Journal of Business & Industrial Marketing: Volume 5 Issue 1

Strategy in retreat; pricing drops out

Barbara J. Coe

Examines the shift in priorities of US industrial firms from thoseof securing market share by means of product innovation and aggressivepricing strategy to that of the achievement…

Strategic service management

Rick Roscitt, I. Robert Parket

Considers the need imposed by increased competition formanufacturers to move from a traditional, reactive service approachbased on routine maintenance programmes towards a more…

Blueprinting the Future: Strategy Development at Allied Signal, Inc.

Charles A. Lamb

Examines the meaning and implications of strategy development,describing a case study of Allied Signal, a young advanced technologycompany. Considers the overhaul of the strategic…

Strategic Foundations

Robert C. James

Considers the need for major shifts in strategy resulting fromvarious changes affecting the marketing environment. Examines a casestudy of NCR, the founding company of the…

Perceptual Mapping: a Tool for Industrial Marketing: a Case study

Steven A. Sinclair, Edward C. Stalling

Describes the uses and advantages of perceptual mapping, aconsumer‐based modelling technique having both diagnostic and strategicapplications, particularly in determining the…

New Products from New Technologies

James J. McKeown

Takes a company study approach examining a division of 3M, focusingon the development and commercialization of various new technologies andnew products. Describes the use of…