Marketing to the Big Middle: establishing Australian discount department stores

2016 ◽  
Vol 8 (3) ◽  
pp. 416-433 ◽  
Author(s):  
Matthew Bailey
Keyword(s):  
Public Relations ◽  
Media Coverage ◽  
Large Population ◽  
Department Store ◽  
Marketing Strategies ◽  
Department Stores ◽  
Content Type ◽  
Retail Chain ◽  
Retail Formats ◽  
Gain Access

Purpose This study focuses on the marketing strategies of the two most successful discount department store chains in Australia between 1969 and the late 1980s when consumer acceptance of both brand and format were being determined. It examines how they approached marketing a new-format national retail chain to the Big Middle of the market and the ways in which brands were differentiated. Design/methodology/approach Archival sources and oral histories provide evidence about the marketing strategies of each firm. These are integrated with press coverage, advertising and promotional activity to analyze marketing programs. Consumer research from the time offers insights into the effectiveness of campaigns. Findings The Coles and Myer retailing firms pursued similar marketing strategies to encourage adoption of their Kmart and Target discount department store chains, educating consumers about the links between their operational efficiencies and lower prices. Both firms not only formulated national standardized marketing strategies but also differentiated their positioning to maximize their appeal to consumers. Originality/value This article expands understandings of the ways in which new national retail chains are developed and marketed. It explores the intersection between public relations material and media coverage and the ways in which existing brands can be leveraged to legitimize new formats and encourage adoption. More broadly, it contributes to a literature on the “Big Middle”, a space occupied by dominant, volume-oriented retailers. In doing so, it demonstrates that foreign adopters can draw on Big Middle retail formats to quickly gain access to large population segments in their home markets.

Off-price versus price-off

2014 ◽  
Vol 42 (10) ◽  
pp. 902-928 ◽  
Author(s):  
Ronald L. Hess Jr ◽  
Lawrence Ring
Keyword(s):  
Marketing Research ◽  
Extreme Points ◽  
Department Store ◽  
Future Research ◽  
Department Stores ◽  
Content Type ◽  
Store Attributes ◽  
The Us ◽  
Retail Format ◽  
Retail Formats

Purpose – The purpose of this paper is to better understand the unique competitive positioning characteristics of off-price retailers and how they compare to other types of retailers. The authors compare off-price and upscale off-price retailers with four major formats of retailers: first, discount department store/warehouse club retailers; second, moderate department store retailers; third, department store retailers; and finally, specialty department store retailers. Design/methodology/approach – The paper employs a representative sample that was randomly drawn from four primary metropolitan cities in the USA. The data were collected using telephone interviews by a prominent, marketing research firm. A series of discriminant analyses were conducted to examine the data. Findings – The findings of the paper indicate that the off-price formats were consistently positioned at extreme points along the price/value continuum, signifying the strongest value-orientation among the other retail formats. The authors also found that while the upscale off-price format followed the specialty department stores in terms of fashion. The results point to an important disadvantage of the off-price format – although strong on price/value, they often fall short on fashion and many other store attributes that may be important to luxury-oriented customers. Research limitations/implications – The paper employed a sample from several cities collected using a telephone interview methodology within the US. Due to these limitations, the findings of this paper may be hampered by this methodology and not generalize to regions outside of the US. Future research should examine how the demise of most of the upscale off-price retailers and growth of flash web sites have changed the competitive structure of retailing. Practical implications – The results demonstrate that the positioning of the off-price retail format is unique from other formats. The retail formats occupy distinct positions. The off-price retail format is strongly associated with the price/value position but only moderately fashionable to customers, especially when compared with the department and specialty department store formats. In contrast, the upscale off-price format, while also strongly positioned along the price/value continuum, is considered much more fashionable than the off-price retail format. In fact, the upscale off-price retail format only trails the specialty department store format in terms of fashion. Originality/value – The unique characteristics of the off-price retail format and growing interest from upscale department stores underscores the need for a comprehensive understanding of the motives of the off-price shopper. This paper provides retailers with a more complete understanding of the store attributes that differentiate the off-price retail format from other major retail store formats. The overall objective of this study is to offer a comprehensive view of the positioning of off-price retailers compared with many alternative retail formats.

The United Fruit Company's tourist business and the creation of the “Golden Caribbean”, 1899-1940

2016 ◽  
Vol 8 (2) ◽  
pp. 238-262 ◽  
Author(s):  
James W. Martin
Keyword(s):  
Public Relations ◽  
Vertical Integration ◽  
Marketing Strategies ◽  
Primary Sources ◽  
Annual Reports ◽  
Original Research ◽  
United Fruit Company ◽  
Content Type ◽  
Us Hegemony ◽  
The Caribbean

Purpose This paper aims to examine the tourist business and marketing strategies of a US agribusiness giant, the United Fruit Company (UFCO), between its incorporation in 1899 and 1940. It considers how tourist marketing served the company’s public-relations interest and tourism’s broader connection to narratives of US ascendancy in the Caribbean Basin. Design/methodology/approach This study is based on original research in a series of published company materials, including annual reports and a wide variety of marketing materials, as well as a variety of rare primary sources documenting the experiences of US tourists on UFCO cruises. Findings From its incorporation in 1899, the UFCO developed a Caribbean cruise business as a vital part of its strategies of vertical integration and expansion around the region. Marketing tropical travel at a time when tropical disease dominated US perceptions of such places required a thorough conceptual makeover, and UFCO publicity played an important part in this process. The company advertised Caribbean destinations first for their therapeutic possibilities, but by the 1920s, a framework of anachronistic space and picturesque primitivism predominated in marketing campaigns. The structure of this narrative naturalized the company’s, and more broadly, US, hegemony in the region. While on cruises, tourists became witnesses to and participants in a series of spectacles and activities highlighting the company’s technological prowess and benevolence. Originality/value This analysis centers on a largely overlooked dimension of the famed banana company’s enterprise. It is grounded in a wide collection of primary sources largely untapped by researchers, a source base that brings tourist perception and experience into the story of this company’s marketing efforts. This research brings tourism and leisure into the historical discussion of US power in early-twentieth-century Latin America.

Promoting Healthier Journalism

2003 ◽  
Vol 108 (1) ◽  
pp. 8-12 ◽  
Author(s):  
Melissa Sweet
Keyword(s):  
Public Relations ◽  
Media Coverage ◽  
Research Evidence ◽  
Marketing Strategies ◽  
Opinion Leaders ◽  
News Values ◽  
Medical Opinion ◽  
Medical Issues ◽  
The Media ◽  
Appropriate Education

The media are often not rigorous in their coverage of health and medical issues, and have a tendency towards uncritical amplification of the claims of researchers, doctors and others, including commercial interests. Many journalists are not skilled at evaluating studies and research claims, and news values tend to be driven by factors other than the validity of research evidence. Media coverage of medicines tends to be overly promotional, highlighting the positives and often failing to mention the negatives. Media and public relations activities are a high priority in pharmaceutical industry marketing strategies. Tactics include: using medical opinion leaders and experts to raise awareness of diseases or treatments; generation of ‘new’ medical conditions to expand product markets; sponsorship of conferences; and even funding of journalism prizes. Critical reporting of health, medical and scientific issues could be promoted through appropriate education and workplace training.

The evidence of compelling arguments in agenda building

2014 ◽  
Vol 18 (1) ◽  
pp. 101-116 ◽  
Author(s):  
Hyejoon Rim ◽  
Jin Hong Ha ◽  
Spiro Kiousis
Keyword(s):  
Public Health ◽  
Public Opinion ◽  
Public Relations ◽  
Media Coverage ◽  
News Coverage ◽  
Agenda Building ◽  
Content Type ◽  
The Public ◽  
Health Authorities ◽  
Information Subsidies

Purpose – This paper aims to explore the links among health authorities’ public relations efforts, news media coverage, and public perceptions of risk during the H1N1 pandemic outbreak. Design/methodology/approach – This study used a triangulation of research methods by comparing public relations materials, media coverage, and public opinion. The data were collected from a federal government web site, national newspapers, and national polls. Findings – The data revealed a positive relationship between information subsidy attention and media attention to the H1N1 disease as well as the severity attribute. The salience of the severity attribute in information subsidies was linked with increased H1N1 salience in media coverage, extending the testing of the compelling-arguments hypothesis to an agenda-building context. However, there was no association between salience of the severity attribute and public risk perceptions. Research limitations/implications – The study provides evidence for public relations effectiveness. However, the limited influence of the severity frame on the public's risk perception suggests a gap between news coverage and the public's view. Framing that effectively empowers the public to engage in desired behavior should be further studied for the success of a public health campaign. The study is limited to examining the severity attribute. A future study should pay more attention to different issue attributes or other frames. The media sample was limited to newspapers and thus lacks generalizability. Originality/value – The study contributes to public relations scholarship by demonstrating how information subsidies influence media agendas and public opinion in a health communication context. The public health authorities’ role in influencing media agenda should be stressed.

Marketing strategies in small animal clinical practice

2017 ◽  
Vol 11 (3) ◽  
pp. 235-247
Author(s):  
José Antonio Soares ◽  
André Luiz Baptista Galvão ◽  
Lucas Vinicius Shigaki de Matos ◽  
Julia Cestari Pierucci ◽  
Katia Denise Saraiva Bresciani ◽  
...  
Keyword(s):  
Veterinary Medicine ◽  
Clinical Practice ◽  
Public Relations ◽  
Service Sector ◽  
Small Animal ◽  
Secondary Data ◽  
Marketing Strategies ◽  
Integrated System ◽  
Economic Point ◽  
Content Type

Purpose Marketing strategies can be used to leverage business in the service sector, specifically in veterinary medicine; among other benefits, it can make a difference in satisfaction and consequent customer loyalty. Marketing should be used with ethics and professionalism due is one administration area that contributes to effective management in the continuous pursuit of quality in the provision of services and demonstrate that veterinary clinics have much to gain if managed with support of marketing strategies. This paper aims to analyze the applicability of marketing strategies in the management of small animal clinics, such as guidelines to the entrepreneurs of this services sector. Design/methodology/approach Marketing literature is plentiful in proposing alternative strategies, whether focused on the achievement and loyalty of customers, whether to raise the competitiveness of an organization or simply to its survival in the market. In this study, some marketing strategies were selected, on secondary data research, in theoretical framework, to investigate their application in the practice of veterinary medicine. This study emphasizes promotional strategy toward communication with the market and construction of organizational image, using public relations as marketing strategy. Findings The use of marketing strategies is recommended in the management of small animal clinical practice, especially with respect to the high customer satisfaction by streamlining the procedures and optimizing veterinary services provision. Originality/value This study is different because it proposes an integrated system of management techniques in veterinary organizations, which will lead to better efficiency of attendance, adding value to the service provided and generating greater profitability for the organization, which positively reflects on the economic point of view and for the image of the company and its professionals, providing a better quality of life for both clients and their pets.

Crisis communication and terrorism: the Norway attacks on 22 July 2011

2014 ◽  
Vol 19 (1) ◽  
pp. 52-63 ◽  
Author(s):  
Jesper Falkheimer
Keyword(s):  
Public Relations ◽  
News Media ◽  
Crisis Communication ◽  
Media Coverage ◽  
Communication Theory ◽  
Secondary Data ◽  
Strategic Communication ◽  
Linear Process ◽  
Media Analysis ◽  
Content Type

Purpose – The aim of this paper is two-fold: to describe and to consider the implications of the synthesis between terrorism, the media and strategic communication, using the Norway attacks as an example; and to describe and analyze the challenges and execution of crisis communication during and after the Norwegian attacks. Design/methodology/approach – The article is based on earlier research and secondary data (an extensive assessment made by the Norwegian police authority in 2012), as well as a minor media analysis focusing on representation of the perpetrator. An interview with two high-ranking communication officials working for the crisis management coordination secretariat in Norway has served as supplementary material. Findings – The crisis challenged the linear process of standard planning and information transmission. The terrorist attacks in Norway and how they were framed, especially before the perpetrator was identified, are linked to a global discourse on terrorists, and demonstrate the need for developing specific terrorism crisis communication theory. The news media coverage gave the perpetrator and his political messages publicity, but more as a lone disturbed individual, associated with school shootings more than with terrorism. There is a need for increased knowledge about terrorism as strategic communication or public relations. The variety among stakeholders and the increased possibilities for terrorists to control and plan their communications in have implications during all phases of a crisis. New strategies and tactics that oppose and defeat the terrorist's communication goals must be developed. Originality/value – The article views terrorism from a communication perspective and develops important questions about the relationship between terrorism, media, strategic communication and crisis communication.

Understanding affective evaluation in retail: consumers perspective

2019 ◽  
Vol 32 (4) ◽  
pp. 541-565
Author(s):  
Enrique Marinao-Artigas ◽  
Leslier Valenzuela-Fernández ◽  
Karla Barajas-Portas
Keyword(s):  
Corporate Reputation ◽  
Emotional Experience ◽  
Management Strategies ◽  
Department Store ◽  
Structural Equations ◽  
Sample Survey ◽  
Department Stores ◽  
Content Type ◽  
Affective Evaluation ◽  
Shopping Experience

Purpose The purpose of this paper is to analyze the effect of the consumer’s emotional shopping experience on the perception of benefits and on the corporate reputation of a department store. Design/methodology/approach This study was applied to a non-probabilistic sample survey proportionally distributed among the main department stores in Chile and Mexico. Findings The findings show for both countries that the functional and symbolic benefit perceived by consumers significantly influences the reputation of department stores. However, the hedonic benefit perceived by the consumer had a negative effect on the reputation of the store. Practical implications The companies could redirect their marketing and commercial management strategies based on the variables and relationships of the model proposed in this study. For instance, managers should implement strategies to improve the emotional experience of their clients. In addition, future studies also could use other variables inherent to the consumer’s purchasing behavior to evaluate their effects on the corporate reputation of the department store. Originality/value This research contributes with the proposal of an explanatory model for decision making, using structural equations that suggest that the affective evaluation of the shopping experience is a key antecedent of the functional, hedonic and symbolic benefits perceived by the consumer. Moreover, the emotional experience plays a key role as an antecedent for the corporate reputation of a company.

An attributional analysis of corporate reporting in crisis situations

2014 ◽  
Vol 18 (4) ◽  
pp. 422-435 ◽  
Author(s):  
Falk Tennert
Keyword(s):  
Public Relations ◽  
Attribution Theory ◽  
Media Coverage ◽  
Long Term Effects ◽  
Communication Management ◽  
Content Type ◽  
Attributions Of Responsibility ◽  
Corporate Reporting ◽  
The Media ◽  
Crisis Situations

Purpose – The purpose of this paper is to use an attributional approach to examine press coverage in Germany dealing with Toyota’s 2010 global product recall due to purportedly defective brakes. The research focuses on the attributions of cause and responsibility and, thereby, the practices of media-brokered selection and interpretation of events. Design/methodology/approach – The methodology used is a quantitative content analysis of selected German print media. Corporate reporting is analysed with the help of attribution theory approaches from the field of psychology, which, when applied to public relations themes, thereby enables the identification of latent and manifest risk factors that emerge from the perceived responsibility of the media. Findings – Causal attributions are an essential aspect of coverage in acute crisis situations. The key findings show a dominance of internal attributions of responsibility in which the media interprets the crisis as self inflicted and ascribes a high level of fault on the company. Exonerating attributions according to a self-serving bias find little resonance in the coverage. The responsibility attributed to Toyota by the media coverage to a sustained damage to the company’s reputation. Originality/value – The study demonstrates that attribution theory can be productively applied to questions of communication management. This approach enables an analysis of attribution discourse as well as the potential long-term effects on the company’s reputation. Thus, the original value of this study lies in the psychological foundation of organisational risk and opportunity.

A strategic approach to sports crisis management

2019 ◽  
Vol 20 (3) ◽  
pp. 407-429 ◽  
Author(s):  
Danielle LaGree ◽  
Douglas Wilbur ◽  
Glen T. Cameron
Keyword(s):  
Public Relations ◽  
Crisis Management ◽  
Media Coverage ◽  
National Football League ◽  
Well Being ◽  
Crisis Response ◽  
Response Strategy ◽  
Content Type ◽  
Strategic Approach ◽  
The Impact

Purpose Using the National Football League (NFL) concussion crisis context, the purpose of this paper is to provide sports marketers with a strategic approach to sports crisis management through consideration of crisis media coverage and organizational reputation. Design/methodology/approach An online experiment assessed the impact of two crisis response strategies, fan involvement and exposure to crisis media coverage on emotional response, corporate message credibility, crisis perception and perceived corporate reputation. Findings The accident response strategy was associated with more favorable perceptions of the NFL and corporate message credibility. Sports fan involvement facilitated more favorable perceptions of the NFL’s reputation, while exposure to media coverage of the NFL’s crisis created negative perceptions of the NFL’s reputation. Exposure to media coverage of the NFL concussion crisis increased feelings of anger, which in turn decreased perceptions of corporate message credibility. Research limitations/implications A limitation for this study is the specific crisis scenario that was used. The NFL concussion crisis is different from other crisis types in that it does not directly impact the audience’s well-being, but instead affects their perceptions of an iconic institution. Practical implications In light of study findings, it is suggested that sports marketers consider the following when dealing with crises: carefully determine proper framing methods when crafting a crisis response as different response types affect consumers in different ways; leverage public relations (PR) practices by engaging in media monitoring to inform an appropriate crisis response to control the narrative; and examine forces exernal of the organization that influence consumer emotions, paying special attention to feelings of anger as anger negatively impacts consumer perceptions of corporate credibility. Originality/value This paper addresses sports crisis strategy from both marketing and public relations perspectives. It describes how strategic efforts protect a sports organization’s reputation, thus increasing marketing effectiveness.

scholarly journals Media positioning: comparing organizations’ standing in the news

2017 ◽  
Vol 22 (3) ◽  
pp. 354-368 ◽  
Author(s):  
Anke Wonneberger ◽  
Sandra Jacobs
Keyword(s):  
Public Relations ◽  
Media Coverage ◽  
Public Organizations ◽  
Corporate Communication ◽  
Content Type ◽  
Governmental Organizations ◽  
Organizational Issues ◽  
Non Governmental Organizations ◽  
Different Types ◽  
The Media

Purpose Visibility in the media is considered important for organizations, as it is alleged to affect their reputation, public legitimacy, and stakeholder relations. Strategies for media relations often discern corporations, public organizations, and non-governmental organizations (NGOs). The media attention for those organizations is, however, often studied in isolation. The purpose of this paper is to introduce the concept of media positioning to compare media coverage for corporations, public organizations, and NGOs. Design/methodology/approach A quantitative content analysis of the media coverage of 61 Dutch organizations was conducted. The comparison focused on three aspects of media positioning: prominence, context, and evaluation. Findings Public organizations and corporations were most similar, whereas corporations and NGOs differed most strongly in their media positioning. Corporations appeared most prominently in the media. While corporations and public organizations were more often related to organizational issues, NGOs were more often linked to substantial issues and received more positive coverage. Originality/value Insight into the content, amount, and tone of organizational media coverage is crucial for the formulation of public relations strategies by corporate communication professionals. The analysis shows whether and how the prominence, context, and evaluation differs among corporations, public organizations, and NGOs. The findings shed light on institutional factors that affect the visibility of different types of organizations, thus enabling future scholars in the field of visibility analyses in corporate communication to refine theories on drivers and characteristics of media coverage regarding different types of organizations.

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