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Disseminating academic research information to marketing practitioners: The receiver's perspective

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Kjetil Aune


Marketing Intelligence & Planning ; Volume 23. p. 124–135. 2005

Gray, Brendan; Sogn-Grundvåg, Geir; Matear, Sheelagh

Purpose – It is well known that the results of academic marketing research are not widely used by practitioners. This is attributed to a range of factors including language barriers and poor communication between the academic and practitioner communities. In spite of this, there exists little research within marketing that has focused on how potential users of academic research such as business or marketing managers prefer to receive research information. To start filling this void in the research literature, we report a study of managers’ media preferences for receiving academic research information. Design/methodology/approach – A survey of managers who had taken part in a larger study into the competitiveness of service enterprises was conducted. Cluster analysis was used to assess different media preference segments. Findings – Findings contradict expectations derived from media richness theory. For example, a substantial number of managers prefer written communication modes, which according to media richness theory are not effective ways of communicating complex information such as academic research results. Cluster analysis suggested that three media preference segments existed. Research limitations/implications – Further research should investigate why managers appear to prefer particular communication modes, particularly printed media. Originality/value – The paper examines the appropriateness of different types of media used to communicate complex academic research information to practitioners. Findings should be useful to academics that aim to disseminate effectively their findings to practitioners.

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