Table of contents
Perceptions of Brazilian and Foreign Technology
Carl H. Christensen, Angela da RochaThe images of Brazilian and foreign technology in the Brazilian chemical polymer industry were found to be very different. Foreign technology was generally seen as being superior…
Motivation and Dissatisfaction of Industrial Salespeople — How Relevant is Herzberg's Theory?
David Shipley, Julia KielyThe need for effective industrial sales‐force motivation is emphasised and the theoretical relating to Herzberg's theory is discussed. Previous empirical studies are reviewed and…
Targeting of Fund‐raising Appeals — How to Identify Donors
Bodo. B. SchlegelmilchHow the application of multivariate analysis can aid charities in improving their fund raising appeals is demonstrated. Using a major UK charity as an example and analysing the…
Consumer Protection in China: The Current State of the Art
Suk‐ching Ho, Yat‐ming SinA thriving consumer market is gradually emerging in China following the 1979 economic reform. In the pursuit of greater profits, malpractices on the part of the enterprises at the…
The Benefits of Delivered Pricing
Gary Davies, Jerry Fitchett, Keith GumbrellExporters are encouraged to “sell delivered”. An analysis of survey data on the terms of delivery on exports and imports used by French, German and British companies is presented…
An Examination of the Relative Impact of Growth Strategies on Profit Performance
J. Joseph Cronin, Thomas J. PageThis article investigates the relative impact which marketing growth strategies have on profit performance as opposed to strategic debt utilisation, asset management, and margin…
ISSN:
0309-0566Online date, start – end:
1967Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Prof. Greg Marshall