Expanding Marketing Opportunities With Pre-Need Services
Document Type
Review Article
Publication Date
1-1-1988
Journal / Book Title
Journal of Services Marketing
Abstract
The general orientation of services marketing literature with regard to consumer or buyer behavior has been with “at-need” purchases, those purchases made only when current consumption needs are felt. This standard approach has overlooked purchase behavior that has a time lag to consumption. “Pre-need” services are purchased in anticipation of their future use. The characteristics of “pre-need” services are identified and a model or framework is developed for integrating the pre-need dimension with the marketing mix variables. The model leads to important managerial and research implications in the pre-need marketing of services.
DOI
10.1108/eb024734
Journal ISSN / Book ISBN
ISSN: 0887-6045
MSU Digital Commons Citation
Kyj, Myroslaw J.; Jayachandran, C; and Haverty, John L., "Expanding Marketing Opportunities With Pre-Need Services" (1988). Department of Marketing Faculty Scholarship and Creative Works. 190.
https://digitalcommons.montclair.edu/marketing-facpubs/190
Published Citation
Kyj, M.J., Jayachandran, C. and Haverty, J.L. (1988), "EXPANDING MARKETING OPPORTUNITIES WITH PRE‐NEED SERVICES", Journal of Services Marketing, Vol. 2 No. 3, pp. 55-63. https://doi.org/10.1108/eb024734