Industrial Marketing Management 1989 - Abstracts

Industrial Marketing Management 1989
TitleSubjectAuthors
After sales service quality: views between industrial customers and service managers.Business, internationalLemmink, Jos, Kasper, Hans
Approaches for improving salespersons' forecasts.Business, internationalCox, James E., Jr.
A survey of sales incentive programs.Business, internationalAbratt, Russell, Smythe, Michael R.
Balancing product quality, costs, and profits.Business, internationalRaffield, Barney T., III, Bingham, Frank G., Jr.
Competing against an in-house supplier.Business, internationalHenke, John W., Jr., Krachenberg, A. Richard, Lyons, Thomas F.
Computer awareness and usage by industrial marketers.Business, internationalMorris, Michael H., Avila, Ramon A., Burns, Alvin C.
Evaluating a decision support forecasting system.Business, internationalMentzer, John T., Gomes, Roger
Evaluating sales training programs.Business, internationalStevenson, Thomas H., Honeycutt, Earl D.
Gearing manufacturer support programs to distributors.Business, internationalMagrath, Allan J., Hardy, Kenneth G.
Gift-giving and gift-taking in industrial companies.Business, internationalBird, Monroe Murphy
High technology launch strategies in the U.K.Business, internationalEasingwood, Chris, Beard, Charles
How advertising message strategies are set.Business, internationalHartley, Steven W., Glover, Donald R., Patti, Charles H.
How buyers view industrial salespeople.Business, internationalHayes, H. Michael, Hartley, Steven W..
How Chinese buyers rate foreign suppliers.Business, internationalKaynak, Erdener
How designers and buyers evaluate products.Business, internationalDuhan, Dale F., Wolter, James F., Bacon, Frank R., Wilson, R. Dale
Implications of single vs. multiple buying sources.Business, internationalSegal, Madhav N.
Industrial advertising budget approaches in the U.K.Business, internationalHooley, Graham J., Lynch, James E.
Industrial distribution options: trade-offs to consider.Business, internationalPowers, Thomas L.
JIT procurement and relationship marketing. (just-in-time)Business, internationalO'Neal, Charles R.
Managing new-product announcements in the computer industry.Business, internationalRabino, Samuel, Moore, Thomas E.
Market-driven procurement.Business, internationalOumlil, A. Ben, Williams, Alvin J.
Marketing approaches used by high tech firms.Business, internationalTraynor, Kenneth, Traynor, Susan C.
Marketing complex technical products: the importance of intangible attributes.Business, internationalShaw, Jim, Giglierano, Joe, Kallis, Jeff
Pricing an industrial service.Business, internationalMorris, Michael H., Fuller, Donald A.
Product development approaches in established firms.Business, internationalJohne, F. Axel, Snelson, Patricia A.
Products and markets served by distributors and agents.Business, internationalJackson, Donald M., d'Amico, Michael F.
Requirements driven market segmentation.Business, internationalBrown, Herbert E., Brucker, Roger W., Shivashankar, Ramesh
Retail scanner system: how buying committees functioned.Business, internationalLund, Daulatram B.
Salesforce turnover: those who left and those who stayed.Business, internationalGrewal, Dhruv, Avila, Ramon A., Fern, Edward F.
Seeking out profitable countertrade opportunities.Business, internationalAggarwal, Raj, Reisman, Arnold, Fuh, Duu-Cheng
Should you increase sales promotion or add salespeople?Business, internationalPowers, Thomas L.
Simultaneous new product development: reducing the new product failure rate.Business, internationalKortge, G. Dean, Okonkwo, Patrick A.
Teleprospecting: an approach for qualifying accounts.Business, internationalLichtenthal, J. David, Sikri, Sameer, Folk, Karl
User initiated product innovations.Business, internationalFoxall, Gordon R.
This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.