The Methuselah market

In this paper the authors focus on the Methuselah Market, defined as those people within five years of retirement age. Demographic change over the last 100 years has led to a substantial increase in the proportion of the population in the older, near retirement age group. Yet as consumers the needs of this sector of the population have been neglected by marketers. The size, characteristics and potential of the Methuselah Market are discussed, and specific product areas of particular interest to this market are identified. A further paper will be published in the November issue reviewing the decision‐making process of the older consumer and indicating specific marketing strategies relevant to the Methuselah Market.     

Executive compensation in business groups: Evidence from China

This paper examines executive compensation in the subsidiaries of business groups in China. Analyzing a sample of China business groups(the so-called'Xi Zu Ji T...     

Market orientation and design orientation: a management model

Market orientation and design orientation as strategic concepts have a proven impact on business results, but the direct relationship between these concepts has not yet been analysed. This research attempts to prove the relationship by studying the managerial implication of design orientation as it relates to market orientation. After analysing 28 case studies of Spanish companies well-known for their business excellence and their design orientation, a management model is proposed. The model is a management tool that offers companies a scheme for auto-diagnosis and a review of best-in-class design practices that have shown to improve business results.     

Shopping Motivation: Investigating the Shopping Process and Outcomes of the Retail Experience at a Craft Fair

The research addresses the question of when people succeed or fail to achieve shopping goals that bring them to a retail outlet, in this case a craft fair, and the consequences of this for customer satisfaction. A quantitative study, carried out with 398 craft fair shoppers, revealed that dimensions of in-store behaviour had various but significant influences on the relationships between prior intentions to pursue certain types of shopping goals and attainment of those goals. Further, the attainment of important shopping goals had a significant effect on consumers' evaluations of the shopping experience and the craft fairs as well as their future behavioural intentions. The main implication of the research is that attempts should be made to facilitate the shopping process and account for consumers with multiple goals.     

Barriers to Ecotourism Supplier Success: A Comparison of Agency and Business Perspectives

Many small businesses catering to ecotourists' needs have emerged in response to an increasingly important ecotourism sector, but high turnover rates reduce benefits to owners, communities and visitors. The objective of this study was to compare agency and business perspectives on barriers affecting ecotourism suppliers. Understanding the similarities and differences between the views of agencies and businesses on ecotourism supplier success can help identify some fundamental steps needed to strengthen the ecotourism sector and to more effectively manage the natural resource base. Data were collected through key informant interviews of stakeholders associated with the ecotourism sector in Pennsylvania and Maryland in the United States. Key informants were business owners, tour operators and outfitters, state and local government personnel, natural resource managers working on public lands, and conservation leaders. Forty-five interviews were conducted. Data were qualitatively analyzed using content analysis. Qualitative Solutions and Research, Non-numerical Unstructured Data – Indexing, Searching and Theorising (QSR NUD*IST), a computer-based tool, was used to facilitate the content analysis. Results show that while agency and business interviewees agree on some barriers associated with the success of ecotourism suppliers, differences exist on their perspectives of providers' needs and ecotourism's role in the local economy.     

Towards Successful E-Business Strategies: A Hierarchy of Three Management Models

Although only few managers deny the potential of ebusinesses, many are struggling with the question how their company can best exploit the Internet. Managers need tools that guide them in their quest for effective applications. In this paper, we present three models that provide structure to this search process. Model development was guided by two requirements: the focus of each model should be on delivering superior customer value, and the models should correspond to models managers are familiar with (e.g., process oriented). The Strategic Internet Applications Model (SIAM) details that e-business strategies can focus on current customers, new customers, the product, or the position within the business network. Companies may decide to customise products or services, or to redefine their role within the business network. The Customer Interaction Cycle (CIC) describes the interaction process between a supplier and a customer, and highlights instances where a supplier can provide added value. The third model is the ADOF model, an acronym for Accessibility, Design, Offer, and Fulfillment. This model embraces the metaphor of a funnel, built up of four sequential rings. The model postulates that the degree of operational success of Web sites can be managed by optimizing the combination of the four rings in the funnel.     

Marketing Academics in Austria,Germany and Switzerland: Humboldt's Ideals Give Way to Performance Pressure

In many countries, the system of business education at universities and colleges has been an important topic of public scrutiny and discussion. Universities in German speaking countries and regions are no exception. Critical statements range from a lack of practical relevance in teaching and research to the need to increase research output. This paper aims to investigate how marketing faculty deal with such pressures. Based on a census of all German speaking marketing professors at German, Swiss, and Austrian universities and polytechnics, the analysis probes the status-quo and satisfaction with the current work environment. The paper concludes with suggestions for improving the working conditions of German speaking marketing academics and identifies some promising future research avenues.