Relevant bibliographies by topics / Direct marketing – Management

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers

Academic literature on the topic 'Direct marketing – Management'

Author: Grafiati
Published: 4 June 2021
Last updated: 1 February 2022

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Journal articles on the topic "Direct marketing – Management"

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Holder, Derek, and Robin Fairlie. "Will personal marketing replace direct marketing?" Journal of Direct, Data and Digital Marketing Practice 8, no. 4 (April 2007): 287–88. http://dx.doi.org/10.1057/palgrave.dddmp.4350071.

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Roberts, Mary Lou, and Ernan Roman. "Integrated Direct Marketing." Journal of Marketing 53, no. 4 (October 1989): 116. http://dx.doi.org/10.2307/1251387.

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Roscitt, Rick, and I. Robert Parket. "DIRECT MARKETING TO CONSUMERS." Journal of Consumer Marketing 5, no. 1 (January 1988): 5–14. http://dx.doi.org/10.1108/eb008213.

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Kim, Young Ae, Hee Seok Song, and Soung Hie Kim. "A new marketing strategy map for direct marketing." Knowledge-Based Systems 22, no. 5 (July 2009): 327–35. http://dx.doi.org/10.1016/j.knosys.2009.02.013.

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David Stone, Merlin, and Neil David Woodcock. "Interactive, direct and digital marketing." Journal of Research in Interactive Marketing 8, no. 1 (March 4, 2014): 4–17. http://dx.doi.org/10.1108/jrim-07-2013-0046.

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Purpose – The purpose of this article is to explain how the management of the two areas business intelligence (BI) and customer insight (CI) needs to be brought together to support a company's interactive marketing. Design/methodology/approach – The article is based on the author's work in consultancy and in assessing client company's customer management capabilities and performance, as well as a review of some of the literature on BI and CI. Findings – The article suggests that companies need to pay close attention to the governance of BI, as a self-service approach to BI becomes increasingly used by CI teams. Research limitations/implications – The review of literature carried out by the authors suggests that the interface between BI and CI is poorly researched and would benefit from a significant research effort. Originality/value – The focus on the interface between BI and CI is relatively new. The authors hope that it will trigger significant research.
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Roberts, Mary Lou. "Book Review: Integrated Direct Marketing." Journal of Marketing 53, no. 4 (October 1989): 116–17. http://dx.doi.org/10.1177/002224298905300412.

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Magliozzi, T. L., and P. D. Berger. "List segmentation strategies in direct marketing." Omega 21, no. 1 (January 1993): 61–72. http://dx.doi.org/10.1016/0305-0483(93)90039-n.

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Mitchell, Shena. "The new age of direct marketing." Journal of Database Marketing & Customer Strategy Management 10, no. 3 (April 2003): 219–29. http://dx.doi.org/10.1057/palgrave.jdm.3240111.

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Mitchell, Alan, Iain Henderson, and Doc Searls. "Reinventing direct marketing — with VRM inside." Journal of Direct, Data and Digital Marketing Practice 10, no. 1 (July 2008): 3–15. http://dx.doi.org/10.1057/dddmp.2008.24.

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Groom, Stephen. "New ICO guidance on direct marketing." Journal of Direct, Data and Digital Marketing Practice 15, no. 2 (October 2013): 145–47. http://dx.doi.org/10.1057/dddmp.2013.65.

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Dissertations / Theses on the topic "Direct marketing – Management"

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Sudbury, Wendy. "Direct selling : a decision frame approach in marketing." Thesis, Cranfield University, 1991. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.305387.

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Koneti, Boniswa. "Determining factors influencing sales growth in business banking in Buffalo City municipality, South Africa." Thesis, Nelson Mandela Metropolitan University, 2014. http://hdl.handle.net/10948/10993.

