Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Notes © The McGraw−Hill
Companies, 2002Notes 75923.For more on CRM, see Chapter 8, footnote #5. For more on Ama-
zon, see “This Race Isn’t Even Close,” Business Week,December 18,
2000, pp. 208–10; “Amazon: King of the On-Line Jungle, Master of All
Domains,” DSNRetailing Today, November 20, 2000, pp. 18–22; “The
Amazon Way Is Still the Best Model for Web Shopping,” The Wall Street
Journal,September 21, 2000, p. B1; “Amazon: Creative Coddling, Great
Word of Mouth,” Business Week E. Biz, September 16, 2000; “E-Com-
merce: At Your Service,” Wall Street Journal Reports, April 17, 2000, p.
R12ff.; “Secrets of the New Brand Builders,” Fortune, June 22, 1998, pp.
167–70. For more on privacy, see Chapter 14, footnote #11 and Chapter
22, footnote #18.
24.Available from World Wide Web: <http://www.hermanmillerred.
com>; “Herman Miller Inc. Has Small Businesses Seeing Red,” The Wall
Street Journal,June 18, 2001, p. B4; “New Technology Reconditions Her-
man Miller, Investor’s Business Daily, March 8, 2001, p. A8; “The
Ultimate Sitting Machine,” Ecompany, October 2000, pp. 65–66; “Rein-
venting Herman Miller,” Business Week E.Biz, April 3, 2000, pp.
EB89–EB96; 2000 Annual Report, Herman Miller; “Where ‘Build to
Order’ Works Best,” Fortune, April 26, 1999, pp. 160A-V.
25.David A. Aaker and J. Gary Shansby, “Positioning Your Product,”
Business Horizons,May/June, 1982, pp. 56–62; Al Ries and Jack Trout,
Positioning: The Battle for Your Mind(New York: McGraw-Hill, 1981), p.- For some current examples of positioning, see “Getting Corian Out
of the Kitchen,” The Wall Street Journal,December 12, 2000, p. B1ff.;
“Corian Refashions,” Advertising Age, September 18, 2000, pp. 74–76;
“Pie in the Sky,” Brandweek, December 16, 1996, pp. 23–24; “From the
Horse’s Mouth: Try a Little Hoof Fix on Your Nails,” The Wall Street Jour-
nal,July 29, 1994, p. B1ff.; Hans Muhlbacher, Angelika Dreher, and
Angelika Gabriel-Ritter, “MIPS-Managing Industrial Positioning Strate-
gies,” Industrial Marketing Management,October 1994, pp. 287–98.
Chapter 4
1.Available from World Wide Web: <http://www.ups.com>; “Got
Mail?” The Wall Street Journal,June 22, 2001, p. B1ff.; “The Total Pack-
age,” Ecompany, June 2001, pp. 90–97; “FedEx Pushes the Right Buttons
to Remain No. 1 in Fast Shipping,” Investor’s Business Daily, May 25,
2001, p. A7; “Ground Wars,” Business Week,May 21, 2001, pp. 64–68;
“Federal Expressive,” Ecompany, May 2001, pp. 45–48; “UPS Targets
Logistics Business in Asia,” The Wall Street Journal,April 26, 2001, p.
A17; “Outside the Box,” The Wall Street Journal(Special Report: E-Com-
merce), February 12, 2001, p. R20; “FedEx, UPS Join Forces to Stave Off
Foreign Push into U.S. Markets,” The Wall Street Journal,February 1,
2001, p. B1ff.; “A Deal No More, Priority Mail Is Prey for Rivals, The
Wall Street Journal,January 24, 2001, p. B1ff.; “FedEx, Postal Service
Reach Delivery Partnership,” The Wall Street Journal,January 11, 2001,
p. A6; “FedEx, UPS Teach Dot-Coms Ways to Get Gifts under Tree on
Time,” The Wall Street Journal,December 18, 2000, p. B1ff.; “Shippers
Brace for E-Commerce,” Investor’s Business Daily, November 24, 2000, p.
A5; “When Germans Open the Mail, They Get Message on Capitalism,”
The Wall Street Journal,November 20, 2000, p. A1ff.; “UPS Logistics:
Delivering Solutions, Not Packages,” Fortune, October 30, 2000, pp.
T208L-R; “Who’s Got Mail?” Ti m e, October 16, 2000, pp. 86–88; “UPS
Appears Set to Win Battle for China Routes,” The Wall Street Journal,
September 22, 2000, p. A14; “UPS Launches Package-Return Service for
Web Purchases that Tracks Progress,” The Wall Street Journal,September
21, 2000, p. B4; “Big Brown’s Big Coup,” Business Week E.Biz, September
18, 2000, pp. EB76–EB77; “Postal Service, FedEx in Talks to Share
Tasks,” The Wall Street Journal,September 7, 2000, p. B1ff.; “UPS Is in
Talks to Buy 2 Logistics Firms,” The Wall Street Journal,June 12, 2000, p.
A3ff.; “They’ve Got Mail!” Fortune, February 7, 2000, pp. 100–112;
“Ford Is Hiring UPS to Track Vehicles as They Move from Factories to
Dealers,” The Wall Street Journal,February 2, 2000, p. A6; “Going
Nowhere Fast in Cyberspace,” Business Week,January 31, 2000, pp.
58–59; “Men in Brown,” Forbes, January 10, 2000; 2000 Annual Report,
UPS; “Overnight, Everything Changed for FedEx: Can It Reinvent
Itself?” The Wall Street Journal,November 4, 1999, p. A1ff.; “NationalMail Services Foil UPS’s Big Strategy for Dominating Europe,” The Wall
Street Journal,January 18, 1999, p. A1ff.; 1999 Annual Report, UPS.
2.See Peter F. Drucker, Management: Tasks, Responsibilities, Practices,
and Plans(New York: Harper and Row, 1973); Sev K. Keil, “The Impact
of Business Objectives and the Time Horizon of Performance Evaluation
on Pricing Behavior,” International Journal of Research in Marketing, June
2001, p. 67; Kenneth E. Clow, “Marketing Strategy: The Challenge of
the External Environment,” Journal of the Academy of Marketing Science,
Summer 2000, pp. 437–9.
3.This point of view is discussed at much greater length in a classic
article by T. Levitt, “Marketing Myopia,” Harvard Business Review,Sep-
tember–October 1975, p. 1ff. See also David J. Morris, Jr., “The Railroad
and Movie Industries: Were They Myopic?” Journal of the Academy of
Marketing Science,Fall, 1990, pp. 279–84.
4.Lance Leuthesser and Chiranjeev Kohli, “Corporate Identity: The
Role of Mission Statements,” Business Horizons, May–June 1997, pp.
59–66; Christopher K. Bart, “Sex, Lies, and Mission Statements,” Busi-
ness Horizons, November–December 1997, pp. 9–18; Christopher K.
Bart, “Industrial Firms and the Power of Mission,” Industrial Marketing
Management, July 1997, pp. 371–83.
5.“Why Inflation Is Not Inevitable,” Fortune,September 12, 1988,
pp. 117–24.
6.“Behind Cisco’s Woes Are Some Wounds of Its Own Making,” The
Wall Street Journal,April 18, 2001, p. A1ff.; Robert Jacobson and David
A. Aaker, “Is Market Share All That It’s Cracked Up to Be?” Journal of
Marketing,Fall 1985, pp. 11–22; Carolyn Y. Woo, “Market-Share Leader-
ship—Not Always So Good,” Harvard Business Review,January–February
1984, pp. 50–55; “Reichhold Chemicals: Now the Emphasis Is on Profits
Rather than Volume,” Business Week,June 20, 1983, pp. 178–79.
7.Available from World Wide Web: <http://www.harley-davidson.
com>; “Harley Davidson’s Jeffrey Bleustein: Communication Focus
Keeps His Company Roaring,” Investor’s Business Daily, February 28,
2001, p. A4; 2000 Annual Report, Harley-Davidson; “Motorcycle Mad-
ness Revvs Up Ad Budgets,” Advertising Age, November 8, 1999, p. 38;
“Gearing Up for the Cruiser Wars,” Fortune, August 3, 1998, pp. 128B–L;
“Motorcycle Maker Caters to the Continent,” USA Today,April 22,
1998, p. 8B; “That Vroom! You Hear May Not Be a Harley,” Business
Week,October 20, 1997, pp. 159–60; “Have Brands, Will Travel,”
Brandweek,October 6, 1997, pp. 22–26; “Japan’s Bikers: The Tame
Ones,” Business Week,October 6, 1997, pp. 30D-F; “Killer Strategies that
Make Shareholders Rich,” Fortune,June 23, 1997, pp. 70–84; “Aided by
Research, Harley Goes Whole Hog,” Marketing News,December 2, 1996,
pp. 16–17; “Tune-Up Time for Harley,” Business Week,April 8, 1996, pp.
90–94; “The Rumble Heard Round the World,” Business Week,May 24,
1993, p. 58–60; “Put to the Test,” Adweek,December 7, 1992, pp. 28–32;
“Yuppies Help Fuel Demand,” USA Today,July 22, 1991, p. 1Bff.;
“Harley-Davidson’s U-Turn,” USA Today,March 2, 1990, p. 1Bff.; “How
Harley Beat Back the Japanese,” Fortune,September 25, 1989, pp. 155–64.
8.For more on Starbucks, see “Remedies for an Economic Hangover,”
Fortune, June 25, 2001, pp. 130–39; “Starbucks Joins Microsoft to Serve
Web with Its Coffee,” The Wall Street Journal,January 4, 2001, p. B8;
“Starbucks Takes North America, Seeks Broader Sphere of Influence,”
Investor’s Business Daily, July 11, 2000, p. A12; “Starbucks Fills Asia’s
Cup,” USA Today, June 7, 2000, p. 10B; “Now, Starbucks Uses Its Bean,”
Business Week,February 14, 2000, pp. 92–93; “Starbucks in Pact with
Kozmo.com on Using Stores,” The Wall Street Journal,February 14, 2000,
p. A34; “Trouble Brewing,” Newsweek, July 19, 1999, pp. 40–41;
“Schultz’ Caffeinated Crusade,” Brandweek, July 5, 1999, pp. 20–25;
“Battle Grounds,” Inc., July 1999, pp. 52–58; “Still Perking after All
These Years,” Fortune, May 24, 1999, pp. 203–10; “Starbucks Brews
Broader Base,” Raleigh News & Observer, March 23, 1999, p. 1Dff.;
“Some Meatloaf with That Decaf Latte?” The Wall Street Journal,March
16, 1999, p. B1ff.; “Starbucks Cultivates Caffeine Rush,” USA Today,
April 30, 1998, p. 1Bff.; “Starbucks.com Will Let Coffee Drinkers Get
Wired,” Brandweek,April 27, 1998, p. 33; “Starbucks Ships Its Coffee