new non‐domestic market: an exploratory study

A study of key decision makers in a sample of large international companies explored the non‐domestic market entry decision. A literature review revealed five broad external domains which held the potential to affect that decision. A series of statements was factor analysed to reveal ten more specific variables. An analysis of which variables discriminated between the decision to enter and not enter a new non‐domestic market demonstrated that geocultural/political similarity, developed economy, attractive market, good market information and governmental attitude significantly affected the decision. The findings supported a marketing‐strategy based theory of market entry.

Measuring State, Effect, and Response Uncertainty: Theoretical Construct Development and Empirical Validation

An important contribution to the literature on perceived environmental uncertainty (PEU) is Milliken’s distinction between state uncertainty, effect uncertainty, and response uncertainty. However, despite its appealing logic in capturing the types of uncertainty managers may experience as they seek to understand and respond to changes in an organization’s environment, there has been no full and rigorous psychometric development and testing of scales to measure the three constructs. Using a two-phase empirical study, this research seeks to develop and test such scales in terms of dimensionality, reliability, and validity (including nomological validity). The results suggest that managers do make a meaningful distinction between different types of uncertainty, that it is worthwhile measuring all three constructs (as they have differential impacts on outcome variables), and that there are linkages between them. Managerial contributions and implications for future research are also discussed.

A social psychological model of relations between marketing and sales

This paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social psychological causes and effects of intergroup relations in FMCG marketing. This conceptual model integrates two social psychological theories, the realistic group conflict theory, and the social identity theory. As a development to previous applications of these theories, the model extends beyond the social psychological effects of intergroup relations to consider the implications for organizational effectiveness. A number of research propositions to guide future research are also developed, and the paper concludes with a discussion of managerial and future research implications.