Proceedings of the 1993 World Marketing Congress

Front Matter....Pages i-xxviii
Front Matter....Pages 1-1
Product Modification Strategies Used by Food Companies for Fast Entry into New Geographic Segments....Pages 3-3
Marketing of Economic Development Programs – Expectations and Handling New Offerings....Pages 4-9
Mandated Safety Recalls in the U.S. Automobile Industry – 20 Years Experience....Pages 10-10
Success Factors in Global Product Innovation: An Illustration from the Pharmaceutical Industry....Pages 11-11
Front Matter....Pages 13-13
Government Mandated-Countertrade in Australia: Some International Marketing Implications....Pages 15-19
The Impact of Eastern Liberalisation on East-West Countertrade....Pages 20-24
Countertrade Experiences of Turkish Firms in USSR Markets....Pages 25-25
Countertrade as a Reaction to Lack of Liquidity....Pages 26-26
Front Matter....Pages 27-27
Perceived Consequences of Business Product Stockouts in Canada and the U.S.A.....Pages 29-33
Front Matter....Pages 35-35
Comparative Analysis of Food and Agribusiness Marketing Systems....Pages 37-37
International Marketing of Airline Services: U.S. Versus Foreign Carriers....Pages 38-38
Models of Retail Firms in Europe....Pages 39-39
An Intercultural Analysis of Danish Experience with Investments in Turkey....Pages 40-40
Front Matter....Pages 41-41
Contribution of Strategic Marketing Planning to the Performance of Small and Medium Sized Firms - An Empirical Research....Pages 43-48
Evaluating Managers’ Perceptions of Competitive Industry Structure....Pages 49-53
Information Exchange in Buyer-Seller Relationships....Pages 54-58
Strategic Versus Opportunistic Sourcing: An Exploration....Pages 59-63
Understanding Distributors’ Purchase Criteria in International Industrial Markets: Differences between High-Involvement and Low-Involvement Exporters....Pages 64-67
Front Matter....Pages 69-69
The Effects of a Salesperson’s Utilities on Optimal Sales Force Compensation Structures in Uncertain Environments....Pages 71-71
Perceptions of Foreign Field Sales Forces: An Exploratory Factor Analysis of their Characteristics, Behaviors and Sales....Pages 72-76
Front Matter....Pages 69-69
Ethical Beliefs of Sales Managers Operating in South Africa....Pages 77-81
A Comparative Study of Sales Managers from Two Disparate Political, Cultural and Economic Environments....Pages 82-86
Trust in Horizontal Selling Alliances....Pages 87-91
Front Matter....Pages 93-93
Understanding the UK Health Care Consumer....Pages 95-99
Marketing Strategies for Financial Instruments in Ukraine....Pages 100-104
International Services Marketing: A Comparative Evaluation of the Dimensions of Service Quality between Developed and Developing Countries....Pages 105-105
Consumer Switching Behavior of Banking Services: A Conceptual Model....Pages 106-110
Franchising and Global Services Marketing....Pages 111-114
Innovation Management, Market Orientation and Performance in the Consumer Service Sector: An Empirical Research....Pages 115-119
Measuring Loyalty in Travel Services: A Multi-Dimensional Approach....Pages 120-124
Modelling Site Location Decisions in Tourism....Pages 125-129
Perception of Key Management Contribution Factos to the Future Development of the Hotel Industry: A Comparative Analysis of British/Irish & Spanish Samples....Pages 130-135
Front Matter....Pages 137-137
Distribution Channel Systems of Resort Hotels in Turkey....Pages 139-139
Total Quality Management in International Distribution Channels....Pages 140-145
Industrial Networks as Governance Structures: A Framework Integrating Channels, Logistics and Pricing....Pages 146-146
Securing Marketing Support from Channel Members: Insights from an Empirical Study....Pages 147-152
Front Matter....Pages 153-153
Gestalt- and Network Approach -Avenues to a New Paradigm of Internationalization Theory?....Pages 155-158
Marketing in Four East European Countries....Pages 159-159
Marketing Business Services to Developing Countries: An Examination of Environmental Challenges to Service Exports....Pages 160-160
Profile of Turkey in International Tourism Market....Pages 161-165
Front Matter....Pages 153-153
Demand Estimation for Passenger Cars in Turkey....Pages 166-170
An Exploratory Study on the Marketing Activities of Turkish Firms in the Former USSR Market....Pages 171-175
Internationalisation of the Eurofood Retail Sector with Special Reference to Foreign Market Entry Modes....Pages 176-177
Selecting International Freight Forwarders: An Expert Systems Application....Pages 178-178
Global Marketing Opportunities in Services for Third World Business....Pages 179-182
Market Orientation Revisited- A European View....Pages 183-186
Exports in the Globalization Strategies of Korean, Japanese and U.S. Firms – An Interactive Analysis....Pages 187-191
Marketing of Free Trade Zones (Ftzs) - A Comparison of FTZs in Developed vs Developing Countries....Pages 192-197
The World Trading System After the Gatt Uruguay Round....Pages 198-202
