Table of contents
Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships
Roberta J. Schultz, David J. GoodThe value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of…
Sales force automation usage, effectiveness, and cost‐benefit in Germany, England and the United States
Robert L. Engle, Michael L. BarnesA 42‐question survey on usage and beliefs regarding sales force automation (SFA) was collected, along with actual sales performance data, on 1,641 sales representatives of a large…
Determining relationship skills of prospective salespeople
Michael K. Rich, Daniel C. SmithWith the increased emphasis on establishing long‐term customer relationships in the selling process, greater emphasis needs to be placed on hiring salespeople that possess skills…
Taking a position in an industrial service network: the case of distance learning in Malaysia
Brian Low, Ian WilkinsonExisting business marketing theory often overstates the importance of competitive positioning when undertaking market entry strategy, although most theory acknowledge the need to…
An international case study of cultural diversity and the role of stakeholders in the establishment of a European/Indonesian joint venture in the aerospace industry
Helen Perks, Michael SandersonInvestigates the planning, negotiation and setting up of a joint venture company (JVC) in Indonesia between a British multinational corporation, an Indonesian state‐owned company…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota