Basic Marketing: A Global Managerial Approach

(Nandana) #1

Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e


Back Matter Notes © The McGraw−Hill
Companies, 2002

Notes 791

Consumer Information,” Journal of Interactive Marketing, Summer 2001,
p. 31; “Marketers Find ‘Tweens’ Too Hot to Ignore,” USA Today, July 10,
2001, p. 13A; “Hollywood, the Internet, and Kids,” American Demograph-
ics, May 2001, pp. 51–55; “Viral Marketing Alert!” Business Week E.Biz,
March 19, 2001, p. EB8; “How a Viral Marketing E-Mail Campaign
Delivered for Lee Apparel,” Advertising Age, 2000, pp. A10–A11; “This
Is One Virus You Want to Spread,” Fortune, November 27, 2000, pp.
297–300; “Accelerating Natural Contagion,” Brandweek, October 20,
2000, pp. 31–38; “Sneaker Shock,” Brandweek, October 2, 2000, p. 1ff.;
“Motorola’s ‘Silent Bill’ Arrives Via E-Mail,” The Wall Street Journal,
August 3, 2000, p. B13; “Tell Me a (Digital) Story,” Business Week E.Biz,
May 15, 2000, pp. EB91–94; “Guerrilla Marketers of the Year,”
Brandweek, March 27, 2000, pp. 28–76; “Desperately Seeking Buzz,”
Business Week E.Biz, February 7, 2000, pp. EB98–EB100.
18.Meera P. Venkatraman, “Opinion Leaders, Adopters, and Commu-
nicative Adopters: A Role Analysis,” Psychology and Marketing,Spring
1989, pp. 51–68; S. Ram and Hyung-Shik Jung, “Innovativeness in Prod-
uct Usage: A Comparison of Early Adopters and Early Majority,”
Psychology & Marketing,January/February 1994, pp. 57–68; Robert J.
Fisher and Linda L. Price, “An Investigation into the Social Context of
Early Adoption Behavior,” Journal of Consumer Research,December
1992, p. 477; Leisa R. Flynn, Ronald E. Goldsmith, and Jacqueline K.
Eastman, “Opinion Leaders and Opinion Seekers: Two New Measure-
ment Scales,” Journal of the Academy of Marketing Science, Spring 1996,
pp. 137–47; Everett M. Rogers and F. Floyd Shoemaker, Communication
of Innovations: A Cross-Cultural Approach(New York: Free Press, 1971),
pp. 203–9.
19.Kusum L. Ailawadi, Paul W. Farris and Mark E. Parry, “Share and
Growth Are Not Good Predictors of the Advertising and
Promotion/Sales Ratio,” Journal of Marketing,January 1994, pp. 86–97.
20.Deborah Utter, “Marketing on a Budget,” Journal of the Academy of
Marketing Science, Summer 2000, pp. 441–3; Kim P. Corfman and Don-
ald R. Lehmann, “The Prisoner’s Dilemma and the Role of Information
in Setting Advertising Budgets,” Journal of Advertising, June 1994, pp.
35–48; C.L. Hung and Douglas West, “Advertising Budgeting Methods
in Canada, the UK and the USA,” International Journal of Advertising10,
no. 3 (1991), pp. 239–50; Pierre Filiatrault and Jean-Charles Chebat,
“How Service Firms Set Their Marketing Budgets,” Industrial Marketing
Management,February 1990, pp. 63–68; James E. Lynch and Graham J.
Hooley, “Industrial Advertising Budget Approaches in the U.K.,” Indus-
trial Marketing Management18, no. 4 (1989), pp. 265–70; “Beat the
Budgeting Blues,” Business Marketing,July 1989, pp. 48–57; Douglas J.
Dalrymple and Hans B. Thorelli, “Sales Force Budgeting,” Business Hori-
zons,July/August 1984, pp. 31–36; Peter J. Danaher and Roland T. Rust,
“Determining the Optimal Level of Media Spending,” Journal of Advertis-
ing Research,January/February 1994, pp. 28–34.

Chapter 15
1.Available from World Wide Web: <http://www.cisco.com>; “Cisco
Fractures Its Own Fairy Tale,” Fortune, May 14, 2001, pp. 105–12; “Tech
Consultants: You’ll Need One Sooner or Later—So Get It Right,”
Investor’s Business Daily, March 5, 2001, p. A1; “How Cisco Makes
Takeovers Work with Rules, Focus on Client Needs,” Investor’s Business
Daily, November 20, 2000, p. A1; “Going Digital? Think First,” Fortune,
November 13, 2000, pp. 190—98; “Cisco Not the Top Choice of Every
Network Builder,” Investor’s Business Daily, November 13, 2000, p. A6;
“Cisco Keeps Growing, But Exactly How Fast Is Becoming an Issue,” The
Wall Street Journal,November 3, 2000, p. A1ff.; “Accelerating Natural
Contagion,” Brandweek, October 30, 2000, pp. 31–38; “Factory Marks
New Optical Era for Cisco,” Investor’s Business Daily, October 4, 2000, p.
A8; “At Cisco, Executives Accumulate Stakes in Clients, Suppliers,” The
Wall Street Journal,October 3, 2000, p. A1ff.; “The World’s Most
Admired Companies,” Fortune, October 2, 2000, pp. 183–89; “Cisco: A
Web-Profit Prophet Spreads the Word,” Business Week E.Biz, September
18, 2000, p. EB68; “Spread the Web: Cisco Reaches Beyond Techies,”

The Wall Street Journal,June 13, 2000, p. B1ff.; “Cisco High,” Business
Week E.Biz, June 5, 2000, pp. EB102–EB104; “How to Drive an Express
Train,” The Wall Street Journal,June 1, 2000, p. B1ff.; “How Cisco and
Alcoa Make Real Time Work,” Fortune, May 29, 2000, pp. 284–86;
“There’s Something About Cisco,” Fortune, May 15, 2000, pp. 114–38;
“Eating Their Own Dog Food,” The Wall Street Journal,April 19, 2000, p.
B1ff.; “Ford, Cisco Team Up to Speed Wiring of 40,000 Suppliers and
Dealers for Web,” The Wall Street Journal,February 10, 2000, p. A5; “Do
You Know Cisco?” Ti m e, January 17, 2000, pp. 72–74; “Customers Move
Into the Driver’s Seat,” Business Week,October 4, 1999, pp. 103–106;
“Mr. Internet,” Business Week,September 13, 1999, pp. 128–40; “The
Corporation of the Future,” Business Week,August 31, 1998, pp.
102–106; “The New Economy Is Still Being Driven by the Old Hard
Sell,” The Wall Street Journal,August 13, 1999, p. B1.
2.“The Seoul Answer to Selling,” Going Global (supplement to Inc.),
March 1994; “AIG Sells Insurance in Shanghai, Testing Service Firms’
Role,” The Wall Street Journal,July 21, 1993, p. A1ff.; “Hungarians Seek-
ing to Find a New Way Find Instead Amway,” The Wall Street Journal,
January 15, 1993, p. A1ff.; “The Secret to Northern’s Japanese Success:
When in Tokyo...,” Business Week,July 27, 1992, p. 57; “U.S. Compa-
nies in China Find Patience, Persistence and Salesmanship Pay Off,” The
Wall Street Journal,April 3, 1992, p. B1ff.; Paul A. Herbig and Hugh E.
Kramer, “Do’s and Don’ts of Cross-Cultural Negotiations,” Industrial
Marketing Management,November 1992, pp. 287–98; Alan J. Dubinsky
et al., “Differences in Motivational Perceptions among U.S., Japanese,
and Korean Sales Personnel,” Journal of Business Research,June 1994, pp.
175–86; Carl R. Ruthstrom and Ken Matejka, “The Meanings of ‘YES’ in
the Far East,” Industrial Marketing Management,August 1990, pp. 191–92.
3.Tom Richman, “Seducing the Customer: Dale Ballard’s Perfect
Selling Machine,” Inc.,April, 1988, pp. 96–104; 1987 Annual Report,
Ballard Medical Products.
4.Thomas R. Wotruba, “The Transformation of Industrial Selling:
Causes and Consequences,” Industrial Marketing Management, September
1996, pp. 327–38; William M. Strahle, Rosann L. Spiro, and Frank
Acito, “Marketing and Sales: Strategic Alignment and Functional Imple-
mentation,” Journal of Personal Selling & Sales Management, Winter 1996,
pp. 1–20; Paul Boughton, “Winning Customers, Building Accounts:
Some Do It Better Than Others,” Journal of the Academy of Marketing Sci-
ence, Spring 1996, pp. 175–76; Jerome A. Colletti and Lawrence B.
Chonko, “Change Management Initiatives: Moving Sales Organizations
From Obsolescence to High Performance,” Journal of Personal Selling &
Sales Management, Spring 1997, pp. 1–30; Marvin A. Jolson, “Broadening
the Scope of Relationship Selling,” Journal of Personal Selling & Sales
Management, Fall 1997, pp. 75–88; Douglas M. Lambert, Howard Mar-
morstein, and Arun Sharma, “Industrial Salespeople as a Source of Market
Information,” Industrial Marketing Management,May 1990, pp. 141–48.
5.“Pushing Doctors to Buy High Tech for the Office,” Business Week,
September 2, 1985, pp. 84–85.
6.“NationsBank Asks Tellers to Branch Out,” Raleigh News &
Observer,September 12, 1993, p. 1Fff.
7.Mark A. Moon and Susan F. Gupta, “Examining the Formation of
Selling Centers: A Conceptual Framework,” Journal of Personal Selling &
Sales Management, Spring 1997, pp. 31–41; S. Joe Puri and Pradeep Kor-
gaonkar, “Couple the Buying and Selling Teams,” Industrial Marketing
Management20, no. 4 (1991), pp. 311–18; “P&G Rolls Out Retailer
Sales Teams,” Advertising Age,May 21, 1990, p. 18.
8.Dan C. Weilbaker and William A. Weeks, “The Evolution of
National Account Management: A Literature Perspective,” Journal of
Personal Selling & Sales Management, Fall 1997, pp. 49–59; C. J. Lambe
and Robert E. Spekman, “National Account Management: Large
Account Selling or Buyer-Supplier Alliance?” Journal of Personal Selling
& Sales Management, Fall 1997, pp. 61–74; Catherine Pardo, “Key
Account Management in the Business to Business Field: The Key
Account’s Point of View,” Journal of Personal Selling & Sales Management,
Fall 1997, pp. 17–26; Sanjit Sengupta, Robert E. Krapfel, and Michael A.
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