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Title of Journal: Mark Lett

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Abbravation: Marketing Letters

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Springer US

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10.1016/0969-806x(93)90079-a

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1573-059X

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Targeting Miss Daisy Using age and gender to targ

Authors: Kelly O Cowart Peter Darke
Publish Date: 2013/05/25
Volume: 25, Issue: 1, Pages: 67-75
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Abstract

Marketers often advocate the use of targeted promotional strategies because they are presumed more effective However common targeting variables gender and age can also serve to stereotype some consumers female or older as more vulnerable to sales pressure The current research shows that this can cause sales agents to target these stigmatized groups with inferior products In contrast encouraging sales agents to empathize with target customers was effective in reducing the targeting of these groups with substandard items Implications are discussed

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  2. Transaction costs, opportunism, and governance: Contextual considerations and future research opportunities
  3. Search engine advertisements: The impact of advertising statements on click-through and conversion rates
  4. Measuring long-run marketing effects and their implications for long-run marketing decisions
  5. Managing sub-branding affect transfer: the role of consideration set size and brand loyalty
  6. The relationship between in-store marketing and observed sales for organic versus fair trade products
  7. The timing and context of consumer decisions
  8. Integrated mixed logit and latent variable models
  9. The moderating role of construal level on the evaluation of emotional appeal vs. cognitive appeal advertisements
  10. It’s all relative: how customer-perceived competitive advantage influences referral intentions
  11. It’s all relative: how customer-perceived competitive advantage influences referral intentions
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