| Business Marketing 1996 |
| Title | Subject | Authors |
|---|
| 10 trends to watch in 1997. (business-to-business marketing trends) | Business | Adrienne W. Fawcett |
| Adman Farago foresees Net with live video. (Internet; advertising man Peter Farago) | Business | Anthony Vagnoni |
| Agency of the year. (FCB Technology)(includes related article) | Business | Laurie Freeman, Alice Z. Cuneo |
| A global stage for B-to-B DM. (business-to-business direct marketing) | Business | Randall B. Bean |
| Amdahl's overseas success tied to local partnerships. (Amdahl Corp.) | Business | Lisa Greim |
| Apple's return to glory should start with core market niches. (Apple Computer Inc.)(Editorial) | Business | |
| As niche players figure place in market, convergence products will abound. | Business | Ted Waitt |
| Benchmarking often explores non-competitors' bright ideas. | Business | Lisa M. Kennedy |
| Browsers talk behind your back. (more information from World Wide Web sites)(Column) | Business | Matt Carmichael |
| B-to-B marketing in the interactive age. (business-to-business) | Business | Harris Gordon |
| B-to-B sellers learn from DM methods. (business-to-business; direct marketing) | Business | Robert D. Kestnbaum |
| B-to-B trends point to major role for DM. (business-to-business; direct marketing) | Business | John M. Coe |
| Budgeting for the net: true costs still hidden. (Internet)(NetMarketing) | Business | James G. Kimball |
| Business-to-business grabs center stage in GM strike. (General Motors Corp.)(Editorial) | Business | |
| Cellular marketing shifts into high gear. | Business | Tommy Parker |
| Changing relationships. (automotive industry) | Business | Raymond Serafin |
| Closed-loop process validates just-right marketing spending. | Business | Don E. Schultz |
| Comdex/UK pulls 'corporates.' (Comdex/UK '96) | Business | Charles Siler |
| Communicating with the techies. (communication between marketing staff and computer programmers)(Column) | Business | Charles Kreitzberg |
| CompuServe retreats to its roots. (CompuServe Inc. refocuses on business information) | Business | Carol Krol |
| Computers learning users' preferences - and advertising will grow more selective. | Business | Avram Miller |
| Construction ebb and flow less volatile. | Business | Char Kosek |
| Crain remembered by friends, family. (Crain Communications Chairman Emeritus Gertrude Ramsay Crain)(Obituary) | Business | |
| Creating a beautiful harmony. (use of exhibitions as a marketing strategy) | Business | Llona Kitzing |
| Debunking the myths about satisfaction. (customer satisfaction) | Business | John A. Larson, Gregory B. Ellis |
| Digital film may squeeze out some retail partners. | Business | Mary Welch |
| Direct marketing aids B-to-B Web sites. (business-to-business; World Wide Web) | Business | |
| Direct marketing in the B-to-B future. (business-to-business) | Business | Jonah Gitlitz |
| Do CD-ROMs still fit in mix? Web makes marketers question the tool's viability. | Business | Pat Riedman |
| Do you have enough bandwidth? For users and Web hosts, there are tricks to pumping up your speed. (includes related article on World Wide Web connection problems) | Business | Vance McCarthy |
| Easy web navigation is crucial; Morgen-Walke goes online to communicate with Wall Street. | Business | Garland T. Stephens |
| Electronic tools help improve sales leads. | Business | |
| Exhibition marketing: don't put the cart before the horse. (marketing techniques)(Strategic Exhibition Marketing) | Business | Llona Kitzing |
| Fighting the rising cost of Web development. (World Wide Web)(Internet Marketing) | Business | James G. Kimball |
| Getting bids from developers: how to write a Web RFP: industry seeks to create a model for marketers to follow. (Internet Developers Association's proposed Request for Proposals guidelines)(includes related article on writing RFPs) | Business | Clifford R. Kurtzman |
| Gift certificates broaden their incentive appeal.(Premiums & Incentives) | Business | Ed Lawler |
| Hot prospects. | Business | Laura Mazur |
| How can 'community standards' apply in cyberspace marketing? | Business | Sean Dougherty, Joshua Altman |
| How much will you pay for your site?(NetMarketing) | Business | Debra Aho Williamson, Matt Carmichael |
| How to create rewards programs that work.(Premiums & Incentives) | Business | Michelle Hayes |
| How to promote your site with the click of a mouse. (Web submission services)(includes guidelines on how to use submission services) | Business | Stuart Gibbel |
| Humor big winner in 3M campaign. (Minnesota Mining and Manufacturing Co. Specialty Chemicals Division and Kerker & Associates Inc.'s ad campaign for Scotchgard Protector)(includes related article on Kerker & Associates)(Sawyer Awards) | Business | Edmund O. Lawler |
| IBM beats Hewlett-Packard for customer ease-of-use: 50 people visited both hi-tech sites to see how well each performed. (International Business Machines Corp. versus Hewlett-Packard Co.'s World Wide Web site)(includes related article on WebScore panel) | Business | John Peebles |
| IBM cuts direct agencies to focus on strategy. (International Business Machines Corp.'s marketing agencies) | Business | Harris Damashek |
| Intel melds $120 million account. (Intel Corp.) | Business | Bruce Crumley, Bradley Johnson, Mark Gleason, Alice Z. Cuneo |
| Just talking can spark innovations. (how C. Behrens Manufacturing Co. redesigned its cutter to suit Danver Corp.'s needs) | Business | Raymond D'Angelo |
| Kinko's tries to copy campus success with business clients. | Business | Edmond M. Rosenthal |
| Listening essential component of successful international PR. (public relations) | Business | Katharine D. Paine |
| Mail receptacle holds worthy SOHO clues. (small office, home office market) | Business | J. Timothy Swigor |
| Making customer's life simple should occur far more often.(Editorial) | Business | |
| Making the ad messages more human. (humanized advertising of high-tech products) | Business | Edmund O. Lawler |
| Many EuroShop exhibitors scale back. | Business | Emily McAuliffe |
| Many paths find their way to the World Wide Web. | Business | Kim M. Bayne |
| Marketers overlooking the obvious: Web site takes marketing to new level by allowing prospects to sell themselves. (Internet as sales tool)(Column) | Business | Bernadette Tracy |
| Marketing associations have forsaken members.(Editorial) | Business | |
| MCI trains reps online. (MCI Communications Corp.; business sales and service representatives) | Business | Todd Englander |
| Measuring results: ABVS Audit verifies information exhibitors need to gauge their return on investment. (Audit Bureau of Verification Services Inc.)(Strategic Exhibition Marketing) | Business | Colleen O'Grady |
| Media turn up b-to-b spending by 21%. (business-to-business advertising)(Special Report: Top 100 Business-to-Business Advertisers) | Business | Chuck Ross |
| Mergers igniting energy ad wave. (boom in business-to-business marketing within the energy industry) | Business | Edmond Rosenthal |
| Money management firms tap marketing executives. | Business | Mercedes M. Cardona |
| More evidence of the power of exhibitions. | Business | Steve Sind |
| Multimedia fortifies learning. | Business | Ann Boland |
| New General Electric Web site comes to light: overhaul of Internet, intranet unites businesses, customers. (General Electric Co.)(Case Study) | Business | Russell Shaw |
| Next wave: push to the desktop. (push technologies for World Wide Web users) | Business | Richard Karpinski |
| Non-high tech publishers stake place on web. (World Wide Web) | Business | Alan S. Horowitz |
| On-demand catalogs rise: advances cut production time by two-thirds. (printing innovations) | Business | Edmond Rosenthal |
| Online site spurs Meteor growth. (Meteor Photo and Imaging Co.) | Business | Travis L. Parr |
| Phone companies ready explosion of marketing. | Business | Todd Pruzan |
| Railroads target high-value shippers. | Business | Roy Blanchard |
| Rewards, recognition spark the sales force to forge loyal clients. (includes related article on what constitutes a corporate reward) | Business | Christina Lovio-George |
| Riches puts O&M Direct's focus on clients. (Ogilvy and Mather Direct Response Inc.'s Chairman and CEO Wendy Riches) | Business | Kate Fitzgerald, Laura Loro |
| Rival trade shows set up dilemma. (computer, consumer electronics and communications trade shows) | Business | Richard M. Sherwin |
| Secrets of successful B-to-B advertising. (business-to-business) | Business | Wendy Riches |
| Software drives top 10 roster.(Marketing Showpiece) | Business | B.G. Yovovich, Joe Mullich, Chuck Paustian, Bradley Johnson, Laurie Freeman, Char Kosek, Sara Teasdale |
| Speed of technology gains opening marketing doors. (Internet marketing of computer-related products) | Business | Robert Herbold |
| Strategic partnering: forging a dynamic alliance. (Heritage Communications Inc. and Hitachi Data Systems Corp.)(Strategic Exhibition Marketing) | Business | Mary Stevens |
| Team puts ads on fast track: Bell Atlantic, Saatchi toil just 3 weeks on campaign to thwart telecom threat. (Saatchi and Saatchi Advertising Worldwide and Bell Atlantic Corp.'s three-week ad campaign development)(Case Study) | Business | Adrienne W. Fawcett |
| Technicians' focus turns to customer consulting. (customer consultant training of Johnson Controls Inc.'s service technicians) | Business | Linda DeMars, Grace G. Major |
| Technology for its own sake doesn't sell. (use of electronic tools in exhibition booths) | Business | Tom Kimball |
| Technology revolutionizes trade show data collection. | Business | Kevin Kearney |
| Technology won't alter how consumers use ads. (consumers' avoidance of advertising) | Business | Steve Hayden |
| The cruise still sails to top of incentive lists.(Premiums & Incentives) | Business | |
| The final link in the marketing chain: incentives can make the difference in motivating distributors.(Premiums & Incentives) | Business | Steve Maritz |
| Trout: keep idea simple but unique. (marketer Jack Trout) | Business | Robert Mendenhall |
| Web ad networks give marketers a new option: one-stop shopping can take the guesswork out of buying.(NetMarketing) | Business | Stuart Gibbel |
| Web sites drowning in deluge of e-mail. | Business | Len Strazewski |
| What do marketers want from the Net? (World Wide Web sites; Internet)(Editorial) | Business | David S. Klein |
| What lies ahead in the brave new world of technology? (technology marketing forecasts) | Business | Marian Salzman |
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