An Application of Global Marketing Via International Locations....Pages 203-207
Global Barriers to Market Entry for Developing Country Businesses....Pages 208-212
Export Promotion Services in the United States: Is it Time for a Serious Soul Searching?....Pages 213-217
Product/Market Portfolio, Extent of Access to Distribution Channels and Branding in Export Success Factors Research an Exploratory Study....Pages 218-222
The Influence of Economic Factors on Export Marketing Performance: An Empirical Study of Taiwanese Computer Firms....Pages 223-228
An Empirical Analysis of Internal Determinants Affecting Exporting and Non-Exporting Companies in Turkish Textile Industry....Pages 229-233
Attitudes Towards Exporting: Discriminating Firms with Low and High Levels of International Operations in Australia....Pages 234-238
The Competitive Strategies of Chinese Export....Pages 239-242
Examining the Role of After Sales Service in International Marketing....Pages 243-247
When Global Markets Get Tough: A Call as yet Unanswered....Pages 248-251
An Algorithm to Assess the Potential for Standardizing International Advertising Messages....Pages 252-256
Front Matter....Pages 153-153
A Cross-Cultural Comparison of Individual Time Orientations....Pages 257-261
Effects of Industry Origin and National Origin on the Complexity of Alliance Agreements....Pages 262-266
Developing Country Business Strategies for Partnership in Transnational Strategic Alliance Networks....Pages 267-271
Country-of-Origin Effects in a Cross-Cultural Setting....Pages 272-276
On the Use of Surrogates in Consumer Research: A Country-of-Origins Study....Pages 277-280
Front Matter....Pages 281-281
The Status of Advertising by Attorneys: An International Perspective Provided by the Legal Literature....Pages 283-283
A Comparison of American and Japanese Consumer Perceptions of Sex Role Portrayals in Advertising....Pages 284-289
College Students’ Perceptions of Personal Selling: An Empirical Investigation....Pages 290-294
An Empirical Investigation of Advertising Agency - Client Relationship in an Advanced Developing Country....Pages 295-299
The Use of Fear Appeals in Greek Magazine Advertisements....Pages 300-305
The Changing Character of American Cigarette Advertising: Content Analysis Findings....Pages 306-310
Cigarette Advertising in India - An Exploratory Study....Pages 311-317
Scope of Marketing Communication in a Developing Nation: An Empirical Analysis of Managerial Practices and Perceptions....Pages 318-321
The Medium is Not Always the Message : The Case of “Total Paint Buses”....Pages 322-327
A Critical Assessment of the Frequency Question and its Ability to Provide Valid Measurements of Readership Figures: Lessons from a Study Involving a Voice Response Based Panel of Respondents....Pages 328-332
Information Content Analysis of TV Advertising - The Spanish Case....Pages 333-338
An Application of Means-End Analysis in a Cross-Cultural Context....Pages 339-343
Effect of Colour in Advertising: A Comparative Study of British and French Advertising Creative Executives....Pages 344-348
Relative Positioning of Self Image Projective Products Across Europe: A Content Analysis of Print Advertising....Pages 349-354
A Cross Cultural Comparison of Selected Effects of Language on Consumers’ Attitudes and Intentions....Pages 355-359
Front Matter....Pages 281-281
Preferences for Promotion Programs....Pages 360-363
Art Sponsorship and Promotion Strategy: An Investigation of Firm Characteristics that Relate to the Choice of Spronsorship as a Tool in the Promotion Mix....Pages 364-368
Front Matter....Pages 369-369
Europe 1992: The Impact of Regulatory Forces on U.S. Global Financial Marketing....Pages 371-376
Developing Effective Marketing Strategies for Europe Now and in the Future....Pages 377-380
Pricing Conditions in the European Common Market: An Empirical Cross-Country Analysis....Pages 381-385
The Viability of Pan-European Marketing....Pages 386-389
Strategies of Firms in the Era of Integration....Pages 390-394
The Implications of Europe 1992 on U.S. Companies: An Empirical Study of New York Manufacturers....Pages 395-399
European Integration: A Consumer Perspective....Pages 400-404
European Integration and Developing Countries: A Survey of International Students....Pages 405-410
Front Matter....Pages 411-411
Country of Origin Effect for Taiwanese-Made Personal Computer Products in Australia....Pages 413-416
An Examination of Preference Structures of Japanese and Non-Japanese Customers for Bank Branches in an Era of Transition....Pages 417-421
Predicting Video Camera Adopters based on Personality Traits, Socioeconomic Variables, and Expectations about the Rate of Technological Innovation....Pages 422-422
Psychological Time Perspective Differences: A Look at Young Malaysians and Americans using the Fast Scale....Pages 423-427
A Model of Consumer Decision Making Under Severe Time Constraints: First Empirical Test....Pages 428-436
An Empirical Evaluation of Decision Heuristics in the Process of Evoked Set Formation....Pages 437-442
Self-Monitoring, Social Approval of Appearance and Conformity of Asian-American and Anglo-American Women: Implications for Consumer Behavior....Pages 443-447
The Effect of Psychographic Variables on Consumer Satisfaction....Pages 448-452
Schematic Discrepancy and Product Involvement among Light and Heavy Users....Pages 453-457
Front Matter....Pages 458-461
Personality Traits and Country-of-Origin Cues: Evaluating Consumer Predispositions to Seek Country of Origin Information....Pages 411-411
Forty Shades of Green towards a Classification of Consumer Greenness....Pages 462-466
The Identification of Pan-European Segments: An Application of Means-End Analysis in a Cross-Cultural Context....Pages 467-472
A Cross-National Comparison of Selected Effects of Language and Country of Origin on Consumers’ Attitudes and Intentions....Pages 473-476
Front Matter....Pages 477-477
Success Factors for Japanese Convenience Stores....Pages 479-479
Electronic Shopping Service: Crucial Customer Considerations....Pages 481-486
The Role of International Retailing in Marketing and Economic Development....Pages 487-491
Shopping Behaviour of Different Age Groups: How Different are They?....Pages 492-497
Utilization of Distribution Channels for Market Entry: The Case of Turkish Textiles and Apparel in Germany....Pages 498-503
Reactions to Dissatisfaction in Marketplace: Complaint Styles of Optimist and Pessimist Consumers....Pages 504-509
Hong Kong Retailers: The Effects of Perceived Environmental Hostility on Operational and Strategic Planning Processes....Pages 510-514
Ethical Perceptions of Retail Managers in Australia, Singapore, South Africa and Zimbabwe....Pages 515-515
An Analysis of the Retail Sector in the Russian Federation....Pages 516-520
Front Matter....Pages 521-525
An Evaluation of the Role of Marketing Programs in the Development Process: The Case of Eastern Europe....Pages 527-527
Windward Islands’ Marketing and Development: Implications for Canadian Trade....Pages 529-533
The Efficiency of Channels of Distribution in a Developing Society: The Case of Nigerian Distributive Sector....Pages 534-538
Economic Development: Strategic Considerations on Project Portfolios....Pages 539-542
The Impact of Transforming Eastern Europe on Foreign Investment Strategies....Pages 543-548
The Importance of Total Quality Marketing in Export Growth....Pages 549-553
Developing Nations’ Marketing Dilemmas are Impairing the Global Economic Development....Pages 554-557
Front Matter....Pages 558-560
Exploring the Relationship between Consumer Productivity and the Socio-Economic Development of LDCS....Pages 527-527
Front Matter....Pages 561-564
The Role of Turkish Woman In Family’s Consumption....Pages 565-565
A Strategic Framework for Analysing Negative Rumors in the Market Place: The Case of Wash & Go in Denmark....Pages 567-574
Buyers’ Perception of the Price-Quality Relationship: The Turkish Case....Pages 575-579
Analysis of the Image of Japanese Life Insurance Companies....Pages 580-584
“The Key Mediating Varibales Linking Marketing Strategy and Profitability: A Study of Indian Textile and Clothing Industry”....Pages 585-589
Are Grocery Brands Involving?....Pages 590-595
Front Matter....Pages 596-600
Unilever: A Marketing Giant....Pages 601-601
Global Strategy and Local Management: How Does It Work?....Pages 603-606
International Facility Locations: A Competitive Marketing Strategy for Multinational Enterprises....Pages 607-611
Strategic Alliances: A New Way Forward for Business Education....Pages 612-616
Marketing Differences Between High and Low Performing Firms....Pages 617-622
Front Matter....Pages 623-626
Awakening The Sleeping Giant: Market Oriented Reforms in Brazil....Pages 627-627
Wastes Exchanges: Marketing Intermediaries Bridging the Gap between Economic Development and the Natural Environment....Pages 629-633
The Price of Peace: Adjustment Strategies for Reductions in Defense Spending in the United States....Pages 634-634
A Comparison of Marketing Profiles Between Profitable and Unprofitable Greek Manufacturing Firms....Pages 635-638
Spectators as Consumers - The Motivating Forces....Pages 639-643
Regional Economic Development: The Structure of the Public and Private Contributions....Pages 644-648
Consumer Sentiment Toward Marketing in Austria and Some Exploratory Cross-National Comparisons....Pages 649-649
Front Matter....Pages 650-651
Reducing Questionnaire Length by Incidence Sampling: Balanced Incomplete Block Designs Versus Random Sampling of Questions....Pages 653-653
Front Matter....Pages 655-655
Negotiation Styles Among American Purchasing Managers: An Empirical Study....Pages 657-657
Front Matter....Pages 659-663
The Marketing Roles of the Government and the Firm in the Development of a High-Technology Industry In Taiwan....Pages 665-665
Back Matter....Pages 667-671
....Pages 672-675