Strategic Marketing

 

Handbook of Strategic Marketing  2009-2010 (pdf  file 3Mb ---  needs password)

All lecture slides (needs password)

ESSENTIAL READINGS

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Session 1-  Introduction to strategic  marketing

bullet Toward a general theory of competitive rationality.; By: Dickson, P.R.., Journal of Marketing, Jan92, Vol. 56 Issue 1, p69, 15p available online at  Business Source Premier
bullet Marketing Management in Changing Times.; By: Webster, Frederick E.., Marketing Management, Jan/Feb2002, Vol. 11 Issue 1, p18, 6p, available online at  Business Source Premier
bullet A Perspective on the Evolution of Marketing Management. By: Webster Jr., Frederick E.. Journal of Public Policy & Marketing, Spring2005, Vol. 24 Issue 1, p121-126, 6p
bullet The Decline and Dispersion of Marketing Competence. By: Webster Jr., Frederick E.; Malter, Alan J.; Ganesan, Shankar. MIT Sloan Management Review, Summer2005, Vol. 46 Issue 4, p35-43
bullet Boosting returns on marketing investment. By: Court, David C.. McKinsey Quarterly, 2005 Issue 2, p36-47, 12p, 2 charts,
bullet Does Marketing Need Reform? Online Presentations (Requires RealPlayer)

Session 2- Developing strategies:  Strategy-making and planning

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The Strategy Concept I: Five Ps For Strategy. By: Mintzberg, Henry., California Management Review, Fall87, Vol. 30 Issue 1, p11, 14p; , available online at  Business Source Premier

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The fall and rise of strategic planning.; By: Mintzberg, Henry., Harvard Business Review, Jan/Feb94, Vol. 72 Issue 1, p107, 8p; , available online at  Business Source Premier 

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Distortions and deceptions in strategic decisions  McKinsey Quarterly 2006 Number 1

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Hidden flaws in strategy. By: Roxburgh, Charles. McKinsey Quarterly, 2003 Issue 2, p26-39,


Whalen, Peter S. and Holloway, Samuel S., Effectual Marketing Planning for New Ventures (September 26, 2011). Academy of Marketing Science Review 2(1): 34-43, 2012

 

Session 3 -Achieving competitive advantage

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The capabilities of market-driven organizations. By: Day, George S.. Journal of Marketing, Oct94, Vol. 58 Issue 4, p37, 16p,

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 Assessing Advantage: A Framework for Diagnosing Competitive Superiority. By: Day, George S.; Wensley, Robin. Journal of Marketing, Apr88, Vol. 52 Issue 2, p1, 20p

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What does it mean to be market-driven? By: Day, George S.. Business Strategy Review, Spring98, Vol. 9 Issue 1, p1, 14p, 1 diagram

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Turning Competitive Advantage into Customer Equity. By: Pitt, Leyland F.; Ewing, Michael T.; Berthon, Pierre. Business Horizons, Sep/Oct2000, Vol. 43 Issue 5, p11, 8p, 2 diagrams;

 

Session 4. Focusing the strategy: Segmentation and positioning

bullet SUCCESSFUL NEEDS/BENEFITS SEGMENTATION: A USER'S GUIDE. By: Greenberg, Marshall; McDonald, Susan Schwartz. Journal of Consumer Marketing, 1989, Vol. 6 Issue 3, p29, 8p
bullet A segmentation you can act on. By: Forsyth, John; Gupta, Sunil; Haldar, Sudeep; Kaul, Anil; Kettle, Keith. McKinsey Quarterly, 1999 Issue 3, p6, 10p,
bullet What's your position?; By: Wyner, Gordon; Owen, Hilary., Marketing Research, Winter94, Vol. 6 Issue 1, p54, 3pavailable online at  Business Source Premier
bullet Segmentation Architecture. By: Wyner, Gordon A.. Marketing Management, Mar/Apr2002, Vol. 11 Issue 2, p6, 2p, 1c
bullet Beating the odds in market entry. By: Horn, John; Lovallo, Dan; Viguerie, Patrick. McKinsey Quarterly, 2005 Issue 4, p34-45, 12p, 2 charts,
bullet The vanishing middle market. By: Riiber Knudsen, Trond; Randel, Andreas; Rugholm, Jorgen. McKinsey Quarterly, 2005 Issue 4, p6-9, 4p,
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Three Questions You Need to Ask About Your Brand  by Kevin Lane Keller, Brian Sternthal, and Alice Tybout.  Harvard Business Revie. 2002 Sep;80(9):80-6, 125.

Session 5: Value strategies

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What Drives Customer Equity? By: Lemon, Katherine N.. Marketing Management, Spring2001, Vol. 10 Issue 1, p20,

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Customer Intimacy and Other Value Disciplines. By: Treacy, Michael; Wiersema, Fred. Harvard Business Review, Jan/Feb93, Vol. 71 Issue 1, p84, 10p, 5

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Discovering new points of differentiation.; By: MacMillan, Ian C.; McGrath, Rita Gunther., Harvard Business Review, Jul/Aug97, Vol. 75 Issue 4, p133available online at  Business Source Premier

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How Increasing Value to Customers Improves Business Results. By: Vandermerwe, Sandra. Sloan Management Review, Fall2000, Vol. 42 Issue 1, p27, 11p, 4 diagrams

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Creating New Market Space. By: Kim, W. Chan; Mauborgne, Renee. Harvard Business Review, Jan/Feb99, Vol. 77 Issue 1, p83, 11p, 2 diagrams

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Where Should the Next Marketing Dollar Go? By: Rust, Roland T.; Lemon, Katherine N.; Zeithaml, Valarie A.. Marketing Management, Sep/Oct2001, Vol. 10 Issue 3, p25, 4p, 1 diagram, 2 graphs;

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Customer Spaces. By: Wyner, Gordon A.. Marketing Management, May/Jun2002, Vol. 11 Issue 3, p6-7, 2p, 1c;

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The many faces of customer value. By: Wyner, Gordon A.. Marketing Research, Spring98, Vol. 10 Issue 1, p34-35, 2p,

 

Session 6 -Brand equity  strategies

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Building Customer-Based Brand Equity.  By: Keller, Kevin Lane., Marketing Management, Jul/Aug2001, Vol. 10 Issue 2, p14, 6p, available online at  Business Source Premier

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Branding Shortcuts.  By: Keller, Kevin Lane. Marketing Management, Sep/Oct2005, Vol. 14 Issue 5, p18-23, 6p;

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How Do Brands Create Value? By: Keller, Kevin Lane; Lehmann, Donald R.. Marketing Management, May/Jun2003, Vol. 12 Issue 3, p26-31, 6p,

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Better branding.   By: Aufreiter, Nora A.; Elzinga, David; Gordon, Jonathan W.. McKinsey Quarterly, 2003 Issue 4, p28, 12p, 1 graph, 1c;

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Relating Brand and Customer Perspectives on Marketing Management. By: Ambler, Tim; Bhattacharya, C. B.; Edell, Julie; Keller, Kevin Lane; Lemon, Katherine N.; Mittal, Vikas. Journal of Service Research, Aug2002, Vol. 5 Issue 1, p13,

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Managing Brands for the Long Run: Brand Reinforcement and Revitalization Strategies.; By: Keller, Kevin Lane., California Management Review, Spring99, Vol. 41 Issue 3, p102, 23p available online at  Business Source Premier

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Brand Waves: Building Momentum Throughout the Ownership Cycle. By: Farquhar, Peter H.. Marketing Management, Summer2000, Vol. 9 Issue 2, p14, 8p

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Building retail brands.   By: Henderson, Terilyn A.; Mihas, Elizabeth A.. McKinsey Quarterly, 2000 Issue 3, p110, 8p, 2 charts, 1 diagram;

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Brand building in emerging markets.   By: de Abreu Filho, Gilberto Duarte; Calicchio, Nicola; Lunardini, Fernando. McKinsey Quarterly, 2003 Special Edition Issue 2, p6-9, 4p, 1 diagram, 1 graph

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The Ten Commandments of Global Branding ”, Asian Journal of Marketing, Vol.8, No.2.  , Kevin Lane Keller, Sanjay Sood, 2000/2001

 

Session 7 -Customer retention strategies

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Managing Market Relationships. By: Day, George S.. Journal of the Academy of Marketing Science, Winter2000, Vol. 28 Issue 1, p24, 7p, 1 chart,

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Creating a Superior Customer-Relating Capability. By: Day, George S.. MIT Sloan Management Review, Spring2003, Vol. 44 Issue 3, p77, 6p

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A Framework for Customer Relationship Management. By: Winer, Russell S.. California Management Review, Summer2001, Vol. 43 Issue 4, p89, 17p, 4

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Customer retention is not enough. By: Coyles, Stephanie; Gokey, Timothy C.. McKinsey Quarterly, 2002 Issue 2, p80, 10p,

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Getting the Most out of All your Customers.   (cover story) By: Thomas, Jacquelyn S.; Reinartz, Werner; Kumar, V.. Harvard Business Review, Jul/Aug2004, Vol. 82 Issue 7/8, p116-123, 8p, 1 diagram, 2 graphs;

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The Mismanagement of Customer Loyalty. By: Reinartz, Werner; Kumar, V.. Harvard Business Review, Jul2002, Vol. 80 Issue 7, p86, 9p

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Profitable Relationships. By: Kumar, V.. Marketing Research, Fall2006, Vol. 18 Issue 3, p41-46, 6p

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A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy.   By: Venkatesan, Rajkumar; Kumar, V.. Journal of Marketing, Oct2004, Vol. 68 Issue 4, p106-125, 20p, 7 charts, 1 diagram

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Knowing What to Sell, When, and to Whom. By: Kumar, V.; Venkatesan, Rajkumar; Reinartz, Werner. Harvard Business Review, Mar2006, Vol. 84 Issue 3, p131-137, 7p, 3 charts, 1 diagram, 3c

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Building and sustaining profitable customer loyalty for the 21st century  Kumar, V.; Shah, Denish Journal of Retailing, Volume 80, Issue 4, 2004, Pages 317-329

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Using a Customer-Level Marketing Strategy to Enhance Firm Performance: A Review of Theoretical and Empirical Evidence V. Kumar and J. Andrew Petersen Journal of the Academy of Marketing Science, Fall 2005; 33: 504 - 519.

 

Session 8 -Channels

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Strategic Channel Design. By: Anderson, Erin; Day, George S.. Sloan Management Review, Summer97, Vol. 38 Issue 4, p59, 11p,

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Manage Consolidation in the Distribution Channel. By: Fein, Adam J.; Jap, Sandy D.. Sloan Management Review, Fall99, Vol. 41 Issue 1, p61, 12p

 

 

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SUPPLEMENTARY READINGS

CONVENTIONAL AND NEW APPROACHES TO MARKETING

Evolving to a New Dominant Logic for Marketing. By: Vargo, Stephen L.; Lusch, Robert F.. Journal of Marketing, Jan2004, Vol. 68 Issue 1, p1, 17p

Marketing Renaissance: Opportunities and Imperatives for Improving Marketing Thought, Practice, and Infrastructure by Stephen W. Brown; Frederick E. Webster; Jan-Benedict E.M. Steenkamp; William L. Wilkie; Jagdish N. Sheth; Rajendra S. Sisodia; Roger A. Kerin; Deborah J. MacInnis; Leigh McAlister; Jagmohan S. Raju; Ronald J. Bauerly; Don T. Johnson; Mandeep Singh; Richard Staelin; Journal of Marketing, 10/01/2005, Vol 69 (4), p1

Marketing, Business Processes, and Shareholder Value: An Organizationally Embedded View of Marketing Activities and the Discipline of Marketing.; By: Srivastava, Rajendra K.; Shervani, Tasadduq A.; Fahey, Liam., Journal of Marketing, Oct99 Special Issue, Vol. 63 Issue 4, p168, 12p, 

Dynamic strategic thinking, By: Dickson Peter R,  Paul W Farris and  Willem J M I Verbeke Journal of the Academy of Marketing Science, 2001 vol.29, no.3, available online at  Lexis-Nexis (need to login first)

Marketing 202: What the Gurus are telling us today.; By: Billington, Jim., Harvard Management Update, Jan99, Vol. 4 Issue 1, p8, 2p, available online at  Business Source Premier

Charting New Directions for Marketing. By: Day, George S.; Montgomery, David B.. Journal of Marketing, Oct99 Special Issue, Vol. 63 Issue 4, p3, 11p;

How Firms Relate to Their Markets: An Empirical Examination of Contemporary Marketing Practices. By: Coviello, Nicole E.; Brodie, Roderick J.; Danaher, Peter J.; Johnston, Wesley J.. Journal of Marketing, Jul2002, Vol. 66 Issue 3, p33, 14p;

First to Market, First to Fail? Real Causes of Enduring Market Leadership. By: Tellis, Gerard J.; Golder, Peter N.. Sloan Management Review, Winter96, Vol. 37 Issue 2, p65, 11p

 Learning to love recessions. By: Dobbs, Richard F.; Karakolev, Tomas; Malige, Francis. McKinsey Quarterly, 2002 Special Edition Issue 2, p6, 4p, 3

 Creating Long-Term Marketing Health. By: Lusch, Robert F.. Marketing Management, Spring2000, Vol. 9 Issue 1, p16, 7p, 1

A new way to market. By: Aufreiter, Nora A.; Lawver, Teri L.; Lun, Candace D.. McKinsey Quarterly, 2000 Issue 2, p52, 10p

Torment your customers (they'll love it).; By: Brown, Stephen., Harvard Business Review, Oct2001, Vol. 79 Issue 9, p82, available online at  Business Source Premier

