Industrial Marketing Management 1991 - Abstracts
Industrial Marketing Management 1991 | |||||
Title | Subject | Authors | |||
---|---|---|---|---|---|
An approach to industrial market segmentation. | Business, international | Taylor, Charles R., Laughlin, Jay L. | |||
An approach to selling high-tech solutions. | Business, international | Dunn, Dan T., Jr., Thomas, Claude A., Friar, John H. | |||
Competitor technology intelligence in German companies. | Business, international | Brockhoff, Klaus | |||
Consequences of inventory stockouts. | Business, international | Dion, Paul A., Hasey, Loretta M., Dorin, Patrick C., Lundin, Jean | |||
Countertrade practices in China. | Business, international | Shenkar, Oded, Palia, Aspy P. | |||
Couple the buying and selling teams. | Business, international | Korgaonkar, Pradeep, Puri, S. Joe | |||
Distributor attitudes toward manufacturer-sponsored promotions. | Business, international | Glover, Donald R. | |||
Effective sales force recognition programs. | Business, international | Colletti, Jerome A., Wotruba, Thomas R., Macfie, John S. | |||
Equipment lease accounting in industrial marketing strategy. | Business, international | Wagner, William B., Hall, Patricia K., | |||
Factors affecting industrial mail response rates. | Business, international | Schlegelmilch, Bodo B., Diamantopoulos, Adamantios, Webb, Lori | |||
Faculty/practitioner differences: skills needed for industrial marketing entry positions. | Business, international | Messina, Michael J., Guiffrida, Alfred L., Wood, Gregory R. | |||
Forecasting the potential for new industrial products. | Business, international | French, Michael T., Kendall, David L. | |||
Generating and screening new product ideas. (includes appendix) | Business, international | Rochford, Linda | |||
How annual reports communicate a customer orientation. | Business, international | Judd, Vaughan C., Tims, Betty J. | |||
How are blacks portrayed in business ads? | Business, international | Stevenson, Thomas H. | |||
How buyers and operations personnel evaluate service. | Business, international | Droge, Cornelia, Cooper, M. Bixby, Daugherty, Patricia J. | |||
How electrical contractors choose distributors. | Business, international | Calantone, Roger, Gordon, Geoff, diBenedetto, C.A. | |||
How reverse marketing changes buyer-seller roles. | Business, international | Banting, Peter M., Blenkhorn, David L. | |||
How sales quotas are developed. | Business, international | Good, David J., Stone, Robert W. | |||
How to locate and communicate with overseas customers. | Business, international | Holden, Alfred C. | |||
Key success factors in marketing mature products. (includes appendix) | Business, international | De Vasconcellos, Jorge Albert Sousa | |||
Laptop computers in industrial sales. | Business, international | Lamb, Charles W., Jr., Moncrief, William C., III, Mackay, Jane M. | |||
Marketing strategies for mature industrial products. | Business, international | Michell, Paul C.N., Quinn, Peter, Percival, Edward | |||
Marketing strategies of small industrial manufacturers. | Business, international | Mann, O. Karl, Weinrauch, J. Donald, Pharr, Julie M., Robinson, Patricia A. | |||
Meeting source selection criteria: direct versus distributor channels. | Business, international | Shipley, David, Edgett, Scott, Egan, Colin | |||
Meet today's buying influences with value selling. | Business, international | De Rose, Louis J. | |||
Modes of entering foreign markets. | Business, international | Okoroafo, Sam C. | |||
New focus of U.S. industrial firms in the Pacific Basin. | Business, international | Dawson, Leslie M., Pyle, Jean Larson | |||
New product processes at leading industrial firms. | Business, international | Cooper, Robert G., Kleinschmidt, Elko J. | |||
Overcoming basic problems between manufacturers and distributors. | Business, international | Calantone, Roger J., Gassenheimer, Jule B. | |||
Postal surveys to small manufacturers. | Business, international | Karimabady, H., Brunn, P.J. | |||
Pricing imitative new products. | Business, international | Yoon, Eunsang | |||
Recruiting and retaining committed salespeople. | Business, international | Sager, Jeffrey K. | |||
Ten risks in marketing high-technology products. | Business, international | Meldrum, M.J., Millman, A.F. | |||
The industrial buying process in capitalist and socialist countries. | Business, international | Beracs, Jozsef, Banting, Peter, Gross, Andrew | |||
The interdependency between marketing and manufacturing. | Business, international | St. John, Caron H., Hall, Ernest H., Jr. | |||
The life cycle of the PIMS and BCG models. | Business, international | Narayanan, V.K., McCabe, Donald L. | |||
The role of marketing in material requirements planning systems. | Business, international | Tinsley, Dillard B., Ormsby, Joseph G. | |||
Undergraduate industrial marketing: content and methods. | Business, international | Lichtenthal, J. David, Butaney, Gul | |||
What happens when new competitors enter an industry. | Business, international | Haverty, John L., Kyj, Myroslaw J. | |||
Why U.S. firms don't buy from Latin American companies. | Business, international | Saghafi, Massoud M., Varvoglis, Fanis, Vega, Thomas |
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