Industrial Marketing Management 1989 - Abstracts
Industrial Marketing Management 1989 | |||||
Title | Subject | Authors | |||
---|---|---|---|---|---|
After sales service quality: views between industrial customers and service managers. | Business, international | Lemmink, Jos, Kasper, Hans | |||
Approaches for improving salespersons' forecasts. | Business, international | Cox, James E., Jr. | |||
A survey of sales incentive programs. | Business, international | Abratt, Russell, Smythe, Michael R. | |||
Balancing product quality, costs, and profits. | Business, international | Raffield, Barney T., III, Bingham, Frank G., Jr. | |||
Competing against an in-house supplier. | Business, international | Henke, John W., Jr., Krachenberg, A. Richard, Lyons, Thomas F. | |||
Computer awareness and usage by industrial marketers. | Business, international | Morris, Michael H., Avila, Ramon A., Burns, Alvin C. | |||
Evaluating a decision support forecasting system. | Business, international | Mentzer, John T., Gomes, Roger | |||
Evaluating sales training programs. | Business, international | Stevenson, Thomas H., Honeycutt, Earl D. | |||
Gearing manufacturer support programs to distributors. | Business, international | Magrath, Allan J., Hardy, Kenneth G. | |||
Gift-giving and gift-taking in industrial companies. | Business, international | Bird, Monroe Murphy | |||
High technology launch strategies in the U.K. | Business, international | Easingwood, Chris, Beard, Charles | |||
How advertising message strategies are set. | Business, international | Hartley, Steven W., Glover, Donald R., Patti, Charles H. | |||
How buyers view industrial salespeople. | Business, international | Hayes, H. Michael, Hartley, Steven W.. | |||
How Chinese buyers rate foreign suppliers. | Business, international | Kaynak, Erdener | |||
How designers and buyers evaluate products. | Business, international | Duhan, Dale F., Wolter, James F., Bacon, Frank R., Wilson, R. Dale | |||
Implications of single vs. multiple buying sources. | Business, international | Segal, Madhav N. | |||
Industrial advertising budget approaches in the U.K. | Business, international | Hooley, Graham J., Lynch, James E. | |||
Industrial distribution options: trade-offs to consider. | Business, international | Powers, Thomas L. | |||
JIT procurement and relationship marketing. (just-in-time) | Business, international | O'Neal, Charles R. | |||
Managing new-product announcements in the computer industry. | Business, international | Rabino, Samuel, Moore, Thomas E. | |||
Market-driven procurement. | Business, international | Oumlil, A. Ben, Williams, Alvin J. | |||
Marketing approaches used by high tech firms. | Business, international | Traynor, Kenneth, Traynor, Susan C. | |||
Marketing complex technical products: the importance of intangible attributes. | Business, international | Shaw, Jim, Giglierano, Joe, Kallis, Jeff | |||
Pricing an industrial service. | Business, international | Morris, Michael H., Fuller, Donald A. | |||
Product development approaches in established firms. | Business, international | Johne, F. Axel, Snelson, Patricia A. | |||
Products and markets served by distributors and agents. | Business, international | Jackson, Donald M., d'Amico, Michael F. | |||
Requirements driven market segmentation. | Business, international | Brown, Herbert E., Brucker, Roger W., Shivashankar, Ramesh | |||
Retail scanner system: how buying committees functioned. | Business, international | Lund, Daulatram B. | |||
Salesforce turnover: those who left and those who stayed. | Business, international | Grewal, Dhruv, Avila, Ramon A., Fern, Edward F. | |||
Seeking out profitable countertrade opportunities. | Business, international | Aggarwal, Raj, Reisman, Arnold, Fuh, Duu-Cheng | |||
Should you increase sales promotion or add salespeople? | Business, international | Powers, Thomas L. | |||
Simultaneous new product development: reducing the new product failure rate. | Business, international | Kortge, G. Dean, Okonkwo, Patrick A. | |||
Teleprospecting: an approach for qualifying accounts. | Business, international | Lichtenthal, J. David, Sikri, Sameer, Folk, Karl | |||
User initiated product innovations. | Business, international | Foxall, Gordon R. |
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