SALES AND MARKETING INTEGRATION: A PROPOSED FRAMEWORK. By: Rouziès, Dominique; Anderson, Erin; Kohli, Ajay K.; Michaels, Ronald E.; Weitz, Barton A.; Zoltners, Andris A.. Journal of Personal Selling & Sales Management, Spring2005, Vol. 25 Issue 2, p113-122, 10p

 

GENERAL APPROACHES TO STRATEGY MAKING AND PLANNING 

Strategy as Balance: From “Either-Or” to “And”. By: Markides, Costas. Business Strategy Review, Autumn2001, Vol. 12 Issue 3, p1  (HIGHLY RECOMMENDED]

The Strategy Concept I: Five Ps For Strategy. By: Mintzberg, Henry., California Management Review, Fall87, Vol. 30 Issue 1, p11, 14p; , available online at  Business Source Premier

The fall and rise of strategic planning.; By: Mintzberg, Henry., Harvard Business Review, Jan/Feb94, Vol. 72 Issue 1, p107, 8p; , available online at  Business Source Premier             

The Future of Strategy: Historic Prologue.; By: Oliver, Richard W.., Journal of Business Strategy, Jul/Aug2002, Vol. 23 Issue 4, p6, 4p, , available online at  Business Source Premier

The pitfalls of strategic planning.; By: Mintzberg, Henry., California Management Review, Fall93, Vol. 36 Issue 1, p32, 16p; , available online at  Business Source Premier

Reflecting on the Strategy Process.; By: Mintzberg, Henry; Lampel, Joseph., Sloan Management Review, Spring99, Vol. 40 Issue 3, p21, 10p, , available online at  Business Source Premier

The Strategy Concept II: Another Look at Why Organizations Need Strategies. By: Mintzberg, Henry., California Management Review, Fall87, Vol. 30 Issue; , available online at  Business Source Premier

Making strategy: Learning by doing.; By: Christensen, Clayton M.., Harvard Business Review, Nov/Dec97, Vol. 75 Issue 6, p141, 9p; available online at  Business Source Premier

Discovery-driven planning.; By: McGrath, Rita Gunther; MacMillan, Ian C.., Harvard Business Review, Jul/Aug95, Vol. 73 Issue 4, p44, 9p; available online at  Business Source Premier

Strategy under uncertainty.; By: Courtney, Hugh; Kirkland, Jane., Harvard Business Review, Nov/Dec97, Vol. 75 Issue 6, p67, 14p, available online at  Business Source Premier

Strategy Creation in the Periphery: Inductive Versus Deductive Strategy Making.; By: Regnér, Patrick., Journal of Management Studies, Jan2003, Vol. 40 Issue 1, p57, 26p, 5 charts

Profit Pools: A Fresh Look At Strategy By: Gadiesh, Orit; Gilbert, James L.. Harvard Business Review, May/Jun98, Vol. 76 Issue 3, p139, 9p, 2 graphs, 1c, 1bw

 Should Strategy Makers Become Dream Weavers?; By: Stopford, John., Harvard Business Review, Jan2001, Vol. 79 Issue 1, p165, 5p available online at  Business Source Premier

Strategic Marketing Planning for Radically New Products.; By: Cooper, Lee G.., Journal of Marketing, Jan2000, Vol. 64 Issue 1, p1, 16p; available online at  Business Source Premier

Strategic Marketing Planning: Theory, Practice and Research Agendas.; By: McDonald, Malcolm., Journal of Marketing Management, Jan-Apr96, Vol. 12 Issue 1-3, p5, 23p; available online at  Business Source Premier

Speed and Strategic Choice: How Managers Accelerate Decision Making.; By: Eisenhardt, Kathleen M.., California Management Review, Spring90, Vol. 32 Issue 3, p39;  available online at  Business Source Premier

Teamwork at the top.; By: Herb, Erika; Leslie, Keith; Price, Colin., McKinsey Quarterly, 2001 Issue 2, p32, 12p, available online at  Business Source Premier (HIGHLY RECOMMENDED]

Decision Making: It's Not What You Think.; By: Mintzberg, Henry; Westley, Frances., MIT Sloan Management Review, Spring2001, Vol. 42 Issue 3, p89, 5p; available online at  Business Source Premier

What You Don't Know About Making Decisions.; By: Garvin, David A.; Roberto, Michael A.., Harvard Business Review, Sep2001, Vol. 79 Issue 8, p108, 9p; available online at  Business Source Premier

The Real Value of Strategic Planning.; By: Kaplan, Sarah; Beinhocker, Eric D.., MIT Sloan Management Review, Winter2003, Vol. 44 Issue 2, p71, 6p

Decision Debacles and How to Avoid Them. By: Nutt, Paul C.. Business Strategy Review, Summer2001, Vol. 12 Issue 2, p1, 14p (HIGHLY RECOMMENDED]

Strategic Decisions and All That Jazz. By: Eisenhardt, Kathleen M.. Business Strategy Review, Autumn97, Vol. 8 Issue 3,

Making Strategic Choices. By: Nutt, Paul C.. Journal of Management Studies, Jan2002, Vol. 39 Issue 1, p67, 30p, 7 charts, 1 diagram;

Surprising but true: Half the decisions in organizations fail. By: Nutt, Paul C.. Academy of Management Executive, Nov99, Vol. 13 Issue 4, p75, 16p

The Formulation Process and Tactics Used in Organizational Decision Making. By: Nutt, Paul C.. Organization Science: A Journal of the Institute of Management Sciences, May93, Vol. 4 Issue 2, p226, 26p, 6 charts

Types of Organizational Decision Processes. By: Nutt, Paul C.. Administrative Science Quarterly, Sep84, Vol. 29 Issue 3, p414, 37p

 

ACHIEVING COMPETITIVE ADVANTAGE

Creating a Market-Driven Organization. By: Day, George S.. Sloan Management Review, Fall99, Vol. 41 Issue 1, p11, 12p, 1 diagram

Aligning Organizational Structure to the Market. By: Day, George. Business Strategy Review, Autumn99, Vol. 10 Issue 3, p33, 14p,

Managerial representations of competitive advantage. By: Day, George S.; Nedungadi, Prakash. Journal of Marketing, Apr94, Vol. 58 Issue 2, p31, 14p, 4

Which Way Should You Grow? By: Day, George S.. Harvard Business Review, Jul/Aug2004, Vol. 82 Issue 7/8, p24

Strategy in an era of global giants  The world's biggest companies are learning to manage complexity.  Lowell L. Bryan and Michele Zanini McKinseyQuarterly 2005 Number 4

Tired of strategic planning?  Eric D. Beinhocker and Sarah Kaplan McKinsey Quarterly 2002 Special Edition: Risk and resilience

Just-in-time strategy for a turbulent world. By: Bryan, Lowell L.. McKinsey Quarterly, 2002 Special Edition Issue 2, p16, 12p, 2 diagrams

Bringing discipline to strategy. By: Coyne, Kevin P.; Subramaniam, Somu. McKinsey Quarterly, 1996 Issue 4, p14-25, 12p, 4 diagrams,

Evaluate your company with 'marketing due diligence'.; Harvard Management Update, May99, Vol. 4 Issue 5, p3, 3p; available online at  Business Source Premier

Creative Destruction or Concentrating on the Core: Which Is the Right Path to Growth?; By: Mello, Adrian., Harvard Management Update, Jan2003, Vol. 8 Issue 1, p3, 2p

Stick to the Core--or Go for More?; By: Waite, Thomas J.., Harvard Business Review, Feb2002, Vol. 80 Issue 2, p31, 4p

The Balanced Scorecard--Measures That Drive Performance. By: Kaplan, Robert S.; Norton, David P.. Harvard Business Review, Jan/Feb92, Vol. 70 Issue 1, p71, 9p,

 Putting the balanced scorecard to work. By: Kaplan, Robert S.; Norton, David P.. Harvard Business Review, Sep/Oct93, Vol. 71 Issue 5, p134, 7p

 Using the Balanced Scorecard as a Strategic Management System. By: Kaplan, Robert S.; Norton, David P.. Harvard Business Review, Jan/Feb96, Vol. 74 Issue 1, p75, 11p

 Scorecards and More. By: Wyner, Gordon A.. Marketing Research, Summer2003, Vol. 15 Issue 2, p6, 2p

Marketing Metrics. By: Ambler, Tim. Business Strategy Review, Summer2000, Vol. 11 Issue 2, p59, 8p,

The Softer Side of Strategy Dynamics. By: Warren, Kim. Business Strategy Review, Spring2000, Vol. 11 Issue 1, p45, 14p

The Dynamics of Strategy. By: Warren, Kim. Business Strategy Review, Autumn99, Vol. 10 Issue 3, p1, 16p,


What Holds the Modern Company Together?; By: Goffee, Rob; Jones, Gareth., Harvard Business Review, Nov/Dec96, Vol. 74 Issue 6, p133, 16p

A Rules-Based Approach to Competitive Interaction.; By: Thomas, Gloria P.; Soldow, Gary F.., Journal of Marketing, Apr88, Vol. 52 Issue 2, p63, 12p.; available online at  Business Source Premier

It's the third millennium: Do you know where your competitor is?; By: Nolan III, John A.., Journal of Business Strategy, Nov/Dec99, Vol. 20 Issue 6, p11, 5p; available online at  Business Source Premier

