Issues

Business and industrial marketing: past, present and future

Jeffrey E. Lewin; Wesley J. Johnston
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Scanning behavior and environmental variation in the formulation of strategic responses to change

Héctor R. Lozada; Roger J. Calantone
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Potential problems and solutions when hiring and training a worldwide sales team

Earl D. Honeycutt, Jr; John B. Ford
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US‐based Japanese firms: sales strategies that succeed

Tai K. Oh
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The effect of reassured anonymity and sponsor on mail survey response rate and speed with a business population

A.J. Faria; John R. Dickinson
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The perceived effectiveness of marketer responses to industrial buyer complaints: suggestions for improved vendor performance and customer loyalty

Scott W. Hansen; John E. Swan; Thomas L. Powers
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The ins and the outs of electronic publishing

Mathew Wills
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