Couple competitive analysis to sales force decisions
Article Abstract:
Current approaches to competitive analysis typically provide information that is too general to be integrated into sales management decisions. This paper presents an approach to competitive analysis which uses customer evaluations of competing suppliers to generate intelligence that is tailored to the needs of sales managers. The proposed framework was developed through field research which involved nine different companies and selling situations. A case example is used to illustrate concepts central to the implementation of this approach. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1987
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The challenge of sustaining competitive advantage
Article Abstract:
This article describes how the requirements for sustainable competitive advantage differ depending on the change cycle that characterizes markets. It offers guidelines for evaluating a business's competitive position and describes how organizations in different market environments utilize capabilities such as quality, service, and market-driven learning to achieve competitive advantage. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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Competition, collusion, and confusion: the impact of current antitrust guidelines on competition
Article Abstract:
This article offers suggestions for companies that are planning strategic alliances, which include supplier-reseller partnerships, in light of current US regulations regarding competition and consumer protection. Topics addressed include marketing strategies in a global economy, the goals of mergers and acquisitions, and the lawfulness of competitive collaborations.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2001
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