Table of contents
Managing Structural Changes in Marketing Channels
Ronald D. MichmanConsiders the shift of marketing functions from the perspective ofthe wholesaler rather than from the traditional point of view of themanufacturer or retailer. Examines the…
Implementing Expert Systems into Business‐to‐Business Marketing Practice
Margery Steinberg, Richard E. PlankDiscusses artificial intelligence, particularly expert or knowledgesystems, and its relevance for business‐to‐business marketing andmarketing decision support systems. Enables the…
Developing Marketing Decision Support Systems
Alan J. Greco, Jack T. HogueDiscusses the findings of research into the development ofmarketing decision support systems. States that MDSS represents a breakwith traditional, more rigid management…
Employee Participation through Consultative Team Selling
Thomas T. TylerAdopts a case‐study approach in examining a manufacturing companyin the food machinery business and its fortunes following increasedautomation. Considers issues such as company…
Using Industrial Trade Shows to improve New Product Development
Daniel C. Bello, Gloria J. BarczakConsiders how research carried out during trade shows can helpindustrial firms to manage the new product development process.Discusses the NPD process and offers a scheme for…
Predicting Organizational Buyer Behaviour
John F. TannerConsiders the need for industrial marketers to understand buyers′behavioural choices, which are affected by various factors. Examinestypes of behaviour and their implications for…
Strategic Planning and Sales Teams
George D. RodgersExamines the restructuring of the sales and marketing departmentsof Beech Aircraft Corporation, brought about by a collapsing market in atroubled economy. Details the factors…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota