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Purpose This paper aims to systematically review male cosmetics consumption (CC) literature and, given the dearth of research about the topic, especially on Western emerging country contexts, to shed light on the paradoxical behaviour concerning male grooming by empirically assessing the impact of some psychological and demographic antecedents of consumption. Design/methodology/approach Six hypotheses derived from a systematic review of the literature were tested through structured equation modelling (SEM), based on data of 476 Brazilian men. Findings The results empirically sustain the positive influence of vanity and masculinity in grooming product consumption, with partial mediation of vanity between masculinity and consumption. Counterintuitively, it also confirms the negative influence of income. Age and marital status are not statistically relevant. Practical implications Practitioners should invest in marketing actions focusing on low-income men, who showed genuine interest in grooming products, promoting them as powerful tools to improve appearance and social recognition. Additionally, educational and wellness-related campaigns could be effective. Social implications Beyond profitability, economic growth and men’s well-being, the results might affect the whole society through male cosmetics' contribution to blending gender paradigms. Originality/value This study focuses on an economically relevant segment that defies the status quo. It is the first to systematically demonstrate the state of the art of male CC knowledge and to illuminate the role of psychological and demographic variables in influencing CC, enriching the literature on appearance, gender and consumption.

Purpose The purpose of this paper is to examine marketing strategies that India is currently applying to promote itself as a competitive yoga destination. Design/methodology/approach The methodological approach consisted of a constructivist research paradigm, a qualitative methodology and an interview-based data collection method. Ten in-depth, semi-structured interviews were conducted with yoga practitioners from various backgrounds and yoga levels who have travelled to India for yoga tourism purposes. Findings The findings determined that interpretation of yoga tourism is crucial in the choice of marketing approach adopted by destinations offering yoga retreats because, as the study has shown, various perceptions of yoga constitute the basis for particular promotional strategies. Research limitations/implications Future research could expand on the sample size and demographics of the current study by investigating, possibly through comparative means, larger groups of more diversified yoga practitioners from different countries or backgrounds. Practical implications It was recommended that India’s tourism marketers re-design their approach concerning an ‘authentic’ yoga experience. Indian destination marketing organisations should target those searching for an authentic yoga experience and use imagery that is realistic. Originality/value The findings of this study have led to the re-positioning of yoga tourism in India, utilising a unique combinative approach in which a more inclusive concept of wellness is juxtaposed against a lack of any religious referencing. It was also revealed that the motivations of yoga tourists are only partially targeted through an undifferentiated strategic marketing approach.

Purpose This paper aims to clarify a situational factor that might interfere with the intended outcome of a cause-related marketing (CRM) ad on social network sites (SNSs): statements about the motivation of the sponsoring company for supporting a social cause. This study also aims to explore how highly skeptical consumers and consumers with lower levels of skepticism differ in their responses to CRM ads. Design/methodology/approach In Study 1, a total of 409 college students took part in an online experiment through Qualtrics. The online experiment followed a 2 (statement of motivations: both of firm and public benefits vs public benefit only) × 2 (skepticism: high vs low) between-subjects design. Skepticism was determined post hoc as a two-category variable to analyze its effect on the relationship between the statement of motivations and attribution. In Study 2, a total of 533 adults took part in an online experiment. Multigroup analysis was used to test the hypotheses. Findings This study found that firm’s acknowledgments of firm-serving motivation, as well as of public-serving motivation, could be an effective marketing strategy to reduce consumer skepticism about the firm’s motives. The procedure by which a consumer perceived and evaluated the motives of a company determined the effectiveness of the company’s CRM ads. Temporary state of skepticism induced by an attributional thinking process is found to play a significant role in diminishing perceived corporate credibility. Finally, a consumer’s perception of a company’s credibility has a great impact on their intention to join that company’s brand page. Research limitations/implications This study advances theories about consumers’ defensive mechanisms that can help predict their favorable responses to the brand pages featuring CRM on SNSs. Originality/value This study extends previous literature by directing academic attention to consumers’ perceived attribution as a theoretical mechanism that can help predict consumers’ favorable responses to brand pages featuring CRM on SNSs. This study also extends previous research on skepticism by showing that consumer skepticism can be either an enduring trait or a temporary state. The findings suggest that marketers may be able to inhibit the development of consumer skepticism by publicly stating the potential firm-serving benefits of its actions.

Purpose The purpose of this study is that service sectors sectors create queues intentionally as a promotional strategy. Potential buyers might become actual customers after witnessing and joining queues. However, the effectiveness of company promotional activities involving queues remains unclear. Despite the innovativeness of this marketing strategy, few companies have adopted this approach, owing to the lack of research on how waiting influences customer behaviors toward waiting in queues. Design/methodology/approach Therefore, this study identifies four factors of customer willingness to stand in a queue using questionnaire survey: company promotional activities, improvement of waiting environment, company’ reactions to the queue and customers’ perceptions regarding waiting time. Findings This study identifies causal relationships among the aforementioned factors. The results of this investigation reveal that a company’s promotional activities significantly and indirectly reduce customers’ perceived waiting time by improving the waiting environment. Analytical results also show that a company’s queuing management can indirectly reduce customers’ perceived waiting time by improving the waiting environment. Originality/value Based on the analytical results concerning causal relationships, improving the waiting environment is critical to affecting positively customers’ perceptions regarding waiting time. Queuing management can indirectly reduce customers’ perceived waiting time by improving the waiting environment. A company’s promotional activities can indirectly reduce customers’ perceived waiting time by improving the waiting environment. Customers who enjoy both the waiting environment and the promotional activities experience much shorter perceived waiting time.

Purpose – This research aims to explore the factors that lead to the prevalence of the green gap. Currently, an overwhelming majority of consumers voice concern about the state of the environment; however, only a select few mirror their intentions with actual green behaviors. Design/methodology/approach – A critical incident technique is utilized in the first study, followed by a quantitative study analyzed via cluster analysis for the second study. Findings – Results suggest the green gap exists for several reasons, of which price is most commonly noted. However, factors such as poor perceptions of quality, lack of green product availability and brand loyalty to conventional products appear to be important issues leading to the gap as well. Additionally, the type of product sought for purchase appears to impact the prevalence of the green gap. Research limitations/implications – Future research should seek to extend the present study by monitoring actual usage rather than intentions, as well as an examination of strategies that may help to minimize the green gap. Practical implications – Consumers need to understand why green products are priced higher, the benefits they offer and the impact they can make as an individual. Additionally, firms competing in specific product categories can alter their strategies to better capitalize on the motivations of their target markets. Originality/value – Past research has focused on why consumers buy green, but there is a lack of research on why consumers fall into the green gap – that is they have the intention of going green, but don’t. This research examines factors surrounding the green gap and the role of product type in the prevalence of the green gap.

Purpose – Services account for a very large portion of the economic activity in most countries. While there is abundant academic research on service quality, which has focused mainly on determining service quality dimensions, understanding service quality antecedents, and relating service quality to key outcomes, such as customer satisfaction and performance, there is, however, limited research on an increasingly relevant issue, which is how service quality perceptions differ among cultures. The aim of this research is to address this question. Design/methodology/approach – The research used two identical surveys administered to managers in two different cultures. One survey was in English for the US sample and one was in Spanish for the Chilean sample. The surveys measured the importance of the five SERVQUAL service dimensions as well as relevant information about the respondent's experience, position and type of company at which he/she worked. Each country was examined for significant characteristics using Hofstede's cultural dimensions. Hypotheses were developed reflecting the differences expected by the characteristics of the cultures in which the respondents worked. Data was analyzed to extract meaning from the data using ANOVA. Findings – Of the five service quality dimensions (tangibles, reliability, responsiveness, assurance and empathy), reliability is the most important in both countries. Responsiveness is the second most important. Three of the hypotheses testing the difference in perceived importance among service quality dimensions between Chile and the USA, were supported. H1: no difference exists between the two countries in the importance of tangibles, is supported (p=0.000). H2: reliability is more important in Chile than in the USA, is also supported (p=0.039). H3: responsiveness is more important in the USA than in Chile, is supported as well (p=0.012). Research limitations/implications – Use of MBA students as survey respondents limits the generalizability of the results. Despite the fact that each subject was employed in a managerial position within a firm, each subject was also enrolled in an MBA program. Arguably, the subjects are all employed in business but differ from others who are not in degree programs. Practical implications – The research highlights the need to attend to perceptions of service quality globally. The Hofstede cultural dimensions provide a clear and easy to apply framework that allows companies to identify what is important in a host culture. That information will enable service quality adjustments that offer the potential of improving customer satisfaction and firm success. Originality/value – The current research is the first to use two tested conceptualizations to assess differences in service quality importance across cultures. It explores the relationship of Hofstede's cultural dimensions, with perceptions of service quality. It hypothesizes which service quality dimensions will be important based on the characteristics of the culture in which they are delivered. No other study has compared service quality perceptions between the USA and Chile. Each country has a vibrant, free market economy. The study provides a foundation for approaching other markets in Latin America and in countries with similar cultural dimensions.

