Table of contents
Conceptual and Methodological Issues in Organisational Buying Behaviour
Yoram P. Wind, Robert J. ThomasHighlights some of the major conceptual and methodological issues involved in organisational buying behaviour. Aims to avoid pitfalls involved in the utilisation of research…
Situational Segmentation of Industrial Markets
Richard N. CardozoProposes that grouping industrial market transactions into separate segments can be aided by use of individual dimensions and combinations of dimensions. Examines the idea that…
Project NewProd: Factors in New Product Success
Robert G. CooperBases itself on the findings of Project NewProd — which was an investigation of almost 200 new product cases to probe what separates winners from losers. Presents results from the…
The Changing Character of Industrial Selling
Thomas R. WotrubaHighlights two major directions in the character of the personal selling function — the first is the increasing professional nature of industrial selling, the second is growing…
Pricing Strategies in Industrial Markets
Michael V. LaricSuggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending…
International Marketing and Purchasing of Industrial Goods Features of a European Research Project
M.T. CunninghamDiscusses some underlying concepts and unique features of a major European study on industrial marketing and purchasing carried out by the IMP group. Based in part on theory…
The Development of Buyer‐Seller Relationships in Industrial Markets
David FordNotes buyer‐seller interdependence is crucial to industrial marketing — industrial firms establish buyer‐seller relationships of the close kind and long term. Examines…
The Manufacturing/Marketing Orientation and its Information Needs
Keith J. BloisDiscusses ways in which changing the basis of an organisation's competence affects manufacturing and marketing's differing roles. Questions whether the marketing orientation is…
Marketing Strategies in Industrial Marketing: A Framework Applied to a Steel Producer
Håkan HåksanssonDiscusses marketing strategy of a future steelworks and its product choice by use of a theoretical framework based on the nature of relationship between sellers and customers…
ISSN:
0309-0566Online date, start – end:
1967Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Prof. Greg Marshall