Service aspects of industrial products lead to future product purchase intentions
Article Abstract:
Results from two separate mail surveys demonstrate the effects of services ancillary to product offerings to generate future product purchase intentions in industrial markets. Specifically, satisfaction with telephone service was found to be the most important predictor of future product purchase intentions - larger than either delivery service satisfaction or product satisfaction, although all three were significant predictors. Managerial implications are highlighted. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1998
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A dominant product-dominant country framework of industrial export segmentation
Article Abstract:
A 2 x 2 Matrix procedure is developed to guide the managers towards strategic planning, promotion strategies, utilize their product knowledge in specific product sectors and target market sectors for promotion. The role of the government in developing strategies towards advancement of product marketing and encourage extensive trade between the nations can prove advantageous for the marketing of the industrial products in an international market.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
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Customer service strategy options: A multiple case study in a B2B setting
Article Abstract:
A study is conducted to address the issue whether customer service actually has order winning potential in business-to-business (B2B) situations, and to know which customer service strategies are deployed. A literature review was followed by a multiple case study, using 12 organizations from different industries and from different positions in supply chains.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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