Pub Date : 2020-11-09DOI: 10.1108/jhrm-11-2019-0043
Fred Beard, Brian A. Petrotta
Purpose A series of online searches of the Harvard University Library System – which includes the Baker Library, Houghton Library and the Radcliffe Institute’s Arthur and Elizabeth Schlesinger Library – on the History of Women in America revealed nearly 1,000 archive and manuscript holdings on advertising and related topics. This paper aims to investigate the extent of these holdings, to assess their value to advertising and marketing historians and to explore their potential for encouraging future research on under-investigated topics and questions. Design/methodology/approach Described are the extensive and valuable special collections and other holdings related to advertising, business and marketing of the Harvard Library System. Also described are the availability of the holdings and recommendations for accessing and studying the collections and artifacts. Findings The research reported here supports an overall conclusion that the Harvard Library System holds an important place among the world’s repositories of valuable historical advertisements and marketing ephemera. The research also supports four specific conclusions regarding the historical value of Harvard’s collections and archives. First, some of the collections offer access to artifacts and items from an under-investigated period – the first half of the 19th century. Second, many of the collections are international in scope. Third, the collections represent a wide array of 19th century non-periodical advertisements and ephemera, such as trade cards, posters and theatrical playbills. Fourth, and most important, the collections offer significant potential for addressing, among other under-investigated topics, the important role of women in the development of modern advertising theory and professional practices. Originality/value A prior search for the world’s largest and most historically significant archives and collections of advertisements and marketing ephemera (promotional objects or media executions created for a one-time, limited purpose) revealed a handful of library and museum collections of exceptional size or topical importance meriting further investigation. This paper adds to an extensive line of research published in the marketing and advertising historical literature exploring and describing the breadth, depth and historical value of the world’s important collections of historical advertisements and ephemera.
{"title":"Advertising and marketing archives and ephemera at the Harvard libraries: discovery and opportunity","authors":"Fred Beard, Brian A. Petrotta","doi":"10.1108/jhrm-11-2019-0043","DOIUrl":"https://doi.org/10.1108/jhrm-11-2019-0043","url":null,"abstract":"\u0000Purpose\u0000A series of online searches of the Harvard University Library System – which includes the Baker Library, Houghton Library and the Radcliffe Institute’s Arthur and Elizabeth Schlesinger Library – on the History of Women in America revealed nearly 1,000 archive and manuscript holdings on advertising and related topics. This paper aims to investigate the extent of these holdings, to assess their value to advertising and marketing historians and to explore their potential for encouraging future research on under-investigated topics and questions.\u0000\u0000\u0000Design/methodology/approach\u0000Described are the extensive and valuable special collections and other holdings related to advertising, business and marketing of the Harvard Library System. Also described are the availability of the holdings and recommendations for accessing and studying the collections and artifacts.\u0000\u0000\u0000Findings\u0000The research reported here supports an overall conclusion that the Harvard Library System holds an important place among the world’s repositories of valuable historical advertisements and marketing ephemera. The research also supports four specific conclusions regarding the historical value of Harvard’s collections and archives. First, some of the collections offer access to artifacts and items from an under-investigated period – the first half of the 19th century. Second, many of the collections are international in scope. Third, the collections represent a wide array of 19th century non-periodical advertisements and ephemera, such as trade cards, posters and theatrical playbills. Fourth, and most important, the collections offer significant potential for addressing, among other under-investigated topics, the important role of women in the development of modern advertising theory and professional practices.\u0000\u0000\u0000Originality/value\u0000A prior search for the world’s largest and most historically significant archives and collections of advertisements and marketing ephemera (promotional objects or media executions created for a one-time, limited purpose) revealed a handful of library and museum collections of exceptional size or topical importance meriting further investigation. This paper adds to an extensive line of research published in the marketing and advertising historical literature exploring and describing the breadth, depth and historical value of the world’s important collections of historical advertisements and ephemera.\u0000","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":" ","pages":""},"PeriodicalIF":0.3,"publicationDate":"2020-11-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-11-2019-0043","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49262441","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-11-06DOI: 10.1108/jhrm-10-2019-0036
Iuliia Papushina
Purpose This paper aims to study the Soviet state-owned enterprises that were producing ready to wear clothes, engaged in activities that are traditionally associated with “capitalist” marketing and public relations. Particularly, they responded to consumer complaints, monitored customer satisfaction and changed their product features and offer in response to customer feedback. This claim is illustrated using the example of the garment industry in the city Perm. Design/methodology/approach The data comes from archival research of a range of sector-wide documents of the Soviet period available in the State Archive of Perm Region and from in-depth interviews with ex-employees of Perm Clothing Design House. Findings The paper demonstrates the emergence of a marketing system not only in Eastern European countries and in major Soviet cities but also in a provincial closed city of the Russian Soviet Federative Socialist Republic. The findings of the research highlight that the level of sales was important for all the participants in the focal marketing system. Late Soviet marketing had the social function of supporting cooperative relationships between citizens and the state by channeling dissatisfaction and anger through surveys and consumer conferences. Originality/value Previous studies undertaken at the top level of the Soviet managerial pyramid have not represented a detailed picture of routine marketing activities during Late Socialism.
