MARC Record from marc_columbia

LEADER: 04286mam a2200421 a 4500
001 1884434
005 20220609015607.0
008 960118s1996 ctua b 001 0 eng
010 $a 96003621
020 $a0899309941 (alk. paper)
035 $a(OCoLC)ocm34113750
035 $9ALX4400CU
035 $a1884434
040 $aDLC$cDLC$dC#P$dOrLoB-B
050 00 $aHF5415.122$b.D38 1996
082 00 $a658.8$220
100 1 $aDavidson, D. Kirk.$0http://id.loc.gov/authorities/names/n96003628
245 10 $aSelling sin :$bthe marketing of socially unacceptable products /$cD. Kirk Davidson.
260 $aWestport, Conn. :$bQuorum,$c1996.
300 $a221 pages :$billustrations ;$c25 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
504 $aIncludes bibliographical references (p. [209]-211) and index.
505 00 $g1.$tIntroduction --$g2.$tTobacco: Past and Present --$g3.$tThe Alcoholic Beverage Industries --$g4.$tHandguns, Rifles, and Shotguns: The Firearms Industry --$g5.$tGambling in America --$g6.$tThe Business of Pornography --$g7.$tTarget Marketing: Challenges and Consequences --$g8.$tProduct Line Management in Socially Unacceptable Industries --$g9.$tPromotion Strategies: Media and Messages --$g10.$tPromotion Strategies: Symbols and Other Promotional Tools --$g11.$tProblems in Pricing and Distribution --$g12.$tPublic Affairs Strategies --$g13.$tSumming Up.
520 $aMost products and services are marketed in positive or at least neutral environments. Not so with such products as cigarettes, alcoholic beverages, gambling, poronography, and firearms. For these particular products the environment can be actually hostile, and this poses special problems for marketers. It is these unusual marketing challenges that Dr. Davidson explores in this new study.
520 8 $aOffering a unique cross-industry comparison of marketing tactics, strategies, and hurdles to be overcome to counter the lack of legitimacy for these products in the marketplace, his book will be fascinating reading for marketing, advertising, and sales professionals as well as for academicians and students in these fields. Readers will gain insights into the difficulties of marketing these five product categories - why there is antagonism to these products, how marketers deal with this antagonism, and what specific marketing practices lead to increased social criticism.
520 8 $aThe study of these problems leads to a better understanding of the marketing of any product or service where the environment is unfriendly.
520 8 $aDr. Davidson discusses in some detail the different circumstances surrounding each of these product categories but points out that what they have in common is a high level of controversy at this point in their history. Hostility toward the products comes not from consumers. Buyers, and of course, sellers, enter into the exchange relationship quite willingly and enthusiastically.
520 8 $aThe hostility stems from some segments of society - often advocacy groups - who are opposed to the products and who gain a large enough membership or audience to impede and force changes in normal marketing practices. Marketers thus face the unusual situation of working with products that are perfectly legal, although heavily regulated, but which are "socially unacceptable." In addition to the predictable challenges and risks encountered in marketing any product - competitive pressures, changing economic conditions, shifts in consumer behavior - marketers must develop special tactics and strategies to counter the opposition which these products face.
520 8 $aThese methods are explored here in a book that will make a unique contribution to our understanding of the marketing enterprise overall.
650 0 $aMarketing$xSocial aspects.$0http://id.loc.gov/authorities/subjects/sh2008107432
650 0 $aMarketing$xMoral and ethical aspects.$0http://id.loc.gov/authorities/subjects/sh2010100738
650 0 $aCigarettes$xMarketing.$0http://id.loc.gov/authorities/subjects/sh2003011119
650 0 $aAlcoholic beverages$xMarketing.
650 0 $aGambling$xMarketing.
650 0 $aFirearms$xMarketing.
650 0 $aPornography$xMarketing.
852 00 $boff,bus$hHF5415.122$i.D38 1996