1 - 6 of 6 articles
Examines the combinations available to purchasers regarding theselection of suppliers sources, e.g. the use of a single or two ormore multiple sources. Considers the justification of either method inthe context of reducing the uncertainty risk of a particular purchase.Illustrates the marketers...
Considers the conflict between manufacturers products sellingrequirements and the dominant sales strategy of the distributor, thelatter resulting in pricing and stockholding disagreements which themanufacturer must control and manage. Examines the reasons formismatches, e.g. the relative...
Examines the position of mediummarketshare companies in relationto their smaller and larger counterparts and compares the inherentcompetitive advantages and disadvantages. Highlights the optionsavailable to such companies attempting to change their position, e.g.increasing market share or...
Considers the development of the culture of innovation and how theconcept can be beneficial in business. Examines the application ofmarketing innovation new products and technological innovation whichis not market driven. Illustrates the growth of innovative productsthrough S curves and...
Considers the need to relate marketing and entrepreneurship interms of areas such as innovation and product development. Examines theimpact that marketing and its sales orientation can have on the creationof wealth and resources, e.g. the focusing of the entrepreneurial spiritto achieve tangible...
Discusses the ever increasing sophistication of buyers in todaysindustrial market and the need for sales people who have an indepthknowledge of their customers products and are able to liaiseeffectively between their own manufacturing department and thepurchasing agent. Considers the...
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