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