Industrial Marketing Management 1987 - Abstracts

Industrial Marketing Management 1987
TitleSubjectAuthors
Advertising budgeting practices of industrial advertisers.Business, internationalHooley, Graham J., Lynch, James E.
A method to improve response to industrial mail surveys.Business, internationalWalker, Bruce J., Kirchmann, Wayne, Conant, Jeffrey S.
A method to portray and analyze sales performance.Business, internationalBerry, Dick
Breakeven analysis with semifixed costs.Business, internationalPowers, Thomas L.
Comparative advertising in horizontal business publications.Business, internationalSwayne, Linda E., Stevenson, Thomas H.
Computer usage in distributor marketing.Business, internationalNarus, James A., Guimaraes, Tor
Couple competitive analysis to sales force decisions.Business, internationalPrescott, John E., Smith, Daniel C.
Developing the strategic plan.Business, internationalRoss, Joel E., Silverblatt, Ronnie
Differentiate with the 5th P: people.Business, internationalJudd, Vaughan C.
Factory salesmen's roles with industrial distributors.Business, internationalMagrath, Allan J., Hardy, Kenneth G.
How purchasing agents handle personal risk.Business, internationalHawes, Jon M., Barnhouse, Scott H.
Identifying buying influences for a professional service: implications for marketing efforts.Business, internationalLynn, Susan, A.
Industrial barter and countertrade.Business, internationalShipley, David, Neale, Bill
Industrial market research in India.Business, internationalSarin, Sharad
Is industrial advertising sexist?Business, internationalWhipple, Thomas W., Reese, Nancy A., Courtney, Alice E.
Keys to new product success and failure.Business, internationalLink, Peter L.
Linking R&D to market needs.Business, internationalWilson, David T., Ghingold, Morry
Market segmentation practices of exporting companies.Business, internationalSchuster, Camille P., Bodkin, Charles D.
Referrals between professional service providers.Business, internationalWheiler, Kent
Salespeople's use of entertainment and gifts.Business, internationalHite, Robert E., Bellizzi, Joseph A.
Segmentation and positioning in a basic industry.Business, internationalBennion, Mark L., Jr.
Selecting sales and distribution channels.Business, internationalMagrath, Allan J., Hardy, Kenneth G.
Separate prices as a marketing tool.Business, internationalMorris, Michael H.
Students' perceptions of personal selling.Business, internationalWeeks, William A., Muehling, Darrel D.
Switching from reps to direct salespeople.Business, internationalPowers, Thomas L.
Telephone qualification of sales leads.Business, internationalBrown, Herbert E., Brucker, Roger W.
The competitive bidding process: beyond probability models.Business, internationalBoughton, Paul D.
The readability of sales training manuals.Business, internationalKaminski, Peter F., Clark, Gary L.
The salesman's job in competitive bidding situations.Business, internationalSlatter, Stuart St.P.
The value of company newsletters and magazines.Business, internationalDroge, Cornelia, Vredenburg, Harrie
Transferring industrial technology to less developed countries.Business, internationalDawson, Leslie M.
Using trade missions for export market entry.Business, internationalSeringhaus, F.H. Rolf
What British distributors dislike about manufacturers.Business, internationalShipley, David
What types of profitability reports do marketing managers receive?Business, internationalLambert, Douglas M., Sterling, Jay U.
When to bid for government contracts.Business, internationalGoretsky, M. Edward
Will a specialty business become a commodity business?Business, internationalWallis, James S.
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