Industrial Marketing Management 1996 - Abstracts

Industrial Marketing Management 1996
TitleSubjectAuthors
Adapting to diverse customers: a training matrix for international marketers. (includes appendix)(Special Issue: Selling and Sales Management)Business, internationalBush, Victoria Davies, Ingram, Thomas
A psychographic segmentation of industrial family businesses.Business, internationalFile, Karen Maru, Prince, Russ Alan
Benefits of customer and competitive orientations in industrial markets.Business, internationalBalakrishnan, Subra
Business services 1982-1992: growth, industry characteristics, financial performance.Business, internationalWilson, Timothy L., Smith, Frank E.
Buyer perceptions of the purchase process and its effect on customer satisfaction.Business, internationalTanner, John F., Jr.
Chinese purchasing managers' preferences and trade-offs in supplier selection and performance evaluation.Business, internationalDubas, Khalid M., Mummalaneni, Venkatapparao, Chao, Chiang-nan
Conducting a sales training audit.Business, internationalHoneycutt, Earl D., Jr.
Consequences of marketing controls among sales and nonsales marketing personnel.(Special Issue: Selling and Sales Management)Business, internationalAgarwal, Sanjeev
Developing futuristic product portfolios: a major panacea for the sluggish American industry.(Special Issue: New Product Development)Business, internationalSamli, A. Coskun
Developing new business-to-business professional services: what factors impact performance? (includes appendix)(Special Issue: New Product Development)Business, internationalDe Brentani, Ulrike, Ragot, Emmanuel
Do closing techniques diminish prospect trust? (includes appendix)(Special Issue: Selling and Sales Management)Business, internationalHawes, Jon M., Strong, James T., Winick, Bernard S.
Encouraging "friendly" complaint behavior in industrial markets: preventing a loss of customers and reputation.Business, internationalSwan, 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, internationalErickson, G. Scott
Examining sales force performance in organizations that use behavior-based sales management processes.(Special Issue: Selling and Sales Management)Business, internationalCravens, David W., Grant, Ken
Exploring strategies for companies that use manufacturers' representatives as their sales force.(Special Issue: Selling and Sales Management)Business, internationalDishman, Paul
Globalizing the emerging high-technology company.(Special Issue: New Product Development)Business, internationalRoberts, Edward B., Senturia, Todd A.
How to improve product management effectiveness. (includes appendix)Business, internationalMurphy, William H., Gorchels, Linda
Impact of the ISO 9000 series standards on industrial marketing.Business, internationalFerguson, Wade
Influence strategies in organizational buying decisions. (includes appendix)Business, internationalSchroder, Bill, Farrell, Mark A.
Long-term relationship in industrial marketing: reality or rhetoric?Business, internationalLow, Brian Koon Huat
Managing r&D - marketing integrating in the new product development process. (includes appendix)(Special Issue: New Product Development)Business, internationalSong, 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, internationalGuy, Bonnie S., Patton, W. E.
Marketing implementation in small and midsized industrial firms.Business, internationalSashittal, Hemant C., Wilemon, David
Negotiating successfully in cross-cultural situations.Business, internationalHerbig, Paul, Gulbro, Robert
New product launch: marketing action and launch tactics for high-technology products.Business, internationalEasingwood, Chris, Beard, Charles
New product strategy, structure, and performance in two environments.(Special Issue: New Product Development)Business, internationalDroge, Cornelia, Calantone, Roger
Overhauling the new product processes.(Special Issue: New Product Development)Business, internationalCooper, Robert G.
Reengineering using the theory of constraints: a case analysis of Moore business forms.Business, internationalHoneycutt, Earl D., Jr., Tanner, John F., Jr.
Relationship appraisal: a route to improved reseller channel performance.Business, internationalHanmer-Lloyd, Stuart A.
Risk coordinative maneuvers during buyer-seller negotiations.Business, internationalWestbrook, Kevin W.
Russian networks in transition: implications for managers.Business, internationalSalmi, Asta
Salesforce behavior: in search of motivational determinants.(Special Issue: Selling and Sales Management)Business, internationalCadogan, John W., Simintiras, Antonis C., Lancaster, Geoffrey A.
Service quality and service productivity management practices.Business, internationalChebat, 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, internationalStrutton, 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, internationalBunn, 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, internationalTrondsen, Tor Jarl
Stressors, leadership substitutes, and relations with supervision among industrial salespeople. (includes appendix)(Special Issue: Selling and Sales Management)Business, internationalChonko, Lawrence B., Roberts, James A., Lapidus, Richard S.
Succeeding in the communiputer age: technology and the marketing mix.Business, internationalVan Doren, Doris C., Courtney, John A.
Systematic management of differential advantage: a case study from the chemical industry. (includes appendices)Business, internationalThwaites, 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, internationalPlank, Richard E., Reid, David A., Polk, Robert
The challenge of sustaining competitive advantage.Business, internationalSlater, Stanley F.
The conduct of marketing audits: a critical review and commentary. (includes appendix)Business, internationalBrownlie, Douglas
The importance of the industrial inside sales force: a case study.(Special Issue: Selling and Sales Management)Business, internationalBoyle, Brett A.
The new product development process for commercial financial services.(Special Issue: New Product Development)Business, internationalEdgett, Scott J.
The organizational buyer behavior learning organization.Business, internationalHult, G. Tomas M., Nichols, Ernest L., Jr.
The transformation of industrial selling: causes and consequences.(Special Issue: Selling and Sales Management)Business, internationalWotruba, Thomas R.
The value of nonselling activities at international trade shows.Business, internationalSharland, Alex, Balogh, Peter
Use of human judgment models in industrial buyers' vendor selection decisions. (includes appendices)Business, internationalPatton, W.E., III
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