Industrial Marketing Management 1995 - Abstracts

Industrial Marketing Management 1995
TitleSubjectAuthors
An empirical investigation of the differences in goods and services as perceived by organizational buyers. (includes appendix)Business, internationalJackson, Ralph W., Neidell, Lester A., Lunsford, Dale A.
An examination of gender differences in selling behaviors and job attitudes.Business, internationalHoneycutt, Earl D., Jr., Siguaw, Judy A.
Artificial neural networks: a new methodology for industrial market segmentation.Business, internationalBarnes, James H., Fish, Kelly E., Aiken, Milam W.
Assessing cross-national business relationships: how Mexican distributors rate U.S. manufacturers.Business, internationalLaBahn, Douglas W., Harich, Katrin R., Leuthesser, Lance
Assessing industrial buyers' perceptions of quality and their effects on satisfaction.Business, internationalQualls, William J., Rosa, Jose Antonio
Business-to-business advertising: what are the dimensions of an effective print ad?Business, internationalJohnston, Wesley J., Lohtia, Ritu, Aab, Linda
Buyer perceived service quality in industrial networks.Business, internationalKock, Soren, Holmlund, Maria
Buyer reactions to product stockouts in business to business markets.Business, internationalDion, Paul A., Banting, Peter M.
Defense conversion: the economic conversion of the American economy.Business, internationalClark, Woodrow W., Jr.
Dissolution of a relationship: the salesforce perception. (includes appendices)Business, internationalBanting, Peter M., Perrien, Jean, Paradis, Sylvie
Do source of mailing and monetary incentives matter in international industrial mail surveys?Business, internationalNataraajan, Rajan, Angur, Madhukar G.
Environmental turbulence and organizational buying: the case of health benefits in South Africa.Business, internationalMorris, Michael H., Pitt, Leyland F., Hansen, Sven Derek
Face-to-face selling: making it more effective.Business, internationalWithey, John J., Panitz, Eric
Facsimile transmission versus mail delivery of self-administered questionnaires in industrial surveys.Business, internationalNebenzahl, Israel D., Jaffe, Eugene D.
Guidelines for managing an international sales force. (includes appendix)Business, internationalHoneycutt, Earl D., Jr., Ford, John B.
How industrial distributors view distributor-supplier partnership arrangements.Business, internationalJoseph, W. Benoy, Gardner, John T., Thach, Sharon, Vernon, Frances
Involving organizational buyers in new product development.Business, internationalAtuahene-Gima, Kwaku
Is there a trillion dollar family business market? (includes appendix)Business, internationalFile, Karen Maru
Judgmental modeling as a tool for analyzing market structure: an application in the plastics industry.Business, internationalNaude, Peter
Manufacturers need to show greater commitment to customer service.Business, internationalDonaldson, William G.
Net present value techniques and their effects on new product research.Business, internationalHaley, George T., Goldberg, Stephen M.
Performance typologies of new product projects.Business, internationalCooper, Robert G., Kleinschmidt, Elko J.
Post-purchase strategy: a key to successful industrial marketing and customer satisfaction.Business, internationalBurger, Philip C., Cann, Cynthia W.
Pricing an industrial technological innovation: a case study. (includes appendix)Business, internationalWoodside, Arch G.
Selecting foreign distributors: an expert systems approach.Business, internationalCavusgil, S. Tamer, Yeoh, Poh-Lin, Mitri, Michel
Stimulating response to market surveys of business professionals.Business, internationalSchneider, Kenneth C., Johnson, James C.
Strategic decisions for American and European industrial marketers in a unified European market.Business, internationalSaghafi, Massoud M., Sciglimpaglia, Donald, Withers, Barbara E.
Successful cooperation in professional services: what characteristics should the customer have?Business, internationalBostrom, Gert-Olof
Successful marketing strategies: a study of British and German companies in the machine tool industry.Business, internationalShaw, Viviene
The benefits of "guanxi": the value of relationships in developing the Chinese market.Business, internationalDavies, Howard, Luk, Sherriff T.K., Leung, Howard K.P., Wong, Yiu-hing
The effect of visual stimuli on mail survey response rates.Business, internationalLaGarce, Raymond, Kuhn, Linda D.
The influence of culture on industrial buying selection criteria in Taiwan and Mainland China. (includes appendices)Business, internationalChang, Kuochung, Ding, Cherng G.
The key accountization of the firm: a case study. (includes appendix)Business, internationalSpencer, Robert, Salle, Robert, Pardo, Catherine
The meaning of a marketing relationship: a pilot study.Business, internationalRicard, Line, Perrien, Jean
The role of the manufacturer's distributor: the case of Champion Chemicals.Business, internationalHerring, Richard, Brown, Reva Berman
The use of comparative advertising in business-to-business direct mail.Business, internationalSwayne, Linda E., Stevenson, Thomas H.
Trade show objectives, management, and staffing practices.Business, internationalChonko, Lawrence B., Tanner, John F., Jr.
Understanding the persuasion processs between industrial buyers and sellers.Business, internationalSchmitz, Judith M.
Using conjoint analysis in industrial marketing: the role of judgment. (includes appendices)Business, internationalAuty, Susan
What is really necessary in successful buyer seller relationships?Business, internationalDion, Paul, Easterling, Debbie, Miller, Shirley Jo
When the purchasing agent is a committee: implications for industrial marketing.Business, internationalPlank, Richard E., Jennings, Richard G.
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