Industrial Marketing Management 1999 - Abstracts

Industrial Marketing Management 1999
TitleSubjectAuthors
A comparison of aggregation approaches for second-order data.(Special Issue: Researching Business and High Technology Markets )(includes appendices)Business, internationalSmith, Brock
Adaptive behavior in buyer-supplier relationships.(Special Issue: Business Relationships and Networks)Business, internationalTurnbull, Peter W., Brennan, Ross
A framework for monitoring customer satisfaction: an empirical illustration.(Special Issue: Researching Business and High Technology Markets )Business, internationalSharma, Subhash, Niedrich, Ronald W., Dobbins, Greg
A new classification of sales resistance.(Special Issue: Selling and Sales Management)Business, internationalHunt, Kenneth A., Bashaw, R. Edward.
Antecedents and consequences of relationship marketing: insights from business service salespeople.Business, internationalSharma, Arun, Tzokas, Nikolaos, Saren, Michael, Kyziridis, Panagiotis
Applying principles of creativity management to marketing research efforts in high-technology markets.(Special Issue: Researching Business and High Technology Markets )Business, internationalHiggins, Lexis F.
Assessing the structure of industrial buying centers with multivariate tools.(Special Issue: Researching Business and High Technology Markets )Business, internationalMorris, Michael H., Berthon, Pierre, Pitt, Leyland F.
Building competitiveness in grocery supply through continuous replenishment planning: insights from the field.Business, internationalVergin, Roger C., Barr, Kevin
Business relationships and networks: managerial challenge of network era.(Special Issue: Business Relationships and Networks)Business, internationalMoller, Kristian K., Halien, Aino
Business-to-business marketing and the World Wide Web: planning, managing, and assessing Web sites.Business, internationalEvans, Joel R., King, Vanessa E.
Communications and expectations in after-sales service provision: experiences of an international Swedish firm.Business, internationalWilson, Timothy L., Bostrom, Ulf, Lundin, Rolf
Country-of-origin effects on purchasing agents' product perceptions: an Australian perspective.Business, internationalQuester, Pascale, Dzever, Sam
Degrees-of-freedom analysis of case data in business marketing research.(Special Issue: Researching Business and High Technology Markets )Business, internationalWoodside, Arch G., Wilson, Elizabeth J.
Disk by mail for industrial survey research: a review and example.(Special Issue: Researching Business and High Technology Markets )Business, internationalMcNaughton, Rod B.
Do American and Mexican purchasing managers perceive ethical situations differently? An empirical investigation.Business, internationalTadepalli, Raghu, Moreno, Abel, Trevino, Salvador
Do customer partnerships improve new product success rates?(Special Issue: Business Relationships and Networks)Business, internationalCooper, Robert G., Campbell, Alexandra J.
Effects of manufacturers' strategies on channel relationships.(includes appendix)Business, internationalLi, Zhan G., Dant, Rajiv P.
Examining the use of team selling by manufacturers' representatives: a situational approach.(includes appendix)Business, internationalKeith, Janet E., Jackson, Donald W., Jr., Widmier, Scott M., Giacobbe, Ralph
How to set up a cooperation network in the production industry: example of the Huber + Suhner AG.(Special Issue: Business Relationships and Networks)Business, internationalLoeser, Bernd O.
Impact of job formalization and administrative controls on attitudes of industrial salespersons.Business, internationalAgarwal, Sanjeev
Import motivation in manufacturer-overseas distributor relationships: guidelines for U.S. industrial exporters.(Statistical Data Included)Business, internationalKatsikeas, Constantine S., Kaleka, Anna
Improving the effectiveness of field sales organizations: a European perspective.(Special Issue: Selling and Sales Management)Business, internationalCravens, David W., Baldauf, Artur
Influence of managerial behaviors and job autonomy on job satisfaction of industrial salespersons: a cross-cultural study.(Special Issue: Selling and Sales Management)(includes appendix)Business, internationalAgarwal, Sanjeev, DeCarlo, Thomas E.
Intercultural interaction strategies and relationship selling in industrial markets.Business, internationalEvans, Kenneth R., Good, David J., Schultz, Roberta J.
Internet use within the U.S. plastics industry.Business, internationalBoyle, Brett A., Alwitt, Linda F.
Key factors in increasing speed to market and improving new product success rates.(includes appendices)Business, internationalLynn, Gary S., Abel, Kate D., Valentine, William S., Wright, Robert C.
Learning in networks.(Special Issue: Business Relationships and Networks)Business, internationalHakansson, Hakan, Pedersen, Ann-Charlott, Havila, Virpi
Managing business relationships by analyzing the effects and value of different actions.(Special Issue: Business Relationships and Networks)Business, internationalFord, David, McDowell, Raymond
Managing interfaces with suppliers.(Special Issue: Business Relationships and Networks)Business, internationalAraujo, Luis, Gadde, Lars-Erik, Dubois, Anna
Navigating through rough waters: the importance of trust in managing sales representatives in times of change.(Special Issue: Selling and Sales Management)(includes appendix)Business, internationalMcNeilly, Kevin M., Lawson, Marian B.
Organizational buying theories: a bridge to relationships theory.(Special Issue: Researching Business and High Technology Markets )Business, internationalTanner, John F., Jr.
Organizing marketing in industrial high-tech firms: the role of internal marketing relationships.(Special Issue: Business Relationships and Networks)Business, internationalMoller, Kristian, Rajala, Arto
Purchase-related factors and buying center structure: an empirical assessment.(Statistical Data Included)Business, internationalGoh, Mark, Lau, Geok-Theng, Phua, Shan Lei
Relationship marketing teams: improving the utilization of customer relationship potentials through a high team design quality.(Special Issue: Business Relationships and Networks)Business, internationalHelfert, Gabriele, Vith, Katharina
Relationship promoters: driving forces for successful customer relationships.(Special Issue: Business Relationships and Networks)Business, internationalWalter, Achim
Research practice in business marketing: a comment on response rate and response bias.(Special Issue: Researching Business and High Technology Markets )Business, internationalWilson, Elizabeth J.
Role of market turbulence in shaping pricing strategy.Business, internationalSmith, Michael F., Sinha, Indrajit, Lancioni, Richard, Forman, Howard
Salesperson failure: sales management is the key.(Special Issue: Selling and Sales Management)Business, internationalDubinsky, Alan J.
Sales Training Evaluation Model (STEM): a conceptual framework.(Special Issue: Selling and Sales Management)Business, internationalPeterson, Robin T., Lupton, Robert A., Weiss, John E.
Segmenting the global market by usage rate of industrial products.(includes appendix)Business, internationalNakip, Mahir
Selecting and training the international sales force: comparison of China and Slovakia.(Statistical Data Included)Business, internationalHoneycutt, Earl D., Jr., Ford, John B., Flaherty, Theresa B., Lupton, Robert A.
Student preferences for sales careers around the Pacific Rim.(Special Issue: Selling and Sales Management)Business, internationalHoneycutt, Earl D., Jr., Ford, John B., Swenson, Michael J., Swinyard, William R.
Survey of new product forecasting practices in industrial high technology and low technology businesses.(Statistical Data Included)Business, internationalSchnaars, Steven P., Skov, Richard B., Lynn, Gary s.
The current state of sales force activities.(Special Issue: Selling and Sales Management)Business, internationalMoncrief, William C., Marshall, Greg W., Lassk, Felicia G.
The determinants of choice set structure in high-technology business markets.(includes appendices)Business, internationalPatterson, Paul G., Dawes, Philip L.
The networking company: antecedents for coping with relationships and networks effectively.(Special Issue: Business Relationships and Networks)Business, internationalRitter, Thomas
Theory testing using case studies in business-to-business research.(Special Issue: Researching Business and High Technology Markets )Business, internationalJohnston, Wesley J., Leach, Mark P., Liu, Annie H.
Understanding customer quality requirements: model and application.Business, internationalHansen, Eric, Bush, Robert J.
Using buyer's information processing to formulate selling strategies.(Special Issue: Selling and Sales Management)Business, internationalBashaw, R. Edward, Hunt, Kenneth A.
When salespeople fail: assessing blame.(Special Issue: Selling and Sales Management)Business, internationalJolson, Marvin A.
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