Tiie saies iead black hole—the 70% of leads generated by nnarketing departments that sales representatives do not pursue—may result from competing demands on sales reps' time. Using the motivation-opportunity-abiiity framework, the authors consider factors that influence sales reps' pursuit (or lack thereof) of marketing and selfgenerated leads. The proportion of time that sales reps devote to ...

Relationship marketing provides a new foundation for thinking, genuine change in values and ethics and a new logic that sees consumers as the prime drivers of the value creation process. It seems to have a lot to offer to social marketing, however, despite its potential, the social marketing field is responding slowly to relational thinking. This research demonstrates that relationship marketin...

Purchase decisions are complex processes that follow economic, psychological and consumer behaviour models. These processes have been largely explored and subsequent marketing strategies have been derived from them. Selling products and services over the Internet complicates the process introducing a technical intermediary into this system. To facilitate a maximum of transactions initiated via ...

Purpose – The purpose of this paper is to present taxonomy of marketing strategy concepts and integrative frameworks that differentiate and integrate its formulation and implementation processes. Design/methodology/approach – The paper is conceptual based on a review of academic literature on marketing strategy chronicled in major marketing journals January 1990-April 2006. We present selected ...

We propose a new form of marketing called, person-to-person(p2p) marketing. This is characterized by three elements-consumer collectives (both private social networks and public communities) conducting tasks usually performed by firms, diminished firm control on the marketing process and customer empowerment due to the end of isolation. We see the impact of consumer collectives in virtually all...

In this work the authors report on primary research undertaken with young people in a deprived area of North West England who use regular binge drinking as the lynch pin of their social group. Traditional health messaging approaches have had little success with this hard to reach group. Findings were analysed using neo-tribal concepts. It was found that the search for community and belonging oc...

Reviews the criticism on the 4P Marketing Mix framework as the basis of traditional and virtual marketing planning. Argues that the customary marketing management approach, based on the popular Marketing Mix 4Ps paradigm, is inadequate in the case of virtual marketing. Identifies two main limitations of the Marketing Mix when applied in online environments namely the role of the Ps in a virtual...

This paper identi®es the major marketing challenges small software ®rms face during their growth and internationalization processes. It starts with an analysis of small software company activities along a continuum from `project business' to `product business.' This is followed by a brief analysis of the two major schools of thought in marketing, in which there is a paradigm shift from the trad...