Table of contents
The relationship between effective counseling and effective selling behaviors
Charles E. Pettijohn, Linda S. Pettijohn, Albert J. TaylorIncreasingly, attempts to improve the relative status ofsalespeople are being undertaken by both practitioners and academicians.These attempts have included changes in the ways in…
Strategic marketing decisions and core earnings performance: responding to earnings‐related reductions in marketing expenditures
Louis A. Tucci, James J. TuckerBuilds on the efforts of an earlier study to enhance marketers′ability to evaluate earnings performance accurately by first presentinghands‐on illustrative examples of two…
Segmenting by consumer time shortage
Jean C. Darian, Judy CohenInvestigates whether consumers′ time availability is an importantsegmentation variable in the convenience and fast‐food markets. Verytime‐poor, somewhat time‐poor, and not…
Price signaling: does it ever work?
Paul Sergius KokuAlpert et al.′s (1993) study on the relationship betweenobjective product quality and price is both interesting and important.It continues the tradition of “borrowing” relevant…
The import of illiteracy to marketing communication
L. Jean Harrison‐WalkerResearch identifies nearly 73 million adult Americans asilliterate. Analysis of social, economic and demographic trendsindicates that the situation will worsen before it improves…
ISSN:
0736-3761Online date, start – end:
1984Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditors:
- Neel Das
- Mujde Yuksel