Industrial Marketing Management 1987 - Abstracts
Industrial Marketing Management 1987 | |||||
Title | Subject | Authors | |||
---|---|---|---|---|---|
Advertising budgeting practices of industrial advertisers. | Business, international | Hooley, Graham J., Lynch, James E. | |||
A method to improve response to industrial mail surveys. | Business, international | Walker, Bruce J., Kirchmann, Wayne, Conant, Jeffrey S. | |||
A method to portray and analyze sales performance. | Business, international | Berry, Dick | |||
Breakeven analysis with semifixed costs. | Business, international | Powers, Thomas L. | |||
Comparative advertising in horizontal business publications. | Business, international | Swayne, Linda E., Stevenson, Thomas H. | |||
Computer usage in distributor marketing. | Business, international | Narus, James A., Guimaraes, Tor | |||
Couple competitive analysis to sales force decisions. | Business, international | Prescott, John E., Smith, Daniel C. | |||
Developing the strategic plan. | Business, international | Ross, Joel E., Silverblatt, Ronnie | |||
Differentiate with the 5th P: people. | Business, international | Judd, Vaughan C. | |||
Factory salesmen's roles with industrial distributors. | Business, international | Magrath, Allan J., Hardy, Kenneth G. | |||
How purchasing agents handle personal risk. | Business, international | Hawes, Jon M., Barnhouse, Scott H. | |||
Identifying buying influences for a professional service: implications for marketing efforts. | Business, international | Lynn, Susan, A. | |||
Industrial barter and countertrade. | Business, international | Shipley, David, Neale, Bill | |||
Industrial market research in India. | Business, international | Sarin, Sharad | |||
Is industrial advertising sexist? | Business, international | Whipple, Thomas W., Reese, Nancy A., Courtney, Alice E. | |||
Keys to new product success and failure. | Business, international | Link, Peter L. | |||
Linking R&D to market needs. | Business, international | Wilson, David T., Ghingold, Morry | |||
Market segmentation practices of exporting companies. | Business, international | Schuster, Camille P., Bodkin, Charles D. | |||
Referrals between professional service providers. | Business, international | Wheiler, Kent | |||
Salespeople's use of entertainment and gifts. | Business, international | Hite, Robert E., Bellizzi, Joseph A. | |||
Segmentation and positioning in a basic industry. | Business, international | Bennion, Mark L., Jr. | |||
Selecting sales and distribution channels. | Business, international | Magrath, Allan J., Hardy, Kenneth G. | |||
Separate prices as a marketing tool. | Business, international | Morris, Michael H. | |||
Students' perceptions of personal selling. | Business, international | Weeks, William A., Muehling, Darrel D. | |||
Switching from reps to direct salespeople. | Business, international | Powers, Thomas L. | |||
Telephone qualification of sales leads. | Business, international | Brown, Herbert E., Brucker, Roger W. | |||
The competitive bidding process: beyond probability models. | Business, international | Boughton, Paul D. | |||
The readability of sales training manuals. | Business, international | Kaminski, Peter F., Clark, Gary L. | |||
The salesman's job in competitive bidding situations. | Business, international | Slatter, Stuart St.P. | |||
The value of company newsletters and magazines. | Business, international | Droge, Cornelia, Vredenburg, Harrie | |||
Transferring industrial technology to less developed countries. | Business, international | Dawson, Leslie M. | |||
Using trade missions for export market entry. | Business, international | Seringhaus, F.H. Rolf | |||
What British distributors dislike about manufacturers. | Business, international | Shipley, David | |||
What types of profitability reports do marketing managers receive? | Business, international | Lambert, Douglas M., Sterling, Jay U. | |||
When to bid for government contracts. | Business, international | Goretsky, M. Edward | |||
Will a specialty business become a commodity business? | Business, international | Wallis, James S. |
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