Table of contents
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008161. When citing the article, please…
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb059586. When citing the article, please…
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb006009. When citing the article, please…
THE LAW AND SELLING
Joseph P. VaccaroSalespeople assume legal obligations every time they talk with a potential buyer. Obviously, the sales manager is ultimately accountable for these obligations. It is crucial…
PARTICIPATION IN THE BUYING PROCESS: A VENDOR'S PERSPECTIVE
Richard M. Reese, Louis H. StoneThe objective of this research was to explore the question, “Who is involved in the various phases of the organizational buying process?” To provide a framework for analysis, a…
FINE‐TUNING THE CHANNELS
Larry S. CombsThe product life cycle has been a widely recognized tool for studying overall market behavior and estimating growth potential. Its most common application has been in the decision…
BUSINESS‐TO‐BUSINESS: A VALUE‐ADDED SERVICE TO BUILD OPPORTUNITY
S. Michael ZibrunUtilization of the telephone to add incremental business is now an accepted merchandising approach. What only a few short years ago was viewed as “nuisance calls” has now…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota