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.     

A Hong Kong view of offensive advertising

Considerable research has been conducted on offensive advertising in Western countries. However, not much is known about consumers' views of offensive advertising in an Asian context. This research, which was conducted in Hong Kong, aimed at identifying what product/service advertisements consumers find offensive, what executional styles consumers find offensive, consumers' tolerance of offensive advertisements in different media and the effects of offensive advertisements on consumers' purchase intentions. The results from a survey of 200 consumers showed that chat-line services and funeral services were considered the most offensive products or services to be advertised. When looking at the manner of advertising, sexist themes, indecent language and nudity were found to be the major reasons for the respondents finding advertisements offensive. In general, direct mail was considered to be a medium that prompts lower tolerance by consumers to potentially offensive advertisements while men and women's magazines were considered to be media that prompt higher tolerance to potentially offensive advertisements. Finally, it was found that levels of advertising offensiveness had an effect on purchase intentions.     

Trust in online recommendations: an evolutionary psychology perspective

Electronic word-of-mouth (eWOM) is playing an increasingly important role in influencing consumer behavior, and it represents another opportunity for marketers to build support for their brands. This study explores how the gender of the reader influences how eWOM is perceived. An experiment grounded in evolutionary psychology examines how males and females differ in their perceived trust of eWOM of positive, negative, or mixed valence. The results indicate that females place greater trust than males in eWOM messages. But both genders find eWOM of mixed valence more trustworthy than entirely positive or negative eWOM. A follow-up phenomenological study of male and female consumers who had experienced eWOM shed more light on the experimental findings and offers additional support for their evolutionary basis. Theoretical and practical implications are discussed as well as recommendations for further research.     

Sen and Commons on Markets and Freedom

Amartya Sen's enlarged conception of freedom has augmented the scope of economic analysis but it also has had the surprising effect of being more supportive of the free market than conventional welfare economics. It is argued here that a comparison of Sen's position with that of the American institutionalist, J R Commons, highlights some problems with Sen's approach and points to possible ways in which they might be addressed.     

Adspend in the Americas—a tale of two regions

The advertising markets of North and Latin America are very different. North America, dominated by the US, is a region of mature markets and low growth, and a well-balanced media mix. In contrast, Latin America generally consists of under-developed markets that have experienced very high growth rates in recent years, with most investment going to television.     

By Way of Deduction: Schütz's Essay on Taxation

Alfred Schütz's 1927 essay on capital income taxation is examined in the contexts of the evolution of the German progressive income tax, the fiscal and monetary crises of the time, and Schütz's relationship to the Austrian school of economics.     

Schumpeter, Hegel and the vision of development

This paper suggests that the intellectual origins of the visionunderlying Schumpeter's evolving theory of economic developmentcan in significant measure be traced to Hegel. Like Hegel, Schumpeteridentified two essential moments in history—the preservationof the existing order or ‘circular flow’, on theone hand, and its destruction and replacement by a new orderor ‘development’, on the other. Like Hegel, Schumpetersaw change being effected by individuals who grasped what wasessentially new and developing in the particular historicalcircumstances of their own age.     

Conceptualizing the country of origin of brand

With the globalization of international trade, consumers today are faced with a proliferation of products with multicountry affiliations (hybrid products). As such it is likely that the country of origin of manufacture of a hybrid product is no longer the most important determinant in the evaluation of brand image and product quality. This paper therefore extends prior country of origin research by conceptualizing the country of origin of brand as an alternative evaluation tool. In particular, an earlier definition of country of origin is revisited for its emphasis on the country of brand. We have also highlighted the strategic, conceptual and practical relevance in the form of future research propositions. The managerial implications are also presented.     

Arts Sponsorship Versus Sports Sponsorship: Which Is Better for Marketing Strategy?

This paper identifies the distinctive features of nonprofit arts sponsorship relative to profit driven sports sponsorship and shows that although arts sponsorship has been little researched, it is a potentially important means of marketing. The methodology employed was a literature review on sponsorship that attempted to distinguish arts sponsorship from sports sponsorship. Then, we present the findings from 23 in-depth interviews with arts sponsee managers, to reveal how they see themselves (as sponsees) being differentiated from sports sponsees. The literature and interview findings are brought together in a discussion that highlights the differences between arts sponsorship and sports sponsorship in terms of target audience, the relationship cost/benefit, range of emotions elicited, awareness, marketing metrics, goodwill, and learning potential. Finally, suggestions are made for future research.