Table of contents
The Use of Customer Portfolio Theory: An Empirical Survey
David A. Yorke, George DroussiotisThe development of a customer portfolio is a logical process forthe development of a business. Conceptual work, using a range ofindependent variables, has been undertaken in the…
Removing Salesforce Performance Hurdles
Emin Babakus, David W. Cravens, Ken Grant, Thomas N. Ingram, Raymond W. LaForgeExamines how sales managers can affect and improve salesforceperformance. Describes the similarities and differences between high‐and low‐performance salesforces and the ways in…
The Americans with Disabilities Act 1990: Guidelines for Industrial Sales Managers
Cathy Owens Swift, Jane P. Way, Robert WaylandExplains for sales managers the provisions of the Americans withDisabilities Act 1990, which provides protection for all disabled UScitizens. Provides guidelines for industrial…
The Future of Original Equipment Manufacturers: A Matter of Partnerships
Paul A. Herbig, Bradley S. O′HaraExamines the traditional adversarial relationship between originalequipment manufacturers and their larger corporate customers andcompares it with the new partnership arrangement…
Organizational Purchasing of Professional Services: The Process of Selecting Providers
Ellen Day, Hiram C. BarksdaleStresses the importance of professional service provider selectionand the potentially disastrous financial penalty for error made by aclient organization. Identifies problems with…
Network Anatomy of Industrial Marketing and Purchasing of New Manufacturing Technologies
Arch G. WoodsideExamines the central proposition that the marketing‐purchasing ofnew industrial manufacturing technologies involves the development (notnecessarily a planned design) of a new…
Marketing to the Family Firm: A New Consideration for Business‐to‐Business Marketers
Karen Maru File, Judith L. Mack, Russ Alan PrinceThere are increasing signs that business‐to‐business marketers aretargeting the 50 percent of all US companies which are family firms. Newtheory from the family business studies…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota