Includes list of Supplementary refereed publications relating to thesis; and of Refereed conference papers, as appendix 1 / Includes bibliograhical references (p. 316-343) / xix, 381 p. : ill. ; 30 cm. / Title page, contents and abstract only. The complete thesis in print form is available from the University Library. / Focusses particularly on the purchase of wine and the factors that influence consumer choice and the values that drive the decision process across different consumption occasions. The effectiveness of occasion as part of the theoretical model of means-end chain analysis is investigated, as well as the feasibility of occasion in the Olsen and Thach (2001) conceptual framework of consumer behavior relating to wine. / Thesis (Ph.D.)--University of Adelaide, School of Agriculture and Wine, Discipline of Wine and Horticulture, 2003

<p>This paper presents the marketing management of the nonprofit sector as a prerequisite for NGO sustainability. It examines the existing literature on the nonprofit marketing, the current situation of the local NGOs in Kosovo with regards to the application of marketing. The research methodology follows the introduction and presentation of the research objectives. The theoretical background introduces the necessary baseline to analyze empirical findings. The empirical findings and analysis reveal that nonprofit sector in Kosovo does not have a holistic marketing approach. The focus of the research is to emphasize the importance of marketing orientation, segmentation, and planning at nonprofit sector. Moreover, NGOs should create, communicate and deliver values based on customers’ (beneficiaries, volunteers, and donors) needs.</p><p>As a result of this research, a marketing plan guide was prepared.  The guide aims to educate NGOs in Kosovo about the benefits of having a holistic marketing approach and will serve as basis for further marketing planning.</p>

This paper presents the marketing management of the nonprofit sector as a prerequisite for NGO sustainability. It examines the existing literature on the nonprofit marketing, the current situation of the local NGOs in Kosovo with regards to the application of marketing. The research methodology follows the introduction and presentation of the research objectives. The theoretical background introduces the necessary baseline to analyze empirical findings. The empirical findings and analysis reveal that nonprofit sector in Kosovo does not have a holistic marketing approach. The focus of the research is to emphasize the importance of marketing orientation, segmentation, and planning at nonprofit sector. Moreover, NGOs should create, communicate and deliver values based on customers’ (beneficiaries, volunteers, and donors) needs. As a result of this research, a marketing plan guide was prepared.  The guide aims to educate NGOs in Kosovo about the benefits of having a holistic marketing approach and will serve as basis for further marketing planning.

Umgeni Water was established through Government Notice No. 114 on 14 June 1974. The establishment was facilitated via the legislation operating at that time, namely the Water Act (Act No. 54 of 1956). The organization has grown to be the largest water utility in KwaZulu-Natal and the second largest in South Africa operating in an area of 27 000 square kilometres. Umgeni Water has now expanded its capabilities to cover the full water management cycle and has geared itself up to offer source to sea and source to tap solutions. All the water utilities in South Africa were operating as monopolies because the Water Act (Act No. 54 of 1956) used a system of assigning areas within which the water utilities were to operate. This means that firstly the water utilities were confined to a specific area, and by default meant that these water utilities had a monopoly in that area because the legislation did not permit other service providers. The situation changed in the late nineties when the water sector underwent major legislative and administrative transformation. A number of laws were promulgated including the New National Water Act (Act No. 36 of 1998), the Water Services Act (Act No. 107 of 1997) and a plethora of municipal legislation. The major difference in the "new era" was the introduction and promotion of competition as a means to improve service delivery and enhance benefits accrued by the customers. For the first time in the history of the water sector, water utilities had to compete with other service providers and prove that they can discharge duties and activities better and more efficiently than anybody else. The municipal legislation also empowered and mandated municipalities to be the official authority and provider of water services to the people within their areas of jurisdiction, hence the term Water Services Authorities. If the Water Services Authority lacked capacity, it could choose a service provider that would meet the need. Against this backdrop, water utilities have had to find ways of generating income to survive and this meant that the water utilities had to somehow become relevant in the new dispensation. This included strategies like customer management, increasing operational efficiencies, building capacity of staff through training and development programmes and commercialisation of certain activities. In other words, the water utilities realised that they had to do something, one such thing that was done by Umgeni Water was to position itself so that it becomes a service provider of choice to the Water Services Authorities. In its effort to sustain itself, Umgeni Water cast its eyes beyond the promulgated operational area to the whole of the developing world. In its strategic session that set the tone for 2001 to 2005, the organization envisioned itself being the No.l utility in the developing world. Before being No.l utility in the developing world, Umgeni Water needed to achieve that status in its operational area and South Africa. To be able achieve this position, Umgeni Water needed to know the perceptions being held by the customers in its operational area. This research was undertaken to establish the position that Umgeni Water currently holds in the minds of the customers. This information will assist and inform the future position that Umgeni Water will need to adopt to ensure that its vision is attained. The sample consisted of all Water Services Authorities within the promulgated operational area of Umgeni Water, namely Ugu District Municipality, Sisonke District Municipality, uMgungundlovu District Municipality, Ilembe District Municipality, uMsunduzi Municipality and eThekwini Municipality. The Water Services Authorities seem to be in agreement and appreciative of the fact that Umgeni Water's service provision has improved over the years and 91% of the customers asserted that the main product of the organization, water, met their requirements. This improvement influenced an overwhelming majority (73%) of the Water Services Authorities to proclaim that Umgeni Water was their preferred service provider. These perceptions were fuelled by a number of reasons including the fact that the Water Services Authorities believed that Umgeni Water has the necessary experience, expertise, capabilities and track record to speak authoritatively on integrated water resource management. The Water Services Authorities also believed that the organization is contributing constructively towards the realisation of their developmental mandate and attainment of the water and sanitation goals set by the South African Government through The Strategic Framework for Water Services and achievement of targets set during the World Summit on Sustainable Development in Johannesburg. The Water Services Authorities also identified Umgeni Water's strengths to lie in the fields of water quality management, water quality monitoring, water treatment and laboratory services. This information is crucial because it validates Umgeni Water's position and vindicates the establishment of the organization by the government, whose primary activity was to provide sustainable and high quality water services. There were however customers who felt that Umgeni Water is arrogant, supercilious and untrustworthy. These strong statements were informed by the business dealings spanning a period of 17 years. The only reason that makes these Water Services Authorities continue to use Umgeni Water even under these circumstances is because of the geographical location of the company and its strong financial muscle. The final conclusion drawn is that Umgeni Water is well positioned in the minds of the customers, and is supplying vital services that are perceived by the Water Services Authorities to be adding value to the businesses that they are involved in. In order for Umgeni Water's position to be sustained and cemented in the minds of the customers, immediate attention should paid to critical issues such as ensuring that the intended position of being the service provider of choice is both meaningful and believable by all customers. Umgeni Water should align its value systems, core beliefs and cultures with those of the Water Services Authorities to enhance the possibilities of building long-term relationships. The organisation should also ensure that its Communication Strategy communicates the intended position as well steps to be undertaken to reach that position. It is also important that customers input into this strategy. Umgeni Water should also gather more information on the customers' businesses to enable them to increase the value adding activities and thus leverage value for customers. Another important recommendation is for Umgeni Water to revisit its pricing strategy because of the perception that the products and services are highly priced. The organization will need to conduct a benchmarking exercise to compare its prices against both the water utilities and the water sector. It has also been recommended that Umgeni Water reposition the professional services offered by the organization. This is because of a revelation by 18% (figure 10) of Water Services Authorities felt that the professional services offered by Umgeni Water do not meet their requirements. To improve this position, Umgeni Water should emphasize non-payment of its services provided unless they meet the required standard. The organization should also identify, amplify and communicate the benefits accrued through the professional services to these Water Services Authorities. Once the Water Services Authorities have realized the immense benefits that are accrued through these services and the insistence of honoring payments only after the quality of the final work produced has been acceptable, chances are greater for repeat business and this will ultimately lead in Umgeni Water being recognized as the preferred provider of services. / Thesis (M.B.A.)-University of KwaZulu-Natal, Pietermaritzburg, 2004.

The aim of this study was to determine the factors influencing readership of electronic news via the Internet. The status of printed news in the changing news environment was also investigated in the light of increasing electronic news readership. In order to achieve this aim, current electronic news readers were probed on their Internet news readership. The findings indicated that although traditional printed news was still very widely read, the shift amongst Internet users seemed to be towards reading more electronic news in the future. This study found that the two most significant factors that will lead to an increase in electronic news readership are the following: • This medium being accessed free of charge, i.e. where no monthly Internet subscriptions need to be paid. This has been achieved through free Internet access via ABSA since 16 February 2001; and • an improvement in the speed of access. The fact that traditional printed newspapers can be read in an informal environment seemed to be the single most important factor in maintaining its popularity. / Thesis (M.Com.)-University of Durban-Westville, 2001.

The thesis is focused on the issue of the importance of information for marketing management. The aim of this thesis is to identify and analyze information relevant to marketing management in a company. The work is divided into two parts theoretical part and practical part. The theoretical part of the thesis defines the basic terms and defines the building of marketing information system. The practical part on the knowledge gained from the theoretical part describes in detail the process of the building practical marketing information system in real company, using the specific practical examples. The last part of the thesis presents own research, which confirms correct functioning marketing information system in the company. Conclusion of the work confirms the stated main hypothesis.

This thesis aims to describe the theoretical principles of customer segmentation using modern methods of cluster analysis and their practical verification in a commercial environment of utility company. The theoretical part of the thesis describes the principles of clustering analysis using K-means algorithm and hierarchical clustering algorithms. The SW support chapter deals with the possibilities of R, Rapid Miner and KXEN software tools. For the purpose of data processing the theoretical part describes SEMMA, 5A and CRISP methodologies. The practical part is focused on the analysis of homogeneity/heterogeneity of the energy market in the household segment in the utility company EON. Using data from company´s customer system, available external data and programming language R a hierarchical cluster analysis is processed. Through the analysis of gained clusters there are identified the main characteristics of particular clusters which are consequently examined from marketing usage perspectives.

Despite the fact that small family and non-family businesses in South Africa are important contributors to economic and social development, their failure rates are still high globally. Major contributing factors to this high failure rate are the lack of marketing skills and ineffective marketing practices. Therefore, the primary objective of this study was to establish what marketing mix strategies are used by small family and non-family businesses in the Eastern Cape and the influence of these strategies on Perceived business performance. The literature review dealt with the nature and importance of marketing, and the traditional marketing mix strategies were elaborated on from a small family and non-family business perspective. The traditional marketing mix strategies (4Ps) identified as influencing the Perceived business performance of small family and non-family businesses, were classified as Product-, Pricing-, Place-, and Promotion strategies. From the literature review, it was evident that the traditional marketing mix strategies have been criticised by a number of studies as not reflecting the holistic marketing concept within the 21st century. Yet, despite its simplicity various studies still find the traditional 4P framework to be a strong staple of the marketing mix. In this study, a quantitative research design was adopted and an exploratory and descriptive research approach of a cross-sectional nature were undertaken. A convenience sampling technique was used owing to the inaccessibility of a small family and non-family business database. The sample size in this study consisted of 195 small family-owned businesses and 145 small non-family businesses operating within the borders of the Eastern Cape. The primary data in this study was gathered by means of a structured, self-administered questionnaire. The measuring instrument was developed by sourcing items from several existing studies. Small family and non-family businesses were approached by fieldworkers and asked to participate in this study. In total 400 questionnaires were distributed, of which 340 were usable for further statistical analyses. Therefore, an effective response rate of 85% was achieved in this study. The validity and reliability of the measuring instrument were confirmed by means of an exploratory factor analysis (EFA) and by the calculation of Cronbach„s alpha (CA) coefficients. The five usable factors that were extracted from the EFA were identified as Pricing strategies, Competitive distribution strategies, Communication process strategies, Low cost promotion strategies and Perceived business performance. The CA coefficient for Pricing strategies indicated that the scale measuring this factor was not reliable due to it falling below the accepted norm of 0.6 and, therefore it was disregarded from further analysis. The CA coefficients returned for the remaining usable factors extracted from the EFA were greater than 0.6, thus indicating the scales measuring these variables provided satisfactory evidence of validity and reliability. The findings of the descriptive statistics showed that the highest mean score reported was for the independent variable Competitive distribution strategies, followed by Communication process strategies and Low cost promotion strategies. Based on the mean, respondents indicated that they often utilise Competitive distribution strategies and Communication process strategies, and seldom utilise Low cost promotion strategies. Pearson‟s product moment correlations revealed that all the marketing mix strategies, for both small family and non-family businesses, investigated were found to be significantly and positively correlated with the dependent variable Perceived business performance, and amongst themselves. The findings of the MRA showed that utilising Competitive distribution strategies have a significant positive influence on the Perceived business performance of small family businesses. The finding implies that the more small family businesses in this study provide high-quality and competitive products through distributions process methods by setting timing objectives, using distributions selection criteria and changing the distribution channel when needed to continuously satisfy customers‟ needs, the more likely the business is to experience growth in profit and sales and having loyal customers who make regular purchases and recommend the business to others. This study found no relationship between Competitive distribution strategies and the Perceived business performance of small non-family businesses, as well as between Communication Process strategies and Low cost promotion strategies and Perceived business performance of small family and non-family businesses. The results of the t-tests revealed that no statistically significant relationship was found between the Type of small business ownership and any of the three independent variables, Competitive distribution-, Communication Process-, and Low cost promotion strategies. Furthermore, the results of the Chi-square test for independence reported no statistically significant difference between using the family name as a marketing or branding tool and the size of the small business in this study. The results, however, indicated that as the business size increases, the more small businesses use their family name as a marketing- or branding tool. From the 18 sets of null hypotheses that were formulated, to explore whether the demographical variables had an influence on the marketing mix strategies utilised by the small family and non-family businesses, only 11 multivariant analysis of variance (MANOVA) relationships could be established as being statistically significant. These include the Gender of the business owner/manager, Age of the business owner/manager, Management qualifications of the business owner/manager, Ethnicity of the business owner/manager, Position in the small business, Years small business is in existence, Working experience of the business owner/manager, Management working experience of the business owner/manager, Form of business ownership, Area of business premises and Target market of the small business. This study has addressed a gap in the current literature regarding the influence of marketing mix strategies on business performance among small family and non-family businesses in a developing economy such as South Africa. This study has furthermore attempted to enlarge the body of knowledge available on marketing, especially concerning Communication Process, Competitive distribution strategies and Low cost promotion strategies. The results of the study differ somewhat from existing literature, and therefore add to the body of knowledge on marketing. Furthermore, the findings of this study show that small family businesses utilising Competitive distribution strategies have a significant positive influence on their Perceived business performance, and in doing so makes a small contribution towards increasing the success rate of these small family businesses and in return positively contribute to the economic growth and development of South Africa.

As certificações sustentáveis são consideradas um caminho possível para alavancar um consumo mais sustentável por parte dos consumidores, por meio da comunicação, nas embalagens dos produtos, de atributos socioambientais que eles carregam, verificados por uma terceira parte. Considerando as relações entre empresas, as certificações também podem apoiar organizações que desejam implementar políticas sociais e/ou ambientais, assegurando a rastreabilidade de sua matéria-prima e/ou a qualidade de seu processo produtivo. Porém, nota-se que ainda há diversas barreiras para uma maior adoção destas certificações, seja por parte dos consumidores, que não os reconhecem, não compreendem suas mensagens, ou não os valorizam no momento da compra; seja por parte das empresas, que ainda não conseguiram identificar os reais benefícios de sua adoção, seja por falta de demanda de mercado, ou pela falta de comprovação da efetiva redução de seus impactos socioambientais. Neste contexto, o presente estudo teve como objetivo fazer uma sistematização das barreiras que dificultam a utilização das certificações sustentáveis por parte de empresas de bens de consumo. Foram levantadas diversas barreiras às certificações, sem ser possível encontrar uma iniciativa de consolidação e sistematização das mesmas. Para avançar o conhecimento relacionado ao tema, procedeu-se a análise de dois casos de certificações relevantes no Brasil, o Forest Stewardship Council (FSC) e o \"I´m Green\". Os principais resultados alcançados foram: i) a atualização da listagem de barreiras previamente levantada; ii) a primeira proposta de classificação das barreiras às certificações sustentáveis; e iii) o primeiro mapeamento da atuação das barreiras de acordo com o stakeholder envolvido no processo. Nota-se que os obstáculos enfrentados pelas empresas de bens de consumo são principalmente referentes à sua relação com seus fornecedores de insumo e os padronizadores, além de diversas questões internas à organização. Observa-se, também, que as barreiras comuns às duas certificações estudadas estão concentradas na fase inicial de adoção das mesmas, e são oriundas, em sua maioria dos stakeholders externos. Já as barreiras específicas de cada certificação tem algumas particularidades: no caso do FSC elas estão concentradas na fase de implementação, e envolve uma gama maior de stakeholders; e no caso \"I´m Green\" há uma dispersão entre a fase anterior de implementação, e a fase de implementação, propriamente, sendo que elas são focadas no fornecedor. O presente estudo abriu espaço para uma maior compreensão sobre como a questão da rotulagem sustentável vem sendo considerada no ambiente corporativo, podendo ser endereçado de diversas formas pela academia, pelas empresas, pelos padronizadores e pelos demais envolvidos com o tema. / Sustainable standards are considered a possible way to leverage a more sustainable consumption by consumers, through the communication, on the packaging of products, of socio-environmental attributes that they carry, verified by a third party. Considering business-to-business relationships, they can also support companies that want to implement social and/or environmental policies, assuring the traceability of their raw material or the quality of their production process. However, it is noted that there are still several barriers to greater adoption of these standards, either by consumers, who do not recognize them, do not understand their messages, or do not value them at the time of purchase; Or by companies that have not yet been able to identify the real benefits of their adoption, either due to a lack of market demand or to the lack of measurement of the effective reduction of their socio-environmental impacts. In this context, the present study aimed to systematize the barriers that hinder the use of sustainable standards by companies of consumer goods. Several barriers to the adoption of the standards by companies were raised, but no study until now had the initiative to consolidate them. In order to advance the knowledge related to the theme, two cases of relevant standards in Brazil, the Forest Stewardship Council (FSC) and the \"I\'m Green\" were analyzed. The main results achieved were: i) the list of barriers previously raised updated; ii) the first classification proposal of the barriers to sustainable standards; and iii) the first map of barriers to sustainable standards according to the stakeholder involved. It is noted that the obstacles faced by consumer goods companies are mainly related to their relationship with their suppliers and standardization body, as well as various issues internal to the organization. It is also observed that the common barriers to the two certifications are concentrated in the initial phase of their adoption, and come mainly from external stakeholders. The specific barriers of each certification have some peculiarities: in the case of FSC they are concentrated in the implementation phase, and involve a wider range of stakeholders; in the case of \"I\'m Green\" there is a dispersion between the previous phase of implementation and the implementation phase, properly, being that they are focused on the supplier. The present study opens space for a better understanding of how the issue of sustainable labeling is being considered in the corporate environment, and can be addressed in different ways by the academy, companies, standardizers and others involved with the theme.

Encontramos no Brasil uma precisa descrição etnográfica do significado experiencial em possuir uma motocicleta Harley-Davidson em que os consumidores tendem a emular e apreciar a imagem rebelde ao se relacionar com a motocicleta e a marca. As comunidades da referida marca amplificam essa sensação por meio da sociabilidade entre seus membros, que compartilham similares valores, atitudes e comportamentos inerentes ao significado da marca, e em muitos casos, essa forma de organização social e o comportamento são apresentados como diferentes ou opostos à organização social e comportamentos do cotidiano desses mesmos indivíduos. O presente trabalho propõe um framework teórico que confirma a hierarquia dos constructos da marca Harley-Davidson a partir do constructo \"Entusiasta\" pela marca Harley-Davidson, para logo em seguida ao constructo \"Orgulhoso\" para finalmente concluir com o constructo \"Evangélico\" (mediada pelo constructo \"Prazer Tribal\") da marca Harley-Davidson com a moderação negativa do \"Nível Educacional\" dos respondentes. Foram encontrados claros indícios que corroboram com a tese de que existem significantes quantidades de proprietários das motocicletas Harley-Davidson com tendências de serem consumidores evangélicos da marca, apesar de relevantes reservas quanto a atendimento e serviço em pós-venda, qualidade e modernidade do produto, desempenho e o preço de peças. No entanto, todos esses fatores são esquecidos quando avaliamos a relação com a marca, lealdade e, principalmente, quando aferimos que os índices dos atributos comportamentais da marca avaliados pelos indivíduos são sempre significantemente superiores quando comparados aos mesmos índices comportamentais em relação a eles próprios. O presente estudo sugere que possuir uma motocicleta Harley-Davidson, para muitos brasileiros, é uma espécie de \"rito de passagem\" para um mundo onde sua opinião e afirmação podem ser validades pela simples aquisição da marca. / We find in Brazil a precise ethnographic description of the experiential meaning of owning a Harley-Davidson motorcycle in which consumers tend to emulate and appreciate the rebellious image when relating to the motorcycle and the brand. Harley-Davidson brand communities amplify this feeling through sociability among their members, who share similar values, attitudes, and behaviors inherent in the meaning of the brand, and in many cases, this form of social organization and behavior are presented as radically different or opposites to the social organization and behaviors of the daily life of these same individuals. Our work proposes a theoretical framework that confirms the hierarchy of the Harley-Davidson brand constructs from the \"Enthusiast\" by the Harley-Davidson brand, soon after to the construct \"Proud\" to finally conclude with the \"Evangelical\" construct (mediated through the construct \"Tribal Pleasure\") with the negative moderation of the \"Educational Level\" of the respondents. We find clear evidence corroborating with the thesis that there are significant amounts of individuals owning Harley-Davidson motorcycles with acute tendencies to be evangelical consumers of the brand, despite significant reservations about after-sales service, quality and modernity of the product, performance and the price of parts. However, all these factors are neglected when assessing the relationship with the brand, loyalty and especially when we realize that the indices of the behavioral attributes of the brand evaluated by individuals are always significantly higher when compared to the same behavioral indices in relation to themselves. In other words, the study suggests that owning a Harley-Davidson motorcycle for many Brazilians is a kind of \"rite of passage\" for a world where your opinion and assertion may be valid by simply purchasing the brand.