Power and Distribution Network Structure in the People's Republic of China - The Case of an Inland City in Transition

The aim of the current study is to examine the influence of the channel external environment on power, and the effect of power on the distribution network structure within the People’s Republic of China. Throughout the study a dual research process was applied. The theory was constructed by elaborating the main theoretical premises of the study, the channel power theories, the political economy framework and the distribution network structure, but these marketing channel concepts were expanded with other perspectives from other disciplines. The main method applied was a survey conducted among 164 Chinese retailers, complemented by interviews, photographs, observations and census data from the field. This multi-method approach enabled not only to validate and triangulate the quantitative results, but to uncover serendipitous findings as well. The theoretical contribution of the current study to the theory of marketing channels power is the different view it takes on power. First, earlier power studies have taken the producer perspective, whereas the current study also includes a distributor perspective to the discussion. Second, many power studies have dealt with strongly dependent relationships, whereas the current study examines loosely dependent relationships. Power is dependent on unequal distribution of resources rather than based on high dependency. The benefit of this view is in realising that power resources and power strategies are separate concepts. The empirical material of the current study confirmed that at least some resources were significantly related to power strategies. The study showed that the dimension resources composed of technology, know-how and knowledge, managerial freedom and reputation was significantly related to non-coercive power. Third, the notion of different outcomes of power is a contribution of this study to the channels power theory even though not confirmed by the empirical results. Fourth, it was proposed that channel external environment other than the resources would also contribute to the channel power. These propositions were partially supported thus providing only partial contribution to the channel power theory. Finally, power was equally distributed among the different types of actors. The findings from the qualitative data suggest that different types of retailers can be classified according to the meaning the actors put into their business. Some are more business oriented, for others retailing is the only way to earn a living. The findings also suggest that in some actors both retailing and wholesaling functions emerge, and this has implications for the marketing channels structure.

Exploring Marketing in Micro Firms

Purpose - The purpose of the paper is to explore the practice of marketing in micro firms. Which are the challenges micro firms encounter and how do they handle them? Methodology - The research methodology is based on the theory-in-use approach (Zaltman, Heffring & LeMasters 1982) in order to inductively explore the practice of marketing in micro firms. The empirical findings rest on ten case studies, where data has been generated through repeated interactions with each case. Findings - The empirical findings show that micro firms handle their marketing challenges in a distinctive manner, by creatively using available resources and network relations. Marketing in micro firms is largely about a long-term, gradual development of a position on the market. This process we label germinal marketing. Two key dimensions of germinal marketing were identified: “earning your position” and “being your brand”. Research limitations and implications - The findings rest on an explorative study consisting of ten cases and the general applicability of the results need to be validated by further studies. These cases are however sufficient to illuminate the need for further research into the area. Value of the paper - The value of the paper is twofold. First, it expands the theory-in-use approach, and presents a research method for successful inductive empirical studies of small firm phenomena. Secondly, the paper widens our understanding of the marketing reality and practice of micro firms, identifying new dimensions of marketing and revealing the strategic implications of ordinary business activities.

Strategic Sales Process Adaptation: Relationship Orientation of the Sales Process in a Business-to-Business Context

Although previous research has recognised adaptation as a central aspect in relationships, the adaptation of the sales process to the buying process has not been studied. Furthermore, the linking of relationship orientation as mindset with adaptation as a strategy and forming the means has not been elaborated upon in previous research. Adaptation in the context of relationships has mostly been studied in relationship marketing. In sales and sales management research, adaptation has been studied with reference to personal selling. This study focuses on adaptation of the sales process to strategically match it to the buyer’s mindset and buying process. The purpose of this study is to develop a framework for strategic adaptation of the seller’s sales process to match the buyer’s buying process in a business-to-business context to make sales processes more relationship oriented. In order to arrive at a holistic view of adaptation of the sales process during relationship initiation, both the seller and buyer are included in an extensive case analysed in the study. However, the selected perspective is primarily that of the seller, and the level focused on is that of the sales process. The epistemological perspective adopted is constructivism. The study is a qualitative one applying a retrospective case study, where the main sources of information are in-depth semi-structured interviews with key informants representing the counterparts at the seller and the buyer in the software development and telecommunications industries. The main theoretical contributions of this research involve targeting a new area in the crossroads of relationship marketing, sales and sales management, and buying and purchasing by studying adaptation in a business-to-business context from a new perspective. Primarily, this study contributes to research in sales and sales management with reference to relationship orientation and strategic sales process adaptation. This research fills three research gaps. Firstly, linking the relationship orientation mindset with adaptation as strategy. Secondly, extending adaptation in sales from adaptation in selling to strategic adaptation of the sales process. Thirdly, extending adaptation to include facilitation of adaptation. The approach applied in the study, systematic combining, is characterised by continuously moving back and forth between theory and empirical data. The framework that emerges, in which linking mindset with strategy with mindset and means forms a central aspect, includes three layers: purchasing portfolio, seller-buyer relationship orientation, and strategic sales process adaptation. Linking the three layers enables an analysis of where sales process adaptation can make a contribution. Furthermore, implications for managerial use are demonstrated, for example how sellers can avoid the ‘trap’ of ad-hoc adaptation. This includes involving the company, embracing the buyer’s purchasing portfolio, understanding the current position that the seller has in this portfolio, and possibly educating the buyer about advantages of adopting a relationship-oriented approach.

Marketing experiencial aplicado a los establecimientos comerciales: Shopping experience

El presente trabajo expone el marco en el que cabe el desarrollo de las decisiones de Marketing en el comercio detallista actualmente, considerando los cambios en el comportamiento y hábitos de compra del cliente, condicionados por los avances tecnológicos y la crisis económica, entre otros. Se analizan algunos de los diferentes factores que deben ser gestionados para la creación de experiencias, y donde el marketing sensorial será protagonista, así como la necesidad de orientar las políticas hacia un comprador que aun siendo sensible al precio, cada vez valora más el factor emocional. Se profundiza en la gestión de la experiencia de compra, y en los factores que han de tenerse en cuenta para realizarla de forma eficiente. Finalmente, se estudia un caso exitoso de marketing experiencial donde puede observarse el uso de las variables analizadas previamente.

Marketing study

The findings are presented of a marketing survey conducted in the lake Victoria region. The research concentrated on consumers, trader /processors serving local markets, industrial processors serving mainly international markets, and fishers. The market for fish from Lake Victoria is traced from the consumer to the producer, including as many components of the chain as possible. The components are dealt with in individual sections which comprise a profile of a typical consumer/trader-processor/industrial processor /fisher, a list of survey sites, a map showing locations, a note on potential biases within the individual survey, a list of hypotheses or study topics for all surveys except for that of industrial processors, detailed analyses and also the pertinent questionnaire.

Marketing de servicios financieros: analisis teórico y estudio de casos

(ES)Este trabajo de fin de grado, se centra en conocer y comprender la singularidad del marketing aplicado a los servicios financieros atendiendo a sus características, aplicaciones, desarrollos y funciones y objetivos. Para ello, el trabajo comenzará por un análisis teórico elaborado tras la revisión crítica de la bibliografía referenciada al final del trabajo. Continuará con un estudio empírico en el que analizaremos diferentes estrategias y acciones de marketing llevadas a cabo por dos entidades bancarias españolas de características diferentes: BBVA y EVO Banco. Por último, concluiremos el trabajo con la enumeración de las principales conclusiones extraídas de nuestra investigación y en relación a la Bibliografía y Webgrafía consultada.

Marketing internacional: análisis teórico y estudio de casos de empresas vascas internacionalizadas

[ES]El trabajo se centra primero, en el estudio de los aspectos teóricos más relevantes del marketing internacional, basándose a tal fin en el estudio y análisis de la bibliografía referenciada. En segundo lugar y como principal aportación del mismo, se realiza un trabajo empírico cualitativo consistente en el estudio de casos. Concretamente, hemos estudiado mediante análisis de evidencia documental y entrevistas en profundidad a responsables de marketing y/o comerciales, el caso de tres empresas vascas internacionalizadas: Salica, Orbea y Vicrila. Por último, concluimos el trabajo con la enumeración de las principales conclusiones extraídas de nuestra investigación y con la relación de la Bibliografía y Webgrafía consultada.

Scanning electron microscopy of Aspidogaster ijimai Kawamura, 1913 and A-conchicola Baer, 1827 (Aspidogastrea, Aspidogastridae) with reference to their fish definitive-host specificity

Two species of aspidogastreans, namely Aspidogaster ijimai and A. conchicola, were studied by scanning electron microscopy. In nine lakes and an old river course, the Tian'ezhou oxbow, investigated in the flood plain of the Yangtze River, A. ijimai was obtained from the common carp (Cyprinus carpio) in three lakes, and A. conchicola from the black carp Mylopharyngodon piceus in three lakes and the oxbow. In none of the localities, however, were the two species found together. It is suggested that A. ijimai may be considered as a specialist parasite for the common carp, at least in the flood-plain lakes of the Yangtze River. The two parasites were similar in many aspects of their morphology. Their bodies can both be separated into a dorsal part and a ventral disc, with the body surface of the dorsal part elevated by transverse folds, and the disc subdivided into alveoli by transverse and longitudinal septa, although the number of alveoli was different in the two species. The depression on the ventral surface of the neck region was prominent for both species, and their ventral disc was covered densely with non-ciliated bulbous papillae. The position of mouth, osmo-regulatory pore and marginal organ was also similar for A. ijimai and A. conchicola. However, microridges in the trough of the folds in the neck region and numerous small pits on the upper part of the septa were found exclusively in A. ijimai, but uniciliated sensory papillae in A. conchicola.