Purpose – The paper's aim is to explore consumer perceptions of marketing and test the malleability of those perceptions. Design/methodology/approach – Study 1 is exploratory in nature, and employs a free-response sentence completion to, “marketing is […]”. Study 2 employs an experimental design, testing whether the framing of communications about marketer performance (firm-oriented vs consumer-oriented) influences consumer perceptions of marketing. Findings – Based on free responses to “marketing is […]”, findings indicate that US consumers generally see marketing as something that is bad for them, but good for businesses. However, this asymmetry disappears when marketer performance is communicated with a consumer orientation. Practical implications – Marketers aim to create relationships with consumers based on value exchange, yet consumers do not see such value exchange. They see the value of marketing for business, but not for consumers themselves. By being more cognizant of how marketer performance is discussed, marketers can overcome such perceptions and build better relationships with consumers. Originality/value – Other research on attitude toward marketing focuses solely on people's feelings about marketing; here we capture an extra dimension – namely, consumer perceptions of who marketing serves. Further, extant research on consumer attitudes toward marketing tend to describe their current state; this paper does the same but also tests and offers a specific solution for improving perceptions of marketing.

PurposeThe purpose of this paper is to investigate psychographic, demographic and situational characteristics of Baby Boomer generation consumers, specifically in relation to their consumption of financial services.Design/methodology/approachA survey was pre‐tested and 776 responses (77.6 per cent response rate) were subjected to correlation and ANOVA analysis. The survey covered a wide range of variables for decision making for financial services, including situational, demographic, and psychographic.FindingsConsumers who scored higher on scales for competitiveness and need for material resources tended to have higher incomes. Mature consumers were likely to face major life events involving their children and parents, but these events were least likely to prompt the use of a financial service adviser. However, some respondents showed a propensity for seeking financial advice in relation to many types of life events. There were also relationships between seeking financial information from certain service providers.Research limitations/implicationsThe paper's findings assist in building a picture of the psychographic and behavioural tendencies of the largest age cohort.Practical implicationsThe findings suggest strategies for: cross‐selling through referral networks of different financial service providers; communications to increase awareness of the likelihood of financial pressures from aging parents, potentially concurrently with adult children; and lead generation based on the likelihood of having a higher income, seeking financial advice and using financial services.Originality/valueThere is a dearth of literature on the consumption behaviour of mature consumers in relation to financial services. Financial services are a major industry in most developed economies and sound financial management is critical for the Baby Boomer cohort. This paper assists in understanding this significant market to facilitate enhanced marketing strategies.

PurposeThe purpose of this study is to determine which digital marketing strategies are preferred by Millennials and are effective in influencing their behavior. There is potential growth and value in using digital marketing aimed at Millennials, but the marketing strategies must be perceived positively by this online generation.Design/methodology/approachData were collected over a three‐year period (2009 to 2011) by surveying Millennials at a prominent southwest US university.FindingsResults indicate that Millennials have a definite preference for certain forms of online advertising. There are digital marketing strategies that are considerably more effective in grabbing the attention of Millennials, motivating repeat visits to a web site, and encouraging Millennials to write online reviews.Practical implicationsBy taking into consideration the preferences of Millennials, the effectiveness of online communications and digital marketing aimed at this market segment can be increased. Recommendations are made regarding types of online advertising to use, how companies should design their web sites, how to motivate repeat visits to web sites, and how to encourage Millennials to write online reviews. Millennials are reading and being influenced by online reviews.Originality/valueEven though online advertising is the fastest growing advertising medium, only a small percentage of total advertising expenditures are currently being devoted to the internet. There is potential growth and value in using digital marketing aimed at Millennials, but the marketing strategies must be perceived positively by this generation.

PurposeThis paper aims to show that the congruency between the source of a product being evaluated and the commonly held perceptions of that product's association with a country of origin (COO) leads to a more positive evaluation of that product.Design/methodology/approachThis is an experimental study using two congruent product stimulus categories and two non‐congruent product categories, each associated with a Danish and a non‐Danish sounding brand name to elicit evaluation of product profiles from a sample of 187 young consumers.FindingsAmong all the variables included in the analysis of variance (ANOVA) tables, product‐country congruency performed the best. The second strongest main effect is attributed to familiarity with Danish products. The brand‐country congruence variable related only indirectly to the evaluation of products from Denmark through an interaction with product‐country congruence.Research limitations/implicationsFuture research should seek to build data sets from a larger number of adult consumers from several countries with more product and brand stimuli associated with multiple countries.Practical implicationsConsumers who are familiar with products made in Denmark should be the prime target market for products congruent with Denmark. Because of their strong association with Denmark, these products may benefit from their association with country of design (COD) Denmark in promotional programs.Originality/valueUsing cognitive‐consistency theory, this paper extends the previous literature on the perceptions of product‐country‐fit by including the effects of brand‐country fit, technological complexity, three dimensional conception of COO, and two separate product evaluation measures, using product‐country familiarity, product involvement and product experience as moderators.

Purpose – This paper seeks to assess how different segments in the movie market respond to three marketing drivers, namely prices, product availability and viewing channels (including piracy).Design/methodology/approach – A total of 12 conjoint profiles were designed with various levels of the three marketing drivers and a questionnaire was administered to respondents from a major Canadian city. Respondents were then segmented by their channels of acquiring pirated movies and a regression model was run to test for their potential differential responses to the three marketing drivers.Findings – The data show that consumers who had recently obtained hardcopies of pirated movies were more price‐sensitive than other consumers. On the other hand, consumers who had obtained pirated movies through two channels, namely purchasing hardcopies and downloading softcopies, were not as eager as non‐pirates to see the movie as soon as it was released or in a movie theater. Surprisingly, the different segments appear to ...

PurposeThis paper aims to use conjoint analysis to examine how Malaysian consumers make decisions regarding a consumer durable product – namely room air conditioners – under multi‐cue situations.Design/methodology/approachThis study first assesses the impact of a priori perceived differences between brand names, country of manufacture, price, quality, technological advancement, and warranty on product evaluation. Second, the relative importance of the attributes as evaluative criteria is determined by performing part worth analysis. Six pertinent hypotheses are developed and tested. Conjoint analysis is used to develop product profiles that respondents could evaluate via a survey. This is followed by a market simulation to suggest marketing strategies for Malaysian and Japanese products (the latter dominate the Malaysian market).FindingsThe findings indicate the importance of capitalising upon consumer durables' intrinsic qualities, and the need to carefully consider the relationship between price and quality. Ways to take advantage of the strength of foreign brand names need to be understood and operationalised. The simulation exercise also indicates ways in which indigenous and external competitors could take advantage of market opportunities.Research limitations/implicationsThe study does place in a Malaysian context, and moreover used a convenience sampling approach. The need is demonstrable for more representative probabilistic sampling. While country of origin effects are understood, other criteria (i.e. design, assembly, and source) need to be considered in future studies.Practical implicationsIt is felt that the approach utilised and the simulations developed can be applied in other geographic and cultural contexts and have implications for marketing strategies for branded consumer durable typologies.Originality/valueThe paper identifies and evaluates strategies for more effective competition in the Malaysian room air conditioner market. The use of conjoint analysis and market simulation provides a basis for competitive advantage in a tightly focused market sector.

PurposeThe purpose of this paper is to test the consumer‐perceived value of non‐traditional media, and the moderating effects of brand reputation, appropriateness and expense.Design/methodology/approachThe approach takes the form of an experimental study of six (real) campaigns, manipulating media type and brand reputation (with appropriateness and expense measured within subjects).FindingsNon‐traditional media enhance consumer‐perceived value. The effects are greater for low‐ than for high‐reputation brands. High‐reputation brands are more sensitive to the appropriateness and expense of the marketing. Consumer‐perceived value leads to higher purchase and word‐of‐mouth intentions.Research limitations/implicationsThe analysis of the mediating effects of consumer‐perceived value is exploratory and requires follow‐up. Being a first test of the effects of non‐traditional media, no discrimination was made between different types. This requires further attention.Practical implicationsThe paper shows that non‐traditional media enhance the consumer‐perceived value of marketing, and suggests that consumer‐perceived value is important in generating purchase and word‐of‐mouth intentions. The approach also gives advice with respect to brand reputation, budget (expense) and appropriateness of marketing.Originality/valueThe paper is a first academic test of non‐traditional media/guerrilla marketing; it argues that marketing must generate consumer‐perceived value in order to be successful and finds support for this; and employs previously neglected (but highly current) variables such as appropriateness and expense. The paper is valuable in its high action‐orientation.

PurposeThe purpose of this paper is to discuss innovative consumer marketing approaches for simultaneous business success and social empowerment at the bottom of the pyramid (BOP) or in subsistence marketplaces.Design/methodology/approachThe paper draws from a research program comprising qualitative methods as well as case study analyses. The central aspect of the approach to this topic is that it is a bottom‐up perspective grounded in understanding consumers. The theoretical scope of the paper includes consumption, entrepreneurship, and social capital in impoverished environments.FindingsThe authors' key finding is that businesses must follow three principles for consumer marketing – deep understanding of subsistence consumer psychology, social embeddedness, and entrepreneurial empowerment.Research limitations/implicationsThis research has implications for theoretical and empirical advancement in the areas of structuring marketing activities, social embeddedness of marketing, and consumer policy.Practical implicationsThis research has implications for several aspects of consumer marketing strategy. The authors categorize these under the following: marketplace research, marketplace solutions, value propositions, communications, partnerships, harnessing social capital, designing marketing structure, and evolving the marketing mindset.Originality/valueThis paper suggests that consumption and entrepreneurial productivity are inextricably linked in subsistence contexts with important implications for consumer marketing. The paper has value to BOP researchers and BOP business practitioners wishing to take a nuanced view to understand their markets and serve them better.

PurposeThe purpose of this study is to examine which changes companies need to implement in their transactional marketing strategy to sell to the poor when launching a product innovation in low‐income countries.Design/methodology/approachThe paper confronts the literature on the “bottom of the pyramid” with the diffusion of innovations theory in order to identify the country characteristics that call for marketing changes when entering low‐income markets. The authors investigate for one case (the Tata Nano) whether – and how – the company implements changes to respond to these conceptually identified challenges. The case study is systematically analysed and structured according to Kotler's four Ps.FindingsThe case shows that companies can create products with functionality and cost advantage for the poor without compromising on safety and comfort. Creating an innovative distribution system pushes costs and builds trust between the company and the customer.Research limitations/implicationsThe study examines one case from the automobile industry. Marketers would benefit from multiple case studies.Originality/valueThe study's originality springs from the confrontation between the bottom of the pyramid and the diffusion of innovations theories. The study is valuable to marketers targeting the bottom of the pyramid. The case study is interesting because the industry (automobile) surprisingly targets a poorer non‐traditional customer base (the upper bottom of the pyramid).

Purpose – The purpose of this paper is to explain how leading firms can profitably serve poor consumers by targeting the urban bottom of the pyramid (BOP) with appropriate marketing practices.Design/methodology/approach – The approach taken is an integrative analysis of existing literature and new cases.Findings – The urban BOP market is more profitable for large firms than the rural BOP due to its density of wealth, proximity, homogeneity and modernity. While recommended tactics for BOP marketing like rock bottom pricing, innovative products and sachets never produced market leaders, multilevel channels and inclusive pricing led to dramatic BOP sales growth for respected middle‐class products.Research limitations/implications – Theoretically, this research demonstrates that the urban‐rural divide is a good starting point for the development of context‐contingent strategies because successful urban BOP marketing practices were very different to those recommended for the rural BOP. It also makes a useful c...

PurposeThe purpose of this paper is to present an up‐to‐date examination of the telecommunications industry and attempt to discover how some of the major players are engaging their customers while trying to constantly diversify their service offerings.Design/methodology/approachThe paper examines, case by case, three major telecommunications companies and identifies current and future offerings as they pertain to service initiatives and customer loyalty and retention. The paper also offers a broader overview of the telecommunications industry as a whole and identifies some major trends in the current landscape.FindingsThe paper finds that companies with sound customer strategies can use this as a differentiator in an increasingly muddled market. In an increasingly competitive market, customer loyalty efforts can play a major part in the attraction of new customers and the retention of current ones. Companies must transition to offer a suite of services as “bundling” strategies proliferate and further ignite pricing wars.Practical implicationsMarketers dealing in the telecommunications arena are entrenched in an exciting era of industry growth. As consumers' choices expand, the importance of a sound customer relationship strategy becomes more and more important for the success of the company.Originality/valueThe paper provides exclusive interviews with representatives from some of the largest telecommunications firms in the industry today. It contains expert analysis and breakdown on loyalty marketing strategies that can complement telecommunications service offerings.

PurposeThe purpose of this paper is to study examples of emerging marketing trends like word‐of‐mouth and viral marketing, and attempt to determine their measurability in terms of return on investment (ROI).Design/methodology/approachThe study examines real life campaigns from well‐known companies and attempt to measure consumer response beyond merely viewing or participating in the campaign. How much of an actionable response can be evoked and measured from viral and word‐of‐mouth campaigns? Testimonials and commentary from marketers practicing these methods and the pundits that attempt to gauge the effectiveness.FindingsThe paper finds that word‐of‐mouth or viral marketing efforts are not always a sure bet. But a well‐placed, calculated and provocative campaign can spark a firestorm of buzz that sometimes can be effective for years in non‐terminal new mediums like the internet. While the jury is still out on finding hard quantitative ROI measurements for these campaigns, they can produce hefty returns for brand awareness.Research limitations/implicationsTracking ROI for viral marketing and word‐of‐mouth marketing campaigns remains an inexact and difficult science.Practical implicationsThe paper suggest following the included Viral Commandments when creating a word‐of‐mouth campaign to ensure marketing resources are put to highest and best use. It also suggests focusing on identification of the consumer as a vital step to build advocacy. Viral marketing should not anchor marketing strategy, but when used effectively can be an important ace‐up‐the‐sleeve.Originality/valueThe paper explores some recognizable viral marketing campaigns and studies the effects they had on product sales, consumer advocacy and brand awareness. It teaches important factors to consider when developing word‐of‐mouth marketing: who is doing it well, who is not, what lasting effects can a campaign deliver, and are there any effective ways to measure return on investment?

PurposeThe purpose of this paper is to explore the role of and the management of creative individuals in organizations.Design/methodology/approachThe paper integrates concepts including a range of recently published (1995‐2006) theoretical works in the creative culture, creativity, and innovation literature.FindingsThe paper provides information and action approaches to marketers to aid them in harnessing creative talent within their organizations. Relevant literature shows that communities may be magnets that attract or repel creative individuals. Organizations can engineer themselves to become attractive to creatives. If marketers are skillful in managing creative individuals, the organization may enjoy increased competitiveness.Research limitations/implicationsThe theoretical concepts that form the foundation of the paper appear to have a significant application to consumer marketing but have not been tested empirically.Practical implicationThe study explores a global effect that has implications for the nature and scope of marketing orientation performance.Originality/valueThis paper describes the nature and application of creativity and creative culture to marketing. While most literature has concentrated on the city or community level, the paper provides a perspective that may help to nurture the creativity of individuals within an organization. It offers the potential of increasing marketing competitiveness by allowing firms to maximize their creativity as a competitive tool.

While American School defines marketing through the concept of 4P’s, several European and especially The Nordic School (e.g. Gummesson, Gronroos, Zineldin) points out the fact that this view of mar ...

PurposeThis study aims to investigate teenagers'perceptions about buzz marketing and the issue of disclosure.Design/methodology/approachA structured focus group methodology was used in the study.FindingsThe paper finds that teenagers like being buzz agents, they view this role as a job, they usually conceal the fact that they are buzz agents, and they generally see no ethical dilemma in not revealing their status.Practical implicationsIt is important to establish a relationship that encourages honesty and transparency in the marketing exchange process when teens are used as buzz agents.Originality/valueThe paper provides useful information on the marketing exchange process when teens are used as buzz agents.

PurposeThe objective is to describe a marketing approach used by Volvo in the Australian marketplace. It appears to be a rare approach and could be perceived to some extent as being “masochistic”.Design/methodology/approachThe research is based upon a case study. The term “masochistic marketing” is introduced.FindingsThe “masochistic marketing” approach applied by Volvo in Australia should be seen as a process. It is dependent upon the outcome of a series of cause and effect relationships.Research limitations/implicationsThe masochistic marketing approach may be divided into four cause‐related phases, all of which create a dualistic outcome of either positive or negative effect‐chains in respect to the corporate image in the marketplace and society.Practical implicationsA masochistic marketing approach is a high‐risk venture. It is a challenging and demanding marketing process, because it plays on the humiliation of the corporate image itself. The core idea of the masochistic marketing approach violates, or at least appears to oppose, the fundaments of marketing.Originality/valueMasochistic marketing is not recommended to be used as a common approach, unless a series of events has turned the corporate image in the marketplace into something that is highly undesirable and a stigma.

PurposeLoyalty has been widely researched and while we know the ways that consumers demonstrate their loyalty and the factors that influence loyalty, research reporting consumer and marketer views of loyalty is scant. To date there has been no attempt to compare and contrast marketer's views on loyalty with their own consumers' views. The purpose of this paper is to report research that responds to this omission.Design/methodology/approachAn Australian beer category was selected for this research because beer is a category where consumer loyalty exists. A qualitative research approach was used to provide detailed marketer and consumer views about loyalty to gain strategic insight. Company documents were also used to gain additional insight and increase the validity of the research findings.FindingsA detailed view suggests that many marketing initiatives employed are eroding rather than contributing to consumer loyalty. Consumer views suggest that loyalty must be earned and that a consumers' loyalty cannot be bought.Research limitationsA single case study was used in this research to provide rich and detailed insight into consumer loyalty. Further research is needed to test the validity of the research findings by using a larger sample of consumers, but also in other beer categories and product and service categories.Practical implications/implicationsPractices where companies profit at the expense of their own consumers will diminish rather than build consumer loyalty. Marketers must consider loyalty as a reciprocal concept. This research suggests that to gain a consumers loyalty a company must adopt “a look after me and I will look after you” philosophy.

PurposeCause‐related marketing activities are increasingly becoming a meaningful part of corporate marketing plans. This paper aims to examine the relationship between the company, cause and customer, and how fit between these three groups influences consumer response via generating a positive attitude toward the company‐cause alliance and purchase intent for the sponsored product.Design/methodology/approachTwo studies are carried out, first among students and second among consumers.FindingsTwo studies (study 1=232 students, study 2=531 consumers) demonstrate that company‐cause fit improves attitude toward the company‐cause alliance and increases purchase intent. Additionally, this effect is enhanced under conditions of customer‐company and customer‐cause congruence, and the consumer's overall attitude toward the sponsoring company. Skepticism about the company's motivation for participating in a cause‐related marketing initiative was not relevant to consumer purchase decisions.Research limitations/implicationsResults from these studies suggest that consumers may in fact make two different assessments of the sponsoring company in a cause‐related marketing campaign. One assessment may be more cognitive where the consumer compares his or her own identity to that of the company: “Is this company like me? Are our identities alike?” The second assessment is more affective or emotional: “Do I like this company? Do I feel positively about this company?” The strength of the consumer sample suggests that when building a cause‐related marketing program, marketing managers should select a cause that makes sense to the consumer to be a partner in the alliance, build a general positive feeling toward their brand, and limit any self‐serving promotion of the cause‐related marketing alliance to the target consumer population.Originality/valueThe paper provides useful information on the relationship between the company, cause and customer, and how the fit between these three groups influences consumer response.

