Table of contents
In Search of Excellent Sales Organizations
David W. Cravens, Ken Grant, Thomas N. Ingram, Raymond W. LaForge, Clifford YoungAnalyses salesforce performance and examines high and lowperformance Australian sales organizations. Chief sales executives in 99companies describe their sales organizations 
1560
Marketing Control: Reconceptualization and Implementation Using the Feedforward Method
Raghu TadepalliFeedback control in marketing involves measuring the outputs (results) of marketing decisions, comparing these results to goals,and then taking corrective action so as to meet…
1805
A Profile of UK Manufacturers and West German Agents and Distributors
Richard A. MooreReports on research conducted during 1988 into the channelrelationships of UK manufacturers and German agents and distributors.Develops a profile of UK exporting manufacturers and…
307
Professional Ideology and Marketing Implementation
Richard Whittington, Richard WhippArgues that the widespread weakness of marketing implementationstems from the marketing discipline′s neglect of ideology in theorganizational change process. By contrast with…
1141
ISSN:
0309-0566Online date, start – end:
1967Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Prof. Greg Marshall