All Stories

  1. Innovation from emerging market firms: what happens when market ambitions meet technology challenges?
  2. What personal selling and sales management recommendations from developed markets are relevant in emerging markets?
  3. Returns on key accounts: do the results justify the expenditures?
  4. Evaluation of Subsidiary Marketing Performance: Combining Process and Outcome Performance Metrics
  5. Behavioral issues in price setting in business-to-business marketing: A framework for analysis
  6. Resource-constrained product development: Implications for green marketing and green supply chains
  7. The role of the sales employee in securing customer satisfaction
  8. Chapter 9 Emerging Transformations in the Business-to-Business Global Salesforce
  9. Are pricing policies an impediment to the success of customer solutions?
  10. Mass Customization Strategies
  11. Optimal Returns Policy under Demand Uncertainty
  12. A Framework of Technology Mediation in Consumer Selling: Implications for Firms and Sales Management
  13. Sustainability and business-to-business marketing: A framework and implications
  14. Solution Selling of High Technology Products
  15. Why integrating purchasing with marketing is both inevitable and beneficial
  16. Understanding Retail Managers’ Role in the Sales of Products and Services
  17. A framework for offshoring marketing processes in business-to-business marketing relationships
  18. Improving Customer Service and Profitability Through Customer Intervention in Service Relationships
  19. Personal Selling of High-Technology Products: The Solution-Selling Imperative
  20. Evaluation of subsidiary marketing performance: combining process and outcome performance metrics
  21. The impact of the product to service shift in industrial markets and the evolution of the sales organization
  22. The Metrics of Relationships
  23. The shift in sales organizations in business‐to‐business services markets
  24. The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople
  25. Choosing an optimal channel mix in multichannel environments
  26. The surpluses and shortages in business‐to‐business marketing theory and research
  27. India as a Global Supplier of Products and Services: Expectations and Emerging Challenges
  28. Perceptions of incompatibility in customer‐to‐customer interactions: examining individual level differences
  29. Global marketing of industrial products: Are interpersonal relationships always critical?
  30. Strategies for Maximizing Customer Equity of Low Lifetime Value Customers
  31. Developing Relationship Equity in International Markets
  32. Success factors in key accounts
  33. Innovation and new product introductions in emerging markets: Strategic recommendations for the Indian market
  34. International e‐marketing: opportunities and issues
  35. Marketing in the emerging era of build-to-order manufacturing
  36. Web-based marketing
  37. The Survival of Internet-Based B2B Exchanges
  38. Behavioral Approaches to Industrial Marketing
  39. Mature relationships: Why does relational orientation turn into transaction orientation?
  40. The impact of transactional and relational strategies in business markets: An agenda for inquiry
  41. Salespeople's affect toward customers
  42. The Internet and the price–value–loyalty chain
  43. Plant location and place marketing: understanding the process from the business customer's perspective
  44. Personal Selling and Sales Management in the Internet Environment: Lessons Learned
  45. Clicks Only, Clicks and Bricks, and Bricks Only: Are Retail Salespeople an Important Factor in Choice?
  46. trends in Internet-based business-to-business marketing
  47. Consumer decision-making, salespeople's adaptive selling and retail performance
  48. Complex and Strategic Decision Making in Organizations:
  49. Efficacy of financial measures of marketing: It depends on markets and marketing strategies
  50. Value Creation in Markets
  51. The Effect of Retail Atmospherics on Customers' Perceptions of Salespeople and Customer Persuasion:
  52. Knowledge structures and retail sales performance: an empirical examination
  53. Antecedents and Consequences of Relationship Marketing
  54. Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customers
  55. Relationship marketing: An agenda for inquiry
  56. Supplier relationships: Emerging issues and challenges
  57. What information can relationship marketers obtain from customer evaluations of salespeople?
  58. Communicating Price Information through Semantic Cues: The Moderating Effects of Situation and Discount Size
  59. Measuring customer‐based brand equity
  60. How accurate are salespersons' perceptions of their customers?
  61. Adaptive selling: The role of gender, age, sales experience, and education
  62. Organizational culture and adoption of high‐technology products
  63. Erratum
  64. Channel evolution: A framework for analysis
  65. Using Salespeople to Collect Customer Service Information
  66. Segmentation of Markets Based on Customer Service
  67. Industrial salespeople as a source of market information
  68. A Customer‐based Competitive Analysis for Logistics Decisions
  69. Opportunities of International E-Services: A Conceptual Model
  70. E-Services — A Framework for Growth
  71. Relationship Management
  72. Evaluation of Subsidiary Marketing Performance: Combining Process and Outcome Performance Metrics