Industrial Marketing Management 1991 - Abstracts

Industrial Marketing Management 1991
TitleSubjectAuthors
An approach to industrial market segmentation.Business, internationalTaylor, Charles R., Laughlin, Jay L.
An approach to selling high-tech solutions.Business, internationalDunn, Dan T., Jr., Thomas, Claude A., Friar, John H.
Competitor technology intelligence in German companies.Business, internationalBrockhoff, Klaus
Consequences of inventory stockouts.Business, internationalDion, Paul A., Hasey, Loretta M., Dorin, Patrick C., Lundin, Jean
Countertrade practices in China.Business, internationalShenkar, Oded, Palia, Aspy P.
Couple the buying and selling teams.Business, internationalKorgaonkar, Pradeep, Puri, S. Joe
Distributor attitudes toward manufacturer-sponsored promotions.Business, internationalGlover, Donald R.
Effective sales force recognition programs.Business, internationalColletti, Jerome A., Wotruba, Thomas R., Macfie, John S.
Equipment lease accounting in industrial marketing strategy.Business, internationalWagner, William B., Hall, Patricia K.,
Factors affecting industrial mail response rates.Business, internationalSchlegelmilch, Bodo B., Diamantopoulos, Adamantios, Webb, Lori
Faculty/practitioner differences: skills needed for industrial marketing entry positions.Business, internationalMessina, Michael J., Guiffrida, Alfred L., Wood, Gregory R.
Forecasting the potential for new industrial products.Business, internationalFrench, Michael T., Kendall, David L.
Generating and screening new product ideas. (includes appendix)Business, internationalRochford, Linda
How annual reports communicate a customer orientation.Business, internationalJudd, Vaughan C., Tims, Betty J.
How are blacks portrayed in business ads?Business, internationalStevenson, Thomas H.
How buyers and operations personnel evaluate service.Business, internationalDroge, Cornelia, Cooper, M. Bixby, Daugherty, Patricia J.
How electrical contractors choose distributors.Business, internationalCalantone, Roger, Gordon, Geoff, diBenedetto, C.A.
How reverse marketing changes buyer-seller roles.Business, internationalBanting, Peter M., Blenkhorn, David L.
How sales quotas are developed.Business, internationalGood, David J., Stone, Robert W.
How to locate and communicate with overseas customers.Business, internationalHolden, Alfred C.
Key success factors in marketing mature products. (includes appendix)Business, internationalDe Vasconcellos, Jorge Albert Sousa
Laptop computers in industrial sales.Business, internationalLamb, Charles W., Jr., Moncrief, William C., III, Mackay, Jane M.
Marketing strategies for mature industrial products.Business, internationalMichell, Paul C.N., Quinn, Peter, Percival, Edward
Marketing strategies of small industrial manufacturers.Business, internationalMann, O. Karl, Weinrauch, J. Donald, Pharr, Julie M., Robinson, Patricia A.
Meeting source selection criteria: direct versus distributor channels.Business, internationalShipley, David, Edgett, Scott, Egan, Colin
Meet today's buying influences with value selling.Business, internationalDe Rose, Louis J.
Modes of entering foreign markets.Business, internationalOkoroafo, Sam C.
New focus of U.S. industrial firms in the Pacific Basin.Business, internationalDawson, Leslie M., Pyle, Jean Larson
New product processes at leading industrial firms.Business, internationalCooper, Robert G., Kleinschmidt, Elko J.
Overcoming basic problems between manufacturers and distributors.Business, internationalCalantone, Roger J., Gassenheimer, Jule B.
Postal surveys to small manufacturers.Business, internationalKarimabady, H., Brunn, P.J.
Pricing imitative new products.Business, internationalYoon, Eunsang
Recruiting and retaining committed salespeople.Business, internationalSager, Jeffrey K.
Ten risks in marketing high-technology products.Business, internationalMeldrum, M.J., Millman, A.F.
The industrial buying process in capitalist and socialist countries.Business, internationalBeracs, Jozsef, Banting, Peter, Gross, Andrew
The interdependency between marketing and manufacturing.Business, internationalSt. John, Caron H., Hall, Ernest H., Jr.
The life cycle of the PIMS and BCG models.Business, internationalNarayanan, V.K., McCabe, Donald L.
The role of marketing in material requirements planning systems.Business, internationalTinsley, Dillard B., Ormsby, Joseph G.
Undergraduate industrial marketing: content and methods.Business, internationalLichtenthal, J. David, Butaney, Gul
What happens when new competitors enter an industry.Business, internationalHaverty, John L., Kyj, Myroslaw J.
Why U.S. firms don't buy from Latin American companies.Business, internationalSaghafi, Massoud M., Varvoglis, Fanis, Vega, Thomas
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