Journal of Business & Industrial Marketing: Volume 4 Issue 2

Satisfaction guaranteed: a marketing research approach to measuring customer satisfaction and identifying competitive opportunities

P. Linda Pacheco

Addresses recent industrial and services market research literaturethat points out the need for improving product quality and customerservice in response to stiffer competition…

Creating the marketing receptive environment: overcoming the two year hatchet limit for a firm′s first marketing director

Martha Rogers, Richard W. Buchanan

Examines the problem of selecting new marketing directors and thehigh failure rate among new marketing personnel. Contends that thefailure of first‐time marketing directors is not…

Sales leads can truly be seeds of sales

Richard W. Erschik

Proposes a new qualifying procedure for handling sales leads toreplace traditional inquiry/lead management methods. Offers ways ofturning an inquiry into a lead, and qualifying…

Creating an effective customer satisfaction program

Craig Cina

Proposes an effective customer satisfaction program. Demonstratesthat successful services companies have service packages, such asminimum service requirements and value added…

Manufacturing companies try to become ″special″ by using speciality advertising

Ernest F. Cooke, Louise W. Smith, Doris C. Van Doren

Defines the nature and use of specialty advertising. Looks at theperceived value of specialty advertising to industrial company marketersand shows the trends as determined by a…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000002724. When citing the…

Has the marketing concept returned to the United States?

Edward J. Ryan

Examines the renewed interest and application of the marketingconcept in the United States. Argues that recent interest is the resultof a decline in corporate America and the…

The evaluative criteria of industrial buyers: implications for sales training

Daniel H. McQuiston, Rockney G. Walters

proposes that who have more knowledge about their buyers give moreeffective presentations. Addresses this issue by examining theevaluative criteria held by different functional…