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THE USEFULNESS OF MARKETING STRATEGIES IN A REGULATED MARKET: EVIDENCE FROM THE SPANISH TOBACCO MARKET

Alejandro Almeida, Aida Galiano, Antonio A. Golpe, Juan Manuel Martín Álvarez

In the current economy, there are some heavily regulated markets, such as the tobacco market, and others on the point of being regulated – markets using fossil combustibles, such as the combustion engine vehicles, as well as the gambling sector. Those markets operate with products or services in some way prejudicial to health and the environment. This fact justifies before the citizens the governmental intervention. Companies operating on those markets have very limited their marketing strategies to promote sells (Henriksen, 2012). In this article, we aim to investigate the options faced by companies for the implementation of marketing strategies that will permit them to scale their sales leadership position once the market is regulated. In the case of the tobacco market, the motivation to regulate emerges due to the causal link between tobacco consumption and several types of cancer, cardiovascular and respiratory diseases, reproductive disorders, Alzheimer’s disease (López-Arrieta & Sanz, 2001), and many other negative health consequences. In addition, it has an addictive nature (DHSS, 2004).
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