| Industrial Marketing Management 1998 |
| Title | Subject | Authors |
|---|
| Activity-based costing: accounting for a market orientation. | Business, international | Locander, William B., Marshall, Greg W., Goebel, Daniel J. |
| A holistic approach to countertrade. | Business, international | Fletcher, Richard |
| An interactive power activation approach to departmental influence in organizational purchasing decisions. | Business, international | Ryan, Michael J., Katrichis, Jerome M. |
| A typology of political economies and strategies in international selling. | Business, international | Brouthers, Lance Eliot, Lamb, Charles W., Jr., Marshall, Greg W. |
| Balancing theory and practice: a reappraisal of business-to-business segmentation. | Business, international | Mitchell, Vincent-Wayne, Wilson, Dominic F. |
| Business-to-business selling determinants of quality. | Business, international | Westbrook, Kevin W., Peterson, Robert M. |
| Conflict between engineers and marketers: the engineer's perspective. | Business, international | Shaw, Vivienne, Shaw, Christopher T. |
| Cost-effectiveness of follow-up strategies in improving the response rate of mail surveys. | Business, international | Fox, Christine M., Robinson, K. Lynne, Boardley, Debra |
| Diffusing against mature technology: issues and strategy. | Business, international | Weiss, Joel A., Dale, Bruce C. |
| Effective organization and management of technology assimilation: the case of Taiwanese information technology firms. | Business, international | Wong, Veronica, Shaw, Vivienne, Sher, Peter J.H. |
| Evaluating strategic investments: complementing discounted cash flow analysis with options analysis. | Business, international | Slater, Stanley F., Reddy, Venkateshwar K., Zwirlein, Thomas J. |
| Exploring departmental level interaction patterns in organizational purchasing decisions. | Business, international | Katrichis, Jerome M. |
| Exporting problems of industrial manufacturers. (includes appendix) | Business, international | Morgan, Robert E., Katsikeas, Constatine S. |
| High-technology buying in low-technology environment: the issues in new market economies. | Business, international | Djeflat, Abdelkader |
| Impact of organizational and contract flexibility on outsourcing contracts. | Business, international | Hult, G. Tomas M., Giunipero, Larry C., Harris, Audley |
| Improving response rates in cross-cultural mail surveys. | Business, international | Fahy, John |
| Industrial mail surveys: a methodological update. | Business, international | O'Reilly, Daragh, Jobber, David |
| Information sources used by an organization during a complex decision process: an exploratory study. | Business, international | Brossard, H.L. |
| Is industrial advertising still sexist; it's in the eye of the beholder. | Business, international | LaTour, Michael S., Henthorne, Tony L., Williams, Alvin J. |
| Items to consider for just-in-time use in marketing channels: toward a development of a decision tool. | Business, international | Erdem, S. Altan, Swfit, Cathy Owens |
| Logistics performance measurement and customer success. | Business, international | Cooper, M. Bixby, Fawcett, Stanley E. |
| Managing a total quality orientation: factors affecting customer satisfaction. (includes appendix) | Business, international | Mohr-Jackson, Iris |
| Managing interorganizational diffusion of technological innovations. | Business, international | Srivastava, Rajendra K., Kim, Namwoon |
| Marketing industrial products on the Internet. | Business, international | Honeycutt, Earl D., Jr., Flaherty, Theresa B., Benassi, Ken |
| Miscomprehension gap between CPAs and their corporate customers. | Business, international | Chebat, Jean-Charles, Filiatrault, Pierre, Savard, Martin |
| Moneyless business exchange: practitioners' attitudes to business-to-business barter in Australia. | Business, international | Liesch, Peter W., Birch, Dawn |
| National accounts revisited: new lessons from recent investigations. | Business, international | Nitse, Philip S., Dishman, Paul |
| New product development from past research to future applications. | Business, international | Barclay, Ian, Poolton, Jenny |
| Planning market share growth in mature business markets. (includes appendices) | Business, international | Weber, John A., Dholakia, Utpal |
| Relationship marketing in practice: myths and realities. | Business, international | Morris, Michael H., Page, Michael, Brunyee, Janinne |
| Service aspects of industrial products lead to future product purchase intentions. (includes appendix) | Business, international | Smith, Kirk |
| Single sourcing and supplier certification: performance and relationship implications. | Business, international | Larson, Paul D., Kulchitsky, Jack D. |
| Strategy-based segmentation of industrial markets. | Business, international | Frambach, Ruud T., Verhallen, Theo M.M., Prabhu, Jaideep |
| The earnings gap between male and female sales managers. | Business, international | Menguc, Bulent |
| The role of bonus pay in salesforce compensation plans. (includes appendix) | Business, international | Kalwani, Manohar U., Joseph, Kissan |
| The role of marketing in the company turnaround process. | Business, international | Harker, Michael |
| The salesperson's operating freedom: a matter of perception. | Business, international | DelVecchio, Susan K. |
| Unifying marketing: the synchronous marketing process. (includes appendix) | Business, international | Mroz, Ralph P. |
| What is a profitable product? | Business, international | South, John B., Oliver, John E. |
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