Journal of Business & Industrial Marketing: Volume 3 Issue 2

HOW SALESPEOPLE ERR WITH PURCHASERS: OVERSTEPPING ETHICAL BOUNDS

I. Fredrick Trawick, John E. Swan

Introduction Perhaps one of the most embarrassing and painful things that can occur in dealing with another is to suggest that a person would commit an immoral act and then find…

PROMOTING COMMODITY PRODUCTS WITH CO‐OP

Sanford Maizel

It's no secret that an aggressive co‐op advertising campaign can make an important difference in the marketing of branded consumer products. Consumers do buy the items by brand…

BRIDGING THEORY AND PRACTICE IN THE ALLOCATION OF SALES AND PROMOTIONAL RESOURCES WITHIN CUSTOMER ORGANIZATIONS

Morry Ghingold

Business marketers' sales and promotional costs continue to escalate. These marketers face complex problems in identifying and reaching key influencers in targeted prospect…

JUST‐IN‐TIME MANUFACTURING AND MARKETING—STRATEGIC RELATIONSHIP FOR COMPETITIVE ADVANTAGE

William D. Presutti

Just‐in‐time manufacturing is one of the most important management developments of the last decade and a half. Articles on the subject have virtually flooded the business…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb024706. When citing the article, please…

TWO FACES OF THE INDUSTRIAL MARKETING TRANSACTION: A BUYER AND SELLER FRAMEWORK FOR GOODS AND SERVICES

J.A.F. Nicholls, Sydney Roslow

Recent studies have conceptually explored the interrelation of buying and selling in commercial transactions. This article is an empirical probing of these theoretical constructs…

APPLYING A SERVICES MARKETING ORIENTATION TO THE INDUSTRIAL SERVICES SECTOR

Philip D. Cooper, Ralph W. Jackson

The marketing of services presents special challenges. In the industrial setting, these challenges are complicated by the nature of the industrial marketplace. This article…

IMPLEMENTING A NEW SELLING MIX

Shannon Shipp, Kenneth J. Roering, Richard N. Cardozo

Many industrial firms are adopting new selling methods such as telemarketing, national account management, and the like. Unfortunately, there are few guidelines for division…

CONTINGENCY PRICING FOR IMPROVED PROFIT PERFORMANCE

Peter J. LaPlaca

During the past decade few areas of marketing strategy have received more attention than the establishment and implementation of pricing strategies. This emphasis has been due in…