Journal of Marketing

This article postulates that the ability of an information system to respond to the evolving needs of its users is a necessary ingredient for its success. The concept is exemplified through INF*ACT, an evolving and heavily utilized marketing information system.

Little attention has been paid to negotiation cost planning for large corporate level sales. Often in industrial selling, negotiation costs represent a significant percentage of a firm's sales. This article suggests a relatively simple technique that can increase the industrial marketing manager's ability to plan his corporate level sales both more effectively and more efficiently.

The formulation of international marketing strategies is requiring more sophisticated management approaches due to the increasing importance of international business operations. The authors examine the relevance of the E.P.R.G. framework (ethnocentrism, polycentrism, regiocentrism, geocentrism) as a guideline for international marketing strategies.

Because the environmental crisis is so unprecedented, few business leaders know how to assess ecological implications of marketing decisions. The theory of responsible consumption offers a guide to marketing policy that promises movement toward a solution of growing environmental constraints on managerial freedom.

Inclusion of a nutrition information panel on each food label may become national policy. Should the nutrition labeling program be voluntary and the labels highly precise? This article explores these issues within the context of a study of consumer attitudes and preferences for basic canned goods.

During the 1960s, franchising in the United States evolved from a specialized method of distribution to an “industry.” With the domestic market now approaching maturity, franchisors are expanding into other countries. This article reports the results of a survey of the experiences, difficulties, and prospects of U.S. franchising systems expanding abroad.

Consumer problems of low-income, inner city residents may be the result of both poor performance by marketing institutions and lack of buyer skills and motivation. Although solving these problems depends upon specific knowledge of possible determining factors, research has focused more on retail performance than on buyer behavior. This study explores one aspect of that behavior—the effects of residence, age, and education on black shoppers’ perceptions of food store characteristics.

Is there a trade-off between breadth of coverage and depth of treatment in reporting the results of marketing research studies?

This article reports a survey on the extent to which societal issues are covered in marketing curricula. An analysis of the data indicated that cautious optimism is warranted regarding marketing educators’ involvement in socioenvironmental issues.

This article reports findings of an AMA survey on the impending imbalance of the supply and demand for new marketing doctorates as college teachers.

Criticisms are presented of the research findings reported by Pruden and Longman in a recent JOURNAL OF MARKETING article. Attention is focused on the alienation construct and its measurement.

The authors offer a rejoinder to Landon and Lundstrom's comment on the Pruden and Longman article “Race, Alienation and Consumerism.”

This study suggests that “ability to buy” (income) is superior to social class in segmenting the market for a wide variety of home furnishings, appliances, and ready-to-wear product classifications as well as for some services.