Sales Response to Advertising

Advertising research still has to make a major contribution, both theoretically and practically, providing a satisfactory answer to the question: how does advertising influence sales? This article tackles the problem by providing a thorough analysis of the causal relationship between advertising and sales, the strength of the effects and the occurrence of time lags. Time series data for advertising and sales are related to each other in a quantitative model to provide an answer to the question of how advertising contributes to sales. The method presented is applicable to other related studies and information can thus be accumulated about the usefulness of the model.     

The Politics of Socio-technical Intervention: An Interactionist View

In this article, we apply concepts from symbolic interactionism - a well-established tradition of interpretivist sociology - to investigate the social and political processes involved in a sociotechnical intervention. The intervention was designed to elicit operator involvement in an experimental trial of an advanced manufacturing system at an industrial site in Australia. The interactionist concepts of social worlds, boundary objects and trajectories are used to explore the interrelationships among the theoretical, practical and contextual elements of intervention. We believe that these concepts are flexible intellectual resources that can extend and enrich our understanding of the politics involved in the shaping of work and technology. Such an understanding is necessary if the fields of user participation and sociotechnical design are to move beyond the production of normative discourses and methods into effective interventions in the complex social environments in which technical decisions are made.     

Organisational Control and the Self: Critiques and Normative Expectations

This article explores the normative assumptions about the self that are implicitly and explicitly embedded in critiques of organisational control. Two problematic aspects of control are examined – the capacity of some organisations to produce unquestioning commitment, and the elicitation of ‹false’ selves. Drawing on the work of Rom Harré, and some examples of organisational-self processes gone awry, I investigate the dynamics involved and how they violate the normative expectations that we hold regarding the self, particularly its moral autonomy and authenticity. The article concludes by arguing that, despite post-structuralist challenges, some notion of a ‹core’ or ‹real’ self still holds salience for employees negotiating their identities within regimes of control. The assumptions and expectations surrounding this aspect of self are also a pivotal element in the western intellectual tradition that promotes and enables critique.     

Modelling pesticide risk: A marginal cost–benefit analysis of an environmental buffer-zone programme

A newly developed indicator of the pesticide risk for aquatic biocenosis in surface water bodies is applied within an economic sector model, and is used to evaluate alternative designs for an environmental policy programme. For rural districts (‘Landkreise’) across Germany, different widths of riparian buffer zones adjacent to surface water bodies are evaluated in terms of efficient cost/risk ratios.     

Service quality and blood donors — a marketing perspective

The National Blood Service, celebrating their fast half century, have responded to the increasing need for blood with the launch of their biggest recruitment drive ever, targeted at young adults with the goal of encouraging a life‐time habit of giving blood. Prerequisites for improving the effectiveness of donor acquisition and retention strategies are to understand who gives blood, the motivations for giving and for defection as well as the reasons why the majority of eligible donors do not donate. A literature review of blood donor characteristics and motivations sets the contextual background to the field study of some 240 students at a British University and a conceptual model which depicts the behavioural chain of blood donorship is drawn. The implications for donor acquisition, retention and defection management are then outlined. Service quality, solicitation of donor's views and communication strategies are discussed and we conclude with proposals for further research.