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January 1987 - January 2001
September 1981 - August 1982
September 1972 - October 1986
Publications
Publications (54)
During the COVID-19 pandemic, the tourism sector encountered multiple challenges. Numerous governments chose to lock down their cities and countries. Despite this, many companies found their online businesses making the greatest leaps in their portfolios, and social media platforms became one of the most valuable sources of information for purchase...
Advertisers are increasing their spending on product placements in TV programs, often with other integrated marketing communications (IMC) elements. This study uses 12 versions of an informational TV program to investigate whether too much product placement in the presence of IMC elements has a negative effect on TV program evaluation. The research...
Expenditure on Product Placement has grown faster (170%) than on advertising (15%) over the past ten years, but some evidence suggests that the ROI has been declining. For well-known, FMCG/CPG food brands typically placed in local tv programming, the context of this article, the shorthanded management problem of over focusing on brand exposure hind...
We assess the introduction of cigarette plain packaging in Australia, finding a 7.5% sales decline and changes across quality segments.
The influence of electronic Word of Mouth (eWOM) on consumers’ perceptions of price, allowing for consumers having different price acceptability levels, was examined through nine online experiments. Three valences of eWOM were systematically examined: positive, negative, and inconsistent, that is, both positive and negative present in the word-of-m...
Online communities are a powerful device for collaborative creativity and innovation. Developments in Web 2.0 technologies have given rise to such interactions through firm-hosted online communities (FHOCs) – firm-run online information services that also provide self-help to a community. We devise a model that seeks to explain the factors that enc...
The influence of online word-of-mouth (WOM) on risk assessments for an experience good, in the presence of different price acceptability levels, was examined through 12 online experiments using potential travelers presented with realistic information settings. Online WOM was found more influential than advertised price as a cue to risk perceptions....
This study argues that models of the innovation process tacitly assume that outcome benefits will automatically ensue from the innovation. We argue that models of the innovation process should include a final stage: performance outcome. We distil the elements of key existing models of the innovation process into a simplified model that links key el...
Research studies have shown that organisational readiness (OGRD) is a significant antecedent to the adoption and post-implementation success of enterprise resource planning (ERP). However, whether OGRD is associated with factors critical to achieving the implementation of ERP has not been examined. We report an empirical study that examines whether...
There has been considerable debate about the role of enterprise resource planning (ERP) in driving competitive advantage. However, little is established empirically on the antecedent factors that could facilitate achievement of such an advantage of adopting ERP. Therefore, this study examines the role of antecedent factors in the organisational ado...
This article reports the relationship that specific elements of search engine advertisements (SEAs) have with click-through rates (CTRs) within Google AdWord Campaigns. In total, 1,880 separate advertisements with more than 57 million impressions and 185,000 click-throughs were analyzed. The main finding is that some elements have both positive and...
Purpose
– The authors aim to examine the literature on enterprise resource planning (ERP) to establish whether the critical success factors (CSFs) for achieving stages of an ERP project have been empirically shown to be “critical”.
Design/methodology/approach
– The authors used a systematic approach to review 627 refereed papers published between...
This study identifies the key antecedent factors for accomplishing the adoption stage of enterprise resource planning (ERP) systems. Five potential antecedent factors of adoption were derived from the literature, including that on innovation theories, and data were obtained from a sample of 217 organizations across Australia. A structural equation...
Purpose
The aim of this paper is to examine the role of perceived system quality (PSQ) as an antecedent to the implementation success (IMP) of ERP projects, and its interrelationships with other antecedents that influence the outcome of organizational adoption process.
Design/methodology/approach
The authors derive a model containing the relations...
A decade after Francis Collins, then Director of the Human Genome Project, stated that: "Genetic prediction of individual risks of disease and responsiveness to drugs will reach the medical mainstream in the next decade or so" the uptake of therapeutic strategies informed by pharmacogenomic tests, often termed personalised medicine, has been limite...
The marketing literature clearly indicates that one activity which is highly associated with the successful commercial development of new technology is the involvement of potential customers in the process as intimately and as early as possible. This paper summarises the literature on the value of customer involvement and concludes that the process...
The paper explains that there are observable, regular patterns of aggregate consumer behaviour of buying competitive brands in markets to the extent that they can be taken as scientifically derived laws of market behaviour. These laws have been found to apply to a myriad of markets in many countries. The paper sets out these laws, many of which are...
Theory and practice of technology transfer and entrepreneurial behaviour of academics are novel. We draw upon the literature of business models, transaction costs, professional and organisational culture and of agency theory to formulate a framework for a technology transfer business model. We present the range of options used by universities and w...
This review paper initially explains that the commercialization of an innovative new technology needs to be underpinned by an appropriate business model. The paper summarizes what has been previously proposed to be the components of a business model and makes the case that an extra one needs to be added and that two of them need interpreting in a s...
Are experts or potential users better at predicting the success of a new product? To explore this question we used an eleven-point probability scale, the Juster Scale, to ask various groups of people about their probability of taking up a new product and also their assessment of its chance of its success in the marketplace. Although this type of sc...
Purpose
This paper aims to investigate how the strength of a corporate brand influences the adoption of an innovative service, and the main components of the construct: corporate brand (CB).
Design/methodology/approach
A real‐world, online, information acceleration experiment was conducted where the marketing mix and competitive environment was he...
Conventional wisdom on what are sound marketing principles derives from the era when marketing came to prominence fifty years ago. A question is posed on each of eight core principles and practices of marketing and what might be the typical marketer's answer is shown to be only half right. The final section gives the course of action that companies...
Purpose
– Research into the use/adoption of online news services (ONSs) is still in its infancy, Scholars have indicated that there is no comprehensive theoretical framework for understanding or predicting consumers' online adoption behavior. The purpose of the paper is to propose a theoretical framework as a foundation for better understanding and...
The research reported here sought to identify and illuminate the reasons for the low adoption of pharmacogenetic tests in Australia. The research initially established possible reasons and propositions drawn from previous studies and surveys on the problem in Europe and the literature on the adoption of innovations. A small-scale exploratory, quali...
Prior marketing activity and trading in a market create intangible assets for a firm in the minds of clients and other stakeholders and can be called relational market-based assets (rMBAs). These moderate the effect of current marketing mix activity on current market response. This research sought to explore whether the strength of rMBAs possessed...
The way in which companies, research centres and educational institutions are organised and structured may provide a competitive advantage for commercialisation, in particular if companies are dependent on the deployment of complementary assets and capabilities by third parties. This paper presents the case of the Australian Centre for Plant Functi...
Purpose
– To assist marketing management in the identification and targeting of consumer innovators for novel products by selectively reviewing and integrating three separate streams of research, namely, trait theory, utility‐awareness theory and contemporary cognitive theory.
Design/methodology/approach
– A range of traditional and contemporary r...
The purpose of the research reported here was to discover what marketing approaches small wineries employ and to what degree they could be attributed to their success. The article describes how the particular issue of measuring ‘success’ and what constituted ‘marketing’ was tackled and reports on the use of this in the subsequent empirical work. Fi...
Predicting which consumers will be amongst the first to adopt an innovative product is a difficult task but is valuable in allowing effective and efficient use of marketing resources. This paper examines the accuracy of predictions made about likely first adopters based on the most widely accepted theory and compares them to predictions made by exa...
Genetically modified (GM) foods represent a significant technical and commercial breakthrough, but they have also revealed a major weakness in product development and commercialization in the global agri-food system. Although the biotechnology industry has developed a number of new technologies and products and marketed them effectively to producer...
This is an exploratory cross-cultural study. It attempts to measure the differences in cultural values between Australians and Chinese from the People’s Republic of China. This study also seeks to show how the differences in responses by these two groups of people to some marketing stimuli are likely to be associated with the differences in cultura...
This article addresses the problem of developing a commercially successful product from a revolutionary technology. It identifies that successful new technology products are best developed through early and in-depth involvement of a customer, a process identified as co-development. It also shows that although this principle is accepted by firms in...
This monograph presents a thorough examination of the phenomena of "threshold" levels of advertising activity and the "wearout' of advertisements and/or campaigns. These are seen as corresponding to the management questions "How little can we spend/How infrequently can we advertise?" and "How much is too much/How infrequently is too little?" In the...
Investigates the use of advertising in marketing and its effectiveness. Suggests the establishment of objectives by setting a market share goal, determining the percentage of the market to be reached and agreeing the necessary budget. Looks into the difficulties of implementing this practice. Presents a list of advantages, main considerations and g...
At last it is being recognised that a proper approval to marketing management is needed in the wine industry. So far it would appear that only half‐hearted, “plug‐the‐gap” efforts have been made in this direction with the result that there has been a dearth of qualified personnel. Some confusion over the definition of marketing in the wine industry...
This guide is in the form of concise statements on the various issues that should be considered by advertising management before decisions are made concerning the measurement of advertising performance. These statements encapsulate current knowledge, practice and ideas. It aims to provide a clear guide to the use of available methods of measurement...
A case study is presented which shows how savings of some 16% in annual running costs were achieved for a large, internal transportation system. The method of analysis and implementation that were used are believed to be applicable to a wide variety of transportation systems. The original system consisted of the total area served being split into s...
The manager responsible for making advertising budget decisions is assailed with a plethora of advice and aids from specialists. Of necessity, many of the methods advocated by such specialists are not universally applicable, so their use is qualified. Many actual circumstances a manager is faced with do not conform to textbook circumstances, and th...
The problem of minimizing the overall cost of operating the internal transport system of a steelworks is examined. The paper describes the practical problem encountered by an OR team and the approach that was adopted in the subsequent study. This approach led to the development of a simple queueing model of the rail transport system, which accounte...
This paper explores some ways of forecasting the success an innovation. The case in point is a lottery which has novel features for the community to which it is targeted. The paper sets up and tests several propositions concerning the ability of various types of people to predict the extent of sales of tickets for the lottery. The research also aim...
This paper looks at the problem of using the Bass model as a predictive tool prior to the launch of an innovation. This is difficult as the generation of the coefficients to use in the model, prior to product launch, is difficult and under researched. The literature suggests using values of the coefficients from an analogous, previous innovation. H...
We report website visiting behaviour for Commercial Airlines and Social Networking in Australia based upon a panel of some three million households over a period of 12 weeks. We provide evidence that aggregate choice behaviour for brands online is the same as that typically found offline. We also show the utility of the NBD-Dirichlet model for the...
The research examines the network of interacting systems and participants involved in the adoption of an innovation to help illuminate our understanding of the rejection, or slow adoption, of an innovation. The context is that of a healthcare innovation. The research explored various reasons and propositions, drawn from the literature, for understa...
Appendices. Thesis (Ph. D.)--Cranfield School of Management, 1976.
