Table of contents
INSIGHTS INTO ORGANIZATIONAL BUYING
Ronald P. LeBlancThis research project suggests that the decision‐making process in organizational buying may not be as much of a group process as is presently suggested by the literature. The job…
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008174. When citing the article, please…
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008177. When citing the article, please…
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008105. When citing the article, please…
EXPLOITING YOUR COMPETITIVE EDGE
Dick AlberdingExploiting a company's competitive advantage is a subject all marketing managers wrestle with daily, both strategically and tactically. Hewlett‐Packard will be used as a case…
STRATEGIC MARKETING THINKING: A GAME PERSPECTIVE
Roger A. Kerin, Michael G. HarveyThe term “strategic thinking” is a relatively recent addition to the lexicon of marketing concepts. Its popularity arises from increasing discontent with highly formalized…
THE INDUSTRIAL DISTRIBUTOR IS ALSO HUMAN
Seymour H. FineThe long‐standing belief that industrial marketing is based primarily on price and technical specifications is becoming outmoded. Even product quality and supplier reputation are…
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008102. When citing the article, please…
SHARPENING THE CORPORATE IMAGE FOR A SERVICE COMPANY
Thomas J. VosFor a company the size of GTE, the name itself carries an image that evokes fundamental promises to customer. It is important that this image be as clear and as positive as…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota