...Ali K. Al‐Khalifa; S. Eggert Peterson Argues that the motivation involved in partner selection must be distinguished from the motivation to enter into a joint venture; the latter may be considered the “ends” dimension of motivation while the former is concerned with “means”. Thus it is important...

...Carlton A. Maile; Donna M. Bialik The new product idea decay curve can be extended as an effective decision model for new product selection and identification of customer benefits. This model can be extended beyond its traditional descriptive role product selection parameters applicable to each...

...Nicole Coviello; Jack Dart; David A. Boag On‐site interviews were conducted with distribution managers in 20 technology‐based manufacturing firms located in Canada. The managers were asked to indicate the thoroughness with which they identified,selected, and recruited middlemen. Perceptions...

...Russell Abratt; Leyland F. Pitt This article reviews factors necessitating the application of effective selection and motivation criteria when using independent distributors. It reports findings concerning the criteria utilised by South African manufacturing companies and compares...

... content and appropriate methods of assessment. © MCB UP Limited 1982 Assessment centres Graduates Marketing concepts Questionnaires Selection |3 Postgraduate Marketing Curricula in the United Kingdom by Nigel Piercy, Martin Evans and Malcolm Martin The interest in this article lies...

...E.A. Johns Discusses four occupational characteristics of salespeople that should be measured: ego drive; empathy; appearance; and manner and speech, suggesting that technical knowledge of a product is also important. Uses a case history to demonstrate the correct use of tests in selecting...