Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Notes © The McGraw−Hill
Companies, 2002772 Notes
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uations,” Industrial Marketing Management, May 1996, pp. 235–41;
William C. Perkins, James C. Hershauer, Abbas Foroughi, and Michael
M. Delaney, “Can a Negotiation Support System Help a Purchasing
Manager?” International Journal of Purchasing & Materials Management,
Spring 1996, pp. 37–45; Warren H. Suss, “How to Sell to Uncle Sam,”
Harvard Business Review,November–December, 1984, pp. 136–44.
28.For a detailed discussion of business ethics in a number of coun-
tries, see Journal of Business Ethics,(Special Issue) October 1997. See also
“How Can a U.S. Company Go International, Avoid the Economic Dis-
aster of a Thai Baht... and Pay No Bribes?” USA Today,November 17,
1997, p. 5B; Larry R. Smeltzer and Marianne M. Jennings, “Why an
International Code of Business Ethics Would Be Good for Business,”
Journal of Business Ethics, January 1998, pp. 57–66; James J. Kellaris,
Robert F. Dahlstrom, and Brett A. Boyle, “Contextual Bias in Ethical
Judgment of Marketing Practices,” Psychology & Marketing, October
1996, pp. 677–94; Massoud M. Saghafi, Fanis Varvoglis, and Tomas Vega,
“Why U.S. Firms Don’t Buy from Latin American Companies,” Industrial
Marketing Management20, no. 3 (1991), pp. 207–14; Peter Banting,
Jozsef Beracs, and Andrew Gross, “The Industrial Buying Process in Cap-
italist and Socialist Countries,” Industrial Marketing Management20, no. 2
(1991), pp. 105–14.
Chapter 8
1.Available from World Wide Web: http://www.lenscrafters.com;
“LensCrafters Hits One Billion in Sales,” Business Wire,February 3,
1998; “LensCrafters Polishes Image with Style,” Chain Store Age Execu-
tive,October 1996, p. 144ff.; “‘SuperOpticals’ Edge out the Corner
Optician,” Adweek’s Marketing Week,October 1, 1990, p. 36;
“LensCrafters Takes the High Road,” Adweek’s Marketing Week,April 30,
1990, pp. 26–27.
2.“How an Intranet Opened Up the Door to Profits,” Business Week
E. Biz,July 26, 1999, pp. EB32–EB38; “Here Comes the Intranet,” Busi-
ness Week,February 26, 1996, pp. 76–84.
3.“Virtual Management,” Business Week,September 21, 1998, pp.
80–82; John T. Mentzer and Nimish Gandhi, “Expert Systems in Market-
ing: Guidelines for Development,” Journal of the Academy of Marketing
Science,Winter, 1992, pp. 73–80; William D. Perreault, Jr., “The Shifting
Paradigm in Marketing Research,” Journal of the Academy of Marketing
Science,Fall 1992, pp. 367–76; J.M. McCann, W.G. Lahti, and J. Hill,
“The Brand Manager’s Assistant: A Knowledge-Based System Approach
to Brand Management,” International Journal of Research in Marketing,
April 1991, pp. 51–74.
4.Stanley F. Slater, “Intelligence Generation and Superior Customer
Value,” Journal of the Academy of Marketing Science, Winter 2000, pp.
120–128; Philip B. Evans and Thomas S. Wurster, “Strategy and the
New Economics of Information,” Harvard Business Review,
September–October 1997, pp. 70–82; Deborah Utter, “Information-Dri-
ven Marketing Decisions: Development of Strategic Information
Systems,” Journal of the Academy of Marketing Science, Spring 1998, pp.
157–58; James M. Sinkula, “Market Information Processing and Organi-
zational Learning,” Journal of Marketing, January 1994, pp. 35–45;
Lawrence B. Chonko, John F. Tanner, Jr., and Ellen Reid Smith, “The
Sales Force’s Role in International Marketing Research and Marketing
Information Systems,” Journal of Personal Selling and Sales Management,
Winter, 1991, pp. 69–80; James C. Bondra and Tim R. V. Davis, “Mar-
keting’s Role in Cross-Functional Information Management,” Industrial
Marketing Management, May 1996, pp. 187–95; Alfred C. Holden, “How
to Locate and Communicate with Overseas Customers,” Industrial Mar-
keting Management20, no. 3 (1991), pp. 161–68.
5.For more on CRM, see Chapter 3, footnote #23. “Marketers Hone
Targeting,” Advertising Age, June 18, 2001, p. T16; “Data Miners Reel
after Wal-Mart Snub,” Brandweek, May 21, 2001, p. 9; “Closer Than
Ever,” Business Week Small Biz,May 21, 2001, pp. 14–15; “CRM: Shoot-
ing Holes in the Hype,” Advertising Age, April 16, 2001, p. 1ff.; “Firms
See Value of CRM Software, but Adoption Can Be Costly,” Investor’s
Business Daily, April 4, 2001, p. A7; “A Singular Sensation,” Brandweek,
February 28, 2001, pp. 32–38; “Product by Design,” American Demograph-
ics, February 2001, pp. 38–41; “CRM Firms Adjust to Downturn,”
Investor’s Business Daily, December 28, 2000, p. A4; “The New Software
Whizzes,” Business Week E.Biz, December 11, 2000, pp. EB30–EB42;
“Mystery Shoppers,” American Demographics, December 2000, pp. 41–43;
“Mountains to Mine,” American Demographics, August 2000, pp. 40–44;
“With All Companies Lured to Web, Enterprise Software Is a Must-
Have,” Investor’s Business Daily, April 17, 2000, p. A10; “Mining
Everyone’s Business,” Brandweek, February 28, 2000, pp. 32–56; “An
Eagle Eye on Customers,” Business Week,February 21, 2000, pp. 66–76;
“The Information Gold Mine,” Business Week E.Biz, July 26, 1999, pp.
EB16–EB30; “Data Mining Digs In,” American Demographics, July 1999,
pp. 38–45; “Looking for Patterns,” The Wall Street Journal,June 21, 1999,
p. R16ff.; “Know Your Customer,” The Wall Street Journal,June 21, 1999,
p. R18. See also Siva K. Balasubramanian, “The New Marketing
Research Systems—How to Use Strategic Database Information for Bet-
ter Marketing Decisions,” Journal of the Academy of Marketing Science,
Spring 1996, pp. 179–81; John I. Hagel and Jeffrey F. Rayport, “The
Coming Battle for Customer Information,” Harvard Business Review, Jan-
uary–February 1997, pp. 53–65; “What’s the Best Source of Market
Research?” Inc.,June 1992, p. 108; James M. Sinkula, “Perceived Char-
acteristics, Organizational Factors, and the Utilization of External
Market Research Suppliers,” Journal of Business Research,August, 1990,
pp. 1–18. For more on privacy, see Chapter 14, footnote #11 and Chap-
ter 22, footnote #18.
6.For a discussion of ethical issues in marketing research, see “How
‘Tactical Research’ Muddied Diaper Debate: a Case,” The Wall Street
Journal,May 17, 1994, p. B1ff.; John R. Sparks and Shelby D. Hunt,
“Marketing Researcher Ethical Sensitivity: Conceptualization, Measure-
ment, and Exploratory Investigation,” Journal of Marketing, April 1998,
pp. 92–109; Naresh K. Malhotra and Gina L. Miller, “An Integrated
Model for Ethical Decisions in Marketing Research,” Journal of Business
Ethics, February 1998, pp. 263–80; Stephen B. Castleberry, Warren
French and Barbara A. Carlin, “The Ethical Framework of Advertising
and Marketing Research Practitioners: A Moral Development Perspec-
tive,” Journal of Advertising,June 1993, pp. 39–46; Ishmael P. Akaah,
“Attitudes of Marketing Professionals toward Ethics in Marketing
Research: A Cross-National Comparison,” Journal of Business Ethics,Jan-
uary, 1990, pp. 45–54.
7.Linda I. Nowak, Paul D. Boughton, and Arun J. A. Pereira, “Rela-
tionships Between Businesses and Marketing Research Firms,” Industrial
Marketing Management, November 1997, pp. 487–95; Peter M. Chisnall,
“The Effective Use of Market Research: A Guide for Management to
Grow the Business,” International Journal of Market Research, Summer
2000, Vol. 42, 3, p. 359; Seymour Sudman and Edward Blair, Marketing
Research: A Problem Solving Approach(Burr Ridge, IL: Irwin/McGraw-
Hill, 1998). See also Christine Moorman, Rohit Deshpande, and Gerald
Zaltman, “Factors Affecting Trust in Market Research Relationships,”
Journal of Marketing,January 1993, pp. 81–101.
8.“Special Report: 2001 David Ogilvy Research Awards,” American
Demographics, March 2001, pp. S1–21; “Special Report: 2000 David
Ogilvy Research Awards,” American Demographics, March 2000, pp.
S1–22; “What Consumer Research Won’t Tell You,” Brandweek, Novem-
ber 1, 1999, pp. 40–48; “Intelligence Agents,” American Demographics,
March 1999, pp. 52–60; “Grandma Got Run Over by Bad Research,”
Inc.,January 1998, p. 27.- Available from World Wide Web: http://www.windweaver.com/
searchtools and http://www.windweaver.com/searchengines; “What’s
Ahead for Search Engines,” The Wall Street Journal,June 25, 2001, p.
R17; “Avoid Quagmires with Simple Web Search Tactics,” Investor’s
Business Daily, April 4, 2001, p. A9; “Google Is Smart, Fast, Honest and
May Be Best Sleuth on the Web,” The Wall Street Journal,March 1, 2001,
p. B1; “Browser Beware,” Inc. Tech 2001,No. 2, pp. 77–81; “The Inter-