Abstracts

Business, international

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Market planning for government procurement

Article Abstract:

Marketing can be profitable to governments. As for all marketing efforts, a knowledge of what, when, and why the government customer buys is mandatory to corporate success. These can be learned by studying the customer's planning, programming, and budgeting activities. This article presents a schematic of the federal planning and budgeting system and recommends that the industrial marketer invest in an effort to determine the specific system for the government agency of interest. (Reprinted by permission of the publisher.)

Analysis, Business-to-business market, Business to business market, Government purchasing

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Market planning in a high-tech environment

Article Abstract:

The marketing manager facing the prospect of developing an annual marketing plan gets very little help from texts and research reports as to what should be in the plan and how to prepare it. This article presents a detailed schema for developing such a plan with particular emphasis on the suitability of for the manger of the high-tech firm. (Reprinted by permission of the publisher.)

High technology industry, Marketing management

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When to bid for government contracts

Article Abstract:

This article looks at the issue as to whether or not to participate in the competition. The model formulated what calculations to make and how to present the results for a two-stage (R & D and production) bid decision problem. (Reprinted by permission of the publisher.)

Industrial research, Contracts, Industrial productivity, Public contracts, Government contracts, Government competition

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