PurposeThis paper seeks to examine three evolutionary trends that are pushing the boundaries of loyalty marketing in 2006 and beyond. These trends incorporate the power of networks, the power of data, and the power of convergence.Design/methodology/approachThe paper thoroughly describes three new trends in loyalty marketing, which the authors believe have the potential to affect the strategies of all existing loyalty programs. Various programs that represent ongoing experimentation and innovation are used as examples of each of the trends.FindingsThe paper suggests that by incorporating some of the components of the three trends in loyalty marketing, marketers will see their boundaries expand and their strategies and tactics change. The results will power profits and growth.Practical implicationsIt may be true that the biggest revolutions in loyalty marketing happened in the past. But micro‐revolutions in loyalty marketing are happening everywhere. By examining those programs that are innovative and willing to experiment, marketers can learn strategies that can grow their own programs.Originality/valueThe paper takes a look at evolutionary trends in loyalty marketing, with suggestions on how to incorporate these trends into existing programs.

PurposeThe intent of this article is to explore if there is a difference between American Jewish consumers and American non‐Jewish consumers in the use of word of mouth and brand loyalty in response to the purchase of durable goods (automobiles). Additionally, this article aims to explore if there is a difference in the use of word of mouth and brand loyalty among American Jews with differing levels of acculturation.Design/methodology/approachThis article utilizes survey data obtained from over 400 respondents with analysis performed using regression and chi‐squared analysis.FindingsThis study shows no significant difference in brand loyalty and word of mouth between all American Jews and American non‐Jews, however, a significant difference between highly acculturated American Jews and low‐acculturated American Jews was found.Practical implicationsThe article helps firms plan their marketing strategy in terms of how they will utilize word of mouth where American Jewish consumers comprise a significant part of the target market. Additionally, this research helps firms understand the context of brand loyalty in terms of looking at ethnic groups.Originality/valueLittle research on Jewish consumer acculturation has been published in the last 25 years. The spending power of the American Jewish consumer is significantly larger than that of the rest of the American population, which makes the study of this group particularly valuable.

PurposeThe purpose of this paper is to explore developments in the field of integrated marketing communication and the changing relevance of its component processes that have implications for marketing managers.Design/methodology/approachThe paper integrates concepts including a range of recently published (1993‐2005) theoretical works, practitioner developments in practice and industry studies.FindingsThe paper provides information and action approaches to marketing communicators that may increase the success of their promotional efforts. In addition, the paper provides a useful perspective in the proper use and applications of event marketing. It outlines the benefits of adopting event‐marketing techniques and offers practical suggestions for maximizing their value in the promotion process.Research limitations/implicationsThe theoretical concepts that form the foundation of the paper appear to have a significant application to the integrated marketing communications. Some, but not all, have been tested empirically.Practical implicationsThis study allows marketing managers to reformulate their marketing communications mix to achieve a more successful promotional process.Originality/valueThis paper describes current trends in event marketing, explores the elements of event marketing and repositions them into an enhanced integrated marketing communications framework. It offers the potential of improving the success of the promotion of products and services in practice, resulting in increasing effectiveness. Moreover, it provides a strategic perspective that is necessary for an effective integrated marketing communications process.

PurposeAttempts to investigate the perceived advantages and risks associated with online pharmaceutical transactions, and on this basis, to propose a specific segmentation of consumers.Design/methdology/approachAnalyses the marketing procedures applied by pharmaceutical sites to emphasise the specific advantages and to minimise the perception of transactional risks, as well as the segmentation techniques applied online.FindingsThe results of the study indicate the existence of four main consumer categories. This schematic categorisation needs further development, in order to define more precisely the decision taking process and the online shopping behaviour for each customer segment, as well as the level of post‐purchase satisfaction. On the other hand, the paper demonstrated that the marketing approach of various online pharmacies is determined by the transactional model applied.Originality/valueThe empirical analysis presented in this paper should be complemented by future qualitative study, in order to facilitate a deeper understanding of the factors determining the growing success of online pharmacies.

Purpose – As loyalty marketing programs have reached a state of maturity, the aim of this paper is to outline the key loyalty‐marketing trends for the twenty‐first century that can serve as guideposts as marketers create, expand and revamp their loyalty and customer relationship management (CRM) strategies.Design/methodology/approach – The paper uses data and statistics from numerous loyalty‐marketing programs to support its conclusions.Findings – Five key loyalty‐marketing trends are identified and explored in detail: ubiquity; technology enables but imagination wins; coalition lite; customer analytics; and the Wow! factorPractical implications – The challenge for marketers is to reinvigorate the market with new strategies, tactics, and technologies backed by imagination, innovation and sound program design. The five key loyalty‐marketing trends for the twenty‐first century identified in this paper can serve as guideposts as marketers create, expand and revamp their loyalty and CRM strategies in the new ...

