Industrial Marketing Management 1992 - Abstracts
Industrial Marketing Management 1992 | |||||
Title | Subject | Authors | |||
---|---|---|---|---|---|
A case study of equipment purchasing in Czechoslovakia. | Business, international | Welch, Lawrence S., Roos, Johan, Veie, Ellen | |||
A value-added appproach to product mix decisions. | Business, international | South, John B., Oliver, John E. | |||
Beating the commodity magnet. | Business, international | Rangan, V. Kasturi, Bowman, George T. | |||
Buying and marketing CPA services. | Business, international | Woodside, Arch G., Wilson, Elizabeth J., Milner, Patricia | |||
Countertrade practices in Indonesia. | Business, international | Palia, Aspy P. | |||
Criteria used to select management consultants. | Business, international | Patterson, Paul G., Dowling, Grahame R., Dawes, Philip L. | |||
Determining buying center size. | Business, international | McWilliams, Robert D., Naumann, Earl, Scott, Stan | |||
Developing successful new financial services for businesses. | Business, international | Cooper, Robert G., Brentani, Ulrike de | |||
Do's and don'ts of cross-cultural negotiations. | Business, international | Herbig, Paul A., Kramer, Hugh E. | |||
Do trade shows provide value? | Business, international | Sashi, C.M., Perretty, Jim | |||
Educational backgrounds of high-tech salespeople. | Business, international | Traynor, Kenneth, Traynor, Susan C. | |||
Equipment buying in Nigeria. | Business, international | Bamgboye, E.D. | |||
Follow-up mail surveys. | Business, international | Paxson, M. Chris | |||
How firms select professional services. | Business, international | Barksdale, Hiram C., Jr., Day, Ellen | |||
How foreign firms view their U.S. distributors. | Business, international | Rosenbloom, Bert, Larsen, Trina L. | |||
Internal marketing of a service. | Business, international | Harrell, Gilbert D., Fors, Matthew F. | |||
Mail response rates from distributors. | Business, international | Chawla, Sudhir K., Balakrishnan, P.V. (Sundar), Smith, Mary F. | |||
Mail survey response, speed, and cost. | Business, international | Dickinson, John R., Faria, A.J. | |||
Manufacturer services for distributors. | Business, international | Magrath, Allan J., Hardy, Kenneth G. | |||
Marketing doesn't make credit decisions. | Business, international | Marks, Norton E., Abouzeid, Kamal, Long, Bill | |||
Marketing new products with distributors. | Business, international | Woodside, Arch G., Wilson, Elizabeth J. | |||
Marketing's lead role in quality. | Business, international | O'Neal, Charles R., LaFief, William C. | |||
Market-led quality. | Business, international | Morgan, Neil A., Piercy, Nigel F. | |||
Measuring and managing customer service in industrial firms. | Business, international | Morris, Michael H., Davis, Duane L. | |||
Men and women in industrial sales: satisfaction and outcomes. | Business, international | Kennedy, Ellen J., Lawton, Leigh | |||
Predicting the effectiveness of industrial saleswomen. | Business, international | Jolson, Marvin A., Comer, Lucette B. | |||
Pricing approaches in the construction industry. | Business, international | Skitmore, Martin, Akintoye, Akintola | |||
Pricing in foreign markets: pitfalls and opportunities. | Business, international | Weekly, James K. | |||
Responding to the green movement. | Business, international | Peattie, Ken, Ratnayaka, Moira | |||
Selecting and evaluating trade shows. | Business, international | Shoham, Aviv | |||
Successful new product team leaders. | Business, international | Barczak, Gloria, Wilemon, David | |||
Technology life cycles in industrial markets. | Business, international | Popper, Edward T., Buskirk, Bruce D. | |||
The effect of JIT on distributors. (just-in-time philosophy) | Business, international | Ormsby, Joseph G., McDaniel, Steve, Gresham, Alicia B. | |||
The impact of computer usage by purchasing. | Business, international | Plank, Richard E., Kijewski, Valerie, Reid, David A., Lim, Jean-Su | |||
Time-to-market: put speed in product development. | Business, international | Vesey, Joseph T. | |||
Traditional and high-tech sales training methods. | Business, international | Erffmeyer, Robert C., Hair, Joseph F., Jr., Russ, K. Randall | |||
Using certified mail in industrial research. | Business, international | Ford, Robert, McLaughlin, Frank, Williamson, Steven | |||
Vital cross-functional linkages with marketing. | Business, international | Lim, Jeen-Su, Reid, David A. | |||
What presale and postsale services do you need to be competitive. | Business, international | Samli, A. Coskun, Wills, James, Jacobs, Lawrence W. | |||
Why industrial advertising is often done in house. | Business, international | Ripley, M. Louise | |||
Why salespeople fail. | Business, international | Hutson, Don, Ingram, Thomas N., Schwepker, Charles H., Jr. |
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