Extending the external validity of the FITD effect to the industrial marketplace

Article Abstract:

The foot-in-the-door (FITD) effect has been extensively researched in prosocial settings. Several researchers have advocated its use as an influence strategy in marketing settings although no empirical evidence has previously been published regarding its operation in industrial-economic settings. This study experimentally tests the effect in an actual industrial marketing setting. The organization in which the study was carried out markets telecommunications products and the study sample exposed to the influence strategies consisted of potential customers -- general managers and marketing managers representing industrial firms in the wholesale trade sector. (Reprinted by permission of the publisher.)

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The size and composition of the buying firm's negotiation team in rebuys of component parts

Article Abstract:

This manuscript reports the findings from a field study which focused on the buying firm's negotiation team in one commonplace industrial purchase, the rebuy of a component part. The buying firm's negotiators are described, and several variables hypothesized to affect the team's size and functional composition are investigated. The results suggest a number of recommendations for marketers in terms of how they might tailor their approach to these negotiations. (Reprinted by permission of the publisher.)

Negotiation, Negotiations

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An empirical study of factors influencing innovation implementation in industrial sales organizations

Article Abstract:

The authors formulate and test a model of organizational factors leading to successful implementation of the telemarketing innovation. Data to test the model were collected by interviewing two key informants in each of 110 industrial salesforces. Support was found for many of the individual hypotheses in the model. Preliminary conclusions are drawn for marketing management and theory. (Reprinted by permission of the publisher.)

Models, Innovations, Marketing management, Telemarketing

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