A Conceptual Framework of MkIS Design: the Impact of Environmental Uncertainty Perceptions, Decision-Maker Characteristics and Work Environment Factors on the Perceived Usefulness of Marketing Information Characteristics

This paper discusses potential relationships between contextual factors and Marketing Information Systems (MkIS) design. MkIS design is defined in terms of the perceived usefulness of several information characteristics, which may be associated with a marketing information system. The paper suggests that MkIS design research should consider a range of contextual variables drawn from the organisational behaviour, behavioural decision-making and personality/cognitive psychology literatures. Drawing on empirical results from three sets of literature and from studies of information systems design (particularly management and accounting information systems design), the authors present a framework for exploring the design of a MkIS

Principles and Practice of Marketing

This edition has been rigorously updated by Professor David Jobber and new co-author Fiona Ellis-Chadwick to offer a contemporary perspective on marketing, with the latest digital developments and ethical accountability emphasized throughout. Trusted by both students and lecturers this authoritative text is brought to life through engaging examples and interactive resources

Integrative pricing via the pricing wheel.

NoPricing is a critically important management activity with major strategic and operational implications. However, pricing is a much-neglected and ineptly administered marketing responsibility, and numerous errors are made. A prime reason for this is that firms are preoccupied with the use of convenient, often singularly cost-based, pricing methods that fail to assimilate the impact of the full range of effective pricing determinants. This article introduces the concept of the pricing wheel that is a multistage process for effective price management. It provides a systematic means for analyzing and incorporating into decision making the strategic role of price, pricing objectives, the plethora of internal and external pricing determinants, pricing strategy, the pricing technique, and the necessary implementation and control procedures. As a key element of the pricing process, the article advocates utilization of an integrative pricing technique, and it proposes a logical sequence in which it can be applied

Perceived environmental uncertainty; PEU; REF 2014

NoAn important contribution to the literature on perceived environmental uncertainty (PEU) is Milliken’s distinction between state uncertainty, effect uncertainty, and response uncertainty. However, despite its appealing logic in capturing the types of uncertainty managers may experience as they seek to understand and respond to changes in an organization’s environment, there has been no full and rigorous psychometric development and testing of scales to measure the three constructs. Using a two-phase empirical study, this research seeks to develop and test such scales in terms of dimensionality, reliability, and validity (including nomological validity). The results suggest that managers do make a meaningful distinction between different types of uncertainty, that it is worthwhile measuring all three constructs (as they have differential impacts on outcome variables), and that there are linkages between them. Managerial contributions and implications for future research are also discussed

Selling and Sales Management

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Selling & sales management

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A social psychological model of relations between marketing and sales.

NoThis paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social psychological causes and effects of intergroup relations in FMCG marketing. This conceptual model integrates two social psychological theories, the realistic group conflict theory, and the social identity theory. As a development to previous applications of these theories, the model extends beyond the social psychological effects of intergroup relations to consider the implications for organizational effectiveness. A number of research propositions to guide future research are also developed, and the paper concludes with a discussion of managerial and future research implications