Marketing Intelligence & Planning: Volume 22 Issue 1

The future of on‐line retailing in the UK: learning from experience

Helen White, Elizabeth Daniel

In the wake of some fairly spectacular “dot.com” crashes in the recent past, it is appropriate to open debate on the success (or otherwise) of new Internet “start‐ups” versus…

Just another channel? Marketing communications in e‐business

Jennifer Rowley

In the digital world, marketing communications is concerned with creating presence, creating relationships, and creating mutual value. The Internet as a marketing channel is…

Internet measurement data – practical and technical issues

Guy W. Mullarkey

Any research conducted in the Internet arena will require appropriate and accurate data with which to conduct analysis. This article critically reviews the two currently available…

Measuring marketing performance against the backdrop of intra‐organisational change

Rhett H. Walker, Rod Slater, Bill Callaghan, Kosmas Smyrnios, Lester W. Johnson

Measuring the financial performance and contribution of marketing activity is a challenge increasingly faced by marketers globally. In this paper, we consider the potential…

Exploring the need for emotional intelligence and awareness among sales representatives

Dean R. Manna, Alan D. Smith

The primary focus of this project is to see if emotional intelligence and awareness training should be introduced into sales training programs and to see if emotional intelligence…

Dual‐perspective SWOT: a synthesis of marketing intelligence and planning

Milorad M. Novicevic, Michael Harvey, Chad W. Autry, Edward U. Bond

This paper proposes a cognitive approach of integrating marketing and intelligence views into a new “dual‐perspective” SWOT framework. The new dimensions of SWOT are proposed to…

Developing an account‐management lifecycle for advertising agency‐client relationships

David S. Waller

This paper will discuss the concept of account management in the area of advertising agency‐client relationships. The main theoretical issues regarding agency‐client relationships…