... By focusing on how the two main parties to an exchange – the buyer and seller – define what makes an effective sales presentation, this paper adds knowledge to the area of B2B sales research. © Emerald Group Publishing Limited 2012 Sales Sellers Buyers Communications Presentations...

...) assert that ICC is necessary in order to live meaningfully and productively in the global village. ICC improves ability to analyze communication behavior within the context of values as well as ability to generate and react to communication messages as if from within another culture. This competence...

...Pete Naudé; Christopher P. Holland Introduces the special issue entitled “The role of information and communications technology in transforming marketing theory and practice”. Outlines the themes discussed in the papers in the issue, which seek to provide insights into how information...

...Cynthia J. Bean; James S. Boles; Cynthia Rodriguez Cano The communication environment for buyer‐seller interfaces is being transformed by a variety of new communication choices. The use of electronic mail in business today is especially prevalent. This investigation explores buyer and seller...

... feelings concerning their comfort level with various communication approaches could enhance the reception of messages crafted for them. The discipline needs to move beyond the numbers to a more abstract analysis of the customer as an individual with specific feelings toward various marketing approaches...

... will certainly reap the benefits of what is necessarily an open, shared approach to business. © MCB UP Limited 1994 Communications Competition Just‐in‐Time Manufacturing Partnering Supplier Relations Initially, many JIT relationships in North America failed miserably. This was due...

... switching costs for the buying firm and should better equip the selling firm to meet their customer′s needs (Bund‐Jackson, 1985). A second reason for establishing national accounts is to improve internal and external communication regarding major customers. This offers two major advantages...

... to be outcomes of the TSI. Identifying the one benefit path that the buyer values more will allow the seller to stress those corresponding benefits that lead to the development of a closer relationship with the buyer. © MCB UP Limited 1994 Buyers Commitment Communications Data transmission...

... throughout a manufacturer′s chain of distribution if it is to be a truly effective effort. Channel members are eager and willing accomplices to this effort because they can easily see how it helps their own agendas and competitiveness. A systematic communications process of measurable and reciprocal...

...Mary C. LaForge; Louis H. Stone Illustrates a simple and practical method for analysing the communication flows in a buying centre. Presents an actual application that captures the organisational interactions necessary to secure approval for major purchase requests in a textile manufacturing...