A Script-theoretic Analysis of Industrial Purchasing Behavior

1984 ◽  
Vol 48 (4) ◽  
pp. 22-32 ◽  
Author(s):  
Thomas W. Leigh ◽  
Arno J. Rethans
Keyword(s):  
Marketing Research ◽  
Purchasing Behavior ◽  
Theoretic Analysis ◽  
Script Theory ◽  
Research And Practice ◽  
Industrial Marketing ◽  
Purchase Process ◽  
Industrial Purchasing ◽  
Purchase Behaviors

This article applies cognitive script theory to the analysis of the industrial purchase behaviors involved in a computer terminal purchase. Industrial buyers' scripts for the overall new buy purchase process, an initial sales call, a follow-up negotiation meeting, and a modified rebuy situation are established and validated. Implications for industrial marketing research and practice are suggested.

A Script-Theoretic Analysis of Industrial Purchasing Behavior

1984 ◽  
Vol 48 (4) ◽  
pp. 22 ◽  
Author(s):  
Thomas W. Leigh ◽  
Arno J. Rethans
Keyword(s):  
Purchasing Behavior ◽  
Theoretic Analysis ◽  
Industrial Purchasing

HEURISTICS AND BIASES: IMPLICATIONS AND SOLUTIONS FOR MARKETING RESEARCH AND PRACTICE

2018 ◽  
Vol 2018 ◽  
pp. 480-480
Author(s):  
Cuong Pham ◽  
◽  
Bo Pang ◽  
Julia Carins ◽  
Sharyn Rundle-thiele
Keyword(s):  
Marketing Research ◽  
Heuristics And Biases ◽  
Research And Practice

Listening to the Voices of Individuals with Disabilities

1998 ◽  
Vol 79 (2) ◽  
pp. 188-196 ◽  
Author(s):  
Stephen French Gilson ◽  
John C. Bricout ◽  
Frank R. Baskind
Keyword(s):  
Social Work ◽  
Exploratory Study ◽  
Personal Experience ◽  
Work Practice ◽  
Social Work Practice ◽  
Fundamental Rights ◽  
Individuals With Disabilities ◽  
Research And Practice ◽  
The Social

Social work literature, research, and practice on disabilities has lagged behind other topical areas dealing with oppressed groups. The social work literature remains “expert focused” and generally fragmented into discussions of specific disabilities or subpopulations. A viable general model that deals with the personal experience of disability is not available. This exploratory study presents a social work literature search and analysis as well as interviews with six individuals with disabilities about their experiences with social workers. Individuals with disabilities assert that they were treated as though they had categorically fewer aspirations, abilities, and perhaps even fundamental rights than did nondisabled people. This study provides a base for follow-up research on models of consumer-focused social work practice in the area of disability.

scholarly journals The Social Power of Narcissists in Mass Customization

2021 ◽  
Author(s):  
Johanna Hasenmaile-Aspin ◽  
Emanuel de Bellis ◽  
Andreas Herrmann
Keyword(s):  
Decision Making ◽  
Mass Customization ◽  
Consumer Satisfaction ◽  
Word Of Mouth ◽  
Social Power ◽  
Marketing Research ◽  
Research And Practice ◽  
The Social ◽  
Social Product ◽  
Sample Configuration

It has become standard practice for consumers to customize products instead ofchoosing off-the-shelf solutions. A new practice is that consumers can directly share and discuss their customized products with their peers via social product configurators. We examine how the type of communication affects peer decision-making and satisfaction in such configurators. Drawing on research on mass customization, electronic word of mouth, and narcissism, we propose that narcissistic communication is crucial to understanding the effect of a shared configuration. A series of three studies demonstrates that consumers scoring high (vs. low) on narcissism are more likely to share their customized product online as a sample configuration and to use I-centered communication to describe that configuration. Such narcissistic communication makes peers adjust their own customized product to the sample configuration and to evaluate their own product less favorably. These findings suggest that narcissistic communication influences consumers’ decision-making by increasing the likelihood to conform, potentially negatively impacting consumer satisfaction. The social power of narcissists has implications for both marketing research and practice.

scholarly journals Industrial marketing research: Theory and practice

1982 ◽  
Vol 13 (2) ◽  
pp. 70-75
Author(s):  
Russell Abratt
Keyword(s):  
South Africa ◽  
State Of The Art ◽  
Marketing Research ◽  
Theory And Practice ◽  
Consumer Market ◽  
Simple Method ◽  
Industrial Marketing ◽  
Industrial Companies ◽  
Marketing Planning ◽  
To Receive

Industrial marketing research is generally speaking a low priority item for industrial companies in South Africa. However, marketing research should form the basis of most marketing planning. Marketing research budgets in industrial companies are usually small because management feels that most projects are either too expensive or too time consuming. The objective of this article is to show that industrial marketing research need not be expensive or time consuming. Industrial marketing research has failed to receive much attention in standard marketing books and journals, in spite of the fact that the size of the industrial market is larger than the consumer market in South Africa. The author discusses a simple method which can be followed by people in industrial companies with little or no marketing background. The scope of industrial marketing research and the planning of an industrial research project are discussed; besides a report on a field study undertaken among 20 industrial plastics manufacturers on the Witwatersrand to establish the 'state of the art' as far as their marketing research was concerned.

Artificial Intelligence: A Strategic Disruption in Public Relations

2019 ◽  
Vol 14 (3) ◽  
pp. 196-213 ◽  
Author(s):  
Geetanjali Panda ◽  
Ashwani Kumar Upadhyay ◽  
Komal Khandelwal
Keyword(s):  
Artificial Intelligence ◽  
Social Media ◽  
Public Relations ◽  
Structured Interviews ◽  
Relevant Research ◽  
Research Papers ◽  
Research And Practice ◽  
Mass Personalization

This article discusses the concept, benefits, application, impact and role of artificial intelligence (AI) in public relations (PR) industry. It examines the application of AI-based systems and their role as strategic disruption in the PR industry. This article is based on qualitative semi-structured interviews of 31 PR professionals and is grounded in the insights from the review of relevant research papers, articles, and case studies. It highlights the developments in research and practice related to AI application in the PR industry. AI-powered systems can scan social media and are smart, intelligent and experts in handling queries. These AI-enabled systems can post responses on social media in real time for the client and manage the crisis. With AI, PR professionals can save time spent on mundane activities like creating media lists, scheduling meetings and sending follow-up emails. Mass personalization and customization using AI are improving the effectiveness of PR activities. It is too early to say whether AI will act as strategic disruption in the PR industry. Based on the insights and discussion in this article, the PR professionals and researchers can make decisions on whether to invest in AI tools and solutions.

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