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Recent research investigating customer-oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing customer-oriented selling behaviors. Similar to most other departments, a selling department's environment would include its...
Presidential Decision Directive 63 concerning critical infrastructure protection, was signed on May 22, 1998. This order created a Presidential Commission charged with formulating policy recommendations to the President on measures to protect the critical infrastructures of the USA from...
This empirical study examines the influence of environmental uncertainty on industrial product innovation. Addresses a perceived shortcoming in the new product development literature and explores direct and moderating effects of environmental uncertainty on the development process, project...
How do exporting manufacturers exchange with their foreign intermediaries? This inductive study of 18 British manufacturers in China led to propositions exploring that question. The study suggests that the choice of exchange modes be determined by different factors in combination, including...
In practice, firms measure customer satisfaction using models and theory developed for evaluating the perceptions of individual consumers rather than entire organizations. This paper develops an integrated model of customer satisfaction measurement specific to a business‐to‐business context and...
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