Industrial Marketing Management 1992 - Abstracts

Industrial Marketing Management 1992
TitleSubjectAuthors
A case study of equipment purchasing in Czechoslovakia.Business, internationalWelch, Lawrence S., Roos, Johan, Veie, Ellen
A value-added appproach to product mix decisions.Business, internationalSouth, John B., Oliver, John E.
Beating the commodity magnet.Business, internationalRangan, V. Kasturi, Bowman, George T.
Buying and marketing CPA services.Business, internationalWoodside, Arch G., Wilson, Elizabeth J., Milner, Patricia
Countertrade practices in Indonesia.Business, internationalPalia, Aspy P.
Criteria used to select management consultants.Business, internationalPatterson, Paul G., Dowling, Grahame R., Dawes, Philip L.
Determining buying center size.Business, internationalMcWilliams, Robert D., Naumann, Earl, Scott, Stan
Developing successful new financial services for businesses.Business, internationalCooper, Robert G., Brentani, Ulrike de
Do's and don'ts of cross-cultural negotiations.Business, internationalHerbig, Paul A., Kramer, Hugh E.
Do trade shows provide value?Business, internationalSashi, C.M., Perretty, Jim
Educational backgrounds of high-tech salespeople.Business, internationalTraynor, Kenneth, Traynor, Susan C.
Equipment buying in Nigeria.Business, internationalBamgboye, E.D.
Follow-up mail surveys.Business, internationalPaxson, M. Chris
How firms select professional services.Business, internationalBarksdale, Hiram C., Jr., Day, Ellen
How foreign firms view their U.S. distributors.Business, internationalRosenbloom, Bert, Larsen, Trina L.
Internal marketing of a service.Business, internationalHarrell, Gilbert D., Fors, Matthew F.
Mail response rates from distributors.Business, internationalChawla, Sudhir K., Balakrishnan, P.V. (Sundar), Smith, Mary F.
Mail survey response, speed, and cost.Business, internationalDickinson, John R., Faria, A.J.
Manufacturer services for distributors.Business, internationalMagrath, Allan J., Hardy, Kenneth G.
Marketing doesn't make credit decisions.Business, internationalMarks, Norton E., Abouzeid, Kamal, Long, Bill
Marketing new products with distributors.Business, internationalWoodside, Arch G., Wilson, Elizabeth J.
Marketing's lead role in quality.Business, internationalO'Neal, Charles R., LaFief, William C.
Market-led quality.Business, internationalMorgan, Neil A., Piercy, Nigel F.
Measuring and managing customer service in industrial firms.Business, internationalMorris, Michael H., Davis, Duane L.
Men and women in industrial sales: satisfaction and outcomes.Business, internationalKennedy, Ellen J., Lawton, Leigh
Predicting the effectiveness of industrial saleswomen.Business, internationalJolson, Marvin A., Comer, Lucette B.
Pricing approaches in the construction industry.Business, internationalSkitmore, Martin, Akintoye, Akintola
Pricing in foreign markets: pitfalls and opportunities.Business, internationalWeekly, James K.
Responding to the green movement.Business, internationalPeattie, Ken, Ratnayaka, Moira
Selecting and evaluating trade shows.Business, internationalShoham, Aviv
Successful new product team leaders.Business, internationalBarczak, Gloria, Wilemon, David
Technology life cycles in industrial markets.Business, internationalPopper, Edward T., Buskirk, Bruce D.
The effect of JIT on distributors. (just-in-time philosophy)Business, internationalOrmsby, Joseph G., McDaniel, Steve, Gresham, Alicia B.
The impact of computer usage by purchasing.Business, internationalPlank, Richard E., Kijewski, Valerie, Reid, David A., Lim, Jean-Su
Time-to-market: put speed in product development.Business, internationalVesey, Joseph T.
Traditional and high-tech sales training methods.Business, internationalErffmeyer, Robert C., Hair, Joseph F., Jr., Russ, K. Randall
Using certified mail in industrial research.Business, internationalFord, Robert, McLaughlin, Frank, Williamson, Steven
Vital cross-functional linkages with marketing.Business, internationalLim, Jeen-Su, Reid, David A.
What presale and postsale services do you need to be competitive.Business, internationalSamli, A. Coskun, Wills, James, Jacobs, Lawrence W.
Why industrial advertising is often done in house.Business, internationalRipley, M. Louise
Why salespeople fail.Business, internationalHutson, Don, Ingram, Thomas N., Schwepker, Charles H., Jr.
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