| Industrial Marketing Management 2004 |
| Title | Subject | Authors |
|---|
| A classification of business-to-business buying decisions: risk importance and probability as a framework for e-business benefits. | Business, international | Celuch, Kevin G., Kasouf, Chickery J., Hunter, Lisa M., Curry, Kathryn A. |
| A comparison of manufacturers and financial services suppliersE and buyersE use of relationship management methods. | Business, international | Turnbull, Peter W., Naude, Peter, Leck, Sheena |
| A comparison of marketing approaches used by high-tech firms: 1985 versus 2001. | Business, international | Traynor, Kenneth, Traynor, Susan |
| A contextual model of negotiation orientation. | Business, international | Rose, Randall L., Brooks, Bradley W. |
| Across the threshold: Role of performance and compatibility in innovative new products' market penetration. | Business, international | Sang-Hoon Kim, Nam, Sangjoon |
| A method for identifying and assessing key customer group needs. | Business, international | Wagner, Ernesto R., Hansen, Eric N. |
| A methodological approach to the marketing process in the biotechnology-based companies. | Business, international | Fontes, Margarida, Heitor, Manuel V., Costa, Carla |
| Analyzing business relationships and distinguishing different interaction levels. | Business, international | Holmlund, Maria |
| An evaluation of divergent perspectives on customer relationship management: Towards a common understanding of an emerging phenomenon. | Business, international | Johnston, Wesley J., Bellenger, Danny N., Zablah, Alex R. |
| An examination of the foreign market knowledge of exporting firms based in the People's Republic of China: Its determinants and effect on export intensity. | Business, international | Li Ling-yee |
| A quantitative exploration of communication's role in determining the governance of manufacturer-retailer relationships. | Business, international | Holden, Mary T., O'Toole, Thomas |
| Balancing between stability and variety: Identity and trust trade-offs in networks. | Business, international | Huemer, Lars |
| Brand equity in the business-to-business market. | Business, international | Abratt, Russell, Bendixen, Mike, Bukasa, Kalala A. |
| Complementary approaches to preliminary foreign market opportunity assessment: Country clustering and country ranking. | Business, international | Cavusgil, S. Tamer, Yeniyurt, Sengun, Kiyak, Tunga |
| Conceptualising communications strategy from a relational perspective. | Business, international | Gronroos, Christian, Lindberg-Repo, Kirsti |
| Configuring and managing strategic supplier portfolios. | Business, international | Wagner, Stephan M., Johnson, Jean L. |
| Criteria employed for go/no-go decisions when developing successful highly innovative products. | Business, international | Carbonell-Foulquie, Pilar, Munuera-Aleman, Jose L., Rodriguez-Escudero, Ana I. |
| Crossing east-west boundaries: Knowledge sharing in intercultural business networks. | Business, international | Moller, Kristian, Svahn, Senia |
| Customer service strategy options: A multiple case study in a B2B setting. | Business, international | Wouters, Joost P.M. |
| Customer value, overall satisfaction, end-user loyalty, and market performance in detail intensive industries. | Business, international | Dion, Paul A., Spiteri, Joseph M. |
| Designing channel incentives to overcome reseller rejection. | Business, international | Gilliland, David I. |
| Does the level of experience have an affect on CRM programs? Exploratory research findings.(Customer Relationship management) | Business, international | Hart, Susan, Hogg, Gillian, Banerjee, Madhumita |
| Exploring the characteristics of the market-driven firms and antecedents to sustained competitive advantage. | Business, international | O'Cass, Aron, Weerawardena, Jay |
| Industrial manufacturer-customer relationships: The discriminating role of the buying situation. | Business, international | Leonidou, Leonidas C. |
| Innovativeness: Its antecedents and impact on business performance. | Business, international | Hurley, Robert F., Knight, Gary A., Hult, G. Thomas M. |
| Interaction in business relationships: A time perspective. | Business, international | Medlin, Christopher John |
| Internetworked after-sales service. | Business, international | Wilson, Timothy L., Zackariasson, Peter |
| Investigating the decision criteria used in electronic components procurement. | Business, international | Bharadwaj, Neeraj |
| Job selection among salespeople: A bounded rationality perspective. | Business, international | Flaherty, Karen E., Pappas, James M. |
| Key network management. | Business, international | Ojasalo, Jukka |
| Managerial perceptions of sales training and performance. | Business, international | Honeycutt, Earl D., Jantan, M. Asri, Thelen, Shawn T., Attia, Ashraf M. |
| Managing collaboration within networks and relationships. | Business, international | Purchase, Sharon, Batt, Peter J. |
| Managing commitments and flexibility by real options. | Business, international | Rese, Mario, Roemer, Ellen |
| Managing in complex business networks. | Business, international | Ritter, Thomas, Wilkinson, Ian F., Johnston, Wesley |
| Managing the trade-off between relationships and value networks. Towards a value-based approach of customer relationship management in business-to-business markets. | Business, international | Ehret, Michael |
| Market-driving versus market-driven: Divergent roles of market orientation in business relationships. | Business, international | Moller, Kristian, Tuominen, Matti, Rajala, Arto |
| Market orientation and customer satisfaction: evidence from British machine tool industry. | Business, international | Singh, Satyendra, Ranchhod, Ashok |
| Market orientation and organizational performance: A comparison of industrial versus consumer companies in mainland China using market orientation scale (MARKOR). | Business, international | Kaynak, Erdener, Kara, Ali |
| Measuring intangible value in business-to-business buyer-seller relationships: An intellectual capital perspective. | Business, international | Baxter, Roger, Matear, Sheelagh |
| Measuring new product success: an empirical investigation of Australian SMEs. | Business, international | Brown, Alan, Soutar, Geoffrey N., Xueli Huang |
| Multivariate statistics in industrial marketing management: A practitioner tool kit. | Business, international | Naude, Pete, Naim, Agnes, Ede, Laurence |
| Navigating the new product development process. | Business, international | Hultink, Erik Jan, Hart, Susan, Tzokas, Nikolaos |
| Organizational antecedents of environmental responsiveness in industrial new product development. | Business, international | Peattie, Ken, Wright, Gillian, Pujari, Devashish |
| Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research. | Business, international | Chonko, Lawrence B., Roberts, James A., Jones, Eli, Rangarajan, Deva |
| Product profitability: Causes and effects. | Business, international | Sievanen, Matti, Suomala, Petri, Paranko, Jari |
| Relationship marketing and contract theory. | Business, international | Seshadri, Sudhi, Mishra, Randhir |
| Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors. | Business, international | Chonko, Lawrence B., Roberts, James A., Jones, Eli |
| Segmentation: Identification, intuition, and implementation. | Business, international | Palmer, R. A., Millier, P. |
| Sources, uses, and forms of data in the new product development process. | Business, international | Zahay, Debra, Griffin, Abbic, Fredericks, Elisa |
| Successful branding of a commodity product: The case of RAEX LASER steel.(Rautaruukki Oy) | Business, international | McQuiston, Daniel H. |
| Supply source selection criteria: The impact of supplier performance on distributor performance. | Business, international | Katsikeas, Constantine S., Katsikea, Eva, Paparoidamis, Nicholas G. |
| The asymmetric relationship between attribute-level performance and overall customer satisfaction: A reconsideration of the importance-performance analysis. | Business, international | Matzler, Kurt, Bailom, Franz, Hinterhuber, Hans H., Renzl, Birgit, Pichler, Johann |
| The drop and collect survey among industrial populations: theory and empirical evidence. | Business, international | Ibeh, Kevin, Brock, Jurgen Kai-Uwe, Yu Josephine Zhou |
| The dynamics of business orientation: The case of the Volvo Car Corporation. | Business, international | Wensley, Robin, Hong Liu, Roos, Lars-Uno |
| The effects of technology-mediated communication on industrial buyer behavior. | Business, international | MacDonald, Jason B. |
| The framework of a global company: A conceptualization of preliminary validation. | Business, international | Cavusgil, S. Tamer, Yeniyurt, Sengun, Townsend, Janell D. |
| The framework of a global company: A conceptualization of preliminary validation. | Business, international | Cavusgil, S. Tamer, Yeniyurt, Sengun, Townsend, Janell D. |
| The R&D and marketing cooperation across new product development stages: An empirical study of Taiwan's IT industry. | Business, international | Louis Y.Y. Lu, Chyan Yang |
| The role of e-marketplaces in supply chain management. | Business, international | Teck-Yong Eng |
| The role of learning and technical capabilities in predicting adoption of B2B technologies.(business-to-business) | Business, international | Handfield, Robert B., Zahay, Debra L. |
| The role of multichannel integration in customer relationship management. | Business, international | Payne, Adrian, Frow, Pennie |
| The role of the Internet in new product performance: A conceptual investigation. | Business, international | Muammer Ozer |
| Towards value-based pricing- An integrative framework for decision making. | Business, international | Hinterhuber, Andreas |
| Use of the written contract in long-lasting business relationships. | Business, international | Roxenhall, Tommy, Ghauri, Pervez |
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