19
Views
9
CrossRef citations to date
0
Altmetric
Original Articles

Harnessing the power of database marketing

, &
Pages 329-346 | Published online: 06 May 2010

References

  • Ackoff , Russell L. 1967 . “Management Misinformation Systems” . Management Science , 14 ( 4 ) : 147 – 156 .
  • Baier , Martin . 1967 . “Zip Code ‐ New Tool for Marketers” . Harvard Business Review , 45 January/February : 136 – 140 .
  • Baier , Martin . 1983 . Elements of Direct Marketing , New York, NY : McGraw‐Hill .
  • Berry , Jonathan , Verity , John , Kerwin , Kathleen and DeGeorge , Gail . 1994 . “A Potent New Tool for Selling Database Marketing” . Business Week , 3388 5 September : 56 – 60 .
  • Bessen , Jim . 1993 . “Riding the Marketing Information Wave” . Harvard Business Review , 71 September/October : 150 – 160 .
  • Blattberg , Robert C. and Hoch , Stephen J. 1990 . “Database Models and Managerial Intuition: 50% Model + 50% Manager” . Management Science , 36 ( 8 ) : 887 – 899 .
  • Blattberg , Robert C. and Deighton , John . 1991 . “Interactive Marketing: Exploiting the Age of Addressability” . Sloan Management Review , 32 ( 5 ) : 5 – 14 .
  • Brown , Ann . 1994 . “Getting Value from an Integrated IS Strategy” . European Journal of Information Systems , 3 ( 2 ) : 155 – 165 .
  • Bruns , William J. and McFarlan , F. Warren . 1987 . “Information Technology Puts Power in Control Systems” . Harvard Business Review , 65 September/October : 89 – 94 .
  • Cameron , Ross and Targett , David . 1992 . “Computerized Marketing Databases: Their Role Now and in the Future” . Journal of Information Technology , 7 : 223 – 232 .
  • Charnes , A. , Cooper , W , Learner , D.B. and Phillips , F.Y. 1985 . “Management Science and Marketing Management” . Journal of Marketing , 49 ( 2 ) : 93 – 105 .
  • Christopher , Martin , Payne , Adrian and Ballantyne , David . 1991 . Relationship Marketing , Oxford : Butterworth Heinemann .
  • Churchill , Gilbert A. 1983 . Marketing Research , Chicago, IL : Dryden Press .
  • Churchill , Gilbert A. , Ford , Neil M. and Walker , Orville C. 1985 . “The Determinants of Salesperson Performance: A Meta‐Analysis” . Journal of Marketing Research , 22 : 103 – 119 .
  • Coates , David , Doherty , Neil and French , Alan . 1994 . “The New Multivariate Jungle: Computer Intensive Methods in Database Marketing” . Journal of Marketing Management , 10 ( 1–3 ) : 207 – 220 .
  • Copulsky , J.R. and Wolf , M.J. 1990 . “Relationship Marketing: Position for the Future” . Journal of Business Strategy , 11 ( 4 ) : 16 – 20 .
  • Cronin , Mary J. 1994 . Doing Business on the Internet , New York : Van Nostrand Reinhold .
  • Darrow , Joel W. and Belilove , James R. 1978 . “The Growth of Databank Sharing” . Harvard Business Review , 56 November/December : 180 – 185 .
  • de Chernatony , Leslie , Daniels , Kevin and Johnson , Gerry . 1993 . “A Cognitive Perspective on Managers’ Perception of Competition” . Journal of Marketing Management , 9 ( 4 ) : 373 – 381 .
  • Ehrenberg , A.S.C. 1981 . Data Reduction , Chichester : John Wiley .
  • Fletcher , Keith , Wheeler , Colin and Wright , Julia . 1994 . “Strategic Implementation of Database Marketing: Problems and Pitfalls” . Long Range Planning , 27 ( 1 ) : 133 – 141 .
  • Hirst , Melvyn . 1994 . “End‐User Computing in Marketing” . Journal of Marketing Management , 10 ( 1–3 ) : 221 – 246 .
  • Hofstede , Geert H. 1981 . “Management Control of Public and Not‐For‐Profit Activities” . Accounting, Organisations and Society , 6 : 143 – 211 .
  • Hooley , Graham J. and Hussey , Michael K. 1994a . “Quantitative Methods in Marketing: The Multivariate Jungle Revisited” . Journal of Marketing Management , 10 ( 1–3 ) : 3 – 12 .
  • Hooley , Graham J. and Hussey , Michael K. 1994b . Quantitative Methods in Marketing , London : Academic Press .
  • Hopper , M.D. 1990 . “Rattling SABRE — New Ways to Compete on Information” . Harvard Business Review , 68 May/June : 118 – 125 .
  • Hughes , Arthur M. 1991 . The Complete Database Marketer , Chicago, IL : Probus .
  • Jackson , Donald . 1989 . “Determining a Customers Lifetime Value” . Direct Marketing , 51 ( 11 ) : 60 – 62 .
  • Jaworski , Bernard J. 1988 . “Toward a Theory of Marketing Control: Environmental Context, Control Types and Consequences” . Journal of Marketing , 52 ( 3 ) : 23 – 39 .
  • Jobber , David and Watts , Martin . 1987 . “Organizational Dimensions of Information Systems” . European Journal of Marketing , 21 ( 3 ) : 39 – 51 .
  • Kobak , Thomas . 1993 . “How to Unmask Your Customers” . American Demographics , 15 ( 7 ) : 52 – 55 .
  • Kotler , Philip . 1994 . Marketing Management: Analysis, Planning and Control , (8th Ed) , Englewood Cliffs, NJ : Prentice Hall . Chapter 11
  • Lambin , J‐J. 1993 . Strategic Marketing , London : McGraw‐Hill .
  • Lilien , Gary L. , Kotier , Philip and Moorthy , K. Sridhar . 1992 . Marketing Models , Englewood Cliffs, NJ : Prentice‐Hall .
  • Linneman , Robert E. and Stanton , John L. 1992 . Making Niche Marketing Work , New York, NY : McGraw‐Hill .
  • Little , John D.C. 1979 . “Decision Support Systems for Marketing Managers” . Journal of Marketing , 43 ( 3 ) : 9 – 27 .
  • Lunn , Tony , Blamires , Chris and Seaman , David . 1986 . “Market Modelling” . In Consumer Market Research Handbook , (3rd Ed) , Edited by: Worcester , Robert and Downham , John . London : McGraw‐Hill . Chapter 20
  • McDonald , Malcolm H.B. 1989 . “Ten Barriers to Marketing Planning” . Journal of Marketing Management , 5 ( 1 ) : 1 – 18 .
  • Madnick , Stuart E. and Scott Morton , Michael S. 1991 . “The Information Technology Platform” . In The Corporation of the 1990s , Oxford University Press . Chapter 2
  • Mazur , L. and Hogg , A. 1993 . The Marketing Challenge , Wokingham : Addison‐Wesley .
  • Moriarty , Rowland T. and Swartz , Gordon S. 1989 . “Automation to Boost Sales and Marketing” . Harvard Business Review , 67 January/February : 100 – 109 .
  • Mueller‐Heumann , Guenther . 1992 . “Market and Technology Shifts in the 1990s: Market Fragmentation and Mass Customization” . Journal of Marketing Management , 8 : 303 – 314 .
  • Nash , Edward L. 1993 . Database Marketing: The Ultimate Marketing Tool , New York, NY : McGraw‐Hill .
  • Nowak , Glen J. and Phelps , Joseph . 1992 . “Understanding Privacy Concerns” . Journal of Direct Marketing , 6 ( 4 ) : 28 – 39 .
  • Petrison , Lisa A. , Blattberg , Robert C. and Wang , Paul . 1993 . “Database Marketing: Past, Present, and Future” . Journal of Direct Marketing , 7 ( 3 ) : 27 – 43 .
  • Petrison , Lisa and Wang , Paul . 1993 . “Relationship Issues in Creating the Customer Database” . Journal of Direct Marketing , 7 ( 4 ) : 54 – 62 .
  • Porter , Michael E. and Millar , Victor E. 1985 . “How Information Gives You Competitive Advantage” . Harvard Business Review , 63 July/August : 149 – 160 .
  • Porter , Michael E. 1985 . Competitive Advantage , New York : Free Press .
  • Premkumar , G. and King , W.R. 1991 . “Assessing Strategic Information Systems Planning” . Long Range Planning , 24 ( 5 ) : 41 – 58 .
  • Pride , William M. and Ferrell , O.C. 1993 . Marketing: Concepts and Strategies , Dallas, TX : Houghton Mifflin .
  • Rangan , V. , Kasturi , Moriarty , Rowland , T. and Swartz , Gordon S. 1992 . “Segmenting Customers in Mature Industrial Markets” . Journal of Marketing , 56 ( 4 ) : 72 – 82 .
  • Sargent , George , Miglautsch , John and Munro , David . 1993 . “Architectures for Marketing Computer Systems” . Journal of Direct Marketing , 7 ( 2 ) : 60 – 70 .
  • Schultz , Don E. and Wang , Paul . 1993 . “Database Marketing Applications: An industry Survey of Traditional Direct Marketers in the United States” . The Journal of Database Marketing , 1 ( 2 ) : 113 – 129 .
  • Shaw , Robert and Stone , Merlin . 1988a . “Competitive Superiority Through Database Marketing” . London Range Planning , 21 ( 5 ) : 24 – 40 .
  • Shaw , Robert and Stone , Merlin . 1988b . Database Marketing , London : Gower .
  • Shaw , Robert . 1993 . “Making Database Marketing Work” . Journal of Information Technology , 8 : 110 – 117 .
  • Sheth , Jagdish N. 1971 . “The Multivariate Revolution in Marketing Research” . Journal of Marketing , 35 ( 1 ) : 13 – 19 .
  • Stone , Merlin and Shaw , Robert . 1987 . “Database Marketing for Competitive Advantage” . Long Range Planning , 20 ( 2 ) : 12 – 20 .
  • Tynan , A. Caroline and Drayton , Jennifer . 1987 . “Market Segmentation” . Journal of Marketing Management , 2 ( 3 ) : 301 – 335 .
  • Ventresca , Benjamin J. 1991 . “Database Marketing at Farm Journal, Inc” . Journal of Direct Marketing , 5 ( 4 ) : 44 – 49 .
  • Author to whom correspondence should be addressed at: The John E. Simon School of Business, Maryville University, 13550 Conway Road, St. Louis, MO 63141, USA.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.