Robert H. Luke

Marketing journal hierarchies: Faculty perceptions, 1986-87

This article reviews the latest perceptions among AACSB school professionals in the field of marketing regarding journal hierarchies. With the proliferation of marketing journals during the past few years comes the need to address the relative position of all marketing journals. This study lists journal rankings using prestige and importance indices. The paper concludes with a discussion on the relative importance of journal rankings in the consideration of promotion and tenure among faculty members.

Sales Representatives and Sales Professors: A Comparative Analysis of Sales Training Perceptions, Topics and Pedagogy

Although few question the importance of personal selling, in academics personal selling seems to receive neither the respect nor the attention equal to its economic significance. This research examines the perceptions of academics and practitioners as they relate to topics included in sales courses and methods of instruction. The findings show that what is being taught is often relatively unimportant to practitioners. Conversely, what practitioners believe is most important is often emphasized little in academia. The study also reveals that differences in course pedagogy exist between professors and sales representatives.

Characteristics of Successful Telemarketing Associates

This study focuses on the characteristics of successful telemarketing sales associates that contribute the most to their success. Telemarketing associates from a large Midwestern telemarketing corporation were observed and their sales tracked in relation to six other variables assumed to be related to success in telemarketing. The results indicate that aggressive and persistent associates have considerably better sales records than consultative and friendly associates.

Evaluating Shrinkage in the Retail Environment: Examples of Current Prescriptive Control Methods by Leading Ret Allers

This study discusses the effects of shrinkage as reported by successful retailers and presents contemporary examples of prescriptive control methods in minimizing shrinkage.

The Undergraduate Marketing Major: Ambivalence in the Market Place

This paper discusses present employer attitudes over the hiring of marketing majors, their perceptions of hiring marketing majors over other business majors, and perceived adequacy of current marketing programs…particularly as employers may differentiate between marketing and management programs for hiring purposes. Findings show that there is a lack of clear direction in employers assessments of marketing programs for some hiring needs. That there may be an inability to separate functions of marketing from functions of the job leads to the conclusion that other disciplines within the field of business may also have an ambivalence in the marketplace.

An Exploratory Investigation into the Role of Formalized Political Activity in International Marketing Strategy

The international market environment is one in which politics plays a fundamental role. Individual firm success is, in large part, dictated by the willingness and ability of the firm to engage in non-market, political activities. While U.S. firms are generally acknowledged to incorporate political behavior into their strategic approaches to the domestic market, they have been criticized for not undertaking the same activities in the global market. This study explores the importance firms place on politics and different political activities for gaining access to foreign markets. The results show that U.S. firms who have formalized political structures do place a high level of importance on political activities in their international operations.

The Internal Consistency of Importance Ratings on Research and Service Activities Used to Evaluate Marketing Faculty

The internal consistency of multiple importance measures, elicted for 25 activities used to evaluate marketing faculty, is examined. It is concluded that reward policies are internally consistent and work to reinforce one another; further, it is suggested that confidence in past research not specifying the reward context is enhanced.