...Erika Sydney-Hilton; Natalia Vila-López In summation, the added value of this paper is that it elaborates on the marketing-accounting interface to bridge the existing gap. A cross-industry comparison is done in the present work, while previous research has mainly analyzed specific results...

...Fahri Karakaya This study examines the importance of 25 barriers to market entry in industrial markets. A survey of 93 firms indicates that majority of business executives consider cost advantages and capital requirements to enter markets as the two most important barriers to entry followed...

...Donald W. Jackson; Stephen S. Tax The concept of culture has been an important subject of managerial interest over the past decade, yet little has been written about how culture can be managed within the industrial salesforce. Describes the key components of a salesforce culture and explains...

... for the buying organization. For example, at Motorola, just‐in‐time programs are a way of life which makes an investment in electronic data interchange capabilities essential to doing business and, therefore, an integral part of supplier evaluation (Stundza, 1991). Although in a few industries (e.g. automotive...

...Claire Starry; Nick W. McGaughey Updates previous studies, in which growth industries were examined in order to understand patterns of growth and identify ways to predict future growth industries. Evaluates the fastest growing industries of the late 1980s and early 1990s and analyzes the ways...

...Robert J. Bush; Steven A. Sinclair States that while mature industries are a major part of the US economy, little empirical information is available on competitive strategies appropriate in the mature environment. Discusses, via a case study of the US hardwood lumber industry, the idea that cost...

... the various roles, and howknowledge of this can be incorporated into sales training programs to give salespeople more information on their customers and help them be more effective during the sales interaction. © MCB UP Limited 1989 Decision making Industry Sales training Purchasing...

...Frank G. Bingham; Charles J. Quigley, Jr. Presents a new product implementation model which is designed to reduce the risk inherent in new product ventures in the industrial marketplace. Show that while there is debate over the number of failures, there is little debate that the new product failure...

... company. Concludes that analysis and actual lead time to secure approval in the company resulted in information about the buying process that was contrary to the perception of the employees who initiated the purchase requests. © MCB UP Limited 1989 Communications Industry Purchasing...