Managing Competitive Interactions. ; By: Clark, Bruce H.., Marketing Management, Fall/Winter98, Vol. 7 Issue 4, p8, 13p, available online at  Business Source Premier

Invisible Competition: Some Lessons Learned.; By: Fox, Kenneth A.., Journal of Business Strategy, Jul/Aug2001, Vol. 22 Issue 4, p36, 3p; available online at  Business Source Premier

How to Identify Your Enemies Before They Destroy You.; By: Rafii, Farshad; Kampas, Paul J.., Harvard Business Review, Nov2002, Vol. 80 Issue 11, p115, 9p

BLIND SPOTS IN INDUSTRY AND COMPETITOR ANALYSIS: IMPLICATIONS OF INTERFIRM (MIS)PERCEPTIONS FOR STRATEGIC DECISIONS.; By: Zajac, Edward J.; Bazerman, Max H.., Academy of Management Review, Jan91, Vol. 16 Issue 1, p37, 20p

Blind spots in competitive analysis.; By: Zahra, Shaker A.; Chaples, Sherry S.., Academy of Management Executive, May93, Vol. 7 Issue 2, p7, 22p

The Art of Standards Wars. By: Shapiro, Carl; Varian, Hal R.. California Management Review, Winter99, Vol. 41 Issue 2, p8, 25p,

The Dynamics of Rivalry. By: Warren, Kim. Business Strategy Review, Winter99, Vol. 10 Issue 4, p41, 14p

 Linking the balanced scorecard to strategy. By: Kaplan, Robert S.; Norton, David P.. California Management Review, 09/01/96, Vol. 39 Issue 1, p53, 27p

 How to Identify Your Enemies Before They Destroy You.; By: Rafii, Farshad; Kampas, Paul J.., Harvard Business Review, Nov2002, Vol. 80 Issue 11, p115,; available online at  Business Source Premier

  Blind spots in competitive analysis.; By: Zahra, Shaker A.; Chaples, Sherry S.., Academy of Management Executive, May93, Vol. 7 Issue 2, p7, 22p available online at  Business Source Premier

 

 CHANNELS

Researching channels.; By: Wyner, Gordon., Marketing Research, Summer95, Vol. 7 Issue 3, p42, 3p; available online at  Business Source Premier

Channel as Customer. By: Wyner, Gordon A.. Marketing Management, Jul/Aug2002, Vol. 11 Issue 4, p6, 2p

Changing Channels: The Impact of the Internet on Distribution Strategy.; By: Pitt, Leyland; Berthon, Pierre., Business Horizons, Mar/Apr99, Vol. 42 Issue 2, p19, 10p; available online at  Business Source Premier

Make Your Dealers Your Partners.; By: Fites, Donald V.., Harvard Business Review, Mar/Apr96, Vol. 74 Issue 2, p84, 12p; available online at  Business Source Premier

Rethinking distribution: Adaptive channels.; By: Narus, James A.; Anderson, James C.., Harvard Business Review, Jul/Aug96, Vol. 74 Issue 4, p112; available online at  Business Source Premier

Contextual Marketing.; By: Kenny, David; Marshall, John F.., Harvard Business Review, Nov/Dec2000, Vol. 78 Issue 6, p119, 7p, available online at  Business Source Premier

E-Coms and Their Marketing Strategies. By: Shama, Avraham. Business Horizons, Sep/Oct2001, Vol. 44 Issue 5, p14, 7p;

How to acquire customers on the web.; By: Hoffman, Donna L.; Novak, Thomas P.., Harvard Business Review, May/Jun2000, Vol. 78 Issue 3, p179, 7p; available online at  Business Source Premier

Beyond Online Search: THE ROAD TO PROFITABILITY. By: Zeng, Ming; Reinartz, Werner. California Management Review, Winter2003, Vol. 45 Issue 2, p107, 24p

The Old Pillars of New Retailing.; By: Berry, Leonard L.., Harvard Business Review, Apr2001, Vol. 79 Issue 4, p131, 7p, available online at  Business Source Premier

  E-Retail: Gold rush or fool's gold?; By: Rosen, Kenneth T.; Howard, Amanda L.., California Management Review, Spring2000, Vol. 42 Issue 3, p72, 29p available online at  Business Source Premier

FOCUSING THE STRATEGY AND VALUE STRATEGIES

Segmentation Architecture.; By: Wyner, Gordon A.., Marketing Management, Mar/Apr2002, Vol. 11 Issue 2, p6, 2p; available online at  Business Source Premier

The Buzz on Buzz.; By: Dye, Renee., Harvard Business Review, Nov/Dec2000, Vol. 78 Issue 6, p139, 8p, available online at  Business Source Premier

 Is Something Rotten In Segmentation?; By: Gibson, Lawrence D.., Marketing Research, Spring2001, Vol. 13 Issue 1, p20, 6p

Market Segmentation, Product Differentiation, and Marketing Strategy. By: Dickson, Peter R.; Ginter, James L.., Journal of Marketing, Apr87, Vol. 51 Issue 2 available online at  Business Source Premier

Making Segmentation Work.; By: Barron, Jennifer; Hollingshead, Jim., Marketing Management, Jan/Feb2002, Vol. 11 Issue 1, p24, 5p

Discover Your Products' Hidden Potential.; By: MacMillan, Ian C.; McGrath, Rita Gunther., Harvard Business Review, May/Jun96, Vol. 74 Issue 3, p58, 10p,

Marketing to Generation®. By: Brown, Stephen. Harvard Business Review, Jun2003, Vol. 81 Issue 6, p16, 2p

Turning Marketing Research High-Tech.; By: Sultan, Fareena; Barczak, Gloria., Marketing Management, Winter99, Vol. 8 Issue 4, p24, 7p, available online at  Business Source Premier

Taking a road trip; By: McQuarrie, Edward F.., Marketing Management, Spring95, Vol. 3 Issue 4, p8, 13p; available online at  Business Source Premier

Spend a day in the life of your customers.; By: Gouillart, Francis J.; Sturdivant, Frederick D.., Harvard Business Review, Jan/Feb94, Vol. 72 Issue 1, p116, 10p, available online at  Business Source Premier

Are You Reaching Your Customers?; By: Bierck, Richard., Harvard Management Communication Letter, Dec2000, Vol. 3 Issue 12, p4, 2p; available online at  Business Source Premier

Rx for Marketing Research.; By: Mahajan, Vijay; Wind, Jerry., Marketing Research, Fall99, Vol. 11 Issue 3, p6, 8p, available online at  Business Source Premier

Anticipating Customer Priorities.; By: Wyner, Gordon A.., Marketing Research, Spring99, Vol. 11 Issue 1, p36, 3p

Toward strategic intelligence systems.; By: Montgomery, David B.; Weinberg, Charles B.., Marketing Management, Winter98, Vol. 6 Issue 4, p44, 9p, available online at  Business Source Premier

Market segmentation: A strategic management tool.; By: Johnson, Richard M.., Marketing Management, Spring95, Vol. 3 Issue 4, p49, 5p, available online at  Business Source Premier

Segmentation Architecture.; By: Wyner, Gordon A.., Marketing Management, Mar/Apr2002, Vol. 11 Issue 2, p6, 2p; available online at  Business Source Premier

 The ABCs of positioning.; By: Lautman, Martin R.., Marketing Research, Winter93, Vol. 5 Issue 1, p12, 7p, 4

Got Emotional Product Positioning?; By: Mahajan, Vijay; Wind, Yoram (Jerry)., Marketing Management, May/Jun2002, Vol. 11 Issue 3, p36, 6p, available online at  Business Source Premier

Discovering new points of differentiation.; By: MacMillan, Ian C.; McGrath, Rita Gunther., Harvard Business Review, Jul/Aug97, Vol. 75 Issue 4, p133 available online at  Business Source Premier

The house of quality.; By: Hauser, John R.; Clausing, Don., Harvard Business Review, May/Jun88, Vol. 66 Issue 3, p63, 11p

 How Puritan-Bennett Used the House of Quality.; By: Hauser, John R.., Sloan Management Review, Spring93, Vol. 34 Issue 3, p61, 10p

Courtyard by Marriott: Designing a Hotel Facility with Consumer-Based Marketing Models. By: Wind, Jerry; Green, Paul E.; Shifflet, Douglas; Scarbrough, Marsha. Interfaces, Jan/Feb89, Vol. 19 Issue 1;

A comparison of quality function deployment and conjoint analysis in new product design, by: Madeleine E. Pullman, William L. Moore and Don G. Wardell Journal of Product Innovation Management, Volume 19, Issue 5, 10 September 2002, Pages 354-364 ,  This article is not directly accessible you need to login to  SCIENCE DIRECT first

Customer-driven product development through quality function deployment in the US and Japan, BY: John J. Cristiano, Jeffrey K. Liker and Chelsea C. WhiteIII, Journal of Product Innovation Management, Volume 17, Issue 4, July 2000, Pages 286-308 This article is not directly accessible you need to login to  SCIENCE DIRECT first
Retailing: What's working online. By: Grosso, Christopher; McPherson, John; Shi, Christiana. McKinsey Quarterly, 2005 Issue 3, p18-20, 3p, 1 chart; (AN 17937023)

 

 

BRAND EQUITY AND CUSTOMER RETENTION

 Building Customer-Based Brand Equity.  By: Keller, Kevin Lane., Marketing Management, Jul/Aug2001, Vol. 10 Issue 2, p14, 6p, available online at  Business Source Premier

Managing Brands for the Long Run: Brand Reinforcement and Revitalization Strategies.; By: Keller, Kevin Lane., California Management Review, Spring99, Vol. 41 Issue 3, p102, 23p available online at  Business Source Premier

What High-Tech Managers Need to Know About Brands.; By: Ward, Scott; Light, Larry; Goldstine, Jonathan., Harvard Business Review, Jul/Aug99, Vol. 77 Issue 4, p85, 11p, available online at  Business Source Premier

Demystifying brand equity.; By: Teas, R. Kenneth; Grapentine, Terry H.., Marketing Research, Summer96, Vol. 8 Issue 2, p24, 6p, 1  available online at  Business Source Premier

Brand leverage power: The critical role of brand balance.; By: Lane, Vicki R.., Business Horizons, Jan/Feb98, Vol. 41 Issue 1, p75, 10p available online at  Business Source Premier

Your brand's best strategy.; By: Vishwanath, Vijay; Mark, Jonathan., Harvard Business Review, May/Jun97, Vol. 75 Issue 3, p123, 7p,  available online at  Business Source Premier

The Brand Report Card. By: Keller, Kevin Lane. Harvard Business Review, Jan/Feb2000, Vol. 78 Issue 1, p147, 8p

The Brand Relationship Spectrum: The Key To The Brand Architecture Challenge. By: Aaker, David A.; Joachimsthaler, Erich. California Management Review, Summer2000, Vol. 42 Issue 4, p8, 16p,

Brand Waves: Building Momentum Throughout the Ownership Cycle. By: Farquhar, Peter H.. Marketing Management, Summer2000, Vol. 9 Issue 2, p14, 8p

What Becomes an Icon Most? By: Holt, Douglas B.. Harvard Business Review, Mar2003, Vol. 81 Issue 3, p43, 7p

Customer Selection.; By: Wyner, Gordon A.., Marketing Research, Spring2000, Vol. 12 Issue 1, p42, 3p, available online at  Business Source Premier

Creating a Superior Customer-Relating Capability. By: Day, George S.. MIT Sloan Management Review, Spring2003, Vol. 44 Issue 3, p77, 6p

The Mismanagement of Customer Loyalty. By: Reinartz, Werner; Kumar, V.. Harvard Business Review, Jul2002, Vol. 80 Issue 7, p86, 9p

Managing the Total Customer Experience. By: Berry, Leonard L.; Carbone, Lewis P.; Haeckel, Stephan H.. MIT Sloan Management Review, Spring2002, Vol. 43 Issue 3, p85, 5p,

Closing the Loop on Loyalty. By: Goodwin, Ross; Ball, Brad. Marketing Management, Spring99, Vol. 8 Issue 1, p24, 11p, 5 diagrams,

 Get Inside the Lives of Your Customers. By: Seybold, Patricia B.. Harvard Business Review, May2001, Vol. 79 Issue 5, p80, 10p

Why Satisfied Customers Defect. By: Jones, Thomas O.; Sasser Jr., W. Earl. Harvard Business Review, Nov/Dec95, Vol. 73 Issue 6, p88, 14p

Lead for Loyalty. By: Reichheld, Frederick F.. Harvard Business Review, Jul/Aug2001, Vol. 79 Issue 7, p76, 9p

Customer Selection. By: Wyner, Gordon A.. Marketing Research, Spring2000, Vol. 12 Issue 1, p42-44, 3p;

Which customers will be valuable in the future? By: Wyner, Gordon A.. Marketing Research, Fall96, Vol. 8 Issue 3, p44-46, 3p

Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships. By: Ryals, Lynette. Journal of Marketing, Oct2005, Vol. 69 Issue 4, p252-261, 10p

A Strategic Framework for Customer Relationship Management by Adrian Payne; Pennie Frow; Journal of Marketing, 10/01/2005, Vol 69 (4), p167-

The Dark Side of Close Relationships. By: Anderson, Erin; Jap, Sandy D.. MIT Sloan Management Review, Spring2005, Vol. 46 Issue 3, p75-82, 8p,

What Is the True Value of a Lost Customer? By: Hogan, John E.; Lemon, Katherine N.; Libai, Barak. Journal of Service Research, Feb2003, Vol. 5 Issue 3, p196, 13p, 1 chart, 6 graphs;

Managing retailer profitability—one customer at a time! V. Kumar,  Denish Shah and Rajkumar Venkatesan Journal of Retailing,