Forecasting category or industry sales is a vital component of a company’s planning and control activities. Sales for most mature durable product categories are dominated by replacement purchases. Previous sales models which explicitly incorporate a component of sales due to replacement assume...

The Product Life Cycle (PLC) concept is a well-known marketing strategy and planning tool. The concept is based on a simple biological analogy of stages over a product's "life," which is intuitively appealing, but unfortunately has limited utility in practice. For such a prominent marketing...

Brand related concepts in the business-to-business sector have received little attention. Nevertheless recent research has shown that brand equity exists in business-to-business markets. Thus, brand-building investments in this sector may be worthwhile. Moreover, the brand loyalty concept...

This chapter introduces a model depicting how the impersonal influence of mass media plays a central role in the symmetrical relationship maintenance strategy of legitimacy. In doing so it challenges a number of existing conceptions of the role of media in public relations practice. Firstly, it...

The success ful management of frontli ne staff is important for service organisations as customers often make evaluative judgements of the service encounter through interactions with these staff. The behaviour and attitude of these frontline staff therefore play a fundamental part in this...

Destination Marketing organisations worldwide are increasingly focusing attention towards the development of place brand campaigns. However, there has been relatively little research on the topic reported in the academic literature. In particular there is a paucity of research relating to...

The powerful global reach of the Internet is altering the international trade landscape. As a consequence of this influence traditional international trade theory and the theory of internationalisation is in need of re-examination (Petersen, Welch & Liesch, 2002). The Internet’s influence on...

ABSRACT. Despite the surge in online retail sales in recent years there still remains reluctance by consumers to complete the online shopping process. A number of authors have attributed consumers’ reluctance to purchase online to apparent barriers. However, such barriers as yet have not been...

The Internet has the capability to generate international market expansion and future growth for the firm, a concept known as Internetalisation. However, it is yet to be determined as to how much or to what level the Internet influences internationalisation, and thus international market growth....

The aim of this research is to explore the variables that are influenced by the Internet on international market growth of SME’s in Australia. Subsequently, the research question, “How has the Internet influenced international market growth for Australian SME’s?‿ has been developed. To...