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The increase in number of banks entering the South African banking sector has caused the big four banks to lose their market share to the new entrants. As a result, the new entrants in this sector have also had negative effects on the existing banks’ sales growth and net profits. Business banking, in particular, has been one of the departments which has become competitive as it is considered to generate the most revenue from all the different bank departments. Business clients have been targeted as their fees are high compared to normal individual clients and also, their investment sizes are big compared to individuals, hence the increased interest in this section. This then prompts the question, what are the factors influencing sales growth in business banking? This question then brings one to the following sub-problems: Is the pricing offered by the various banks to their business bank customers competitive enough to retain them?; How competent and knowledgeable is the staff dealing with business bank customers in ensuring good relationships with business banking clients?; is the technology used by the banks advanced enough to address the banking requirements of business banking customers? Are business banking customers loyal to their respective banks to ensure repetitive sales? In dealing with the above, the author undertook a research study to determine whether factors such as competitive pricing, competent staff, advanced technology and customer loyalty influence sales growth in business banking in Buffalo City Municipality “BCM”. The sample of 90 business banking customers who were given questionnaires to test the above were from a population of business banking customers in BCM. The author underwent a theoretical and an empirical investigation using the survey method through questionnaires. These questionnaires were distributed to the various financing institutions dealing with business banking clients. The findings of the empirical study suggest that through the use of the hypothesis test, it was concluded that of the four factors, advanced technology and customer loyalty influence sales growth in business banking in BCM. While pricing and competent staff do not influence sales revenue growth.
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Xu, Feng Lu. "Legitimacy of foreign direct investment activities in the Pearl River Delta." Thesis, University of Macau, 2005. http://umaclib3.umac.mo/record=b1636674.

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Kennedy-Tucker, Patricia Elaine. "Direct-to-Consumer Advertising of Drugs and Patients' Health Care Seeking Behaviors." ScholarWorks, 2014. https://scholarworks.waldenu.edu/dissertations/42.

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Known as direct-to-consumer advertising (DTCA), pharmaceutical companies in the United States are permitted to advertise prescription drugs directly to consumers. The purpose of this quantitative study was to determine if an association exists between DTCA and health care-seeking behaviors. The theoretical framework for this study involved social learning theory, information integration theory, and prospect theory. The research questions identified if exposure to DTCA (a) is associated with physician office visits, (b) influences a patient/physician conversation regarding a prescription, (c) influences requesting a prescription, and (d) has an impact on patients' ratings of the overall interaction with the physician. Data were derived from an online survey adapted from the U.S. Food and Drug Administration. Participants included 235 college-affiliated adults. Data were analyzed using descriptive statistics and analysis of variance. The Bonferroni correction was used to control the family-wise Type I error rate. The most significant findings of this study are that DTCA is associated with patients asking more questions, having more office visits, and patients having a lower overall health status. Future researchers should consider a non-college-affiliated sample and the post-implementation impact of the Affordable Care Act. This study helps to address the community challenges of how DTCA impacts prescription drug use and costs, as well as patients' understanding of the associated risks. Having knowledge of the impact of DTCA can help patients and their communities, employers, and governments make more informed decisions that will positively impact their health, wellbeing, and prescription expenses.
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Mai, Li-Wei. "Direct marketing : an analysis of consumers' characteristics and their perceptions of, and attitudes to mail-order speciality food in the UK." Thesis, University of Newcastle Upon Tyne, 1997. http://hdl.handle.net/10443/310.

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The objectives of this thesis are to establish a profile of the characteristics, perceptions, and attitudes of mail-order customers. In particular it identifies the differences between mailorder shoppers and non mail-order shoppers, investigates the structure and level of perceived risks associated with mail-order, and identifies the prime benefits provided by mail-order foods from the perspective of the consumer. Hypotheses are established to search for a profile of consumer behaviour in association with the objectives of this study. Both qualitative and quantitative research methodologies are employed. Regarding qualitative method, it involves interviews with eight mail-order speciality food company's managers and focuses on examining their current direct marketing practice. The quantitative research is based upon a mail survey of approximately 1600 mail-order food customers and non mail-order food customers. Based on the result of analysis, mail-order food shoppers are identified as self-indulgent in food, having higher level of education, qualification, and media exposure, and being more loyal in comparison with non mail-order shoppers. They tend to have negative opinions towards shopping and shopping environment or get less enjoyment from shopping. Moreover, for mail-order food shoppers, shopping is not seen as a social activity nor assistance from the shop is important. With respect to perceived risk, consumers perceived higher level of risk when they purchased through mail-order. Moreover, 'risk relievers' are found to reduce the level of the perceived risk although mail-order food shoppers and non mail-order food shoppers attach different levels of importance to these factors. In addition, this study also discovers consumers who purchase food from mailorder are attracted to either the product or to certain advantages associated with mail-order buying behaviour. As such, mail-order food shoppers are clustered into to sub-groups. Based on the results, marketing implications are addressed that minimise the perceived risks and maximise the product perceived value. Finally, the recommendations focus on the issues of the competitiveness of the product and the effectiveness and efficiency of direct marketing.
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Gois, Joana Rita Medina. "Marketing management de uma MNE na indústria cosmética : Portugal vs. outras filiais : benefícios e limitações da estandardização/adaptação." Master's thesis, Instituto Superior de Economia e Gestão, 2012. http://hdl.handle.net/10400.5/10761.

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Mestrado em Gestão e Estratégia Industrial
Não existe consenso na literatura quanto à opção entre estandardização ou adaptação de estratégias, sendo o seu equilíbrio tão complexo quanto crucial na gestão de operações internacionais. Também escassos são os estudos efectuados no âmbito de empresas de venda directa. Servindo-se sobretudo de questionários e entrevistas, o presente estudo de caso aborda o modo como uma empresa multinacional da indústria cosmética, a operar sob um modelo de venda directa, articula práticas estandardizadas e adaptadas de gestão da cadeia de abastecimento, sobre uma estrutura própria de relações em rede. Concluímos que essas duas esferas influenciam a partilha e integração de conhecimento local e global, reflectindo-se ciclicamente no desenho de estratégias e relações futuras.
Extant literature is far from a consensus regarding standardization versus adaptation. However, this is a complex and crucial balance in international operations management. Research on direct selling business models is also scarce. Based on questionnaires and interviews, the present piece of research shows how a MNE in the cosmetics industry, operating under a direct sales model, combines standardized and adapted practices in supply chain management on top of specific network relationships. The findings of this research connect standardization/adaptation and the parent-subsidiary structure to the process of knowledge management in the MNE network. The interplay among these factors is continuously re-shaping future developments of global and local strategies and relationships.
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Zou, Fanfan. "Extension ou nouvelle théorie de l'internationalisation ? une analyse des stratégies marketing de quatre entreprises multinationales chinoises en Europe." Thesis, Paris 2, 2015. http://www.theses.fr/2015PA020047/document.

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Aujourd’hui les chercheurs du commerce international ne peuvent pas négliger la croissance significative et soutenue de l’investissement direct étranger (IDE), à la fois entrant et sortant, réalisé par des pays en voie de développement. Parmi ces pays, la Chine est en position de leader, en démontrant un fort élan en tant que récepteur d’IDE et investisseur, pas seulement dans des pays en voie de développement, mais aussi dans des pays développés. Les principaux acteurs derrière cette scène sont des entreprises multinationales (EMN) chinoises. Etant des retardataires en terme de l’internalisation, des EMN chinoises sont en train de concurrencer leurs compétiteurs plus établis, des EMN pionnières, dans le monde entier, y compris dans leurs marchés domestiques. Les études existantes sur l’internalisation de la Chine ne peuvent pas refléter la grandeur et la profondeur du processus d’internalisation de l’empire au milieu. Spécifiquement, des EMN chinoises démontrent des particularités bien distinctes qui méritent des études plus poussées et focalisées. A cet égard, la question souvent posée est si le processus d’internalisation des EMN chinoises peut être expliqué par les théories classiques dérivées des EMN pionnières, ou par les analyses effectuées dans les littératures sur des EMN retardataires. Dans cette thèse, nous répondons cette question en menant une étude sur les stratégies de Marketing des quatre EMN chinoises majores s’internationalisant dans des marchés développés, notamment l’Europe de l’ouest : Huawei, Haier, Lenovo et Geely, qui sont tous déjà leaders dans le marché domestique. En juxtaposant des propositions dérivées des stratégies des EMN chinoises avec les théories d’internalisation existantes (les théories classiques et alternatives), nous démontrons l’évolution et l’adaptation de ces théories dans le nouveau contexte de la globalisation, qui constitue aussi à une contribution managériale à la fois aux EMN retardataires et aux EMN pionnières
Nowadays researchers of International Business could not possibly fail to notice the phenomenon that the FDI (Foreign Direct Investment) inflows and outflows of the world's developing countries keep increasing at a steady pace, and within this group, China continues to take the lead, showing great momentum both as a recipient of foreign investments and as an investor itself, not only in fellow developing countries, but in developed ones as well. And the main player and driver behind the scene is the country's MNEs (Multinational Enterprises) - latecomers in terms of internationalization, Chinese MNEs are competing their more established competitors, the MNE early-movers, all over the world, including in the home markets of the latter. Existing studies on China’s internationalization fail to reflect its scale and depth; Chinese MNEs as well as the social-economical situation of the country as a whole demonstrate distinct features, which deserve more-focused and case-specific studies. While questions often linger on whether the internationalization process of Chinese MNEs can be explained in terms of mainstream theories derived from early-movers, or in terms of the analyses that have so far been offered for latecomers, we decide to make a contribution to the solution of the question by having a focused examination on the Marketing strategies of four major Chinese MNEs internationalizing into developed country markets, notably West Europe: Huawei, Haier, Lenovo and Geely - all of which are already leaders in the domestic market and actively seeking a global leadership. By juxtaposing propositions derived from the strategic behaviors of Chinese MNEs with existing internationalization theories (both mainstream and alternative), we demonstrate how such theories could evolve in the new context of globalization, and make managerial contributions to both MNE latecomers and early-movers alike
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Vydra, Pavel. "Návrh referenčního modelu vybraných procesů marketingové podpory a jeho zhodnocení." Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-198264.

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Corporate expenses for IT support of marketing are surging every year, and therefore the processes of marketing support, which contain all the technical aspects of marketing campaign execution and measurement, are attracting more attention than before. The diploma thesis introduces a basic overview of direct marketing and marketing support operations in corporations and presents a reference model to help optimize the marketing support processes. The thesis contains a research of theoretical fundamentals of process modelling and reference model building, a basic overview of corporate direct marketing, an analysis of direct marketing processes and the most relevant processes of marketing support. The reference model, which is based on the outputs from both theoretical parts, includes a detailed description of marketing support processes and outlines the process boundaries in the form of SLA. The model is then tested on two case studies, which emphasize the practical opportunities as well as the major benefits of using the model.
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Li, Xiaolin. "An Empirical Examination of Factors Affecting Adoption of An Online Direct Sales Channel by Small and Medium-Sized Enterprises." Kent State University / OhioLINK, 2008. http://rave.ohiolink.edu/etdc/view?acc_num=kent1214531897.

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Mimra, Jonáš. "Cílená marketingová komunikace v rámci CCM software." Master's thesis, Vysoká škola ekonomická v Praze, 2015. http://www.nusl.cz/ntk/nusl-201764.

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In my dissertation, I try to clarify the personalization of content based on the input data. Thesis deals with relatively new area of direct marketing in personalised documents delivered to end-beneficiaries through various channels, which features a classic print and e-mail. It also highlighted the importance of evaluating and analyzing the data recipient and based on feedback to modify future communications. The aim is to describe the development of application software for managing customer communication and demonstrate its effect.
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Books on the topic "Direct marketing – Management"

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1943-, Berger Paul D., ed. Direct marketing management. Englewood Cliffs, NJ: Prentice Hall, 1989.

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Roberts, Mary Lou. Direct marketing management. 2nd ed. Upper Saddle River, N.J: Prentice Hall International, 1999.

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Roberts, Mary Lou. Direct marketing management. London: Prentice-Hall International, 1989.

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Hashimoto, Kathryn. Casino marketing. Boston: Prentice Hall, 2010.

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Shimp, Terence A. Promotion management & marketing communications. 3rd ed. Fort Worth: Dryden Press, 1993.

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Cochran, Gary. Finding and funding direct marketing products. Provo, Utah: American Business Seminars, 1989.

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Shimp, Terence A. Promotion management and marketing communications. Chicago: Dryden Press, 1986.

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Promotion management and marketing communications. 2nd ed. Chicago: Dryden Press, 1990.

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Shimp, Terence A. Promotion management and marketing communications. USA: Dryden P., 1992.

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Jong, Pieter S. K. de., ed. Multinational direct marketing: The methods and the markets. New York: McGraw-Hill, 1995.

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Book chapters on the topic "Direct marketing – Management"

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Jolibert, Alain, Hans Mühlbacher, Laurent Florès, and Pierre-Louis Dubois. "Direct and Interactive Marketing." In Marketing Management, 332–65. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_15.

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Dallmer, Heinz. "Direct Marketing im Wandel." In Marketing — Management, 1–20. Wiesbaden: Gabler Verlag, 2002. http://dx.doi.org/10.1007/978-3-322-86552-6_1.

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Lonsert, Michael. "Direct-to-Consumer-Marketing in der pharmazeutischen Industrie — Möglichkeiten und Grenzen eines Relationship-Marketing mit Arzneimittel-Konsumenten." In Handbuch Pharma-Management, 337–59. Wiesbaden: Gabler Verlag, 1995. http://dx.doi.org/10.1007/978-3-322-90784-4_17.

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Pegan, Giovanna, Donata Vianelli, and Patrizia de Luca. "From Country of Origin Effect to Brand Origin: Challenges in International Direct Marketing Channels." In International Series in Advanced Management Studies, 97–117. Cham: Springer International Publishing, 2019. http://dx.doi.org/10.1007/978-3-030-33588-5_5.

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Schweiger, Alfred, and Klaus D. Wilde. "Database Marketing — Aufbau und Management." In Direkt-Marketing, 89–125. Wiesbaden: Gabler Verlag, 1993. http://dx.doi.org/10.1007/978-3-322-89517-2_6.

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Desmet, Pierre. "Comparison of the Predictivity of a Neural Network with Backpropagation with Those Using Linear Regression, Logistic and A.I.D. Methods for Direct Marketing Scoring." In Advances in Computational Management Science, 61–75. Boston, MA: Springer US, 1998. http://dx.doi.org/10.1007/978-1-4757-2821-7_5.

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Wagner, Horst. "Online-Werbung — der direkte Weg zum Verbraucher." In Marketing-Management mit Multimedia, 53–60. Wiesbaden: Gabler Verlag, 1997. http://dx.doi.org/10.1007/978-3-322-82745-6_4.

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"Direct marketing." In Marketing Communications Management, 212–30. Routledge, 2007. http://dx.doi.org/10.4324/9780080473376-21.

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Lancaster, Geoff, and Lester Massingham. "Direct marketing." In Essentials of Marketing Management, 279–97. Routledge, 2017. http://dx.doi.org/10.4324/9781315177014-10.

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Celuch, Krzysztof. "Managing Stakeholders to Destination Marketing." In The Business and Management of Convention and Visitor Bureaus. Goodfellow Publishers, 2019. http://dx.doi.org/10.23912/9781911396796-4373.

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Stakeholders are a crucial and indispensable element of convention bureaus’ operations. They are persons (or groups of persons) with direct or indirect interest in the effects of the bureaus’ operations. A stakeholder with direct interest may be a convention bureau founder, its members (if the bureau has a membership structure), enterprises which draw direct benefits from convention bureaus operations (hotels, restaurants, attractions), employees of the meetings industry, clients and even competitors. The interests of these persons and organisations in the operations of a particular convention bureau and in the effects of the operations are of a very strong and specific nature. Stakeholders with an indirect interest are organisations associated in the sector of stakeholders directly influencing the formation of the role and character of convention bureaus. The connection may be very strong, as is the case with service suppliers for the meetings industry, or quite weak, which may be illustrated with the example of the association bringing together owners of houses where the meetings industry employees are accommodated, that is an organisation which is not directly related to a given structure.
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Conference papers on the topic "Direct marketing – Management"

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Youqin Pan and Zaiyong Tang. "Ensemble methods in bank direct marketing." In 2014 11th International Conference on Service Systems and Service Management (ICSSSM). IEEE, 2014. http://dx.doi.org/10.1109/icsssm.2014.6874056.

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Wei, Liying, and Ke Lu. "Study on China Tourism E-Business Based on Direct Marketing." In 2009 International Conference on Management and Service Science (MASS). IEEE, 2009. http://dx.doi.org/10.1109/icmss.2009.5303172.

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Matsui, Kenji. "OPTIMAL TIMING FOR POSTING A DIRECT PRICE UNDER CHANNEL CONFLICT." In Bridging Asia and the World: Globalization of Marketing & Management Theory and Practice. Global Alliance of Marketing & Management Associations, 2014. http://dx.doi.org/10.15444/gmc2014.07.01.02.

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Bigler, T., P. Baumann, and M. Kammermann. "Optimizing Customer Assignments to Direct Marketing Activities: A Binary Linear Programming Formulation." In 2019 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, 2019. http://dx.doi.org/10.1109/ieem44572.2019.8978863.

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Lihua, Lin, and Xu Jianan. "Research and Implementation of E-mail Direct Marketing Management System Based on ExtJS." In 2013 Third International Conference on Intelligent System Design and Engineering Applications (ISDEA 2013). IEEE, 2013. http://dx.doi.org/10.1109/isdea.2012.394.

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Henning, Chis, and David Ausberger. "Iowa Edible Bean Production with Direct Marketing to Japan by the Greene Bean Project." In Proceedings of the 13th Annual Integrated Crop Management Conference. Iowa State University, Digital Press, 2004. http://dx.doi.org/10.31274/icm-180809-778.

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Kolesnik, Nadezhda, and Olga Tretyak. "IMPACT OF E-COMMUNICATION ON VALUE CREATION IN BUSINESS MODEL OF DIRECT SELLING." In Bridging Asia and the World: Global Platform for Interface between Marketing and Management. Global Alliance of Marketing & Management Associations, 2016. http://dx.doi.org/10.15444/gmc2016.04.07.05.

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Racela, Olimpia C. "CUSTOMER ORIENTATION, INNOVATION CAPABILITIES AND FIRM PERFORMANCE: A TEST OF DIRECT AND MODERATING EFFECTS." In Bridging Asia and the World: Global Platform for Interface between Marketing and Management. Global Alliance of Marketing & Management Associations, 2016. http://dx.doi.org/10.15444/gmc2016.06.08.03.

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Stanković, Jelena, and Suzana Dukić. "Application of Direct Marketing in Function of Improving the Level of Consumer Awareness in the Republic of Serbia." In 26th International Scientific Conference Strategic Management and Decision Support Systems in Strategic Management. University of Novi Sad, Faculty of Economics in Subotica, 2021. http://dx.doi.org/10.46541/978-86-7233-397-8_163.

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Breitsohl, Jan, Marv Khammash, Gareth Griffiths, and Werner Kunz. "DON’T MESS WITH THE SILVER SURFER – HOW TO DIRECT NEGATIVE CUSTOMER ONLINE COMPLAINTS INTO BENEFITS FOR THE RETAILER." In Bridging Asia and the World: Global Platform for Interface between Marketing and Management. Global Alliance of Marketing & Management Associations, 2016. http://dx.doi.org/10.15444/gmc2016.04.09.03.

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