The international marketing ethics problems encountered by a representative sample of Australian firms engaged in international business are examined. The executive in charge of international marketing in 38 firms (a 25 per cent response rate) provided information on the types of ethical...

Purpose – The present study is a “first look” at sales superstitions with the purpose of establishing its prevalence among professional salespeople and examining the subsequent effects on sales person expected confidence, motivation, sales call behavioral intentions, and anticipated...

Although services research has made extensive use of metaphors, there is a need to understand the way metaphors incorporate assumptions about the phenomenon under study, the focus of research attention and managerial implications. Defines metaphors as a transfer of information from the familiar...

Considers the growing importance of the solo consumer in today′s services marketplace. Suggests that marketers need to adapt to such consumers instead of stereotyping them and perceiving them as “lonely” in a negative manner, which will only serve to drive away business. Examines the ways...

Scene I: A major hotel. 1. Guest A called the desk right after check‐in to report a burned‐out light bulb and an absence of hot water; both were fixed in an hour. Guest A also slept better, as the hotel assigned him a quiet room when he identified himself as a light sleeper. Guest B did not...

Suggests that an understanding of the difference between friendliness and courtesy can help providers to meet customer expectations and improve perceptions of service quality in a variety of service situations. Focuses on the issue of first‐name usage as a gesture of friendliness which is open...