Triad lessons: generalizing results on high performance firms in five business-to-business markets

Article Abstract:

Research describing a comparison of the business-to-business relationships of firms in five different countries is presented. The study shows that common patterns of success emerge that transcend national and cultural differences.

International aspects, Corporate culture, Business success

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The impact of location factors on the attractiveness and optimal space shares of product categories

Article Abstract:

Research describing the attractiveness of product categories in relation to their location within a store is presented. It is shown that optimal allocation of store space leads to significant increases in profitability.

Retail industry, Retail trade, Store design

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Combining value and price to make purchase decisions in business markets

Article Abstract:

Research describing the methods of purchasing managers is presented. In particular the influences of product values and prices are examined and inducements to choose higher priced product offerings suggested.

Purchasing

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