Industrial Marketing Management 1986 - Abstracts

Industrial Marketing Management 1986
TitleSubjectAuthors
A decision-support system for evaluating sales prospects and launch strategies for new products.Business, internationalLilien, Gary L., Choffray, Jean Marie
A preferred style of sales management.Business, internationalBellizi, Joseph A., Hite, Robert E.
Benefit segmentation for industrial products.Business, internationalWhitlark, David B., de Kluyver, Cornelis A.
Building a more successful rep organization.Business, internationalBellizi, Joseph A., Glacken, Christine
Copy length and industrial advertising readership.Business, internationalSoley, Lawrence C.
Determining motor carrier backwash markets.Business, internationalMentzer, John T.
Developing a manufacturer-distributor information partnership.Business, internationalReddy, N. Mohan, Marvin, Michael P.
Diffusion of product code scanning systems.Business, internationalShaw, Robin N., Bodi, Anna
Exporting at industrial trade shows.Business, internationalBello, Daniel C., Barksoale, Hiram C.
Five common factors in top performing industrial firms.Business, internationalJobber, David, Hooley, Graham J.
Forecasting for firms selling projects or jobs 'to order'.Business, internationalRudelius, William, Willis, Raymond W., Hartley, Steven W.
Improving industrial advertising copy.Business, internationalHite, Robert E., Bellizzi, Joseph A.
Improving response rates in industrial mail surveys.Business, internationalJobber, David
Industrial buying in high-tech markets. (high technology)Business, internationalAbratt, Russell
Industrial distributor selling: the roles of outside and inside sales.Business, internationalAnderson, James C., Narus, James A.
Managing your corporate images.Business, internationalDowling, Grahame R.
Marketing research in medium-sized U.K. and U.S. firms.Business, internationalSchlegelmilch, Bodo B., Boyle, K., Therivel S.
Market planning for government procurement.Business, internationalGoretsky, M. Edward
Matching salesmen to the selling job.Business, internationalAvlonitis, George, Boyle, Kevin A., Kouremenos, Athanasios G.
Microcomputer purchase criteria across industries.Business, internationalKassicieh, Suleiman K., Rogers, Robert D.
Negotiation styles of industrial buyers.Business, internationalPerove, Barbara C., Day, Ralph L., Michaels, Ronald E.
New product adoption by the buying organization: Who are the real influencers?Business, internationalBerlowitz, Marvin
Personality and salesforce selection in the pharmaceutical industry.Business, internationalFerris, Gerald R., Sager, Jeffrey K.
Product liability in industrial markets.Business, internationalAdams, Ronald J., Browining, John M.
Segmenting a business market for a professional service.Business, internationalLynn, Susan A.
Segmenting the commuter aircraft market with cluster analysis.Business, internationalRobles, Fernando, Sarathy, Ravi
Strategies for marketing computers and related products.Business, internationalSamli, A. Coskun, Wills, James
Strategies of Belgian high-tech firms. (high technology)Business, internationalAbeele, Piet Vanden, Christiaens, Ivan
Successful industrial advertising campaigns.Business, internationalBellenger, Danny N., Korgaonkar, Pradeep K., Smith, Allen E.
Ten key activities of industrial salespeople.Business, internationalMoncrief, William C.
The adoption of flexible manufacturing systems in British and German companies.Business, internationalAvlonitis, George J., Parkinson, Stephen T.
The use of approved vendor lists.Business, internationalJackson, Ralph W., Pride, William M.
Unauthorized channels of distribution: gray markets.Business, internationalHowell, Roy D., Britney, Robert R., Kuzdrall, Paul J., Wilcox, James B.
Which buying decisions are made by individuals and not groups? (research into industrial purchasing)Business, internationalKing, Ronald H., Patton, W.E., III, Puto, Christopher P.
Why major account selling works.Business, internationalBarrett, John
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