MarketingManagement.pdf

Notes 331

NOTES

1. The terms direct-order marketinganddirect relationship marketingwere suggested as subsets of
   direct marketing by Stan Rapp and Tom Collins in The Great Marketing Turnaround(Upper
   Saddle River, NJ: Prentice-Hall, 1990).


2. Figures are for 1997, supplied by National Mail Order Association, tel: 612-788-1673.


3. Don E. Schultz, Stanley I. Tannenbaum, and Robert F. Lauterborn, Integrated Marketing
   Communications(Lincolnwood, IL: NTC Business Books, 1993); Ernan Roman, Integrated
   Direct Marketing: The Cutting Edge Strategy for Synchronizing Advertising, Direct Mail,
   Telemarketing, and Field Sales(Lincolnwood, IL: NTC Business Books, 1995); Stan Rapp and
   Thomas L. Collins, The New Maxi-Marketing(New York: McGraw-Hill, 1996), and Beyond
   Maximarketing: The New Power of Caring and Daring(New York: McGraw-Hill, 1994).


4. See Don Peppers and Martha Rogers, The One-to-One Future(New York:
   Doubleday/Currency, 1993).


5. “What’ve You Done for Us Lately?”Business Week,September 14, 1998, pp. 142–48.


6. Nicole Harris, “Spam That You Might Not Delete,”Business Week,June 15, 1998,
   pp. 115–18.


7. Jennifer Tanaka, “Getting Personal,”Newsweek,November 22, 1999, pp. 101–2; Bruce
   Horovitz, “AmEx Kills Database Deal After Privacy Outrage,”USA Today,July 15, 1998,
   p. B1.


8. Debra Ray, “‘Poor Mouth’ Direct Mail Brochure Nets $3.5 Million in Contributions,”Direct
   Marketing,February 1998, pp. 38–39.


9. Bruce Horovitz, “Catalog Craze Delivers Holiday Deals,”USA Today,December 1, 1998,
   p. 3B.


10. Mari Yamaguchi, “Japanese Consumers Shun Local Catalogs to Buy American,”Marketing
    News,December 2, 1996, p. 12; Cacilie Rohwedder, “U.S Mail-Order Firms Shake Up
    Europe—Better Service, Specialized Catalogs Find Eager Shoppers,”Wall Street Journal,
    January 6, 1998; Kathleen Kiley, “B-to-B Marketers High on Overseas Sales,”Catalog Age,
    January 1997, p. 8.


11. De’Ann Weimer, “Can I Try (Click) That Blouse (Drag) in Blue?”Business Week,November
    9, 1998, p. 86.


12. See David Woodruff, “Twilight of the Teller?”Business Week,European Edition, July 20,
    1998, pp. 16–17.


13. “Infomercial Offers Multiple Uses,”Direct Marketing,September 1998, p. 11; Tim
    Hawthorne, “When and Why to Consider Infomercials,”Target Marketing,February 1998,
    pp. 52–53.


14. See Jeffrey F. Rayport and John J. Sviokla, “Managing in the Marketspace,”Harvard
    Business Review,November–December, 1994, pp. 75–85. Also see their “Exploiting the
    Virtual Value Chain,”Harvard Business Review,November–December 1995, pp. 141–50.


15. “Online Holiday Shoppers to Triple,”CyberAtlas,November 9, 1999,
    cyberatlas.internet.com/markets/retailing; “New BCG Study Re-Evaluates Size, Growth
    and Importance of Business-to-Business E-Commerce,”Boston Consulting Group,December
    21, 1999, http://www.bcg.com/practice/ecommerce/press_coverage_subpage4.asp.


16. Carol Pickering, “The First Online Business,”Business 2.0,January 2000, p. 170.


17. Joanna Glasner, “Gender Gap? What Gender Gap?”Wired Online,November 8, 1999,
    http://www.wired/com/news/ebiz; “Numbers: Who’s Online,”Business 2.0,January 2000,
    pp. 251–52.


18. See Daniel S. Janal, Online Marketing Handbook 1998 Edition: How to Promote, Advertise and
    Sell Your Products and Services on the Internet(New York: John Wiley, 1998).


19. Robert Mullins, “E-Mail Marketing Puts Small Firms on Equal Footing with Big Business,”
    Milwaukee Business Journal,January 3, 2000, http://www.amcity.com.