Industrial Marketing Management 1996 |
Title | Subject | Authors |
Adapting to diverse customers: a training matrix for international marketers. (includes appendix)(Special Issue: Selling and Sales Management) | Business, international | Bush, Victoria Davies, Ingram, Thomas |
A psychographic segmentation of industrial family businesses. | Business, international | File, Karen Maru, Prince, Russ Alan |
Benefits of customer and competitive orientations in industrial markets. | Business, international | Balakrishnan, Subra |
Business services 1982-1992: growth, industry characteristics, financial performance. | Business, international | Wilson, Timothy L., Smith, Frank E. |
Buyer perceptions of the purchase process and its effect on customer satisfaction. | Business, international | Tanner, John F., Jr. |
Chinese purchasing managers' preferences and trade-offs in supplier selection and performance evaluation. | Business, international | Dubas, Khalid M., Mummalaneni, Venkatapparao, Chao, Chiang-nan |
Conducting a sales training audit. | Business, international | Honeycutt, Earl D., Jr. |
Consequences of marketing controls among sales and nonsales marketing personnel.(Special Issue: Selling and Sales Management) | Business, international | Agarwal, Sanjeev |
Developing futuristic product portfolios: a major panacea for the sluggish American industry.(Special Issue: New Product Development) | Business, international | Samli, A. Coskun |
Developing new business-to-business professional services: what factors impact performance? (includes appendix)(Special Issue: New Product Development) | Business, international | De Brentani, Ulrike, Ragot, Emmanuel |
Do closing techniques diminish prospect trust? (includes appendix)(Special Issue: Selling and Sales Management) | Business, international | Hawes, Jon M., Strong, James T., Winick, Bernard S. |
Encouraging "friendly" complaint behavior in industrial markets: preventing a loss of customers and reputation. | Business, international | Swan, John E., Powers, Thomas L., Hansen, Scott W. |
Environment and innovation: the case of the small entity. (includes appendix)(Special Issue: New Product Development) | Business, international | Erickson, G. Scott |
Examining sales force performance in organizations that use behavior-based sales management processes.(Special Issue: Selling and Sales Management) | Business, international | Cravens, David W., Grant, Ken |
Exploring strategies for companies that use manufacturers' representatives as their sales force.(Special Issue: Selling and Sales Management) | Business, international | Dishman, Paul |
Globalizing the emerging high-technology company.(Special Issue: New Product Development) | Business, international | Roberts, Edward B., Senturia, Todd A. |
How to improve product management effectiveness. (includes appendix) | Business, international | Murphy, William H., Gorchels, Linda |
Impact of the ISO 9000 series standards on industrial marketing. | Business, international | Ferguson, Wade |
Influence strategies in organizational buying decisions. (includes appendix) | Business, international | Schroder, Bill, Farrell, Mark A. |
Long-term relationship in industrial marketing: reality or rhetoric? | Business, international | Low, Brian Koon Huat |
Managing r&D - marketing integrating in the new product development process. (includes appendix)(Special Issue: New Product Development) | Business, international | Song, X. Michael, Neeley, Sabrina M., Zhao, Yuzhen |
Managing the effects of culture shock and sojourner adjustment on the expatriate industrial sales force.(Special Issue: Selling and Sales Management) | Business, international | Guy, Bonnie S., Patton, W. E. |
Marketing implementation in small and midsized industrial firms. | Business, international | Sashittal, Hemant C., Wilemon, David |
Negotiating successfully in cross-cultural situations. | Business, international | Herbig, Paul, Gulbro, Robert |
New product launch: marketing action and launch tactics for high-technology products. | Business, international | Easingwood, Chris, Beard, Charles |
New product strategy, structure, and performance in two environments.(Special Issue: New Product Development) | Business, international | Droge, Cornelia, Calantone, Roger |
Overhauling the new product processes.(Special Issue: New Product Development) | Business, international | Cooper, Robert G. |
Reengineering using the theory of constraints: a case analysis of Moore business forms. | Business, international | Honeycutt, Earl D., Jr., Tanner, John F., Jr. |
Relationship appraisal: a route to improved reseller channel performance. | Business, international | Hanmer-Lloyd, Stuart A. |
Risk coordinative maneuvers during buyer-seller negotiations. | Business, international | Westbrook, Kevin W. |
Russian networks in transition: implications for managers. | Business, international | Salmi, Asta |
Salesforce behavior: in search of motivational determinants.(Special Issue: Selling and Sales Management) | Business, international | Cadogan, John W., Simintiras, Antonis C., Lancaster, Geoffrey A. |
Service quality and service productivity management practices. | Business, international | Chebat, Jean-Charles, Harvey, Jean, Filiatrault, Pierre |
Shall we gather in the garden: the effect of ingratiatory behaviors on buyer trust in salespeople. (includes appendices) | Business, international | Strutton, David, Pelton, Lou E., Tanner, John F., Jr. |
Situational risk in organizational buying: a basis for adaptive selling.(Special Issue: Selling and Sales Management) | Business, international | Bunn, Michele D., Liu, Ben Shaw-Ching |
Some characteristics of adopters of a major innovation in the computer field and its potential use in marketing.(Special Issue: New Product Development) | Business, international | Trondsen, Tor Jarl |
Stressors, leadership substitutes, and relations with supervision among industrial salespeople. (includes appendix)(Special Issue: Selling and Sales Management) | Business, international | Chonko, Lawrence B., Roberts, James A., Lapidus, Richard S. |
Succeeding in the communiputer age: technology and the marketing mix. | Business, international | Van Doren, Doris C., Courtney, John A. |
Systematic management of differential advantage: a case study from the chemical industry. (includes appendices) | Business, international | Thwaites, Des, Walley, Keith, Foots, Steve |
Technical risk and new product success: an empirical test in high technology business markets. (includes appendix)(Special Issue: New Product Development) | Business, international | Plank, Richard E., Reid, David A., Polk, Robert |
The challenge of sustaining competitive advantage. | Business, international | Slater, Stanley F. |
The conduct of marketing audits: a critical review and commentary. (includes appendix) | Business, international | Brownlie, Douglas |
The importance of the industrial inside sales force: a case study.(Special Issue: Selling and Sales Management) | Business, international | Boyle, Brett A. |
The new product development process for commercial financial services.(Special Issue: New Product Development) | Business, international | Edgett, Scott J. |
The organizational buyer behavior learning organization. | Business, international | Hult, G. Tomas M., Nichols, Ernest L., Jr. |
The transformation of industrial selling: causes and consequences.(Special Issue: Selling and Sales Management) | Business, international | Wotruba, Thomas R. |
The value of nonselling activities at international trade shows. | Business, international | Sharland, Alex, Balogh, Peter |
Use of human judgment models in industrial buyers' vendor selection decisions. (includes appendices) | Business, international | Patton, W.E., III |
This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.