Journal of Consumer Marketing articles from January 1995

Journal of Consumer Marketing archives from January 1995

The relationship between effective counseling and effective selling behaviors.
January 1, 1995... Selling is undergoing a metamorphosis The selling function and the people performing it are often maligned by the media and the general public. Much of the negative perception of the sales function and those performing it can probably be...

Strategic marketing decisions and core earnings performance: responding to earnings-related reductions in marketing expenditures.
January 1, 1995... A shift in marketing strategy As a result of intense competition, many companies have changed their marketing strategy from one of diversification of products and services to a well-focussed, concentrated effort on a nucleus of "core"...

Segmenting by consumer time shortage.
January 1, 1995... Employed women feel time-poor During the past few decades, marketing scholars and practitioners have characterized consumers in the United States as being increasingly convenience-oriented, and a common explanation for this demand for...

Price signaling: does it ever work?
January 1, 1995... Introduction Alpert et al.'s study In a recent issue of JCM, Alpert et al. (1993) investigated "what strategic marketing elements help to distinguish price signalers who succeed from those who fail?". Using the case study approach to...

The import of illiteracy to marketing communication.
January 1, 1995... Introduction American illiteracy and its consequent implications for the training and development of employees in today's high technology work environment has become a major focus of the human resources literature. To date, however, little...

Compel version 1.0a.(Evaluation)
January 1, 1995... As a bare minimum presentation software should provide its user with the ability to create text, data and chart slides and present them on a large computer monitor. It should also enable the slides to be printed (especially if the intent is to...

Targeting Families: Marketing to and Through the New Family.
January 1, 1995... For those who have an interest in the American family and the changes that are taking place within the family marketplace, this book can be especially helpful. Dr Robert Boutilier has written a book that is up to date and details the changes...

The Marketing Mystique.
January 1, 1995... The subject of marketing to many is a mystery. For those of us who have chosen some aspect of marketing as our career it is not so mysterious. At least not most of the time. Marketing as a profession has experienced a significant amount of...

Pursuing Happiness: American Consumers in the Twentieth Century.
January 1, 1995... This slim book - just short of 200 pages with an extensive bibliography - by a Professor of Economics at Wesleyan University is a counter-argument to the moralists of consumption - Veblen, Galbraith, Scitovsky, and the host of others who have...