Dietary-morphological relationships of fishes in Liangzi Lake, China

Species in Liangzi Lake were clustered into four trophic groups: Hemiramphus kurumeus and Hemiculter bleekeri bleekeri fed predominantly on terrestrial insects; Carassius auratus auratus and Abbottina rivularis on non-animal food; Hypseleotris swinhonis, Ctenogobius giurinus, Pseudorasbora parva and Toxabramis swinhonis on cladocerans or copepods; Culterichthys erythropterus on decapod shrimps. Gut length, mouth width, mouth height, gill raker length and gill raker spacing, varied widely among species. With the exception of three species pairs (H. swinhonis, C. glurinus; C. erythropterus, H. kurumeus; T. swinhonis, H. bleekeri bleekeri), principal components analysis of morphological variables revealed over-dispersion of species. Canonical correspondence analysis of dietary and morphological data revealed five significant dietary-morphological correlations. The first three roots explained > 85% of the total variance. The first root reflected mainly the relationship of gut length to non-animal feud, with an increase in gut length associated with an increase in non-animal food. The second root was influenced strongly by the relationship of the gill raker spacing to consumption of copepods, with an increase in gill raker spacing associated positively with copepods in the diet. The third root was influenced by the relationship of mouth gape to consumption of fish and decapod shrimps, with an increase in mouth gape associated with more fish and decapod shrimps in the diet. These significant dietary-morphological relationships supported the eco-morphological hypotheses that fish morphology influence food use, and morphological variation is important in determining ecological segregation of co-existing fish species. (C) 2001 The Fisheries Society of the British Isles.

Dietary-morphological relationships of fishes in Liangzi Lake, China

Species in Liangzi Lake were clustered into four trophic groups: Hemiramphus kurumeus and Hemiculter bleekeri bleekeri fed predominantly on terrestrial insects; Carassius auratus auratus and Abbottina rivularis on non-animal food; Hypseleotris swinhonis, Ctenogobius giurinus, Pseudorasbora parva and Toxabramis swinhonis on cladocerans or copepods; Culterichthys erythropterus on decapod shrimps. Gut length, mouth width, mouth height, gill raker length and gill raker spacing, varied widely among species. With the exception of three species pairs (H. swinhonis, C. glurinus; C. erythropterus, H. kurumeus; T. swinhonis, H. bleekeri bleekeri), principal components analysis of morphological variables revealed over-dispersion of species. Canonical correspondence analysis of dietary and morphological data revealed five significant dietary-morphological correlations. The first three roots explained > 85% of the total variance. The first root reflected mainly the relationship of gut length to non-animal feud, with an increase in gut length associated with an increase in non-animal food. The second root was influenced strongly by the relationship of the gill raker spacing to consumption of copepods, with an increase in gill raker spacing associated positively with copepods in the diet. The third root was influenced by the relationship of mouth gape to consumption of fish and decapod shrimps, with an increase in mouth gape associated with more fish and decapod shrimps in the diet. These significant dietary-morphological relationships supported the eco-morphological hypotheses that fish morphology influence food use, and morphological variation is important in determining ecological segregation of co-existing fish species. (C) 2001 The Fisheries Society of the British Isles.

Explanation of Big "P" as of March 20, 1959

ERROR is a routine to provide a common location for all routines. Its celling sequence is: SXD SERROR,4 TSX SERROR+1,4 The above is normally followed immediately by up to 20 registers of BCD remarks terminated by a word of 1's. This may be left out, however. ERROR prints out the remark, if any, the location of the TSX that entered error, restores the console except for the AC overflow, and transfers to the user's error routine specified by the calling sequence of SETUP.

International market selection : Measuring actions instead of intentions

Alexander, N.; Rhodes, M.; and Myers, H. (2007). International market selection: measuring actions instead of intentions. Journal of Services Marketing. 21(6), pp.424-434 RAE2008

O marketing em medicina dentária e a avaliação das expectativas estéticas dos pacientes

Monografia apresentada à Universidade Fernando Pessoa como parte dos requisitos para obtenção do grau Licenciada em Medicina Dentária

Reading the landscape: the development of a typology of literary trails to inform experiential design

This article explores the under-researched field of self-guided trails. The focus of the research is on the experiential aspects of self-guided literary trails from the perspective of both the developer and user. An examination of existing literature on self-guided trails and literary tourism was undertaken and supplemented with a review of experiential design principles. Content analysis of a sample of literary heritage trails was then carried out and three distinctive typologies were developed, informed by aspects of experiential design. The research reveals that few literary trails developers utilise these principles and the article concludes with proposals for the design of more effective literary trail experiences.

Places making: participatory construction of scientifi c culture cities

In the framework of the European project Platform of Local Authorities and Communicators Engaged in Science (PLACES), we analyse the articulations between scientifi c communication, public perception of science, processes of citizen participation and apropiation of space, based on a case study of the inhabitants of Teruel city, Autonomous Community of Aragon, Spain. On the interrelationships between these issues, there are a number of contradictions, such as the difference between a high interest for information about science and technology and a low level of recognition and interaction with local institutions involved in those activities, the complex conceptualization of scientifi c space in relation to the “public-private” pair, or an articulation of a claiming civic rethoric and an insuffi cient co-responsibility. We conclude that, in a local context, the dimension of territoriality and, in particular, the identifi cation with the town, is a central mediation for activating citizen participation as part of processes of appropriation of space for setting up cities of scientifi c culture.