... Brand management Industrial marketing It is important for all companies that their intended customers know about them, and have strong, positive and unique associations toward them. In the realm of consumer marketing, positive outcomes of this kind are considered the result of brand management...

... factors, and in particular, complexities in and between the selling and buying organisations. Key accounts Complexity theory Sales management Industrial marketing Research on industrial sales is very much focused on sales personnel and issues such as sales training that use theories...

... . Dubois , A. and Araujo , L. (2004), “ Research methods in industrial marketing studies ”, in Håkansson , H. , Harrison , D. and Waluszewski , A. (Eds), Rethinking Marketing, Developing a New Understanding of Markets , Wiley , Chichester , pp. 207 ‐ 27 . Easton...

... be a different logic to marketing research (cf. Vargo and Lusch, 2004), we would urge all researchers to continue to be innovative in their search for supporting material. © Emerald Group Publishing Limited 2006 --> Business-to-business marketing Industrial marketing Judy Zolkiewski...

... Provides an examination of research in industrial marketing and related fields during the 1970s and the roles of the societal and academic contexts for the research. Findings Close relations between academic research and business was particularly crucial since it provided access to industry on all...

.... Practical implications – The paper provides an ethical perspective for understanding value in industrial markets using a network approach. Originality/value – The study presents a novel approach to incorporating ethics and value creation to an industrial marketing context. Ethical issues...

... of the study have serious implications for industrial marketers, organizational buyers, management consultants, and business educators, who may use the empirically tested model as a diagnostic and monitoring tool in guiding business relationships in the proper direction. Originality/value The article...

... products, and capital buying products, and states that these products closely approximate modified rebuy and new products as classified by Robinson et al. (1967). © MCB UP Limited 1998 Industrial marketing Materials costs Product differentation Purchasing Purchasing techniques...

.... The managerial and research implications of these findings are discussed. © MCB UP Limited 1998 Alliances Business‐to‐business marketing Channel relationships Industrial marketing Joint ventures Relationship marketing “Get close to the customer.” “Develop intimate relationships with your...

... of marketing strategy and a basis for further development in this area. © MCB UP Limited 1995 High technology Industrial marketing Marketing management Marketing strategy While the contributions of marketing managers cover a number of diverse areas, one of their fundamental activities...

... on sales volume, industry type, characteristics of purchasing agents, and other potential correlates of benefit segments. The findings have implications for both academics and practitioners in industrial marketing. © MCB UP Limited 1995 Industrial marketing Market segmentation Marketing...

... and diffusion of innovations among organizations owing to the fact that relevant research findings have not been incorporated in the diffusion model. Integrates these findings into the diffusion model. © MCB UP Limited 1993 Diffusion Industrial marketing Models Technological innovation ...

... making Industrial marketing Purchasing ...

...Peter W. Turnbull The more important strategic portfolio planning approaches that have evolved since Markowitz originally postulated his portfolio theory are described and summarised. Based on this review the author suggests that for industrial marketing and purchasing management the interaction...

... most attention, financing and staff. © MCB UP Limited 1989 Industrial marketing Promotion Competitive strategy ...

... intermediaries. © MCB UP Limited 1989 Distribution channels Export Industrial marketing International marketing Marketing management ...

... these with findings based on another study using United Kingdom and United States samples. The findings seem to be very similar across cultures and a model is presented to aid manufacturers in the proper selection and motivation of their distributors. © MCB UP Limited 1989 Distribution channels Industrial...

...Kenneth Bernard In many circles, the study of industrial marketing has been segregated from that of consumer marketing, as if inherently different. This article highlights the significance of the organisational purchaser in all segments of the market. Whilst acknowledging the importance...

... of industrial marketing strategy. Some significant (USA) studies have been reported but many important gaps remain. It is perhaps because of this that the practice of marketing through industrial middlemen is often poorly conducted[2]. In turn, perhaps this explains why producers in many industrial countries...

..., but not its style of delivery or specific direction. © MCB UP Limited 1985 Consumer behaviour Industrial marketing Models Organizational decision making 56 Organisational Decision Making and Industrial Marketing by David Smith a n d Rob Taylor Huddersfield Polytechnic Introduction...