Ross Brennan

Ross Brennan
University of Hertfordshire | UH · Hertfordshire Business School

PhD

About

147
Publications
101,309
Reads
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3,190
Citations
Citations since 2017
6 Research Items
1288 Citations
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2017201820192020202120222023050100150200250
2017201820192020202120222023050100150200250
Introduction
Additional affiliations
May 2012 - present
University of Hertfordshire
Position
  • Professor of Industrial Marketing
September 1990 - March 2012
Middlesex University, UK
Position
  • Reader in Marketing

Publications

Publications (147)
Article
The paper considers doctoral supervision between a candidate grounded in practice and a practice sensitive supervisor. The paper presents five autoethnographies to embellish a. conceptual argument. The contribution made lies at the nexus between three literatures; doctoral supervision, engaged scholarship and performativity. The paper contributes t...
Book
This is the soon-to-be-published fourth edition of the European version of the classic introductory text.
Article
Full-text available
Cultural meaning transfer theory and GLOBE dimensions were employed in this comparative study to examine the extent to which cultural meaning presented in advertisements reflected national cultures of the target countries. Content analysis was applied to advertisements from four countries to investigate whether the use of advertising appeals presen...
Article
Purpose The purpose of this paper is to address the following research question: What are the perceptions of professionals and consumers regarding the antecedents of client referrals in the financial advice sector? Design/methodology/approach A total of 61 qualitative interviews were conducted, with the following three key groups: independent fi...
Article
Full-text available
Trust in business-to-business supplier–customer relationships in financial services is an area of considerable research interest. The bulk of prior empirical research in this field has concentrated on trust in business relationships within a Western cultural context. However, shared values are acknowledged to be an important antecedent to trust. Th...
Article
Purpose Business organisations have been using product placement in movies as a marketing communications tool for a long time. Yet, concerns have been raised about consumers' perceptions of the ethicality and acceptability of product placement. This study investigates the importance of consumer materialism and consumer ethical evaluation of produc...
Book
This is the third European edition of the classic introductory text
Article
This article is concerned with gaining greater insight into the interplay between agency and structure in industrial marketing (IM) scholarship. The article’s intent is to embed Midgley’s notion of critical pluralism within this endeavour. The article commends the movement towards increased deployment of critical realism, but cautions against the d...
Article
Purpose – The purpose of this paper is to examine factors affecting the development of brand attitudes and brand behavior among children aged seven to 12. Design/methodology/approach – The study involved a literature review investigating the theoretical models underlying studies of brand attitude development among children and empirical studies of...
Article
Full-text available
Purpose – The purpose of the study is to identify and discuss critical aspects of the academic/practitioner gap and suggest how to make marketing research more relevant. Design/Methodology/Approach – The study uses data from an earlier study of eight qualitative interviews conducted with business-to-business (B2B) marketing practitioners and from...
Article
Full-text available
Greece has high rates of obesity and non-communicable diseases owing to poor dietary choices. This research provides lessons for social marketing to tackle the severe nutrition-related problems in this country by obtaining insight into the eating behaviour of young adults aged 18–23. Also, the main behavioural theories used to inform the research a...
Article
Full-text available
Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the marketing field by presenting a framework for KAM and RevM integration that aligns the potentiall...
Article
Experiential learning methods have become increasingly popular in marketing education. Factors underlying this trend are: the desire to respond to the changing higher education environment (the student-customer); the need to endow students with employability skills; the common sense assumption that since marketing is a practical activity, learning...
Article
The need to endow marketing graduates with skills relevant to employability grows ever more important. Marketing math and elementary financial understanding are essential employability skills, particularly given the contemporary emphasis on marketing metrics, but the evidence is that marketing graduates are often relatively weak in such skills. Thi...
Article
The central contention is that there is a coincidence of research interests between industrial marketing and economic geography in relation to spatial embeddedness in business relationships. There are nuances in relational economic geography that have not been addressed in industrial marketing research, notably that in addition to geographic proxim...
Book
Thoroughly updated, this much anticipated new edition provides students with a comprehensive, stte-of-the-art view of industrial marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life...
Article
The question of whether or not there exists a dichotomy between industrial (business-to-business) and consumer marketing has never been satisfactorily answered. Prominent authors champion both sides of the debate. This paper places the debate in the broader context of formal taxonomic thinking, and so seeks to resolve the issue at a more fundamenta...
Article
Full-text available
Fear appeals are frequently used in anti-smoking advertising. The evidence on the effectiveness of fear appeals is mixed and in some studies strong fear appeals have been found to reinforce the undesirable behaviour. Individual self-efficacy may play a role in moderating the effects of fear appeals. In advertising contexts where the intention was t...
Article
Full-text available
While the tools of social media are ubiquitous in contemporary consumer marketing, there is little evidence about the extent to which they have been adopted by business-to-business marketers. Although experts argue that B2B firms can and should use platforms such as FaceBook and YouTube, almost all of the popular examples used in mainstream seminar...
Book
This is the second European edition of the classic introductory text.
Article
Full-text available
In this paper, two relevant bodies of literature are examined and compared, namely the ‘interaction and networks ’ literature (associated primarily with the IMP Group) and ‘Chinese Management ’ literature. Elements examined include relationships, networks, trust, culture and forms of exchange. The contention of the paper is that both bodies of lite...
Article
Full-text available
The purpose of the paper is to discuss the future development of the business-to-business marketing curriculum. The conventional method of sub-dividing the overall marketing curriculum is appraised, and the legitimacy of business-to-business marketing as a component of the curriculum is assessed. Broad debates on business and marketing education, c...
Article
Full-text available
This paper scrutinises the way in which ethics is taught in the modern marketing syllabus. Our intention is to open up a space within which to promote timely debate on contemporary marketing education. Specifically, we wish to ask whether the tutor's role as a conduit of apparent ethical knowledge to students has somehow failed to map with sufficie...
Article
Purpose The purpose of this paper is to report the views of UK marketing educators about critical issues in teaching and learning of university‐level marketing education, and to compare these views with the views of other stakeholder groups. Design/methodology/approach An online survey was administered to members of the UK Academy of Marketing; 51...
Article
Full-text available
Purpose The paper aims to contribute to the wider adoption of simulation games in marketing teaching. The purposes of the research reported here are to understand marketing students' perceptions of the learning achieved from the use of simulation games, and marketing lecturers' perceptions of the barriers to increased use of simulation games. Desi...
Article
Full-text available
Purpose The purpose of the paper is to report the views of UK marketing educators about critical issues in teaching and learning of university-level marketing education, and to compare these views with the views of other stakeholder groups. Methodology An online survey was administered to members of the UK Academy of Marketing; 51 completed, usable...
Article
Full-text available
Purpose – Guanxi has been well documented as being an essential part of doing business in China. Yet, as China continues with market liberalisation, there are indications that its strategic importance is set to decline. From a joint venture perspective, this study seeks to examine the strategic importance of guanxi when doing business in China. Des...
Article
Full-text available
A cursory inspection of the output from IMP research will quickly show that issues to do with business in China are a reasonably common topic. Our purposes are to pull together all of the IMP papers concerning business in China in order to evaluate whether or not key themes can be identified in this research, and to evaluate the overall contributio...
Article
Full-text available
Purpose & literature addressed: This paper scrutinises the way in which ethics is taught in the modern business/industrial marketing syllabus. We argue for a reappraisal of the tutor-student relationship such that we may facilitate a greater understanding of how marketing students can make sense of themselves and of 'the other' within industrial ne...
Article
Full-text available
There is widespread concern that consumers are making inappropriate decisions about what they eat, leading to a growing incidence of obesity and chronic illness, which will strain public-health budgets and damage economic competitiveness. Inappropriate nutritional decisions and obesity are of particular public-policy importance where young consumer...
Article
Purpose – The paper has twin aims, one practical and one theoretical. From a practical point of view, the aim is to begin to identify appropriate marketing strategies and tactics for complementary and alternative therapists. From a theoretical point of view, the aim is to shape a research agenda for the exploration of marketing frameworks – such as...
Article
Full-text available
Medicalization is the process by which aspects of the human condition, formerly considered nonmedical, are brought within the medical realm. Medical sociologists have asserted that medicalization is a prevalent contemporary sociocultural phenomenon that is actively promoted by pharmaceutical company marketing strategies and that has widespread nega...
Article
Full-text available
Purpose The purpose of this paper is to comment on the differences in perceptions that exist between academic and professional marketing researchers, as creators of new marketing knowledge, and explore how academics and practitioners can work together better on areas of mutual interest or separately on areas where their interests do not coincide....
Article
Educational drama, which is an experiential form of learning, can be distinguished from more conventional role play approaches to learning because the participants play themselves in an improvised dramatic setting. Prior qualitative studies have suggested that educational drama creates real enthusiasm among participants and that participants believ...
Article
Purpose – The strategy of carefully selecting the most important group of business customers for special treatment – for which several terms are in use – has come in for considerable recent attention from both academics and practitioners. The purpose of this paper is to examine “strategic account management” at a large telecommunications operator i...
Article
Purpose – The purpose of this paper is to develop a framework that can be used by marketing educators to evaluate the appropriateness of case studies for inclusion in a course. Design/methodology/approach – This viewpoint paper represents the views of the author alone. Findings – Selection criteria for the possible inclusion of specific case stud...
Article
Full-text available
This cross-cultural comparative study investigated differences in the frequency and types of value appeals used in print advertising from Poland, the UK, Hungary and Ireland. The methodological approach was content analysis; Pollay’s (1983) value appeals were linked to the GLOBE dimensions (House et al 2004). While there were some consistent value...
Book
This is the first edition of the European version of the classic introductory text.
Article
Purpose This paper sets out to address the influence of relational variables, such as trust and commitment, on international joint venture (IJV) performance, in the empirical context of UK/Chinese joint ventures. Design/methodology/approach The paper starts with a discussion of the importance of inter‐firm relationships in China and how there curr...
Article
Full-text available
Purpose This paper seeks to explore the nature of the human resource reforms introduced by a French multinational into a privatized Jordanian utility and the impact of these reforms on worker experiences, attitudes and behaviour. Design/methodology/approach The approach takes the form of a single‐company case study using longitudinal interview dat...
Article
Full-text available
The purposes of the project described here were (1) to develop a taxonomy of terms relating to strategy used in industrial networks research studies, and (2) to compare manual qualitative content analysis with a computer-assisted text mining approach to taxonomy creation in a social science context. The unit of analysis was abstracts from the IMP r...
Article
Full-text available
Educational drama, which is an experiential form of learning, can be distinguished from more conventional role play approaches to learning because the participants play themselves in an improvised dramatic setting. Prior qualitative studies have suggested that educational drama creates real enthusiasm among participants and that participants believ...
Article
Full-text available
Purpose – The strategy of carefully selecting the most important group of business customers for special treatment – for which several terms are in use – has come in for considerable recent attention from both academics and practitioners. The purpose of this paper is to examine " strategic account management " at a large telecommunications operator...
Article
Purpose The aim of this paper is to contribute to the debate about the existence and nature of a “gap” between theory and practice in management. Design/methodology/approach The putative theory/practice “gap” in management is investigated by examining the theory/practice debate in three cognate fields–economics, nursing and marketing. Findings Th...
Article
Full-text available
Purpose The purpose of this paper is to investigate the feasibility and usefulness of adapting the concept of “customer value” from commercial marketing for use in the field of political marketing. Design/methodology/approach A literature review of the field of customer value, and the application of a prominent “means‐end hierarchy” model of custo...
Article
Accounting education researchers, as well as practitioners, have identified the need for ethics in the accounting curriculum. This paper explores efforts of U.K. higher education institutions to integrate ethics into the accounting curriculum. Specifically, our survey of U.K. educational institutions suggests that ethics is widely included in the a...
Article
This article reviews the intentions and assumptions underlying calls for greater regulation of nutrition and health claims in food advertising and examines the likely impact of new European regulations on health-related claims. After providing a review of the literature concerning regulatory effectiveness and on nutritional and health-related claim...
Article
Purpose – To reflect on the stewardship of Marketing Intelligence & Planning (MIP) over the past 25 years with special attention to the purpose and mission of the journal. Design/methodology/approach – A viewpoint contribution from the past, present and future editors of MIP, with considerations of the journal's focus, scope and rationale. Findin...

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