Industrial Marketing Management 1999 |
Title | Subject | Authors |
A comparison of aggregation approaches for second-order data.(Special Issue: Researching Business and High Technology Markets )(includes appendices) | Business, international | Smith, Brock |
Adaptive behavior in buyer-supplier relationships.(Special Issue: Business Relationships and Networks) | Business, international | Turnbull, Peter W., Brennan, Ross |
A framework for monitoring customer satisfaction: an empirical illustration.(Special Issue: Researching Business and High Technology Markets ) | Business, international | Sharma, Subhash, Niedrich, Ronald W., Dobbins, Greg |
A new classification of sales resistance.(Special Issue: Selling and Sales Management) | Business, international | Hunt, Kenneth A., Bashaw, R. Edward. |
Antecedents and consequences of relationship marketing: insights from business service salespeople. | Business, international | Sharma, 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, international | Higgins, Lexis F. |
Assessing the structure of industrial buying centers with multivariate tools.(Special Issue: Researching Business and High Technology Markets ) | Business, international | Morris, Michael H., Berthon, Pierre, Pitt, Leyland F. |
Building competitiveness in grocery supply through continuous replenishment planning: insights from the field. | Business, international | Vergin, Roger C., Barr, Kevin |
Business relationships and networks: managerial challenge of network era.(Special Issue: Business Relationships and Networks) | Business, international | Moller, Kristian K., Halien, Aino |
Business-to-business marketing and the World Wide Web: planning, managing, and assessing Web sites. | Business, international | Evans, Joel R., King, Vanessa E. |
Communications and expectations in after-sales service provision: experiences of an international Swedish firm. | Business, international | Wilson, Timothy L., Bostrom, Ulf, Lundin, Rolf |
Country-of-origin effects on purchasing agents' product perceptions: an Australian perspective. | Business, international | Quester, Pascale, Dzever, Sam |
Degrees-of-freedom analysis of case data in business marketing research.(Special Issue: Researching Business and High Technology Markets ) | Business, international | Woodside, 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, international | McNaughton, Rod B. |
Do American and Mexican purchasing managers perceive ethical situations differently? An empirical investigation. | Business, international | Tadepalli, Raghu, Moreno, Abel, Trevino, Salvador |
Do customer partnerships improve new product success rates?(Special Issue: Business Relationships and Networks) | Business, international | Cooper, Robert G., Campbell, Alexandra J. |
Effects of manufacturers' strategies on channel relationships.(includes appendix) | Business, international | Li, Zhan G., Dant, Rajiv P. |
Examining the use of team selling by manufacturers' representatives: a situational approach.(includes appendix) | Business, international | Keith, 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, international | Loeser, Bernd O. |
Impact of job formalization and administrative controls on attitudes of industrial salespersons. | Business, international | Agarwal, Sanjeev |
Import motivation in manufacturer-overseas distributor relationships: guidelines for U.S. industrial exporters.(Statistical Data Included) | Business, international | Katsikeas, Constantine S., Kaleka, Anna |
Improving the effectiveness of field sales organizations: a European perspective.(Special Issue: Selling and Sales Management) | Business, international | Cravens, 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, international | Agarwal, Sanjeev, DeCarlo, Thomas E. |
Intercultural interaction strategies and relationship selling in industrial markets. | Business, international | Evans, Kenneth R., Good, David J., Schultz, Roberta J. |
Internet use within the U.S. plastics industry. | Business, international | Boyle, Brett A., Alwitt, Linda F. |
Key factors in increasing speed to market and improving new product success rates.(includes appendices) | Business, international | Lynn, Gary S., Abel, Kate D., Valentine, William S., Wright, Robert C. |
Learning in networks.(Special Issue: Business Relationships and Networks) | Business, international | Hakansson, 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, international | Ford, David, McDowell, Raymond |
Managing interfaces with suppliers.(Special Issue: Business Relationships and Networks) | Business, international | Araujo, 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, international | McNeilly, Kevin M., Lawson, Marian B. |
Organizational buying theories: a bridge to relationships theory.(Special Issue: Researching Business and High Technology Markets ) | Business, international | Tanner, John F., Jr. |
Organizing marketing in industrial high-tech firms: the role of internal marketing relationships.(Special Issue: Business Relationships and Networks) | Business, international | Moller, Kristian, Rajala, Arto |
Purchase-related factors and buying center structure: an empirical assessment.(Statistical Data Included) | Business, international | Goh, 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, international | Helfert, Gabriele, Vith, Katharina |
Relationship promoters: driving forces for successful customer relationships.(Special Issue: Business Relationships and Networks) | Business, international | Walter, Achim |
Research practice in business marketing: a comment on response rate and response bias.(Special Issue: Researching Business and High Technology Markets ) | Business, international | Wilson, Elizabeth J. |
Role of market turbulence in shaping pricing strategy. | Business, international | Smith, Michael F., Sinha, Indrajit, Lancioni, Richard, Forman, Howard |
Salesperson failure: sales management is the key.(Special Issue: Selling and Sales Management) | Business, international | Dubinsky, Alan J. |
Sales Training Evaluation Model (STEM): a conceptual framework.(Special Issue: Selling and Sales Management) | Business, international | Peterson, Robin T., Lupton, Robert A., Weiss, John E. |
Segmenting the global market by usage rate of industrial products.(includes appendix) | Business, international | Nakip, Mahir |
Selecting and training the international sales force: comparison of China and Slovakia.(Statistical Data Included) | Business, international | Honeycutt, 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, international | Honeycutt, 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, international | Schnaars, Steven P., Skov, Richard B., Lynn, Gary s. |
The current state of sales force activities.(Special Issue: Selling and Sales Management) | Business, international | Moncrief, William C., Marshall, Greg W., Lassk, Felicia G. |
The determinants of choice set structure in high-technology business markets.(includes appendices) | Business, international | Patterson, Paul G., Dawes, Philip L. |
The networking company: antecedents for coping with relationships and networks effectively.(Special Issue: Business Relationships and Networks) | Business, international | Ritter, Thomas |
Theory testing using case studies in business-to-business research.(Special Issue: Researching Business and High Technology Markets ) | Business, international | Johnston, Wesley J., Leach, Mark P., Liu, Annie H. |
Understanding customer quality requirements: model and application. | Business, international | Hansen, Eric, Bush, Robert J. |
Using buyer's information processing to formulate selling strategies.(Special Issue: Selling and Sales Management) | Business, international | Bashaw, R. Edward, Hunt, Kenneth A. |
When salespeople fail: assessing blame.(Special Issue: Selling and Sales Management) | Business, international | Jolson, Marvin A. |
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