John T. Mentzer

Physical Distribution Service: A Fundamental Marketing Concept?

This article contends that current discussion and research into the role of physical distribution service in the marketing mix are hampered by a lack of consistent definition of the concept of physical distribution service and its component dimensions. In order to clarify this concept, prerequisites for a theoretically meaningful understanding of physical distribution service are presented and supported by an integrative literature review. The implications of this undertaking are also discussed.

Teaching Techniques for the New Marketing Instructor: Bringing the Business World into the Classroom

Bringing the realism of marketing into the classroom can help new marketing instructors overcome their lack of teaching experiences and have more time to do research and write articles, while enriching the marketing course for the students. Several pedagogical techniques that accomplish this end, including benefits, costs, resource availability, and best setting, are discussed.

The effect of power sources on compliance in a channel of distribution: A causal model

Abstract In the typical day-to-day business operation in a channel of distribution, more powerful channel members make requests of less powerful channel members. An interesting and heretofore unexamined question is: What factors affect the probability that the less powerful channel member will comply with the wishes of the more powerful channel member? This study investigates the question above in a manufacturer-manufacturers representative channel of distribution. The authors develop unidimensional measures of sources of power and demonstrate the effect each source has on compliance. In addition, the manufacturers representatives desire for autonomy and the importance the representative places on the decision variable that is being influenced are hypothesized to be negatively related with the representatives probability of complying with the wishes of the manufacturer. Finally, original theory is extended through the use of LISREL V modification indices.

Satisfaction with Health Care Services Consumption and Life Satisfaction among the Elderly

This article argues that overall life satisfaction is influenced by satisfaction within a variety of individual life domains. One of these is the marketing or consumptive domain, which includes the health care consumptive life domain. A study was conducted to test hypotheses that among elderly consumers (1) health care services satisfaction affects global evaluations of life or life satisfaction, (2) perceived personal health and cognitive age influence the elderly persons global evaluation of life, and (3) perceived personal health and cognitive age play a moderating role in the spillover effect between health care services satisfaction and life satisfaction. The study involved a mail survey sent to a sample of 560 elderly consumers. The results indicate that health care services satisfaction / dissatisfaction is positively related with life satisfaction / dissatisfaction, as expected. The results also indicate that perceived personal health and cognitive age are related to life satisfaction / dissatisfaction, and that perceived personal health may play a moderating role between health care satisfaction / dissatisfaction and life satisfaction / dissatisfaction. Contrary to expectations, cognitive age was found to affect life satisfaction / dissatisfaction independently of health care services satisfaction / dissatisfaction. The public policy and social importance implications of these findings also are discussed.

Expert systems in marketing: Guidelines for development

This paper is aimed at understanding and developing marketing expert systems. A discussion of the structure of expert systems is presented. Guidelines for development of marketing expert systems and marketing areas most amenable to expert system development are also provided.

Forecasting with adaptive extended exponential smoothing

Much of product level forecasting is based upon time series techniques. However, traditional time series forecasting techniques have offered either smoothing constant adaptability or consideration of various time series components, but not both. The purpose of this paper is to present a time series technique newly developed by the author that combines both the inclusion of leve, trend, and seasonality and smoothing constant adaptability. Testing of this technique, managerial and research implications, and guidelines for use are also presented.

Expert systems in industrial marketing

Abstract This article is aimed at understanding the application of expert systems—an area of artificial intelligence—in industrial marketing. After discussing exemplar systems in other fields, the potential of this technology is explored in industrial marketing. Several applications in industrial marketing are presented and managerial guidelines for future applications are discussed.

Evaluating a decision support forecasting system

Abstract In this article, the factors are addressed which should be considered in evaluating the suitability of an important element in most decision support systems—the subsystem that forecasts future system states. Techniques available to managers are briefly overviewed, and specific criteria that should be considered when selecting these techniques are examined. Factors to consider in either using an outside software package or developing an in-house DSS forecasting subsystem also are reviewed. The guidelines presented in this article can be applied to the evaluation of candidate DSS forecast capabilities and to improvements or revisions of existing ones as well.

Microcomputers versus Mainframes: Use among Logistics and Marketing Professionals

One concern for logistics managers is the use of new technology. Such an example of technology utilization is the use of computers by managers in logistics. Investigates the nature and extent to which mainframe and personal computers are used by logistics management, in contrast to the related business area of marketing. National samples of logistics and marketing professionals responded to a mail survey questionnaire to test hypotheses concerning factors related to the availability of different computer equipment in their organizations and differences between logistics and marketing professionals′ computer access and sources for learning to use computers. The results document widespread availability of sophisticated technology, although the logistics professionals appear to lead the marketing professionals in availability of various hardware. Logistics and marketing professionals also use different methods to learn the use of computers. Further, corporate size and industry are related to computer access....

DETERMINING MOTOR CARRIER BACKHAUL MARKETS

Abstract Deregulation of the motor carrier industry has provided shippers and carriers considerable latitude in how transportation services are arranged. Today, purchasing of transportation can be treated much like any other industrial marketing service. Perhaps, the greatest potential for improvements in transportation savings lies in the area of decreased empty backhauls. This article presents a procedure for developing an information system to increase the number of backhaul loads achieved by shippers using either private, common, or contract carriage. Actual samples of two companies that have implemented this system are also presented.