Abstracts - faqs.org

Abstracts

Business, international

Search abstracts:
Abstracts » Business, international

Encouraging "friendly" complaint behavior in industrial markets: preventing a loss of customers and reputation

Article Abstract:

This study suggests actions the industrial marketer can take to reduce the possibility of customer dissatisfaction complaints that are harmful to the seller's long-term business. The study reviews the literature on dissatisfaction response styles and supplier relationships that result in different dissatisfaction response styles. Data were gathered using the survey method and in-depth interviews. The study finds support for a theoretical framework that shows how an industrial marketer can better manage vendor relations in order to become "complaint friendly." (Reprinted by permission of the publisher.)

Author: Swan, John E., Powers, Thomas L., Hansen, Scott W.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
Research, Customer satisfaction, Consumer complaints

User Contributions:

Comment about this article or add new information about this topic:

CAPTCHA


Breakeven analysis with semifixed costs

Article Abstract:

Breakeven analysis is a commonly used tool for decision making by industrial marketers. This article examines the traditional breakeven methodology and describes a method to include semi-fixed expenses to make the tool more applicable to situations typically encountered by industrial marketing managers. (Reprinted by permission of the publisher.)

Author: Powers, Thomas L.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1987
Methods, Analysis, Marketing management, Cost (Economics), Costs (Economics), Break-even analysis

User Contributions:

Comment about this article or add new information about this topic:

CAPTCHA


Identify and fulfill customer service expectations

Article Abstract:

The delivery of quality service is becoming increasingly important to successful industrial marketers. This article examines the components of service quality and discusses how those areas can be capitalized on to increase sales and customer satisfaction. (Reprinted by permission of the publisher.)

Author: Powers, Thomas L.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1988
Services, Marketing, Customer service

User Contributions:

Comment about this article or add new information about this topic:

CAPTCHA


Subjects list: Business-to-business market, Business to business market
Similar abstracts:
  • Abstracts: A five-country study of national identity: implications for international marketing research and practice. The important role of meta-analysis in international research in marketing
  • Abstracts: Asians rip into U.S. paper mills: industry giants fight against cheaper imports from rivals in region. Standards are at issue in U.S.-Japan dispute over paper; row threatens to escalate as Tokyo's trade surplus continues to rise; is a new pact needed?
  • Abstracts: Factors affecting industrial mail response rates. Resourceuperformance relationships in industrial export ventures: the role of resource inimitability and substitutability
  • Abstracts: Five common factors in top performing industrial firms. Advertising budgeting practices of industrial advertisers
  • Abstracts: Market segmentation practices of industrial markets. Brand equity in the business-to-business market. Industrial buying in high-tech markets
This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.
Some parts © 2023 Advameg, Inc.