A quest for the "industrial maven."

Article Abstract:

This article introduces the industrial counterpart of the market maven. Calling this entity the "industrial maven," the authors define it, and clarify the concept of industrial mavenism. Further, they report the results of an exploratory study based on a fairly comprehensive cross-section of industries that not only corroborate the existence of industrial mavens but also provide a preliminary confirmation of the characteristics of industrial mavens. The results also reveal that the primary location for an industrial maven is the buying center of a manufacturing company, and point toward the definite possibility of its existence outside the buying center. Finally, the implications of industrial mavenism to industrial marketers are discussed. (Reprinted by permission of the publisher.)

Business-to-business market, Business to business market

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Determinants of export intermediaries' service-mix configurations

Article Abstract:

Export intermediaries (EIs) are classified on the basis of their service offering and the way in which they adjust the composition of their service-mix to a number of internal and external contingencies is discussed.

Management dynamics, Services information, Management, Services, Company business management, Export trading companies

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Congruence of domestic and export marketing strategies: An empirical investigation of its performance implications

Article Abstract:

This study examines the concept of strategic composites, based on the linkage of domestic and export marketing strategies of small and medium manufacturing firms.

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