Emerald
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New product development: using the salesforce to identify opportunitiesThe development process for new products is critically dependent on customer‐generated new product ideas. Although several conduits exist for identifying and communicating these ideas, by far the most productive one is the organization’s salesforce. While the integral role of salespeople as the linkage between buyers and sellers is generally acknowledged by many researchers, little empiric... ...
Emerald - Tập 12 Số 1 - Trang 33-50 - 1997
Evaluation of information sources in industrial marketing: implications for media planning in the Arabian GulfThe top executives of 67 companies located in Saudi Arabia were surveyed to determine the importance of 14 sources of marketing information for making industrial purchases. The study included seven impersonal sources: Arabic magazines and newspapers; English magazines and newspapers; Gulf television; trade shows and exhibitions; billboards; brochures and pamphlets; and direct mail. The stu... ...
Emerald - Tập 14 Số 1 - Trang 49-60 - 1999
International Technology AdoptionInvestigates the behavior structure of technology adoption by using Davis′s (1986) Technology Acceptance Model (TAM). Explores the influence of culture and demand certainty on international technology adoption. Using structural equations to analyse the model, finds that attitude and behavioral intention to adopt technology depend on the perceived utilities of the technology and perceived e... ...
Emerald - Tập 9 Số 2 - Trang 16-28 - 1994
Salesforce QualityIt is rarely acknowledged that salespeople occupy a unique position
as a contact between the customer and the firm, and therefore a plan for
salesforce quality can reap considerable benefits. Presents and
discusses a framework designed to improve salesforce quality in specific
areas and as a whole. Its dimensions include persistence, reliability,
integrity, desire and empathy (PRIDE), team... ...
Emerald - - 1993
The impact of customer participation on NPD performance: the mediating role of inter‐organisation relationshipPurpose Customer participation has been recognised as a critical factor in successful new product development (NPD). However, there is scant empirical evidence on how customer participation affects NPD performance. This research attempts to provide a framework to interpret how inter‐organisational relationships mediate the i...
Emerald - - 2012
A model for governance in international strategic alliancesIn the previous decade several studies have appeared that touch upon the subject of inter‐organisational strategic alliances (SA). Our knowledge on international SAs and the factors that govern these alliances is still limited. This paper will develop a model for the governance structure in international SAs. Based on a number of case studies, it is argued that three factors govern interna... ...
Emerald - Tập 13 Số 6 - Trang 511-528 - 1998
The Need for Marketing in EntrepreneurshipConsiders the need to relate marketing and entrepreneurship in
terms of areas such as innovation and product development. Examines the
impact that marketing and its sales orientation can have on the creation
of wealth and resources, e.g. the focusing of the entrepreneurial spirit
to achieve tangible results. Concludes that the development of an
entrepreneurial process encompassing specific... ...
Emerald - - 1992
Cooperation and competition in relationships between competitors in business networksTraditionally the relationships between competitors in the industrial market have been based on competition. The network approach and literature about strategic alliances have provided new insights into cooperation between firms based on the value chain. The empirical findings from two in‐depth studies, the rack and pinion industry and the lining industry, show that a firm can be involved ... ...
Emerald - Tập 14 Số 3 - Trang 178-194 - 1999
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