Table of contents
Relationship‐oriented characteristics and individual salesperson performance
Bruce D. Keillor, R. Stephen Parker, Charles E. PettijohnOne of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as…
7086
Activity‐based costing: a powerful tool for pricing
John C. LereExplains the differences between traditional cost behavior, which divides costs into variable and fixed categories, and activity‐based costing (ABC), which divides these same…
9658
The impact of computerization on marketing performance
David J. Good, Robert W. StoneAlthough chiefly anecdotal, reports that performance is enhanced through technology has encouraged many marketers to adopt computer systems. To examine this issue, 183 industrial…
2982
Mapping relationships in China: guanxi dynamic approach
Y.H. Wong, Jackie L.M. TamOne of the major hot research topics is relationship marketing. However, limited research has been carried out on the complex notion of guanxi (literally, relationship) in Chinese…
3896
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota