Exporting at industrial trade shows
Article Abstract:
Foreign buyers come to the U.S. to attend trade shows in great numbers, but selling to them poses a number of problems. Trade shows are a $25 billion yearly expense for industry and, as a sales tool, are second only to television and newspaper advertising. Shows are efficient contact environments, since a sales call has a cost of $68 at the show, while regular;y the average call costs $205. Exporting involves not only sales but other transaction difficulties, such as social differences, that make for communication problems. A survey conducted by a questionnaire sent to sellers revealed that the crucial element to increase export sales at trade shows is an export staff which is knowledgeable and committed.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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Diffusion of product code scanning systems
Article Abstract:
Some studies have suggested that markets can be forecast more accurately by using aggregate segments instead of the old holistic single-market approach. To find out the diffusion patterns for a series of market niches, a study of the U.S. retail grocery stores using the scanning method was conducted between June 1974 and June 1984. Results indicate that the segmentation method is not a generally more efficient approach, but there are many market areas where the single-market method is more efficient. An additional difficulty with segmentation is that diffusion behavior is not easy to define.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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Global marketing and procurement of industrial products: institutional design of interfirm functional tasks
Article Abstract:
The management of industrial procurements in international marketing scenarios is discussed.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2006
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