Journal of Business & Industrial Marketing: Volume 3 Issue 1

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb024738. When citing the article, please…

HOW TO GET MORE FOR YOUR MONEY IN MAIL SURVEYS

Gary L. Clark, Peter F. Kaminski

The question of whether personalization increases or decreases mail survey response rates has not been completely resolved in the marketing literature. Also, few studies address…

SALES FORECASTING USING CYCLICAL ANALYSIS

Joachim Lauer, Terrence O'Brien

A forecasting method involving construction and interpretation of the business cycle is presented. Definition and development of lead indicators are discussed. These tools provide…

GUIDELINES FOR COMPARATIVE ADVERTISING IN INDUSTRIAL TRADE PUBLICATIONS

Thomas H. Stevenson, Linda E. Swayne

Comparative advertising has been viewed as an aggressive advertising tactic that is useful in selected situations. However, because of the risks involved, many advertisers are…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008218. When citing the article, please…

THE SALES FORCE AS A MARKETING INTELLIGENCE SYSTEM

Troy A. Festervand, Stephen J. Grove, R. Eric Reidenbach

In recent years the importance of market‐related information obtained by the sales force and used in marketing decision making has been recognized, but seldom studied. Where…

PRICING DECISION MAKING FOR HIGH‐TECHNOLOGY PRODUCTS AND SERVICES

Joseph P. Grunenwald, Thomas T. Vernon

High‐technology markets are characterized by rapid evolution that alters the emphasis existing in some traditional marketing decisions. This article examines the nature of these…