The Role of Brand Orientation in Church Participation: An Empirical Examination

Although a large amount of research has been undertaken into the application of marketing techniques in church organizations, few studies have provided empirical evidence on the effects of brand orientation on church participation. This empirical study sought to contribute to the body of literature via a survey of 344 church attendees of a particular church denomination in Australia. The conceptual model hypothesizes brand orientation as performing direct and indirect effects on church participation through perceived benefits as the mediating variables. A person's perception of the extent to which a church engages in brand-oriented activities and behavior is significantly related with his or her perception of the benefits associated with church activities, which then leads to a higher level of church participation. The results reveal that brand orientation is significantly related with perceived benefits and church participation.     

The quality of British marketing: A comparison with US and Japanese multinationals in the UK market

This paper presents the findings of an empirical study comparing the marketing strategies and organisations of a matched sample of British companies and their US and Japanese competitors in the UK. Hypotheses about Japanese marketing are tested and provide a framework for the comparative analysis of the marketing effectiveness of the three sets of competitors. The findings highlight significant weaknesses in the marketing effort of British companies, these being exacerbated by excessive focus on short‐run financial gains. The US competitors, equally concerned with short‐term profits, were less committed to the UK market than their Japanese rivals, their market position being in danger of deteriorating further as the Japanese close the technological gap between them. The Japanese were unmistakably aggressive, single‐minded in their pursuit of market share and undeniably more market‐oriented than their US and British counterparts. This research was funded by the ESRC.     

Key business dilemmas & the marketing remit in business-to-business marketing services

Various studies examining the business trends and utilisation of marketing techniques have been undertaken by the authors in many fields of marketing services, including advertising, public relations and strategic marketing consultancy. Recently, these findings have been updated through a survey of practitioners' views. From these findings, this paper first explores the core underlying business trends and key resulting marketing issues facing these providers of marketing services. The discussion then expands to examine how these businesses themselves utilise the marketing toolkit, benchmarking current practices against the ‘textbook’ view of good marketing endeavour. For these providers of marketing services the understanding and use of marketing per se differ quite significantly, but all acknowledge the need to improve their own strategic and tactical marketing practices.     

Marketing in the UK and US Not-for-Profit Sector: The Import Mirror View

This article explores the US and UK literature on not-for-profit (NFP) marketing. The emphasis is on journal articles that have appeared in the area. The purpose of the review is to discover if their are any lessons that can be learnt from the US situation in order to gain a greater understanding of the UK NFP marketing. This is in the tradition of the ‘import mirror’ view of comparative research. The environment within which NFP marketing takes place is discussed. This is followed by a review which looks at journal types, research areas, type and quality of research and issues arising from the application of NFP marketing in the US and UK The review reveals that there is considerably more literature on NFP marketing in the US. Popular subjects are segmentation and health care. The UK literature is still largely concerned with the appropriateness and applicability of marketing in the NFP sector: The lesson taking is that the UK should not go down the US path but rather a) develop suitable courses for NFP managers and b) explore the use of the newer service concepts of relationship, service quality and internal marketing.     

Religion and Marketing

Only 35 articles on religion and marketin have been published in the ma'or marketing journals and proceedngs in the past 30 years. This r' ow level o f research activity appears ~nconsis- tent with chan es in the actual marketing practices o f religious or'ga- nizations, an f the current acceptability o f "marketing" to the clergy. The existing literature is rcviewed, and opportunities for new research are discussed.     

Marketing Management in Nonprofit Organizations: A Customer Analysis of Church Volunteers

ABSTRACT

Volunteers who work in nonprofit organizations serve an important role in our society, as evidenced by their economic impact. Nonprofit organizations which rely on volunteers are finding it increasingly difficult to recruit and retain sufficient numbers of volunteers to fulfill their missions. Faced with this situation, managers need to become more marketing oriented in their approach of dealing with their volunteers. A manager's first step in becoming more marketing oriented is obtaining a better understanding of the organization's volunteers. This article presents an example of a customer analysis of a specific group of volunteers–church volunteers, to test the efficacy of this approach in better understanding a target group of volunteers. Collecting data from survey respondents, comparisons are made between church volunteers and non-volunteers, between church volunteers and secular volunteers, and between church members who volunteer in their churches and church members who volunteer in secular organizations. The findings support the utility of such a customer analysis in helping a manager develop a more accurate mental model of the organization's volunteers.     

Textile marketing: a status report

This exploratory study investigated the status of textile marketing in the United States by (a) examining the textile industry's use of effective marketing techniques, and (b) identifying common problems and needed improvements in textile marketing. The procedure followed these steps: (a) effective marketing techniques were identified, (b) interviews were conducted with nine textile executives and four individuals representing the United States textile industry at large, and (c) the respondents' statements about textile marketing practices were analysed for evidence of effective marketing techniques, common textile marketing problems and needed inprovements in textile marketing. The results indicated that only five of the thirteen respondents described textile firms that were using effective marketing techniques, but some textile firms were using effective marketing techniques and this should be an incentive for other textile firms. Several common problems and needed improvements in textile marketing were also identified. Because of the small sample size, the open-ended questions, and the subjective analysis of the respondents' statements, this study must be regarded as exploratory. However, representative statements from the respondents are presented and these statements are informative about textile marketing practices.     

Marketing in Chinese Small and Medium Enterprises (SMEs): The State of the Art in a Chinese Socialist Economy

This paper adopts the context-embedded approach to examine the marketing practices of 307 small and medium enterprises (SMEs) in the People’’s Republic of China by comparing the survey findings with that of Hong Kong and Guangdong SMEs. Chinese SMEs focus on regional markets to avoid direct competition with Hong Kong SMEs in the international markets and also their Guangdong counterparts in the turbulent nationwide market. To market their own brands, Chinese SMEs have to analyze the market and use superior marketing strategies in the competitive markets. Chinese SMEs do not attain the superior competitive positions as that of their Guangdong counterparts, but they use customer satisfaction surveys and claims investigation to help develop excellence in product performance. Also, Chinese SMEs have to provide value-added products and services and also a well-rounded marketing competitive strategy to gain market shares. The traditional state-owned enterprise structure in China facilitates the development of hierarchical organizational structure and joint decision making process. Thus, care should be taken in assuming that marketing tools and techniques are equally applicable across all places, even in similar cultural contexts. Socio-cultural influences and mediating environmental factors should be considered when attempting to understand the marketing practices of Chinese small firms, specifically when China is in transition to a socialist market economy.     

Beyond Scandal: Creating a Culture of Accountability in the Catholic Church

Like many corporations, the Catholic Church in the United States and Ireland has tried to move beyond scandal. In this case, the scandal was the failure of church leaders to protect minors from clergy sexual abuse, particularly in Boston and Dublin. Like corporate leaders, church leaders have faced the challenge of restoring trust after scandal. Influenced by corporate trends toward codes of conduct, the archdioceses of both Boston and Dublin provide codes of conduct, but the differences between them are worth noting. In 2015, the Catholic Church in both the United States and Ireland highlighted the need for a culture of accountability that does not succumb to complacency, and in the United States the bishops have once again been encouraged to learn from business. This paper will demonstrate that the Catholic Church is in dialogue with and learns from codes of conduct and cultural practices in business. At the same time, it will highlight that the Catholic Church must also be attentive to its own mission since a simple adoption of other corporations’ practices can be detrimental to sharing the Gospel. The appropriation of codes of conduct and cultural practices from business reflects the church’s attentiveness to the signs of the times, and this appropriation needs to be evaluated in the light of the church’s mission to share the Gospel with the world.     

Small Firm Marketing in China: A Comparative Study

This paper examines the influence of Chinese cultural values on marketing practices in different socio-cultural settings and business contexts, for example the United Kingdom, Hong Kong and China. 20 Chinese small firms in China were selected and their owner-managers were interviewed. Findings of interviews undertaken by Brooksbank et al. (1992) with 20 British small firm chief marketing executives, and Siu (1997) with 26 Chinese owner-managers in Hong Kong, were collated to form a database for comparison purposes. The research results suggest that the specific marketing practices of Chinese small firms in mainland China are different from those of their counterparts, for example, British and Hong Kong Chinese small firms. A tentative model is developed explaining the factors that appear likely, on the basis of this research, to affect the marketing performance of small firms in China.     

Improving Fundraising Efficiency in Small and Medium Sized Non-profit Organizations Using Online Solutions

ABSTRACT

Although Switzerland enjoys a mature e-commerce sector and online marketing with widespread use of social media, large Swiss nonprofit organizations (NPOs) still adopt mainly off-line marketing and mass marketing strategies to support their fund-raising efforts. Mass marketing techniques are expensive and require a large financial investment, which Swiss small and medium-sized organizations cannot afford. The high cost of adopting these conventional fund-raising strategies greatly affects small NPOs, who lack funds to run their social and humanitarian projects. If instead NPOs focused on more cost-efficient marketing strategies, they could improve the sustainability of their fund-raising campaigns. Taking an explorative approach, this study first surveys Swiss donors to understand and quantify their behaviors. Second, it conducts qualitative interviews with NPOs to provide insights into their fund-raising strategies. Finally, it concludes with a set of practical suggestions for small and medium-sized NPOs to build specific capabilities to collect online donations more efficiently.     

Applying the marketing concept to design new products

This article is an empirical application of the marketing concept in the design of new product offerings in the area of religious instructional materials. The general approach and methodology of this research should be appropriate for many types of consumer products and organizations. The marketing concept was applied to the design of religious instructional materials in this study through an empirical investigation of the values, attitudes, and perceived needs of key market populations. The study consisted of determination of perceived needs for alternative topics, identification of educational themes around which specific topics could be integrated into instructional packages, and assessment of the importance of these themes across alternative market segments. A total of 1161 respondents (464 pastors and 697 lay members) completed a mail questionnaire which solicited their perceptions of themselves and the domain of the church in their lives. Respondents also indicated the level of importance they placed on alternative instructional topics. The data were analyzed through the use of multivariate techniques to provide understanding and interpretation of the perceived needs of alternative market segments. Results of the analyses were very useful in determining which instructional packages to develop and the target markets for each package.     

From reviving tradition to fostering innovation and changing marketing: the evolution of micro-brewing in the UK and US, 1980–2012

Abstract

The purpose of this article is to explore and examine the impressive growth of small and micro-breweries registered in the UK and US from the early 1980s. While the majority of British and American breweries continue to operate in spatially restricted areas and niche markets, a few businesses expanded significantly in terms of production and turnover, gradually acquiring larger shares of the market and competing with multinational producers at home as well as abroad. The cases of BrewDog and Sierra Nevada, used as case study examples in this article, provide an original account on how once-upon-a-time micro-breweries grew into well established companies by pursuing aggressive strategies in terms of marketing and innovation respectively.     

The Marketing Activities of UK Charities

ABSTRACT

With well over 176,000 charities operating in the United Kingdom and with changing political, social and economic pressures, the demand for increased funding has become paramount. In order to compete more effectively for funds many have adopted a marketing perspective, focusing on understanding those donors who provide them with the most income.

The use of certain marketing techniques in UK charities is now widespread and most have favourable attitudes towards marketing, feeling that it is an essential part of their organisations' activities. These attitudes, however, are often based on a rudimentary understanding of the term ‘marketing’. Most charities now advertise and use direct mail but, despite the work of many authors over the last twenty-five years regarding the relevance of marketing to nonprofit organisations, most charities still equate marketing solely with advertising and selling. The dependence upon these techniques poses the question as to whether charities in the UK have truly adopted the marketing concept, or whether marketing is still equated with a narrow range of the more visible communication techniques.     

Product Placement of Medical Products

Abstract

Product placement is a well-established marketing technique that nevertheless continues to provoke considerable criticism and debate. Likewise, direct-to-patient marketing of pharmaceuticals is legally acceptable but is controversial among ethicists and medical professionals. Little has been published regarding the ethical challenges and pitfalls involved in medical marketing, including the issues of whether medical products should be treated differently from consumer products and whether pharmaceuticals are distinct from medical devices. Discussed are examples of pharmaceutical marketing as well as an episode from the Chicago Hope television program in which a medical device was touted as a solution for a problem for which the Food and Drug Administration (FDA) has not approved the use of the device. Legal and ethical considerations for product placement of medical products as they influence patient demand are also analyzed, as well as some of the pitfalls that may accompany direct marketing of medical products.     

Focused versus General Marketing Strategies in a Religious Setting

This empirical study investigates the use of general versus niche marketing strategies within the nonprofit professional services sector. Using new churches as the unit of study, a more general strategy was found to make the greatest contribution toward numerical growth of the organization. Both general and focused approaches were found to have significant effects on personal growth of the individual church member.     

Reducing crimes against wildlife through promoting animal–human continuity beliefs: The role of consumers' religiosity

Wildlife crime is a worldwide issue, but marketing research has been mostly silent on the topic. In particular, research has yet to understand how a consumer's level of religiosity may help to explain views toward and participation in crimes against wildlife. Thus, through three studies, these challenges are addressed. Study 1 shows that religiosity positively influences acceptability views and participation in crimes against wildlife, and this relationship is mediated by animal–human continuity beliefs (i.e., believing animals and humans are one of the same). Study 2 primes religion to show that religiously primed consumers are more likely to view crimes against wildlife as acceptable, thereby supporting religiosity as a primary mechanism in explaining crimes against wildlife. Additionally, animal–human continuity beliefs again mediate this relationship, with religiously primed consumers reporting lower animal–human continuity beliefs. Lastly, Study 3 provides practical implications through marketing messaging aimed at reducing attitudes toward and participation in crimes against wildlife. Findings reveal that religious-based messaging is the most effective. Findings build on belief congruence theory and provide implications for marketing practice and the preservation of wildlife.     

Marketing and Professional Services: the Case of Consultancy Engineering

Professional services suffer from a dearth of literature on marketing, especially in New Zealand. Like other professioal services, consulting engineers have expressed particular concern on how to adapt to the present competitive environment. A survey of New Zealand consulting engineers indicated that the use of marketing techniques within consulting engineering practices is uncoordinated in nature and there is disagreement as to the most efective method of attracting clientele. The lack of coordination of marketing techniques is best illustrated by the majority of consulting engineering practices competing on price, while actually perceiving service quality as the most important method for success. Within consulting engineering practices, marketing is becoming a legitimate management function. However, evidence can be seen to illustrate that the ‘trappings' of marketing prevail rather than the ‘substance’ which is needed to have the customer-driven orientation fundamental to the implementation of the marketing concept.     

Agent-based modeling in marketing: Guidelines for rigor

Agent-based modeling can illuminate how complex marketing phenomena emerge from simple decision rules. Marketing phenomena that are too complex for conventional analytical or empirical approaches can often be modeled using this approach. Agent-based modeling investigates aggregate phenomena by simulating the behavior of individual “agents,” such as consumers or organizations. Some useful examples of agent-based modeling have been published in marketing journals, but widespread acceptance of the agent-based modeling method and publication of this method in the highest-level marketing journals have been slowed by the lack of widely accepted standards of how to do agent-based modeling rigorously. We address this need by proposing guidelines for rigorous agent-based modeling. We demonstrate these guidelines, and the value of agent-based modeling for marketing research, through the use of an example. We use an agent-based modeling approach to replicate the Bass model of the diffusion of innovations, illustrating the use of the proposed guidelines to ensure the rigor of the analysis. We also show how extensions of the Bass model that would be difficult to carry out using traditional marketing research techniques are possible to implement using a rigorous agent-based approach.