Creating value that cannot be copied
Article Abstract:
Research into the process of designing and implementing products and services that appeal to the "voice of the consumer" is given. The article introduces a technique which utilizes conjoint analysis to close the gap between company value offerings and the customers desired offerings for products and services.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
Management Theory & Techniques, Methods, Management
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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Recontextualizing sales resistance
Article Abstract:
Research into sales resistance in industrial marketing is given. The research breaks up two dimensional classifications of sales resistance into objections and counterarguments.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
User Contributions:
Comment about this article or add new information about this topic:
Subjects list: Research, United States, Marketing
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