Panellists :
Internal Orientation & Salesperson PerformanceAjay Mennon
Analysis of Salesforce Performance in Sales Organizations Employing Behavior-Based Sales Management ControlKen Grant
Session (9.2) : Sales Managemant, Business to Business
Location : Empire 2
Chair : Md. Tahir A. Hamid
MARA Institute of Technology, Malaysia
Presentations:
Theorizing Relationships In Industrial Marketing: Problems And
ChallengesBrian K.H. Low, University of Western Sydney Nepean, Australia
Interdependency In Business-to- Business Relationship Marketing: The Evolution Form Dyads to Marketing NetworksDavid Blenkhorn, Wilfried Laurier University, CanadaHerbert F. Mackenzie, Memorial University, Canada
The Selling Cycle: A Neglected Guide For Sales Force DeploymentThomas R. Wotruba, San Diego State University, USALinda Rochford, University of Minnesota, USA
Developing An Effective Measure of Customer ProfitabilityRichard Rexeisen, Richard Sauter, University of St. Thomas, USA
Session (9.3) : Retailing
Location : Embassy 1
Chair : Cheong Kun Pai
Marketing Institute of Singapore, Singapore
Presentations:
The Eight Waves of Change: Channel Surfing 2000Jagdish N. Sheth, Emory
University, USALou Pelton, University of North Texas, USA
Retail Partenering For Global Success: A Look AheadAtul Parvatiyar, Emory University, USA
Franchising Climates In The New MillenniumDavid Strutton, University of Southwestern Lousiana, USA
The Role of Guanxi In Regional Retail DevelopmentNeil C Herndon Jr., City University of Hong Kong, Hong Kong
Session (9.4) : Consumer Behaviour and Consumer Marketing
Location : Embassy 2
Chair : Osman Mohamad
Universiti Sains Malaysia, Malaysia
Presentations:
Integrating English Language Skills into a Marketing Research CourseTerry
Clayton, Mark Speece, Asian Institute of Technology , Thailand
Taxanomy of Vendor and Buyer Relationship: A Case of the Malaysian Automotive Sector)Zolkafli Hussin, Universiti Utara Malaysia, Malaysia
Investigating In-Store Shoppers Responses to Price Specials: A Research MethodologyMario J. Miranda, Victoria University, Australia
Session (9.5) : International Marketing
Location : Embassy 3
Chair : Gabriel O. Gunmokun
University of Western, Australia
Presentations:
Advertising Personnel In Taiwan: An Awakening For Practitioners
The Performance of International Joint Ventures Revisted: A Conceptual Framework Using The Market Model
Free Trade The Evolving Global Marketplace: An Assessment of Theoretical And Practical Issues
Export Practices In International Marketing: A Study of Australian FirmsG.O Gunmokun, Simone Ng, University of Western, Australia
Session (9.6) : Marketing In Asia Pacific
Location : Embassy 4
Chair : Sieh Lee Mei Ling
Universiti Malaya, Malaysia
Presentations:
Decomposition of Country of Origin Effect For Japanese ConsumersJonathan
S. Kim, International University of Japan, JapanFrederic Jallat, Paris
Grad School of Management, France
Strategic Marketing Planning Practices: A Study of Australia Small Business OrganizationsClaudia Amonini, Gabriel O Gunmokun, University of Western Australia, Australia
Internationalization of Retailing In The Asia Pacific Region : Current Trends and Future OutlookMadnav P. Kacker, Bradford University, UK
Presentations:
Affluent Consumers: An Exploratory Study of Retail Shopping
PerceptionsGopala Ganesh, University of North Texas, USAMichael Hyman,
New Mexico State University, USA
Underlying Reasons and Solutions For Sales Slowdown in Retail Sector: A Retailer PerspectiveV. Mummalaneni, Nanyang Technological University, SingaporeJerome D. Williams, Pennsylvania State University, USA
What Capabilities Do Small Retailers Need to Complete Against Giants?Bill Merrilees, University of New Castle, Callaghan, Australia
Session (10.2) : Sales Management, Business to Business
Location : Empire 2
Chair : C. Medlin
University of Adelaide, Australia
Presentations:
Supplier Evaluation and Supplier Relationship in Singapore
Business Firms: A Comparison of JIT and non-JIT UsersMohammed Abdur
Razzaque, Wang Jiuan Jiuan, National University of Singapore, Singapore
Towards Redefining Advertising Professionalism from the Relationship Marketing Perspective Mohd Helmi Abd. Rahim, Aliah Hanim Mohd. Salleh, Universiti Kebangsaan Malaysia, Malaysia
An Exploratory Study into the Effect of Culture on Cooperative AlliancesC. Medlin, Pascale Quester, University of Adelaide, Australia
Session (10.3) : Services Marketing
Location : Embassy 1
Chair : Donald Hendon
Universiti Putra Malaysia
Presentations:
Consumers Perceptions of Banking Services In MalaysiaMd. Zabid A. Rashid,
Fadzlina Jasmin, Universiti Putra Malaysia, Malaysia
Distributed Multimedia: An Edge To Future Marketing StrategyHalimah Badioze Zaman, Tengku Mohd. Tengku Sembok, Universiti Kebangsaan Malaysia, Malaysia
Employment of Relationship Marketing Strategies For Enhancing Customer Satisfaction In Malaysian Private HospitalsLau Chien Chien, Mohd. Ismail Ahmad, Universiti Putra Malaysia, Malaysia
Customer Service: Management Commitment And Performance Within Industrial Manufacturing CompaniesAbu Bakar Sade, Bill Donaldson, University of Strathclyde, UKJamil Bojei, Universiti Putra Malaysia, Malaysia
Session (10.4) : Cross-Cultural Marketing
Location : Embassy 2
Chair : Abdul Razak Kamaruddin
Universiti Sains Malaysia, Malaysia
Presentations:
Stability of Country Image: A Multi Cultural /Cross-National
PerspectiveR. Mohan Pisharodi, Ravi Parameswaran, Oakland University, USA
Cultural Dimensions of Switching Behavior In Buyer-Seller RelationshipsMahesh N. Shankarmahesh, C.P. Roa, Old Dominion University, USA
A Validation of MacNeils Relational Norms In An Indian ContextAudhesh K. Paswan, University. Of South Dakota, USAJoyce A. Young, Indiana State University, USA
The Animosity Model of Foreign Product Purchase: Tests in the PRC, Australia and the United StatesJill Gabrielle Klein, Northwestern University, USARichard Ettenson, Bond University, Australia
Session (10.5) : Consumer Behaviour and Consumer Marketing
Location : Embassy 3
Chair : Zulkifli Husin
Universiti Utara Malaysia, Malaysia
Presentations:
Service Quality Criteria and Consumer Choice in Retail BankingMuhammad
Jantan, Abdul Razak Kamarudin, Ong Bian Hoe, Universiti Sains Malaysia,
Malaysia
Consumer Brand Confusion: The Prevalence, Cause, and Misconception of Market Leader and Market Pioneer BrandsFrank H. Alpert, Michael A. Kamins, Monash University, Australia
Analysis of Market Potential With Special Reference to LDCs and Saudi Arabian MarketAbdulrahman Abdulaziz Al-Hammad, King Faisal University, Saudi Arabia
Session (10.6) : International Marketing
Location : Embassy 4
Chair : Robert E. Morgan
UK
Presentations:
Strategic Control And Export Performance In International Marketing: An
Exploratory Study of Exporting Companies In The Peoples Republic of
ChinaG.O. Ogunmokun, Ling-yee Li (Esther), Australia
Marketing Flexibility And Export Performance: A Study of Exporting Companies In The Peoples Republic of ChinaLing-yee Li (Esther), G.O. Ogunmokun, Australia
Export Intention And Export Development: The Influences of Export Stimuli R.E. Morgan, C.S. Katsikeas, C.S. Chien, UK Battle Stations 21: International Marketing Offensive In The next MillenniumAdrian Villaneuva, Singapore
Strategic: (Promotion Approach - Is it Globally Transferable?)Bill Merrilees, University of New Castle, AustraliaSham Kim Syan, University of Otago, New Zealand
SESSION TIME : 11
Session (11.2) : Services Marketing
Location : Empire 2
Chair : Hooi-Den Huan
Nanyang Technological University, Singapore
Presentations:
The Role of The Food And Beverage Department In Enhancing Overall Hotel
Competitiveness In Malaysia Khor Shii Ling, Mohd. Ismail Ahmad, Universiti
Putra Malaysia, Malaysia
Controllable Antecedents of Creative Excellence In Advertising Services: A Cross Cultural Study of The Beliefs of Senior CreativesRailton Hill, La Trobe University, Australia Mohd Helmi Abdul Rahim, Universiti Kebangsaan, Malaysia
Self-Service Petrols Stations In Malaysia: The Perception Prior To Its Implimentations Osman M. Zain, Mohd. Ashari Idris, Universiti Kebangsaan Malaysia, Malaysia
Consumer Satisfaction and perceived Quality of Health Care Services in Corporate Hospitals - A StudyVidyadhar Reddy, Bucha Reddy, Osmania University, Hyreabad
Session (11.3) : Marketing Model
Location : Embassy 1
Chair : Francisco F.R. Ramos
University of Porto, Portugal
Presentations:
Causality And The Dynamic Interactions Between Advertising And Sales
Within A Cointergrated Systems
Francisco F.R. Ramos, University of Porto, Portugal
Strategic Cost Allocation In Duopolistic Price CompetitionsCharles A Ingene, University of Washington, USAEunkyu Lee, University of British Columbia, Canada
Equilibrium In Hybrid ChannelsHean Tat Keh, University of Washington, USASeong Y. Park, Hallyn University, South Korea
Session (11.4) : Marketing Strategy
Location : Embassy 2
Chair : B. Ramaseshan
Curtin University of Technology, Australia
Presentations:
Environmental Uncertainty, Market Intelligence Acquisition, And
Information Source Utilization of Hong Kong ExecutivesBahman P. Ebrahimi
Sandra A. Young, Baptist University , Hong Kong
Market Orientation and Performance The Australian Public Sector ExperienceAlbert Caruana, University of MaltaB. Ramaseshan, Micheal T. Ewing, Curtin University of Technology, Australia
Marketing Strategies, Environment and Performance of Malaysian FirmsFaridah Hj. Hasan, Mara Institute Technology, Malaysia
Marketing Orientation: Its Perception Within Further Education in the UK Noel Yee Man, Baptist University, Hong Kong
Session (11.5) : Current Issues in European Marketing
Location : Embassy 3
Chair : Luiz Moutinho
University of Glasgow, UK
Country Marketing in the UK and the Netherlands : Charles Methods and EffectivenessCharles Rahud, Marit Van der Weg, University of Maastricht, USA
The Relationship Between Loyalty and Price Elasticity. An Empirical Application.Javier C., Sandra Cavero, Public University of Navara, Spain, Barcelona
Strategic Interaction Among Differentiated Brands In A Differentiated Retail Market (Theory and Empirical Study)Sandra Cavero, Javier C., Vicente Sales, Public University of Navara, Spain, Barcelona
Creating and Maintaining Sustainable Relationships With Customers in Customer MarketHans Rask Jensen, Southern Denmark Business School, Denmark
Session (11.6) : Entrepreneurship
Location : Embassy 4
Chair : Joe Hair Jr.
Lousiana State University, USA
Presentations:
High Technology Entrepreneurship In Russia: A Preliminary ExaminationGary
Bruton, Chinese University of Hong Kong, Hong KongYuri Rubanik, Moscow
Federal Institute Of Electronic Technology, Russia
The Impact of Information On Retail Performance: The Case of The ThaiRetail- EntrepreneurHean Tat Keh, John E. Butler, University of Washington, USAWai Chamornmarn, Thammasat University, Thailand
Does Corporate Entrepreneurship Influence Innovation in Service firms?Leyland Pitt, Pierre Berthon,Mathew Robson, Cardiff University, UKGerard Prendegast, Baptist University, Hong Kong
Corporate Entrepreneurship and Ethical Decision-making of Marketing Managers Lewis Long-Fung Chau, Wai-Sum Siu, Baptist University, Hong Kong
Presentations:
The Marketing of Tourism: A Quality-of-Life PerspectiveSalah Hassan,
George Washington University, USA
The Role of Sports In The Marketing of A Community: A Quality- of-Life PerspectiveKenneth D. Bahn, James Madison University, USA Quality of Community Life & Government Services: Exploring The LinkDon Rahtz, College of William & Mary, USA