Methodologies for analysis of industrial marketing decision systems are extended to allow systematic comparisons over decisions and over firms. Three such systems used by two firms to price and plan volumes for the French market are compared.
Get full access to this article
View all access options for this article.
References
1.
AlexisMarcus, HainesGeorge, and SimonLeonard (1968), “Consumer Information Processing: The Case of Women's Clothing,” in Marketing and the New Science of Planning, KingRobert L., ed., Chicago: American Marketing Association, 197–205.
2.
ArcherStephen H. (1964), “The Structure of Management Decision Theory,”Academy of Management Journal, 7(December), 269–273.
3.
BettmanJames R. (1970), “Information Processing Models of Consumer Behavior,”Journal of Marketing Research, 1 (August), 370–376.
4.
BettmanJames R. (1979), An Information Processing Theory of Consumer Choice, Reading, MA: Addison-Wesley Publishing Company.
5.
BrandtWilliam K., and HulbertJames M. (1977), A Empresa Multinacional no Brasil: Um Estudo Empirico, Rio de Janeiro: Zahar Editores.
6.
BrandtWilliam K., HulbertJames M., and RichersRaimar (1979), “Marketing Planning in the Multinational Subsidiary: Practices and Problems,” Research Working Paper #209A, New York: Graduate School of Business, Columbia University.
7.
BurckGilbert (1973), “The Myths and Realities of Corporate Pricing,” in Marketing Management and Administrative Action, BrittS. H., and BoydH. W., eds., New York: McGraw-Hill, 345–357.
8.
CaponNoel, and HulbertJames (1972), “Decision Systems in Industrial Marketing: An Empirical Approach,” in Proceedings of the American Institute for Decision Sciences, 112–117.
9.
CaponNoel, and HulbertJames (1975), “Decision Systems Analysis in Industrial Marketing,”Industrial Marketing Management, 4(December), 143–160.
10.
CaponNoel, FarleyJohn U., and HulbertJames (1975), “Pricing and Forecasting in an Oligopoly Firm,”Journal of Management Studies, 12(May), 133–156.
11.
ClarksonGeoffrey P. E. (1963), “A Model of Trust Investment Behavior,” in A Behavioral Theory of the Firm, CyertR. M., and MarchJ. G., eds., Englewood Cliffs, NJ: Prentice-Hall, Inc., 253–268.
12.
DasenPierre R. (1972), “Cross-Cultural Piagetian Research: A Summary,”Journal of Cross-Cultural Psychology, 3(March), 23–40.
13.
FarleyJohn U., and HulbertJames (1975), “Sistemas de Planejamento Mercadologico de Uma Firma Multinacional Sediada no Brasil,”Revista de Administração de Empresas, 15(January-February), 7–14.
14.
FarleyJohn U., HowardJohn A., and HulbertJames (1971), “An Organizational Approach to an Industrial Marketing Information System,”Sloan Management Review, 13(Fall), 35–54.
15.
FarleyJohn U., HulbertJames, and WeinsteinDavid (1975), “Marketing Planning Systems in European Multi-Market Industrial Companies,” paper presented to the Academy of International Business, Fontainebleau, France.
16.
FleckRobert A.Jr. (1973), “How Media Planners Process Information,”Journal of Advertising Research, 13(April), 14–18.
17.
HopkinsDavid S. (1972), The Short-Term Marketing Plan, New York: The Conference Board.
18.
HowardJohn A., and MorgenrothWilliam M. (1968), “An Information Processing Model of Executive Decisions,”Management Science, 14(March), 416–428.
19.
HowardJohn A., HulbertJames M., and FarleyJohn U. (1975), “Organizational Analysis and Information System Design: A Decision Process Perspective,”Journal of Business Research, 3(April), 133–148.
20.
HulbertJames M. (1979), “Descriptive Models of Marketing Decisions,” in Marketing Decision Models, SchultzRandall L., and ZoltnersAndris A., eds., New York: Elsevier North-Holland, forthcoming.
21.
HulbertJames M., FarleyJohn U., and HowardJohn A. (1972), “Information Processing and Decision Making in Marketing Organizations,”Journal of Marketing Research, 9 (February), 75–77.
22.
LawrencePaul R., and LorschJ. W. (1967), “Differentiation and Integration in Complex Organizations,”Administrative Science Quarterly, 12(June), 1–47.
23.
MarchJames G., and SimonHerbert A. (1958), Organizations, New York: John Wiley and Sons.
24.
MarschnerDonald C. (1967), “Theory vs. Practice in Allocating Advertising Money,”Journal of Business, 40(June), 286–302.
25.
MorgenrothWilliam M. (1964), “A Method for Understanding Price Determinants,”Journal of Marketing Research, 1(August), 17–26.
26.
NewellAlan, and SimonHerbert A. (1958), “Elements of a Theory of Human Problem Solving,”Psychological Review, 65(May), 151–166.
27.
NewellAlan, and SimonHerbert A. (1972), Human Problem Solving, Englewood Cliffs, NJ: Prentice-Hall, Inc.
28.
PayneJohn W., and RagsdaleEaston K. (1978), “Verbal Protocols and Direct Observation of Supermarket Shopping Behavior: Some Findings and a Discussion of Methods,” in Proceedings of the Association for Consumer Research, Advances in Consumer Research, 5, 571–577.
29.
PorterLyman, LawlerEdward E., and Richard HackmanJ. (1975), Behavior in Organizations, New York, McGraw-Hill Book Co.
30.
RadosDavid L. (1970), “Simulation of the Selection of an Item for a Grocery Ad,”British Journal of Marketing, 4(Summer), 70–79.
31.
RadosDavid L. (1972), “Selection and Evaluation of Alternatives in Repetitive Decision Making,”Administrative Science Quarterly, 17(June), 196–206.
32.
RingbakkKjell-Arne (1974), “Multinational Planning and Strategy: Assessing the Evolution in the United States, Japan and Europe,” paper presented to the Academy of International Business, San Francisco.
33.
StopfordJohn R., and WellsLouis T.Jr. (1972), Managing the Multinational Enterprise, New York: Basic Books.
34.
The Conference Board (1970), Sales Forecasting Practices, Experiences in Marketing #25, New York: National Industrial Conference Board.
35.
WienerNorbert (1954), The Human Use of Human Beings, Garden City, NY: Doubleday and Co., Anchor Books.
36.
WindYoram (1968), “Applying the Behavioral Theory of the Firm to Industrial Buying Decisions,”The Economic and Business Bulletin, 20(September), 22–28.
37.
WindYoram (1978), “The Boundaries of Buying Decision Centers,”Journal of Purchasing and Materials Management (Summer), 23–29.
38.
WindYoram, and WebsterFrederick E.Jr. (1972), “Industrial Buying as Organizational Behavior: A Guideline for Research Strategy,”Journal of Purchasing (August), 5–16.