One of the major functions of marketing strategy is the proper positioning of the company in the sectorial value‐added chain, in order to create the best possible competitive advantage. This process is extremely important, especially for small and medium‐sized enterprises (SMEs), since any wrong decision can literally eliminate the company from the market. This paper attempts to analyse and present the strategic positioning process specific to small and medium‐sized biopharmaceutical firms in the UK. After discussing the specific characteristics of the value chain in the biopharmaceuticals sector, the paper presents the research methodology used to collect primary and secondary data. Data analysis leads towards a theoretical model that describes the stages and the factors influencing the strategic positioning of SMEs in the value‐added chain of the biopharmaceuticals sector.

Multi‐channel marketing in the retail environment involves the integration of marketing activities in retail stores, with catalogs and with online marketing. The online component of this is critical to the success of the overall effort and it is becoming more powerful, sophisticated and measurable. This case study chronicles the use of multi‐channel marketing by REI, a 66‐year‐old purveyor of specialty outdoor gear and apparel. The case study shares the essential components of multi‐channel marketing used by REI and how the various components work together.

We live in an aging society, thus, it is important for businesses to develop a solid understanding of the older consumer. The food and grocery store industry is no exception since mature consumers spend more money on the average at food stores than their younger aged counterparts. Because there are marked differences within the large, mature consumer market, different marketing strategies are required even within this market to ensure the greatest success. This research employs a random, nation‐wide, sample of 10,500 names of household heads drawn from seven age categories. The literature from a wide range of disciplines was examined to explore factors and events affecting preferences and motives in the selection of food stores. Using factor analysis, four gerontological segments resulted that best describe the mature consumer market. Marketing strategies are offered suggesting how to most effectively appeal to older consumers in general as well as more precise strategies for successfully appealing to the four gerontological segments.

The objective of this paper is to analyze the effect that a brand extension strategy has on brand image. Specifically, the paper analyzes how variables related to the parent brand and the extension influence brand image after the extension. From a sample of 389 consumers the paper demonstrates that the extension strategy dilutes the brand image. Through a regression analysis it is shown that the perceived quality of the brand and consumers’ attitudes towards the extension positively influence both the general brand image (GBI) and the product brand image (PBI) after the extension. While familiarity with the products of the brand only affect the GBI, the perceived degree of fit affects the PBI.

Burgeoning consumerism in transitional economies has significant implications for both multinational corporations and local companies. Based on a survey of four cities in mainland China, this research examines consumer attitudes toward marketing, and compares the findings with those of previous studies of other economies. The results suggest that consumers in mainland China are less critical of marketing than their counterparts in advanced economies. Furthermore, consumer attitudes toward marketing, beliefs about business, and their interactions have significant effects on consumer satisfaction. The implications for marketing operations in transitional economies and avenues for future research are explored.

Proposes and tests a new approach for developing message themes and segmenting markets, termed the message development through personality segmentation – MDPS. This new tool, based on Mowen’s 3M model of motivation and personality, is used to identify a network of key personality traits that may be used as segmentation and message development variables. The approach addresses several criticisms that have been leveled against personality research in marketing. The approach includes four distinct steps that managers can follow to create message themes and segment markets based on motivational networks of personality traits. Provides an empirical example that tests the process in an automotive industry context.

As the population and purchasing power of ethnic minority consumers in the USA continue to grow, more marketers are using subcultural segmentation and targeted marketing to reach these consumers. Meanwhile, some marketers have grown increasingly concerned with the cost‐effectiveness of ethnic segmentation and differentiated marketing. This research reviews various methods for segmenting the ethnic markets and suggests the nested approach and cost‐benefit optimization for analyzing the cost‐effectiveness of ethnic segmentation and marketing. Furthermore, this research proposes four alternative strategies for marketing in a multicultural environment. Directions for future research and managerial implications are explored.

Uncovers some of the misplaced marketing techniques of investment companies. Suggests that because the most valuable marketing tool for a new mutual fund is a strong performance record many companies provide “illusions” of certain returns. Asserts that new funds are launched directly to the public with preferential treatment at the expense of other funds within the family or by providing a period of “incubation” for the fund. However, the consumer is often misdirected as the funds often revert to average returns after a couple of years. Believes that government intervention is required in this marketplace.

In the early 1990s, several new entrants extended “category‐killer, big‐box” retailing concepts to the marketing of used vehicles. Despite promise, each entrant has either exited the market or changed its business plan. Based on both primary and secondary data, the authors find that, although the superstore maintains some advantages over traditional used‐vehicle retailers, it has cost disadvantages over the traditional retailer. These findings on both the demand and the supply side of the business explain the observed market failures.