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Chapter 1 NOTES Chapter 1 NOTES ::: 1 Sam Hill and Glenn Rifkin, Radical Marketing (New York: Impact of Market Structure, Firm Structure, Strategy and HarperBusiness, 1999); Gerry Khermouch, “Keeping the Froth Market Orientation Culture on Dimensions of Business on Sam Adams,” BusinessWeek, September 1, 2003, pp. 54–56. Performance,” Journal of the Academy of Marketing Science 24, 2 American Marketing Association, 2004. no. 1 (1996): 27–43; Rohit Deshpande and John U. Farley, 3 Peter Drucker, Management: Tasks, Responsibilities, Practices “Measuring Market Orientation: Generalization and Synthesis,” (New York: Harper and Row, 1973), pp. 64–65. Journal of Market-Focused Management 2 (1998): 213–232. 4 Philip Kotler, “Dream Vacations: The Booming Market for 19 John C. Narver, Stanley F. Slater, and Douglas L. MacLachlan, Designed Experiences,” The Futurist (October 1984): 7–13; B. “Total Market Orientation, Business Performance, and Joseph Pine II and James Gilmore, The Experience Economy Innovation,” Working Paper Series, Marketing Science Institute, (Boston: Harvard Business School Press, 1999); Bernd Schmitt, Report No. 00-116, 2000, pp. 1–34. See also, Ken Matsuno and Experience Marketing (New York: Free Press, 1999). John T. Mentzer, “The Effects of Strategy Type on the Market 5 Irving J. Rein, Philip Kotler, and Martin Stoller, High Visibility Orientation–Performance Relationship,” Journal on Marketing (Chicago: NTC Publishers, 1998). (October 2000): 1–16. 6 Philip Kotler, Irving J. Rein, and Donald Haider, Marketing 20 John R. Brandt, “Dare to Be Different,” Chief Executive,May Places: Attracting Investment, Industry, and Tourism to Cities, 2003, pp. 34–38. States, and Nations (New York: Free Press, 1993); and Philip 21 Christian Homburg, John P.Workman Jr., and Harley Krohmen, Kotler, Christer Asplund, Irving Rein, Donald H. Haider, “Marketings Influence Within the Firm,” Journal of Marketing Marketing Places in Europe: Attracting Investment, Industry (January 1999): 1–15. and Tourism to Cities,States and Nations (London: Financial 22 Jochen Zeitz, “This Shoe’s One Cool Cat,” Brandweek, October Times Prentice-Hall, 1999). Marketing Places Europe (London: 23 20, 2003, pp. M58–M61; Kevin J. O’Brien, “Focusing on Financial Times Prentice-Hall, 1999). Armchair Athletes, Puma Becomes a Leader,” NewYork 7 Carl Shapiro and Hal R. Varian, “Versioning: The Smart Way Times,March 12, 2004. to Sell Information,” Harvard Business Review 24 Evert Gummesson, Total Relationship Marketing (Boston: (November–December 1998): 106–114. Butterworth-Heinemann, 1999); Regis McKenna, Relationship 8 John R. Brandt, “Dare to Be Different,” Chief Executive,May Marketing (Reading, MA: Addison-Wesley, 1991); Martin 2003, pp. 34–38. Christopher, Adrian Payne, and David Ballantyne, Relationship 9 Jeffrey Rayport and John Sviokla, “Managing in the Marketing: Bringing Quality, Customer Service, and Marketing Marketspace,” Harvard Business Review (November–December Together (Oxford, U.K.: Butterworth-Heinemann, 1991). 1994): 141–150. Also see their “Exploring the Virtual Value 25 James C. Anderson, Hakan Hakansson, and Jan Johanson, Chain,” Harvard Business Review (November–December 1995): “Dyadic Business Relationships within a Business Network 75–85. Context,” Journal of Marketing (October 15, 1994): 1–15. 10 Mohan Sawhney, Seven Steps to Nirvana (New York: 26 Laura Mazur, “Personal Touch is Now Crucial to Growing McGraw-Hill, 2001). Profits,” Marketing, November 27, 2003, p. 18. 11 Jean-Marie Dru, Beyond Disruption: Changing the Rules in the 27 Kim Cross, “Fill It to the Brim,” Business 2.0, March 6, 2001, Marketplace (New York: John Wiley & Sons, 2002); Hill and pp. 36–38. Rifkin, Radical Marketing. 28 Neil H. Borden, “The Concept of the Marketing Mix,” Journal 12 Scott Kirsner, “5 Tech Innovators,” Fast Company, December of Advertising Research 4 (June): 2–7. For another framework, 2003, pp. 93–100. see George S. Day, “The Capabilities of Market-Driven 13 Adam Lashinsky, “Shoutout in Gadget Land,” Fortune, Organizations,” Journal of Marketing 58, no. 4 (October 1994): November 10, 2003, pp. 77–86. 37–52. 14 Gerry Khermouch, “Breaking into the Name Game,” 29 E. Jerome McCarthy, Basic Marketing: A Managerial Approach, BusinessWeek, April 7, 2003, p. 54; Anonymous, “China’s 12th ed. (Homewood, IL: Irwin, 1996). Two alternative Challenge,” Marketing Week, October 2, 2003, pp. 22–24. classifications are worth noting. Frey proposed that all 15 Bruce I. Newman, ed., Handbook of Political Marketing marketing decision variables could be categorized into two Thousand Oaks, CA: Sage Publications, 1999); and Bruce I. factors: the offering (product, packaging, brand, price, and Newman, The Mass Marketing of Politics (Thousand Oaks, CA: service) and methods and tools (distribution channels, personal Sage Publications, 1999). selling, advertising, sales promotion, and publicity). See Albert 16 John B.McKitterick, “What Is theMarketingManagement W. Frey, Advertising, 3rd ed. (New York: Ronald Press, 1961), Concept?” In Frank M. Bass ed. The Frontiers ofMarketing p. 30. Lazer and Kelly proposed a three-factor classification: Thought and Action (Chicago: American Marketing Association, goods and services mix, distribution mix, and communications 1957), pp. 71–82; Fred J. Borch, “The Marketing Philosophy as mix. See William Lazer and Eugene J. Kelly, Managerial a Way of Business Life,” The Marketing Concept: It Meaning Marketing: Perspectives and Viewpoints, rev. ed. (Homewood, to Management (Marketing series, no. 99) (New York: IL: Irwin, 1962), p. 413. American Management Association, 1957), pp. 3–5; Robert J. 30 Robert Lauterborn, “New Marketing Litany: 4P’s Passe; Keith, “The Marketing Revolution,” Journal ofMarketing C-Words Take Over,” Advertising Age, October 1, 1990, p. 26. (January 1960): 35–38. 31 Gregory Solman, “Trailers, Bots and Emails Tout Gory Movies 17 Levitt, “Marketing Myopia,” Harvard Business Review to Teens,” Adweek, October 6, 2003, p. 10. (July–August), 1960. p. 50. 32 William Greider, “Victory at McDonald’s,” The Nation, August 18 Ajay K. Kohli and Bernard J. Jaworski, “Market Orientation: 18, 2003. The Construct, Research Propositions, and Managerial 33 Hamish Pringle and Marjorie Thompson, Brand Soul: How Implications,” Journal of Marketing (April 1990): 1–18; John C. Cause-Related Marketing Builds Brands (New York: John Narver and Stanley F. Slater, “The Effect of a Market Wiley & Sons, 1999); Richard Earle, The Art of Cause Orientation on Business Profitability,” Journal of Marketing Marketing (Lincolnwood, IL: NTC, 2000). (October 1990): 20–35; Stanley F. Slater and John C. Narver, 34 Private conversation with Carpenter. “Market Orientation, Customer Value, and Superior 35 Larry Selden and Geoffrey Colvin, Angel Customers & Demon Performance,” Business Horizons, March–April 1994, pp. Customers, Portfolio (Penguin), 2003. 22–28; A. Pelham and D.Wilson, “A Longitudinal Study of the 36 Goran Svensson, “Beyond Global Marketing and the Globalization of Marketing Activities,” Management Decision 40, no. 6 (2002): 574–583. 37 Jonathan Glancey, “The Private World of the Walkman,” The Guardian, October 11, 1999. 38 Joann Muller, “Ford: Why It’s Worse Than You Think,” BusinessWeek, June 25, 2001; Ford 1999 Annual Report; Greg Keenan, “Six Degrees of Perfection,” The Globe and Mail, December 20, 2000. Chapter 2 NOTES ::: 1 Keith H. Hammonds, “Michael Porter’s Big Ideas,” Fast 27 Tilman Kemmler, Monika Kubicová, Robert Musslewhite, and Company, March 2001, pp. 150–154. Rodney Prezeau, “E-Performance II—The Good, the Bad, and 2 http:///www.H&M.com , and Eric Sylvers, “Cut-Rate Swedish the Merely Average,” an exclusive to mckinseyquarterly.com, Retailer Enters the Italian Market,” New York Times, August 27, 2001. 2003, p. W1. 28 The same matrix can be expanded into nine cells by adding 3 Louise Lee, “Thinking Small at the Mall,” BusinessWeek, May modified products and modified markets. See S. J. Johnson and 26, 2003, pp. 94–95. Conrad Jones, “How to Organize for New Products,” Harvard 4 Nirmalya Kumar, Marketing As Strategy: The CEO’s Agenda Business Review (May–June 1957): 49–62. for Driving Growth and Innovation (Boston: Harvard Business 29 <www.starbucks.com>; Howard Schultz, Pour Your Heart into School Press, 2004). It (New York: Hyperion, 1997); Andy Serwer, “Hot Starbucks 5 Frederick E.Webster Jr., “The Future Role of Marketing in the to Go,” Fortune, January 26, 2004, pp. 60–74. Organization,” in Reflections on the Futures of Marketing, 30 Tim Goodman, “NBC Everywhere?” San Francisco Chronicle, edited by Donald R. Lehmann and Katherine Jocz (Cambridge, September 4, 2003, p. E1. MA: Marketing Science Institute, 1997), pp. 39–66. 31 Catherine Fredman, “Smart People, Stupid Choices,” Chief 6 Michael E. Porter, Competitive Advantage: Creating and Executive, August/September 2002, pp. 64–68. Sustaining Superior Performance (New York: The Free Press, 32 “Business: Microsoft’s Contradiction,” The Economist (January 1985). 31, 1998): 65–67; Andrew J. Glass, “Microsoft Pushes Forward, 7 Robert Hiebeler, Thomas B. Kelly, and Charles Ketteman, Best Playing to Win the Market,” Atlanta Constitution, June 24, Practices: Building Your Business with Customer-Focused 1998, p. D12. Solutions (New York: Simon and Schuster, 1998). 33 Ben Elgin, “Yahoo! Act Two,” BusinessWeek, June 2, 2003, pp. 8 Hammer and Champy, Reengineering the Corporation: A 70–76. Manifesto for Business Revolution (New York: Harper Business, 34 Daniel Howe, “Note to DaimlerChrysler: It’s Not a Small
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