Working from the expanded model of adaptive selling behavior offered by Eckert and Plank (2004), this paper attempts to add greater depth and specificity to the adaptive output categories making them more useful for research advancement and for both the teaching and execution of an adaptive...

The Hispanic population in the United States is rapidly increasing and is expected to be the largest minority group within the next decade. Consequently, a better understanding of this group of consumers is of great importance to marketers. This study investigates the role that acculturation...

While most practitioners are familiar with traditional customer satisfaction surveys, research findings suggest that best practice companies use multiple tools to bring the voice of the customer inside the organization. The purpose of this study is to examine how best practice companies use...

For competitive reasons, many business organizations are becoming more flexible in their operation and crossfunctional in design. Increased emphasis on satisfying the final consumer has led businesses to recognize that value contributions, from internal and external organizational members in the...

Professional and collegiate sports face an ever increasing challenge from competition for sport fansÕ attention and dollars as available alternatives proliferate. Teams are looking for new ways to make games more attractive in order to fill their seats. While true to some degree for all sports,...

In todayÕs rapidly changing sales environment, successful salespeople must acquire skills that give them a competitive advantage. Emotional intelligence (EI), defined as perceiving, interpreting, and reacting to oneÕs own and othersÕ emotions, is offered as one critical skill that will allow...

Industrial trade shows are the second most widely used promotional tool in the marketing mix for industrial firms, ranking after personal selling but well ahead of advertising and direct mail. Use of this medium continues to grow in number of shows, number of companies exhibiting, and dollars...

This paper builds the framework for linking the established work of competitive advantage with the emerging discipline of value marketing. The outcome of this linkage is the concept of strategic value management. Strategic value management focuses on the right combinations of product quality,...

The strong link between a market orientation and performance in small organizations rests on the organizationÕs ability to use its market-oriented culture to create a sustainable competitive advantage. To do this requires the Þrm to build and maintain a strong market orientation. Using an...

This paper investigates print advertising of the U.S. and the Pacific Rim countries of Japan, South Korea, and Taiwan. The study empirically analyzes whether components of print advertisements are similar or dissimilar among the four countries identified. This research offers valuable...