1 - 6 of 6 articles
There is no single, clear, specific definition of business or industrial marketing. Existing definitions are inconsistent and there has been a claim that there is no difference between industrial marketing and consumer marketing. It seems appropriate for the inaugural issue of a journal on...
This article suggests that there is a need to establish an active competitive intelligence function as an integral part of a corporation's existing operations structure. The author goes on to outline how such an intelligence function can be organized utilizing existing resources. An example of...
Based on empirical findings from three industriessteel, electric utility, and health carereindustrialization should not be viewed as simply the investment of substantial amounts of capital into stagnant or profitpoor industries. Reindustrialization requires an analysis of the marketplace and an...
There are many selling opportunities in automated manufacturing for both buyer and seller. You may have heard about all the doom and gloom in the machine tool industrythat it's going under. However, cells, manufacturing systems, automatic manufacturing, and automated assembly should rejuvenate...
Extremely high response rates ranging from 75 to 86 percent were obtained in three surveys among executives. While great diligence was exercised in following up respondents, a very potent motivator for respondents appeared to be the initial letter from a prestigious source. The components of the...
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008175. When citing the article, please cite: William L. Cron, John W. Slocum, Jr., (1986), “CAREER-STAGES APPROACH TO MANAGING THE SALES FORCE”, Journal of...
Read and print from thousands of top scholarly journals.
Continue with Facebook
Sign up with Google
Log in with Microsoft
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Sign Up Log In
To subscribe to email alerts, please log in first, or sign up for a DeepDyve account if you don’t already have one.
To get new article updates from a journal on your personalized homepage, please log in first, or sign up for a DeepDyve account if you don’t already have one.