Multivariate statistics in industrial marketing management: A practitioner tool kit
Article Abstract:
he argument for the similarities between business-to-business (B2B) and business-to-consumer (B2C) marketing is developed and three different multivariate statistical techniques are presented and combined to form a practical tool kit for use by B2B managers on strategic, operational and tactical levels. The results of an application of the techniques in the life science research chemicals industry is reported, demonstrating that the tool kit substantially enhanced managerial understanding of customer decision processes.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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Regulation B2B online reserve auctions through voluntary codes of conduct.
Article Abstract:
The rationale for creating guidelines and codes of conduct for online reverse auction participants and their efficacy in regulating reverse auctions to achieve improved outcomes for market, makers, buyers, and sellers are examined. The data from primary and related secondary sources indicate that industry-specific codes of conduct and guidelines do not had a favorable impact.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
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Mapping network champion behavior in B2B electronic venturing
Article Abstract:
The concept of a new venture, business-to-business (B2B) e-market in the light of participants who are involved in its innovation and diffusion processes is examined. New venture B2B e-markets are widely regarded as a revolutionary mechanism for more competitive and efficient operation of business marketing and procurement systems
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
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