... This study clarified the key drivers of RV decision-making using SLT and identified an effective sales development strategy to maintain an ethically responsible salesforce. Organizational development Financial salespeople Sales management Recidivism Business ethics Chia-Yi Cheng can...

... . Also, a case vignette is contained in . My hermeneutical approach to the ongoing reinterpretation of this case is inductive and theory generating [1] . Internal marketing Knowledge management Organizational development Relationship marketing In globally deregulated, technologically...

...‐making processes. For example, internal power in high technology companies may be higher in the research and engineering functions, whereas marketing may possess stronger internal power in consumer goods companies. Management Marketing Organizational development There is accumulating...

... organisational development are demonstrated and what steps need to be taken to build the organisational development approach into a viable stream for marketing channel research are discussed. © MCB UP Limited 1989 Distribution channels Management Marketing Marketing channels Organizational...

..., 1980. 13. Porter, M. E., op. cit., 1980. © MCB UP Limited 1985 Marketing strategy Organizational development Organizational management Small to medium‐sized enterprises ...

... selling; the DIY Marketing approach; and integrated proactive stages. Looks at these stages, suggesting that these provide a framework and starting point for further analyses of small businesses. © MCB UP Limited 1985 Marketing Organizational development Small to medium‐sized enterprises 7...

..., although hard to cultivate in a mature company. © MCB UP Limited 1985 Organizational performance Innovation Marketing Organizational development 33 Radical Innovation in the Mature Company by D. A. Littler a n d B. C. Sweeting University of Manchester Institute of Science and Technology...

... development Organizational development 55 The Organisation of High-Technology Product Innovation by F.A. J o h n e Introduction In manufacturing firms both product and process innovation are important. Utterback and Abernathy[l] have demonstrated analytically that process innovation, which is concerned...

... to new product organization and also development of the managers responsible for such an approach. © MCB UP Limited 1984 Industrial marketing New product development Organizational development 30 Approaching the New Product Organisation Problem Favour Flexibility and Variety of Attack...

... Organizational development Note: This paper was subsequently published in European Journal of Marketing, Volume 23 Number 8, 1989. 40 An Alternative Paradigm for Marketing Theory by D.F. Dixon and I.F. Wilkinson Marketing theory experienced a scientific "crisis" over thirty years ago, and a new...

... Journal of Marketing, Volume 23 Number 8, 1989. © MCB UP Limited 1984 Management Marketing Models Organizational development 25 Marketing's Domain by Gordon Foxall Introduction The development and refinement of teaching syllabi and research programmes in mature disciplines is seldom...

... information generated from salespeople working within different organizational patterns. Suggests that salesforces are being restructured with the specific objective of increasing the flow of intelligence from the market‐place. © MCB UP Limited 1981 Salesforce Strategy Organizational development...

... than domestic transfer pricing, but that it is possible to accommodate these and maximize overall profit and evaluate foreign subsidiaries. © MCB UP Limited 1981 Transfer pricing Strategy Organizational development Intemational trade I 43 Transfer Pricing and its Misuse: Some Further...

... to the motivation and attitudes of individual staff members. © MCB UP Limited 1979 Marketing information systems Organizational development Personnel Systems development | 261 Behavioural Constraints on Marketing Information Systems by Nigel Piercy This paper begins by examining the meaning...

... that retailing is a social process with the development of institutions determined by the society in which they exist and not by a deterministic pattern of development. © MCB UP Limited 1979 Retailing Organizational change Organizational development Social economics I 237 A Refined Approach...

... 1979 West Germany Retail trade Organizational development United Kingdom Department stores Competitive strategy 246 | West German Retailing in Perspective by M. K. Dickson Although Bartels[l] rightly insists that wholesaling and retailing must be seen within the context of the socio...

... be calculated. Looks at current practices in this area, and attempts to find conceptual frameworks to guide professional service firms in the marketplace. © MCB UP Limited 1979 Professionalism Marketing Strategy Organizational development Roles Marketing Planning 308 | The Marketing...

... in other practical decision situations. Industrial marketing Organizational design Organizational development Electronics industry | 81 Industrial Marketing as an Organisational Problem: A Case Study by Håkan Håkansson, Björn Wootz, Owe Andersson and Paul Hangård The most important competitive...

.... In addition, advertising studies would benefit by more breadth in behaviour, more breadth in space, and more breadth in time. © MCB UP Limited 1976 Advertising Research Organizational development Marketing Research Into Advertising A State-of-the-Art Review by Johan Arndt Abstract...

... that concepts of consumerism appear to have been institutionalized in the economic system of the USA. © MCB UP Limited 1976 Consumerism Marketing Organizational development USA Economics 13 The Response of US Business to Consumerism by H. C. Barksdale and W. A. French Most discussions...