Industrial Marketing Management 1984 - Abstracts
| Industrial Marketing Management 1984 | |||||
| Title | Subject | Authors | |||
|---|---|---|---|---|---|
| A case study of repeat buying for a commodity. | Business, international | Wilson, Elizabeth J. | |||
| A Multidimensional Approach to Motivating Salespeople. | Business, international | Demirdjian, Z.S. | |||
| A Portfolio Approach to Account Profitability. | Business, international | Dubinsky, A.J., Ingram, T.N. | |||
| Applying Territoriality to Steps in the Buyer/Seller Process. | Business, international | Wagle, J.S., Kaminski, P.F. | |||
| Buyer/Seller Relationships in International Industrial Markets. | Business, international | Ford, D. | |||
| Buying in a matrix organization. | Business, international | Robles, Fernando | |||
| Coalitations in Organizational Buying. | Business, international | Morris, M.H., Freedman, S.M. | |||
| Comparative Industrial Advertising: The Content and Frequency. | Business, international | Stevenson, T.H., Swayne, L.E. | |||
| Complaint Voicing by Industrial Buyers. | Business, international | Barksdale, H.C.Jr., Powell, T.E., Hargrove, E. | |||
| Cooperation and conflict between industrial sales and production. | Business, international | Clare, Donald A., Sanford, Donald G. | |||
| Criteria for screening new industrial products. | Business, international | Cooper, Robert G., de Brentani, Ulrike | |||
| Differences between industrial and consumer product managers. | Business, international | Cummings, William Theodore, Jackson, Donald W., Jr., Ostrom, Lonnie L. | |||
| Evaluating the Capital Purchase of a New Technology. | Business, international | Dickinson, R.A., Ferguson, C.R., Herbst, A.F. | |||
| Guidelines for marketing a new industrial product. | Business, international | Lucas, George H., Jr., Bush, Alan J. | |||
| Industrial Product Elimination: Major Factors to Consider. | Business, international | Avlonitis, G.J. | |||
| Industrial Product Managers: Authority and Responsibility. | Business, international | Eckles, R.W., Novotny, T.J. | |||
| Industrial Salesforce Satisfaction and Performance with Herzberg's Theory. | Business, international | Williamson, N.C., Berl, R., Powell, T. | |||
| Interaction Based Market Segmentation. | Business, international | Vollering, J.B. | |||
| Key problems facing industrial distributors. | Business, international | Narus, James A., Reddy N. Mohan, Pinchak, George L. | |||
| Managerial Guidelines for Trade Show Effectiveness. | Business, international | Bellizzi, J.A., Lipps, D.J. | |||
| Rating Industrial Advertisements. | Business, international | Zinkham, G.M. | |||
| Segmenting High Technology Adopters. | Business, international | Johne, F.A. | |||
| The impact of selling aids on new prospects. | Business, international | Zinkhan, George M., Vachris, Lauren A. | |||
| The Purchase of Components: Functional Areas of Influence. | Business, international | Naumann, E., Lincoln, D.J., McWilliams, R.D. | |||
| The Senior Marketing Executive in South African Industrial Companies. | Business, international | Abratt, R. | |||
| The use and value of qualitative research studies. | Business, international | Wallace, Kathleen M. | |||
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