Accelerating the Durable Replacement Cycle with Marketing Mix Variables

In many established product categories, a large component of sales is due to the replacement of existing units. Because of the long expected lifetime of durables, replacement decisions can often be postponed by the consumer. In light of this, one marketing strategy for manufacturers of such products may be to accelerate the timing of product replacement decisions for buyers planning to replace. In this article, Barry Bayus presents the results of his investigation of the effect of marketing efforts on shortening the replacement cycle. Such information can be used by new product managers to forecast more accurately long-term sales and to help decide when to introduce new products (e.g., with enhanced features). Using data on color television purchases, he shows that the marketing variables of price, advertising, new features and styling are related to the timing of discretionary replacements. Further, these data suggest that price has the most impact in accelerating replacement purchases.     

An empirical model of attendance factors at major sporting events

Sports events represent a major category of event revenue contributing economic benefits to cities and regions. Whilst attendance at sports events is recognised as an important leisure and entertainment activity (Shamir and Ruskin, 1984), over the past 20 years sports event attendance expenditure has been declining as a percentage of total recreation expenditure (Ross, 2006). Consequently, an understanding of the factors that influence sports event attendance is crucial to the sustainability of these events. This study identifies the antecedents of sports event attendance among 460 respondents who were surveyed in Melbourne, a city that was recognised as the Ultimate Sports City in 2008 (Church-Sanders, 2008). Structural Equation Modelling was used to create an empirical model of attendance motivations. The model identifies constructs relating to emotional responses and facilities, as the predictors of event attendance and provides a discussion of the implications of this research for sporting event and hospitality managers.     

Visitors’ learning for environmental sustainability: Testing short- and long-term impacts of wildlife tourism experiences using structural equation modelling

Wildlife tourism experiences have the potential to positively impact tourists’ awareness, appreciation and actions in relation to the specific wildlife they encounter and the environment in general. This paper investigates the extent of such impact across multiple sites, and uses Structural Equation Modelling to identify factors that best predict positive long-term learning and environmental behaviour change outcomes. Three sets of variables were measured – visitors’ entering attributes (including pre-visit environmental orientation and motivation for the visit), salient aspects of the experience, and short- and long-term learning and environmental behaviour change outcomes. Although attributes such as pre-visit commitment and motivation to learn were among the best predictors of the long-term impact of the experience, there was evidence that aspects of the experience were also important. In particular, reflective engagement which involved cognitive and affective processing of the experience was found to be associated with short- and long-term environmental learning outcomes. The implications for wildlife tourism managers are discussed.     

Replicating the Effect of Advertised Specials at Regular Price on Food Shopper Price Evaluation

This study verifies a previous finding that food shoppers can correctly identify the advertised price level for items featured at the regular price in the context of a newspaper ad. Morever, advertising regular-priced items in prominent positions did not materially affect their price accuracy scores.     

International Activity of Japanese Department Stores

Japanese retailers have embarked on a number of overseas developments. Department store operators have instituted wide networks of representative oflces in locations chosen primarily as sources of luxury goods. Additionally, they have developed overseas branches to service Japanese tourists and, increasingly, local populations, particularly in the Far East. The location and nature of these operations are identified. Consideration is given to the stated globalisation policies of some firms, and the implication of new competitors for occidental companies highlighted. The internationalis     

Reprint of: Stock salience and the asymmetric market effect of consumer sentiment news

We document asymmetric announcement effects of consumer sentiment news on United States stock and stock futures markets. While a negative market effect occurs upon the release of bad sentiment news, there is no market reaction for the counterpart good news. This supports the “negativity effect” hypothesis. Notably, this effect seems most likely to occur in salient stocks, which is consistent with the availability heuristic.     

Book review

Built by Japan: Competitive Straegies of the Japanese Construction Industry, Fumio Hasegawa & Shimizu Group FS New York, John Wiley & amp; Sons, 1988, 204 pp., US$25.00.

Technological Change at Work Ian McLouglin & Jon Clark Milton Keynes, Open University Press, 1988, 202 pp., Pb £9.00, Hb £25.00.

Enterprising Innovation: An Alternative Approach Veronica Mole & Dave Elliott London, Frances Pinter, 1987, pp. 180.

Flexible Automation: The Global Diffusion of New Technology in the Engineering Industry Charles Edquist Jacobsson Oxford, Basil Blackwell, 1988, Hb £35.00.

Expert Systems: Strategic Implications and Applications A. Beerel Chichester, Ellis Horwood Ltd, 1988, 173 pp., £22.50.     

EU Enlargement and the Portuguese Economy

The main focus of the present paper is on the emerging and likely future trade effects of enlargement. Though our particular concern is with Portugal, we set the scene by comparing the trade structures of the 10 countries of Central and Eastern Europe (i.e. the eight CEE accession states plus Bulgaria and Romania) – including an analysis of the individual cases of the Czech Republic, Hungary and Poland – with those of the EU15 as a whole, and with those of the 4 EU cohesion countries. The elimination of trade barriers between incumbents and accession states will have two trade‐related effects on EU incumbents: an increase in bilateral flows with the CEEC and a shift effect as the CEEC displace some incumbent exports to EU markets. The first effect is likely to be strongest for those incumbents for which there is a strong overlap between their export structure and the import structure of the CEEC. Portugal emerges as one of the economies with the least overlap. The displacement effect, we conclude, is likely to be particularly strong in the case of Portugal, given the high degree of similarity between Portuguese exports and those of the CEEC. Portugal appears to be ‘being squeezed from below’ in that, for the majority of its traditional export sectors, the CEEC became progressively more competitive during the second half of the 1990's. Portuguese specialisation was increasingly confined to low‐technology, low‐added‐value sectors with declining demand, as strong FDI inflows to the CEEC led to an increasing preponderance of more dynamic sectors in their export structures. Thus, Portugal is also being squeezed from above. This suggests that there may be substantial industrial disruption, in response to which labour‐market flexibility and dynamic entrepreneurial response is crucial. Intersectoral mobility is generally easier the more highly educated the workforce – an indicator on which Portugal scores poorly. The Portuguese labour market, however, displays a high degree of flexibility, consistent with its long lasting low rate of unemployment. Continued flexibility will help minimise these likely adjustment costs. Besides the trade and industry effects, other topics considered in the paper include the implications of enlargement for Portugal's ability to attract FDI, the likely consequences for Portugal of inward migration from the CEEC to the EU, and the implications of enlargement for Portugal's budgetary relations with the rest of the EU.     

Lessons of the crisis for emerging markets

This paper analyzes the impact of the global financial crisis on emerging markets. It argues that the crisis will have enduring implications for policy toward the development and liberalization of financial markets. In particular, emerging markets will rely (even) less on external finance and adopt a less permissive approach to foreign bank presence. In contrast, the crisis will have a much more limited impact on other aspects of globalization. More controversially, the paper argues that the crisis is unlikely to have a major impact on the structure of the international monetary system.