Industrial Marketing Management 1993 - Abstracts

Industrial Marketing Management 1993
TitleSubjectAuthors
Analyzing the potential of a new market. (includes appendices)Business, internationalEvans, Richard H.
Brand-naming industrial products.Business, internationalShipley, David, Howard, Paul
Countertrade practices in Japan.Business, internationalPalia, Aspy P.
Expert systems in industrial marketing. (includes appendix)Business, internationalMentzer, John T., Gandhi, Nimish
Global make-or-buy decisions.Business, internationalHibbert, E.P.
How organizational buyers reduce risk.Business, internationalLaTour, Michael S., Henthorne, Tony L., Williams, Alvin J.
How U.S.-based companies manage sales in foreign countries.Business, internationalHill, John S., Allaway, Arthur W.
Humor in American, British, and German ads.Business, internationalMcCullough, Lynette S., Taylor, Robert K.
Market segmentation practices of industrial markets.Business, internationalAbratt, Russell
New-product success in the chemical industry.Business, internationalCooper, Robert G., Kleinschmidt, Elko J.
Perceived value approach to pricing.Business, internationalKortge, G. Dean, Okonkwo, Patrick A.
Product liability cost as a marketing tool.Business, internationalLackman, Conway, Lanasa, John
Put work and play into marketing. (includes appendices)Business, internationalAnderson, Joseph V.
Shortcomings of sales training programs.Business, internationalHoneycutt, Earl D., Jr., Ingram, Thomas N., Howe, Vince
Systems selling in the aircraft industry.Business, internationalPaliwoda, Stanley J., Bonaccorsi, Andrea J.
The do's and don'ts of sales forecasting.Business, internationalHerbig, Paul A., Milewicz, John, Golden, James E.
The implementation of relationship marketing in commercial banking.Business, internationalRicard, Line, Filiatrault, Pierre, Perrien, Jean
When to bundle or unbundle products.Business, internationalPaun, Dorothy
Where industrial sales training is weak.Business, internationalPuri, S. Joe
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