| Industrial Marketing Management 1997 |
| Title | Subject | Authors |
|---|
| Advertising budgeting practices in agribusiness: the case of farmer cooperatives. | Business, international | Miles, Morgan P., White, John B., Munilla, Linda S. |
| An exploration of branding in industrial markets. | Business, international | Doyle, Peter, Wong, Veronica, Mudambi, Susan McDowell |
| An international profile of countertrading firms. | Business, international | Paun, Dorothy A. |
| A note on the response effects of laboratory- versus respondent-located computer-administered questioning. | Business, international | Jaffe, Eugene D., Pasternak, Hanoch |
| A portfolio approach to supplier relationships. (includes appendix)(Special Issue: Relationship Marketing) | Business, international | Ellram, Lisa M., Olsen, Rasmus Friis |
| A quest for the "industrial maven." | Business, international | Nataraajan, Rajan, Angur, Madhukar G. |
| Building a supplier-customer relationship using joint new product development.(Special Issue: Relationship Marketing) | Business, international | Comer, James M., Zirger, B.J. |
| Classification of industrial services: a model with strategic implications. | Business, international | Harvey, Michael, Boyt, Tom |
| Customer value change in industrial marketing relationships: a call for new strategies and research.(Special Issue: Relationship Marketing) | Business, international | Gardial, Sarah Fisher, Woodruff, Robert B., Flint, Daniel J. |
| Effect of just-in-time purchasing relationships on organizational design, purchasing department configuration, and firm performance.(Special Issue: Relationship Marketing) | Business, international | Droge, Cornelia, Germain, Richard |
| Employing information technology in purchasing: buyer-supplier relationships and size of the supplier base.(Special Issue: Relationship Marketing) | Business, international | Sriram, Ven, Stump, Rodney L. |
| Exploring for competitive advantages in business markets. (includes appendices) | Business, international | Weber, John A. |
| Franchising as a form of divestment: an Italian study. | Business, international | Baroncelli, Alessandro, Manaresi, Angelo |
| Generating marketing resources by means of R&D activities in high technology firms. | Business, international | Tzokas, Nikolaos, Saren, Michael, Brownlie, Douglas |
| High-tech industry marketing: the elements of a sophisticated global strategy. | Business, international | Davies, Warnock, Brush, Kathleen E. |
| Industrial firms and the power of mission. | Business, international | Bart, Christopher K. |
| Interfirm relationships in the supply chain: the small supplier's view. | Business, international | Celuch, Kevin G., Kasouf, Chickery J. |
| Maintaining client commitment in advertising agency-client relationships. (includes appendices) | Business, international | LaBahn, Douglas W., Kohli, Chiranjeev |
| Managing business relationships and positions in industrial networks.(Special Issue: Relationship Marketing) | Business, international | Low, Brian Koon Huat |
| Managing business-to-business marketing relationships in consulting engineering firms.(Special Issue: Relationship Marketing) | Business, international | Filiatrault, Pierre, Lapierre, Jozee |
| Manufacturer influence versus manufacturer 'salesperson' influence over the industrial distributor. | Business, international | Zemanek, James E., Jr. |
| Marketing and environmental registration/certification: what industrial marketers should understand about ISO 14000. | Business, international | Miles, Morgan P., Munilla, Linda S., Russell, Gregory R. |
| Marketing orientation and company performance: industrial vs. consumer goods companies. | Business, international | Avlonitis, George J., Gounaris, Spiros P. |
| Measuring cycle time of the global procurement process. | Business, international | Hult, G. Thomas M. |
| National account management sales training and directions for improvement: a focus on skills/abilities. | Business, international | Weeks, William A., Stevens, Carl G. |
| New product development process: stages and successes in the medical products industry. | Business, international | Rudelius, William, Rochford, Linda |
| Normative models and practical applications of segmentation in business markets. | Business, international | Kalafatis, Stavros P., Cheston, Vicki |
| Organizing for effective new product development: an exploratory study of Dutch and Belgian industrial firms. | Business, international | Langerak, Fred, Peelen, Ed, Commandeur, Harry |
| Proactive product service strategies: an application in the European health market. (includes appendices) | Business, international | Frambach, Ruud T., Wels-Lips, Inge, Gundlach, Arjan |
| Relationship marketing: an agenda for inquiry.(Special Issue: Relationship Marketing) | Business, international | Sheth, Jagdish N., Sharma, Arun |
| Relationships between businesses and marketing research firms: impact of partnering on performance. | Business, international | Boughton, Paul D., Nowak, Linda I., Pereira, Arun J.A. |
| Scope and intensity of logistics-based strategic alliances: a conceptual classification and managerial implications.(Special Issue: Relationship Marketing) | Business, international | Parasuraman, A., Zinn, Walter |
| Selling alliances: issues and insights. (includes appendix)(Special Issue: Relationship Marketing) | Business, international | Smith, J. Brock |
| Stressors, leadership substitutes, and relations with supervision among industrial salespeople. (includes appendix) | Business, international | Chonko, Lawrence B., Roberts, James A., Lapidus, Richard S. |
| Supplier relational behavior: an empirical assessment. (includes appendix) | Business, international | Leuthesser, Lance |
| Supplier relationships: emerging issues and challenges.(Special Issue: Relationship Marketing) | Business, international | Sheth, Jagdish N., Sharma, Arun |
| Survey of countertrade practices in Australia. | Business, international | Palia, Aspy P., Liesch, Peter W. |
| Technical knowledge as value added in business markets: implications for procurement and marketing. (includes appendix) | Business, international | Johnson, Bruce, Ghingold, Morry |
| Technological teaming as a marketing strategy. | Business, international | Good, David J., Schultz, Roberta J. |
| Testing manufacturers' acceptance of competing subcontractor price-quality-service designs. | Business, international | Woodside, Arch G., Liukko, Timo, Vuori, Risto |
| The information superhighway goes international: implications for industrial sales transactions. | Business, international | Samli, A. Coskun, Herbig, Paul, Wills, James R., Jr. |
| Total quality management at work: development of an effective competitive analysis process. | Business, international | Bigwood, Michael |
| Toward a model of business-to-business marketing communications effects. | Business, international | Johnston, Wesley J., Gilliland, David I. |
| Training requirements for professional certification of manufacturers' representatives. | Business, international | Weinrauch, J. Donald, Stevens, Marilyn, Carlson, Rodney L. |
| What information can relationship marketers obtain from customer evaluations of salespeople?(Special Issue: Relationship Marketing) | Business, international | Sharma, Arun, Lambert, Douglas M., Levy, Michael |
| Women in the business-to-business salesforce: some differences in performance factors. | Business, international | Dion, Paul A., Easterling, Debbie, Javalgi, Raj |
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