{"title":"Marketing in the late Soviet garment industry","authors":"Iuliia Papushina","doi":"10.1108/jhrm-10-2019-0036","DOIUrl":"https://doi.org/10.1108/jhrm-10-2019-0036","url":null,"abstract":"\u0000Purpose\u0000This paper aims to study the Soviet state-owned enterprises that were producing ready to wear clothes, engaged in activities that are traditionally associated with “capitalist” marketing and public relations. Particularly, they responded to consumer complaints, monitored customer satisfaction and changed their product features and offer in response to customer feedback. This claim is illustrated using the example of the garment industry in the city Perm.\u0000\u0000\u0000Design/methodology/approach\u0000The data comes from archival research of a range of sector-wide documents of the Soviet period available in the State Archive of Perm Region and from in-depth interviews with ex-employees of Perm Clothing Design House.\u0000\u0000\u0000Findings\u0000The paper demonstrates the emergence of a marketing system not only in Eastern European countries and in major Soviet cities but also in a provincial closed city of the Russian Soviet Federative Socialist Republic. The findings of the research highlight that the level of sales was important for all the participants in the focal marketing system. Late Soviet marketing had the social function of supporting cooperative relationships between citizens and the state by channeling dissatisfaction and anger through surveys and consumer conferences.\u0000\u0000\u0000Originality/value\u0000Previous studies undertaken at the top level of the Soviet managerial pyramid have not represented a detailed picture of routine marketing activities during Late Socialism.\u0000","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":"12 1","pages":"551-566"},"PeriodicalIF":0.3,"publicationDate":"2020-11-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-10-2019-0036","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48160692","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-10-20DOI: 10.1108/jhrm-07-2019-0023
Nipa Saha
This paper aims to outline the historic development of advertising regulation that governs food advertising to children in Australia. Through reviewing primary and secondary literature, such as government reports and research, this paper examines the influence of various regulatory policies that limit children’s exposure to food and beverage marketing on practices across television (TV), branded websites and Facebook pages.,This paper reviews studies performed by the food industry and public health researchers and reviews of the evidence by government and non-government agencies from the early 19th century until the present day. Also included are several other research studies that evaluate the effects of self-regulation on Australian TV food advertising.,The government, public health and the food industry have attempted to respond to the rapid changes within the advertising, marketing and media industries by developing and reviewing advertising codes. However, self-regulation is failing to protect Australian children from exposure to unhealthy food advertising.,The findings could aid the food and beverage industry, and the self-regulatory system, to promote comprehensive and achievable solutions to the growing obesity rates in Australia by introducing new standards that keep pace with expanded forms of marketing communication.,This study adds to the research on the history of regulation of food advertising to children in Australia by offering insights into the government, public health and food industry’s attempts to respond to the rapid changes within the advertising, marketing and media industries by developing and reviewing advertising codes.
{"title":"Advertising food to Australian children: has self-regulation worked?","authors":"Nipa Saha","doi":"10.1108/jhrm-07-2019-0023","DOIUrl":"https://doi.org/10.1108/jhrm-07-2019-0023","url":null,"abstract":"This paper aims to outline the historic development of advertising regulation that governs food advertising to children in Australia. Through reviewing primary and secondary literature, such as government reports and research, this paper examines the influence of various regulatory policies that limit children’s exposure to food and beverage marketing on practices across television (TV), branded websites and Facebook pages.,This paper reviews studies performed by the food industry and public health researchers and reviews of the evidence by government and non-government agencies from the early 19th century until the present day. Also included are several other research studies that evaluate the effects of self-regulation on Australian TV food advertising.,The government, public health and the food industry have attempted to respond to the rapid changes within the advertising, marketing and media industries by developing and reviewing advertising codes. However, self-regulation is failing to protect Australian children from exposure to unhealthy food advertising.,The findings could aid the food and beverage industry, and the self-regulatory system, to promote comprehensive and achievable solutions to the growing obesity rates in Australia by introducing new standards that keep pace with expanded forms of marketing communication.,This study adds to the research on the history of regulation of food advertising to children in Australia by offering insights into the government, public health and food industry’s attempts to respond to the rapid changes within the advertising, marketing and media industries by developing and reviewing advertising codes.","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":"12 1","pages":"525-550"},"PeriodicalIF":0.3,"publicationDate":"2020-10-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-07-2019-0023","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44486846","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-10-08DOI: 10.1108/jhrm-08-2019-0030
Tony Yan, M. Hyman
The purpose of this study is to explore how nationalistic appeals may affect consumers’ perception and purchasing of targeted brands. Qualitative historical data from old China (1900–1949) reveal that social movement groups can adopt nationalistic appeals assisted by meaning framing – defined as a creative interpretation of symbols, designs, behaviors, social events and cultural identities to serve social and political goals – to shape consumers’ attitudes toward foreign brands. After examining the mechanisms and processes underlying consumer boycotts from 1900 to 1949, the responsive strategies of affected foreign companies are illustrated.,Critical historical research method is applied to historical data and historical “traces” from China’s corporate documents, memoirs, posters, advertisements, newspapers and secondhand sources documenting Chinese boycotts from 1900 to 1949.,Consumers may pursue interests beyond economic interests. Nationalistic appeals can mobilize consumer boycotts against foreign brands that were perceived to support or relate to targeted countries. Political framing of certain events shapes consumers’ perceptions and concomitant brand choices.,Although differences between historical and current contexts may require tailoring past marketing strategies to current conditions, past strategies can inform current and future strategies.,Strategies adopted by foreign companies in old China (1900–1949) can help contemporary companies design effective marketing strategies for a hostile marketplace infused with nationalistic appeals and competing interests.,Although local companies can adopt economic or political nationalism to realize their economic goals, it represents a double-edged sword that can harm national brands.,A historical analysis of nationalistic business appeals in pre-1949 China can inform the counterstrategies modern companies adopt to overcome consumer boycotts.
{"title":"Nationalistic appeals and consumer boycotts in China, 1900-1949","authors":"Tony Yan, M. Hyman","doi":"10.1108/jhrm-08-2019-0030","DOIUrl":"https://doi.org/10.1108/jhrm-08-2019-0030","url":null,"abstract":"The purpose of this study is to explore how nationalistic appeals may affect consumers’ perception and purchasing of targeted brands. Qualitative historical data from old China (1900–1949) reveal that social movement groups can adopt nationalistic appeals assisted by meaning framing – defined as a creative interpretation of symbols, designs, behaviors, social events and cultural identities to serve social and political goals – to shape consumers’ attitudes toward foreign brands. After examining the mechanisms and processes underlying consumer boycotts from 1900 to 1949, the responsive strategies of affected foreign companies are illustrated.,Critical historical research method is applied to historical data and historical “traces” from China’s corporate documents, memoirs, posters, advertisements, newspapers and secondhand sources documenting Chinese boycotts from 1900 to 1949.,Consumers may pursue interests beyond economic interests. Nationalistic appeals can mobilize consumer boycotts against foreign brands that were perceived to support or relate to targeted countries. Political framing of certain events shapes consumers’ perceptions and concomitant brand choices.,Although differences between historical and current contexts may require tailoring past marketing strategies to current conditions, past strategies can inform current and future strategies.,Strategies adopted by foreign companies in old China (1900–1949) can help contemporary companies design effective marketing strategies for a hostile marketplace infused with nationalistic appeals and competing interests.,Although local companies can adopt economic or political nationalism to realize their economic goals, it represents a double-edged sword that can harm national brands.,A historical analysis of nationalistic business appeals in pre-1949 China can inform the counterstrategies modern companies adopt to overcome consumer boycotts.","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":"12 1","pages":"503-524"},"PeriodicalIF":0.3,"publicationDate":"2020-10-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-08-2019-0030","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49106927","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-09-30DOI: 10.1108/JHRM-03-2020-0015
Leighann C. Neilson, E. Barkel
This paper aims to present a history of the marketing of hope chests in the USA, focusing in particular on one very successful sales promotion, the Lane Company’s Girl Graduate Plan. The Girl Graduate Plan is placed within its historical context to better understand the socioeconomic forces that contributed to its success for a considerable period but ultimately led to decreased demand for the product.,The history of the marketing of hope or marriage chests draws upon primary sources located in the Lane Company Collection at the Virginia Museum of History and Culture. Secondary sources and images of advertising culled from Google image searches provided additional insight into the operation of the company’s Girl Graduate Plan.,While the Lane Company benefitted in the form of increased sales, profit and brand awareness and loyalty from prevailing socio-economic trends, which supported the success of its Girl Graduate Plan, including targeting the youth market, this promotion ultimately fell victim to the company’s failure to stay abreast of social changes related to the role of women in society.,Like all historical research, this research is dependent upon the historical sources that are accessible. The authors combined documents available from the Virginia Historical Society archives with online searches, but other data sources may well exist.,This history investigates how one manufacturer, a leader in the North American industry, collaborated with furniture dealers to promote their products to young women who were about to become the primary decision makers for the purchase of home furnishings. As such, it provides an historical example of the power of successful collaboration with channel partners. It also provides an example of innovation within an already crowded market.,The hope chest as an object of material culture can be found in many cultures worldwide. It has variously represented a woman’s coming of age, the love relationship between a couple and a family’s social status. It has also served as a woman’s store of wealth. This history details how changing social values influenced the popularity of the hope chest tradition in the USA.,The history of the marketing of hope chests is an area that has not been seriously considered in consumption histories or in histories of marketing practices to date, in spite of the continuing sentimental appeal for many consumers.
{"title":"“The gift that starts a home”: marketing of the hope chest in the USA","authors":"Leighann C. Neilson, E. Barkel","doi":"10.1108/JHRM-03-2020-0015","DOIUrl":"https://doi.org/10.1108/JHRM-03-2020-0015","url":null,"abstract":"This paper aims to present a history of the marketing of hope chests in the USA, focusing in particular on one very successful sales promotion, the Lane Company’s Girl Graduate Plan. The Girl Graduate Plan is placed within its historical context to better understand the socioeconomic forces that contributed to its success for a considerable period but ultimately led to decreased demand for the product.,The history of the marketing of hope or marriage chests draws upon primary sources located in the Lane Company Collection at the Virginia Museum of History and Culture. Secondary sources and images of advertising culled from Google image searches provided additional insight into the operation of the company’s Girl Graduate Plan.,While the Lane Company benefitted in the form of increased sales, profit and brand awareness and loyalty from prevailing socio-economic trends, which supported the success of its Girl Graduate Plan, including targeting the youth market, this promotion ultimately fell victim to the company’s failure to stay abreast of social changes related to the role of women in society.,Like all historical research, this research is dependent upon the historical sources that are accessible. The authors combined documents available from the Virginia Historical Society archives with online searches, but other data sources may well exist.,This history investigates how one manufacturer, a leader in the North American industry, collaborated with furniture dealers to promote their products to young women who were about to become the primary decision makers for the purchase of home furnishings. As such, it provides an historical example of the power of successful collaboration with channel partners. It also provides an example of innovation within an already crowded market.,The hope chest as an object of material culture can be found in many cultures worldwide. It has variously represented a woman’s coming of age, the love relationship between a couple and a family’s social status. It has also served as a woman’s store of wealth. This history details how changing social values influenced the popularity of the hope chest tradition in the USA.,The history of the marketing of hope chests is an area that has not been seriously considered in consumption histories or in histories of marketing practices to date, in spite of the continuing sentimental appeal for many consumers.","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":"12 1","pages":"473-502"},"PeriodicalIF":0.3,"publicationDate":"2020-09-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/JHRM-03-2020-0015","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45377085","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-09-04DOI: 10.1108/jhrm-08-2019-0027
Catherine Harbor
This paper aims to explore the nature of the marketing of concerts 1672–1749 examining innovations in the promotion and commodification of music, which are witness to the early development of music as a business.,The study takes as its basis 4,356 advertisements for concerts in newspapers published in London between 1672 and 1749.,Musicians instigated a range of marketing strategies in an effort to attract a concert audience, which foreground those found in more recent and current arts marketing practice. They promoted regular concerts with a clear sense of programme planning to appeal to their audience, held a variety of different types of concerts and made use of a variety of pricing strategies. Concerts were held at an increasing number and range of venues with complementary ticket-selling locations.,Whilst there is some literature investigating concert-giving in this period from a musicological perspective (James, 1987; Johnstone, 1997; McVeigh, 2001; Weber, 2001; 2004b; 2004c; Wollenberg, 1981–1982; 2001; Wollenberg and McVeigh, 2004), what research there is that uses marketing as a window onto the musical culture of concert-giving in this period lacks detail (McGuinness, 1988; 2004a; 2004b; McGuinness and Diack Johnstone, 1990; Ogden et al., 2011). This paper illustrates how the development of public commercial concerts made of music a commodity offered to and demanded by a new breed of cultural consumers. Music, thus, participated in the commercialisation of leisure in late 17th- and 18th-century England and laid the foundations of its own development as a business.
{"title":"The marketing of concerts in London 1672–1749","authors":"Catherine Harbor","doi":"10.1108/jhrm-08-2019-0027","DOIUrl":"https://doi.org/10.1108/jhrm-08-2019-0027","url":null,"abstract":"This paper aims to explore the nature of the marketing of concerts 1672–1749 examining innovations in the promotion and commodification of music, which are witness to the early development of music as a business.,The study takes as its basis 4,356 advertisements for concerts in newspapers published in London between 1672 and 1749.,Musicians instigated a range of marketing strategies in an effort to attract a concert audience, which foreground those found in more recent and current arts marketing practice. They promoted regular concerts with a clear sense of programme planning to appeal to their audience, held a variety of different types of concerts and made use of a variety of pricing strategies. Concerts were held at an increasing number and range of venues with complementary ticket-selling locations.,Whilst there is some literature investigating concert-giving in this period from a musicological perspective (James, 1987; Johnstone, 1997; McVeigh, 2001; Weber, 2001; 2004b; 2004c; Wollenberg, 1981–1982; 2001; Wollenberg and McVeigh, 2004), what research there is that uses marketing as a window onto the musical culture of concert-giving in this period lacks detail (McGuinness, 1988; 2004a; 2004b; McGuinness and Diack Johnstone, 1990; Ogden et al., 2011). This paper illustrates how the development of public commercial concerts made of music a commodity offered to and demanded by a new breed of cultural consumers. Music, thus, participated in the commercialisation of leisure in late 17th- and 18th-century England and laid the foundations of its own development as a business.","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":"12 1","pages":"449-471"},"PeriodicalIF":0.3,"publicationDate":"2020-09-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-08-2019-0027","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45674175","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-08-24DOI: 10.1108/jhrm-12-2019-0050
Terrence H. Witkowski
Purpose This study aims to present a history and critical analysis of arms and armor collecting in America from the late 19th century until the present day. Design/methodology/approach The research draws from the literature on arms and armor, from primary written, visual and material evidence, and from the author’s long experience as an antique gun and sword collector. Findings American arms and armor collectors have included men of great wealth, museums and their curators and many enthusiasts of more modest means. Collectors, dealers and curators have created a substantial arms literature. Collectors have organized around various types of artifacts, historical periods and company brands. Dealers, auction houses and manufacturers have provisioned the market with period pieces and reproductions. Originality/value The history of antique arms and armor collecting is regarded as a social activity where enthusiasts have pursued “serious leisure” through consumption and brand communities. This history is further analyzed as a cultural practice wherein generations of collectors have interpreted the meaning of antique arms and armor.
{"title":"Arms and armor collecting in America: history, community and cultural meaning","authors":"Terrence H. Witkowski","doi":"10.1108/jhrm-12-2019-0050","DOIUrl":"https://doi.org/10.1108/jhrm-12-2019-0050","url":null,"abstract":"\u0000Purpose\u0000This study aims to present a history and critical analysis of arms and armor collecting in America from the late 19th century until the present day.\u0000\u0000\u0000Design/methodology/approach\u0000The research draws from the literature on arms and armor, from primary written, visual and material evidence, and from the author’s long experience as an antique gun and sword collector.\u0000\u0000\u0000Findings\u0000American arms and armor collectors have included men of great wealth, museums and their curators and many enthusiasts of more modest means. Collectors, dealers and curators have created a substantial arms literature. Collectors have organized around various types of artifacts, historical periods and company brands. Dealers, auction houses and manufacturers have provisioned the market with period pieces and reproductions.\u0000\u0000\u0000Originality/value\u0000The history of antique arms and armor collecting is regarded as a social activity where enthusiasts have pursued “serious leisure” through consumption and brand communities. This history is further analyzed as a cultural practice wherein generations of collectors have interpreted the meaning of antique arms and armor.\u0000","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":"12 1","pages":"421-447"},"PeriodicalIF":0.3,"publicationDate":"2020-08-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-12-2019-0050","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44690832","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-06-13DOI: 10.1108/jhrm-06-2019-0017
A. McMullan, S. Dann
This paper aims to present a new model of marketing analysis that is capable of using the embedded knowledge that sits untapped in the history of marketing thought to solve contemporary marketing problems – the conceptual-historical analytical research model (CHARM).,This paper outlines the evolution of historical analysis methods (HAM), along with critiques and enhancements of the prior processes offered by Savitt (1980), Nevett (1991) and Golder (2000). From these foundations, the paper outlines the components of the model of historical analysis, detailing the development of the analytical template design. It also details the four-step process of engaging structured revisits of past knowledge for contemporary problem-solving.,The CHARM for problem-solving in marketing is a knowledge-gathering system that informs marketing decisions addressing contemporary problems. This is achieved through the use of embedded knowledge from a corpus of historical texts.,This paper provides a method for future researchers to apply for replicable examination of historical texts and to assist intercoder reliability for multi-author history projects through the application of structured templates.,The CHARM for problem-solving in marketing is a knowledge-gathering system that informs marketing decisions addressing contemporary problems. This is achieved through the use of embedded knowledge from a corpus of historical texts.,The CHARM process applies a systematic protocol for engaging qualitative sources for historical analysis through preset data collection templates, structured analysis frameworks and definitional understanding templates for improved replicability. This paper presents a new model of approaching historical analysis through a problem-solving lens, whereby historical sources become the foundations for the solution to a problem, rather than just the literature review that identifies the presence of gap.
{"title":"Conceptual-historical analytical research model: a means for applying history to contemporary marketing problems","authors":"A. McMullan, S. Dann","doi":"10.1108/jhrm-06-2019-0017","DOIUrl":"https://doi.org/10.1108/jhrm-06-2019-0017","url":null,"abstract":"This paper aims to present a new model of marketing analysis that is capable of using the embedded knowledge that sits untapped in the history of marketing thought to solve contemporary marketing problems – the conceptual-historical analytical research model (CHARM).,This paper outlines the evolution of historical analysis methods (HAM), along with critiques and enhancements of the prior processes offered by Savitt (1980), Nevett (1991) and Golder (2000). From these foundations, the paper outlines the components of the model of historical analysis, detailing the development of the analytical template design. It also details the four-step process of engaging structured revisits of past knowledge for contemporary problem-solving.,The CHARM for problem-solving in marketing is a knowledge-gathering system that informs marketing decisions addressing contemporary problems. This is achieved through the use of embedded knowledge from a corpus of historical texts.,This paper provides a method for future researchers to apply for replicable examination of historical texts and to assist intercoder reliability for multi-author history projects through the application of structured templates.,The CHARM for problem-solving in marketing is a knowledge-gathering system that informs marketing decisions addressing contemporary problems. This is achieved through the use of embedded knowledge from a corpus of historical texts.,The CHARM process applies a systematic protocol for engaging qualitative sources for historical analysis through preset data collection templates, structured analysis frameworks and definitional understanding templates for improved replicability. This paper presents a new model of approaching historical analysis through a problem-solving lens, whereby historical sources become the foundations for the solution to a problem, rather than just the literature review that identifies the presence of gap.","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":"12 1","pages":"401-420"},"PeriodicalIF":0.3,"publicationDate":"2020-06-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-06-2019-0017","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42210806","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-06-03DOI: 10.1108/JHRM-07-2019-0024
