European Journal of Marketing

Cooper, Peter

doi: 10.1108/EUM0000000005251pmid: N/A

Presents a theory of change in household decision making. Describes some of the changes as they appear on the UK marketing scene, investigating possible causes of these changes. Gives on account of microeconomic factors and their effect on decision making and choice behaviour.

Johns, E.A.

doi: 10.1108/EUM0000000005252pmid: N/A

Discusses four occupational characteristics of salespeople that should be measured ego drive empathy appearance and manner and speech, suggesting that technical knowledge of a product is also important. Uses a case history to demonstrate the correct use of tests in selecting salespersonnel, showing some limitations of the tests in question and revealing their effectiveness.

Ehrenberg, A.S.C.; Goodhardt, G.J.

doi: 10.1108/EUM0000000005253pmid: N/A

Discusses repeatbuying in terms of a case history of a nondurable product. Measures the repeatbuying behaviour by means of a survey carried out for the Market Analysis and Evaluation Grant, Unilever. Reveals how repeatbuying of a new brand soon reaches a par with its competitors.

Pollay, Richard W.

doi: 10.1108/EUM0000000005254pmid: N/A

Provides a perspective by which to look at interactions within a family unit notably man and wife that lead to purchasing decisions by that unit. Reveals a model for analysing the interactions of family members in decision making. Discusses the interaction processes influencing perceptions of priority, utility and debt. Looks at the differences of families with different social classes, age groups and member orientation. Investigates potential uses of the model with regard to marketing management, adevertising, product planning and market research.

Lowes, Bryan; Turner, John; Wills, Gordan

doi: 10.1108/EUM0000000005255pmid: N/A

Evaluates current evidence on contemporary gift giving, drawing some tentative marketing conclusions. Draws evidence from surveys carried out in Bradford, UK and those carried out by Gallup and the National Opinion Polls on Christmas shopping. Looks at the role of gift giving in society while interpreting data and drawing marketing conclusions and contrasting with primitive societies.

Christopher, Martin; Kirkland, Jane; Jeffries, John; Wilson, Richard

doi: 10.1108/EUM0000000005256pmid: N/A

Describes the major influences directing the growth and development of marketing theory. Assesses the relative value of holistic and piecemeal approaches to this theory. Suggests that the most important advances in marketing management will stem from development of models of the market, advocating on piecemeal approach.

Metacalf, David; Greenhalgh, Christine

doi: 10.1108/EUM0000000005257pmid: N/A

Investigates pricing behaviour in the retail grocery industry, analysing pricing at the micro level of a London submarket. Looks at the extent and effect of recommended resale prices on grocery items. Compares the average expenditure between stores on a given set of items. Examines differences in pricing between counterservice and selfservice outlets and also the pattern of special offers. Suggests that there must be a move towards prevention of an oligopoly situation in order to market efficiently.