Table of contents
Barriers impeding effective implementation of marketing plans – a training agenda
Lyndon SimkinThe literature has for more than two decades warned of operational, organizational, dysfunctional, market and managerial barriers hindering the actioning of marketing plans and…
Customer satisfaction in industrial markets: opening up the concept
Henrikki Tikkanen, Kimmo AlajoutsijärviThe purpose of this paper is to “open up” the concept of customer satisfaction in industrial markets through arguing for a broader, contextually sensitive perspective to the…
Exploring the sales manager’s feedback to a failed sales effort
Harry A. Harmon, Gene Brown, Robert E. Widing, Kevin L. HammondObserves that previous research on the value and effect of supervisory feedback has focused on the recipient of the feedback (the salesperson). The research reported in this…
The measurement and evaluation of mutual dependence in specific dyadic business relationships
Göran SvenssonWhile the research of dyadic business relationships is often dedicated to measuring and evaluating the dependence between actors as a unidirectional phenomenon, it is sometimes…
Technical and social bonds within business‐to‐business relationships
Chad Perry, Angele Cavaye, Len CooteMost research about relationships and networks concentrates on social bonds such as trust and commitment. Little research considers technical bonds and how they interact with…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota