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  • 1
    Electronic Resource
    Electronic Resource
    Value and information - concepts and issues for management (1999)
    Bingley : Emerald
    Management decision 37 (1999), S. 643-656 
    Details
    ISSN: 0025-1747
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The notion of what is meant by "value" is explored and summarised in terms of its involvement in delivering the product/service attributes, considered necessary to create customer satisfaction. Investigates the business system in relation to the value chain, as well as citing the conflicting views of a number of authors upon this topic. A specific company is used as a template to bring out many of the notions that have been put forward. Concludes with the fact that the traditional value chain begins with the company's core competences, whereas evidence suggests that modern value chain analysis reverses this approach and uses customers as its starting point.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/00251749910291613
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  • 2
    Electronic Resource
    Electronic Resource
    Value-based marketing and its usefulness to customers (1999)
    Bingley : Emerald
    Management decision 37 (1999), S. 697-708 
    Details
    ISSN: 0025-1747
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Examines the concepts of value and information in terms of management. Although changes in information technology are the major themes, changes in the marketplace and the challenges facing marketing are also discussed. Examines value-based marketing and its usefulness to customers, as well as the consequences of customers' needs, as related to corporate and product credibility. Organizational structure, and its relation to strategic direction, is considered within this context. Concludes that both the concept of the virtual corporation, and the switch in emphasis from marketplace to marketspace, have been advanced.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/00251749910299066
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  • 3
    Electronic Resource
    Electronic Resource
    Marketing and engineering revisited (1995)
    Bradford : Emerald
    The @journal of business & industrial marketing 10 (1995), S. 6-15 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: A number of problems have been highlighted in relation to the rolesof marketing and engineering and reported in the Journal ofMarketing Management in 1993 (Vol. 9 No. 2, pp. 141-53). Thisearlier article merely pointed out the problems of this uneasyrelationship and hinted at solutions. Much has been researched andreported since then. Attempts to integrate this material over a numberof areas including an international dimension, strategic and tacticalimplications, service and quality improvement issues and product mixdecisions. Then goes on to propose solutions based on the researchedevidence that is currently forthcoming.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629510081540
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  • 4
    Electronic Resource
    Electronic Resource
    Implementing value strategy through the value chain (2000)
    Bingley : Emerald
    Management decision 38 (2000), S. 160-178 
    Details
    ISSN: 0025-1747
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: This article is a corollary to three articles published earlier in Management Decision. More precise definitions of a modern value chain are proposed, in terms of it being a business system that creates end-user satisfaction and realises the objectives of other member stakeholders. Comparisons are drawn with the current notion of supply chain management and an explanation is given as to how the supply chain fits into the wider perspective put forward in this paper. Ideas are advanced in relation to value chain relationships and options. Models are then suggested relating to a number of well-known international companies, where the authors have researched, at primary or secondary level.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/EUM0000000005344
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  • 5
    Electronic Resource
    Electronic Resource
    E-CRM: customer relationship marketing in the hotel industry (2003)
    Bingley : Emerald
    Managerial auditing journal 18 (2003), S. 213-231 
    Details
    ISSN: 0268-6902
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Explores the degree to which UK based hotel groups had exploited the medium of electronic customer relationship marketing (E-CRM). Research is incorporated that investigated their use of the Internet to verify whether customer relationship marketing was being implemented within online operations or whether their Internet presence merely revolved around the basic functions of "providing information" and "hotel reservations". The findings and subsequent discussion showed that on the Internet, hotel groups used their relationship with customers to provide rather than gather information. The majority of the hotel groups had only embraced a few elements of E-CRM and even indicated that they had no intention of being led online by the concept. Although the findings of the questionnaire indicated that hotel groups were generally aware of the potential of Web technologies and strategies, they also showed that companies were not putting this knowledge into practice when it came to implementing E-CRM. Primary research concluded that hotel groups based in the UK were failing to take advantage of the many opportunities identified through the secondary research.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/02686900310469961
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  • 6
    Electronic Resource
    Electronic Resource
    Using the Internet as a channel for commerce (1999)
    Bingley : Emerald
    Management decision 37 (1999), S. 800-817 
    Details
    ISSN: 0025-1747
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Proposes the idea that as the Internet is a new channel for commerce, a structured approach is necessary in order to identify opportunities and threats. Looks at the ways in which value can be added throughout the process, from product development to every part of the value chain. Examines the information-based approach as a way of adding value and concludes that it is only by pursuing a logical approach to the integration of information management into the strategy process that firms can become effective, world-class competitors.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/00251749910302908
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  • 7
    Electronic Resource
    Electronic Resource
    Moving towards a control technique to help small firms monitor and control key marketing parameters: a survival aid (2001)
    Bingley : Emerald
    Management decision 39 (2001), S. 113-120 
    Details
    ISSN: 0025-1747
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: This article considers that one way to help the small- and medium-sized enterprise (SME) to survive is to offer it a robust but simple monitoring and control technique that would help it manage the business effectively and this, in turn, should help to increase its chances of survival. This technique should also be of interest to all people involved with monitoring or advising a large number of small enterprises or business units within a larger organization. For example, a bank manager or a small business consultant responsible for a portfolio of firms. The authors utilize process control techniques more often used in production and inventory control systems to demonstrate how one might monitor the marketing "health" of small firms.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/EUM0000000005417
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  • 8
    Electronic Resource
    Electronic Resource
    Consumer segmentation in the grey market relative to rehabilitation products (2002)
    Bingley : Emerald
    Management decision 40 (2002), S. 393-410 
    Details
    ISSN: 0025-1747
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Purchasing decisions for "aids to daily living" (ADL) by the disabled and elderly tend to be commodity based to which value cannot be added through sales propositions. This paper reports research that investigated disparate customer segments in the "grey" sector. Quantitative research suggested that in order to develop market potential, different consumers need to be targeted and communicated to in different ways. Different psychographic categories had different personality based characteristics that need to be tapped into in order to better capture attention and interest. The traditional view of older people needing a rehabilitation product as being "desperate" needs to be changed through the use of promotional messages concentrating more upon humour and wit.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/00251740210426385
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  • 9
    Electronic Resource
    Electronic Resource
    A comparative study of the emergence of marketing culture within three formerly nationalised companies (2001)
    Bingley : Emerald
    International journal of public sector management 14 (2001), S. 341-371 
    Details
    ISSN: 0951-3558
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Political Science , Economics
    Notes: Examines the background to privatisation in the UK and explores current practice. The transition to change over two decades has brought about more demanding and value-conscious customers along with an information technology revolution. Corporate culture is seen as a litmus test, shaping changes in performance and unifying the social dimensions of an organisation. Privatisation has seen changes emerge in some companies more dominantly than in others. Uses this background as a building block to articulate detailed empirical research that has been conducted within three formerly nationalised companies: The National Remote Sensing Centre, Royal Ordnance Environmental and The Stationery Office. Concludes that pre-privatisation, notions of quality of service, lower prices and working for the good of consumers was not achieved, as profits were not seen as a commercial requirement. Of the companies researched, two seemed to be strongly influenced by the culture of their parent company. Two companies that have adapted a marketing culture seem to have fared better than the company with a strong financial culture. All three companies experienced difficulty in breaking free from an inbred philosophy of production orientation.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09513550110397056
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  • 10
    Electronic Resource
    Electronic Resource
    The influence of employee characteristics on market orientation (2004)
    Bingley : Emerald
    International journal of bank marketing 22 (2004), S. 343-365 
    Details
    ISSN: 0265-2323
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: This research-based paper considers the application of market orientation in the context of the mortgage division of a large Dutch bank. Various definitions from the literature are considered in relation to market orientation. Antecedents to market orientation are highlighted as being senior management influences, interdepartmental dynamics and the organizational system. Customer, competitor and inter-functional issues in particular are emphasised as being useful areas for investigation in relation to how market orientation affects an organization. Implications of market orientation are examined in relation to business performance, the micro-market environment, leadership styles and employees. At an internal company level, inter-departmental dynamics are considered in terms of conflict and connectedness. Research is then considered in the light of the above, and action-based research is argued as being the most appropriate vehicle for data collection. The research base is drawn from members of the account management department, the sales support department and the acceptance department, as well as the autonomous marketing department within the mortgage division of the Dutch bank. It became quickly apparent that intelligence generation and its dissemination were virtually non-existent and that the bank did not consider market orientation as a priority. A total of 22 members took part in the research project that involved four separate meetings over a period of six months as well as meetings during intervening periods. A consultant (the second named author) led group meetings in this action-based research project and acted as the facilitator. Results of the research and subsequent application of its findings are reported. A significant observation was that the personal benefits of market orientation might not be the result of its application, but rather the result of interventions leading to market orientation.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/02652320410549656
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