N. Ewins
Purpose This paper explores the advertising strategy of crockery importers and dealers in relationship to their origins and backgrounds. This is a departure from earlier ceramic-history literature which tended to focus on the Staffordshire producers, with limited awareness on how the identity of importers and dealers influenced what products were sold, and their individual approaches to marketing. Design/methodology/approach Within a context of historical marketing research, this paper analyses newspaper advertising and commentary. It combines an examination of marketing practices with a wider consideration of the cultural identities of ceramic importers and dealers. The digitalization of historical records, combined with sophisticated search engines, makes it more feasible to examine a broader range of sources. Thus, modern research methods can enhance our understanding of production and demand and reveal how marketing strategy was diverse. Findings Awareness on how advertising was influenced by the backgrounds and socio-political views of importers and dealers demonstrates ways in which Anglo-American ceramic trade could be far more market-led. More significantly, marketing approaches were not necessarily responding to American demand, but rather that importers could engage in commissioning goods which reflected their own views on politics, religion or slavery. Originality/value Examining the advertising of importers demonstrates the complex relationship between production and ceramic demand. This paper opens up debates as to how far the advertising of other merchandise in the USA shows evidence of taking a more individual approach by the 19th century.
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Pub Date : 2020-06-01DOI: 10.1108/jhrm-10-2019-0035
M. Tadajewski, D. G. Jones
Purpose The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The Knack of Selling – which was published in 1913 and intended as an early training course for salesmanship. Design/methodology/approach This research utilized a close, systematic reading of The Knack of Selling series and places it in the professional and intellectual context of the early twentieth century. Books published about marketing are primary source materials for any study of the history of marketing thought. In this case, The Knack series constitutes significant primary source material for a study of early thinking about personal selling. Findings Echoing A.W. Shaw, Watson offers a more sophisticated interpretation of the “one best way” approach associated with Frederick Taylor. Watson’s advice did not entail the repetition of canned sales talks to each customer. His vision of practice was more complicated. Sales presentations were temporally and locationally relative. They were subject to ongoing evolution. As the marketplace changed, as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer and customer were described. While relational themes are present, so are military metaphors. Originality/value This is the first systematic reading of The Knack of Selling that has been produced. It is an important contribution to the literature inasmuch as this book set is not in wide circulation. The material itself was significant as an input into scholarship subsequently hailed as seminal within sales management.
{"title":"The Knack of Selling: scientific salesmanship, relational themes and military metaphors in early marketing thought","authors":"M. Tadajewski, D. G. Jones","doi":"10.1108/jhrm-10-2019-0035","DOIUrl":"https://doi.org/10.1108/jhrm-10-2019-0035","url":null,"abstract":"\u0000Purpose\u0000The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The Knack of Selling – which was published in 1913 and intended as an early training course for salesmanship.\u0000\u0000\u0000Design/methodology/approach\u0000This research utilized a close, systematic reading of The Knack of Selling series and places it in the professional and intellectual context of the early twentieth century. Books published about marketing are primary source materials for any study of the history of marketing thought. In this case, The Knack series constitutes significant primary source material for a study of early thinking about personal selling.\u0000\u0000\u0000Findings\u0000Echoing A.W. Shaw, Watson offers a more sophisticated interpretation of the “one best way” approach associated with Frederick Taylor. Watson’s advice did not entail the repetition of canned sales talks to each customer. His vision of practice was more complicated. Sales presentations were temporally and locationally relative. They were subject to ongoing evolution. As the marketplace changed, as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer and customer were described. While relational themes are present, so are military metaphors.\u0000\u0000\u0000Originality/value\u0000This is the first systematic reading of The Knack of Selling that has been produced. It is an important contribution to the literature inasmuch as this book set is not in wide circulation. The material itself was significant as an input into scholarship subsequently hailed as seminal within sales management.\u0000","PeriodicalId":44447,"journal":{"name":"Journal of Historical Research in Marketing","volume":" ","pages":""},"PeriodicalIF":0.3,"publicationDate":"2020-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1108/jhrm-10-2019-0035","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46380455","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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