Market segmentation: Diagnosing and treating the barriers
Article Abstract:
Research into marketing management strategies for market segmentation are given. Using research previously obtained, this article develops a diagnostic tool to asses market segmentation and possible solutions for success management of such areas in marketing.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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On recontextualising sales resistance: A defense of information processing-based classifications
Article Abstract:
A defense of previous research done on sales resistance recontextualization is given. The authors defend their prior research which was based on processing based two dimensional classifications of objections and counterarguments.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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Theory-testing using case studies
Article Abstract:
Research and analysis in response to a previous research paper arguing the use of case studies in industrial marketing management is given. This article analyzes the cases studies generalizability in theory testing.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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- Abstracts: Creating value that cannot be copied. Recontextualizing sales resistance
- Abstracts: Do source of mailing and monetary incentives matter in international industrial mail surveys? Brand values related to industrial products
- Abstracts: Can you buy a business relationship. Embeddedness and the evolution of global networks. Value creation in Buyer - seller relationships