Table of contents
Measuring Service Quality in the Business‐to‐business Context
Raymond Kong, Michael C. MayoDevelops a model of the service delivery process in thebusiness‐to‐business context which extends the well‐known Gaps Model andaccounts for major differences between the…
The Industrial Marketing Implications of Perceptual Differences between Shippers and Motor Carriers
Shane R. Premeaux, Roger D. Abshire, Charles R. Huston, Sonya PremeauxFocusses on the identification of the significant differences inthe assessment of the importance of 35 carrier selection variables byboth carriers and shippers. The results…
Opportunity Search: What's that Knocking at the Door?
Michel RobertAnalyses the role of change and innovation and goes on to discussthe innovation process and ten sources of innovation for the first stage– the search. These are: unexpected…
Activity‐based Costing: An Emerging Tool for Industrial Marketing Decision Makers
Thomas H. Stevenson, Frank C. Barnes, Sharon A. StevensonActivity‐based costing (ABC) is widely proclaimed to berevolutionizing the way in which costs are allocated in business.Instead of allocating overhead costs on volume‐related…
Coaching Practices in the Business‐to‐business Environment
David J. GoodA great deal has been written about the importance of marketersevolving into more relationship‐oriented selling practices. It isunclear however, the degree to which this evolution…
Strategic Marketing and New Product Development: AN INTEGRATED APPROACH
Nils‐Erik Aaby, Richard DiscenzaTwo trends confront managers in the 1990s. Technology will becomeincreasingly important, and firms will tend to become more“market‐oriented”. This will pose considerable challenge…
The Enigma of Cooperative Advertising
Sydney Roslow, Henry A. Laskey, J.A.F. NichollsCooperative advertising is intended for the mutual benefit ofchannel partners. Shows that manufacturers and dealers/distributors inthe boating industry view this marketing…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota