Table of contents
Business and industrial marketing: past, present and future
Jeffrey E. Lewin, Wesley J. JohnstonWith the publication of Volume 10 Number 4 1995, the Journal of Business & Industrial Marketing (JBIM) celebrated its tenth anniversary. Over the years, JBIM has emerged as a…
Scanning behavior and environmental variation in the formulation of strategic responses to change
Héctor R. Lozada, Roger J. CalantoneReassesses the relationships between managerial perceptions of movement and discontinuities in the environment, and managers’ abilities and proneness toward engaging in…
Potential problems and solutions when hiring and training a worldwide sales team
Earl D. Honeycutt, John B. FordIn today’s global economy, increasing numbers of companies are entering the international marketplace. The quality of managerial actions in salesforce hiring and training greatly…
US‐based Japanese firms: sales strategies that succeed
Tai K. OhThe tremendous growth of Japanese investment in the USA continues, but US vendors often lack the sales strategies needed to take advantage of this growing market. Recommends…
The effect of reassured anonymity and sponsor on mail survey response rate and speed with a business population
A.J. Faria, John R. DickinsonAlthough considerable research has addressed the impact of various factors on mail survey response rate, relatively little has focussed on survey sponsorship and none has…
The perceived effectiveness of marketer responses to industrial buyer complaints: suggestions for improved vendor performance and customer loyalty
Scott W. Hansen, John E. Swan, Thomas L. PowersIt is important for the industrial marketer to understand and effectively manage the process of complaining behavior in which dissatisfied buyers typically engage. By better…
The ins and the outs of electronic publishing
Mathew WillsElectronic publishing needs a strong input of marketing thinking. Technological hype has created a sales fetish which has little evidence to support its claims. The substantive…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota