Industrial Marketing Management 1993 - Abstracts
| Industrial Marketing Management 1993 | |||||
| Title | Subject | Authors | |||
|---|---|---|---|---|---|
| Analyzing the potential of a new market. (includes appendices) | Business, international | Evans, Richard H. | |||
| Brand-naming industrial products. | Business, international | Shipley, David, Howard, Paul | |||
| Countertrade practices in Japan. | Business, international | Palia, Aspy P. | |||
| Expert systems in industrial marketing. (includes appendix) | Business, international | Mentzer, John T., Gandhi, Nimish | |||
| Global make-or-buy decisions. | Business, international | Hibbert, E.P. | |||
| How organizational buyers reduce risk. | Business, international | LaTour, Michael S., Henthorne, Tony L., Williams, Alvin J. | |||
| How U.S.-based companies manage sales in foreign countries. | Business, international | Hill, John S., Allaway, Arthur W. | |||
| Humor in American, British, and German ads. | Business, international | McCullough, Lynette S., Taylor, Robert K. | |||
| Market segmentation practices of industrial markets. | Business, international | Abratt, Russell | |||
| New-product success in the chemical industry. | Business, international | Cooper, Robert G., Kleinschmidt, Elko J. | |||
| Perceived value approach to pricing. | Business, international | Kortge, G. Dean, Okonkwo, Patrick A. | |||
| Product liability cost as a marketing tool. | Business, international | Lackman, Conway, Lanasa, John | |||
| Put work and play into marketing. (includes appendices) | Business, international | Anderson, Joseph V. | |||
| Shortcomings of sales training programs. | Business, international | Honeycutt, Earl D., Jr., Ingram, Thomas N., Howe, Vince | |||
| Systems selling in the aircraft industry. | Business, international | Paliwoda, Stanley J., Bonaccorsi, Andrea J. | |||
| The do's and don'ts of sales forecasting. | Business, international | Herbig, Paul A., Milewicz, John, Golden, James E. | |||
| The implementation of relationship marketing in commercial banking. | Business, international | Ricard, Line, Filiatrault, Pierre, Perrien, Jean | |||
| When to bundle or unbundle products. | Business, international | Paun, Dorothy | |||
| Where industrial sales training is weak. | Business, international | Puri, S. Joe | |||
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