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
Blurring the lines: is there a need to rethink industrial marketing?Purpose Given the dramatic changes in the business environment, the purpose of the paper is to stimulate readers to challenge their mental models of business and industrial marketing, and consider the implications of the blurring of the lines between industrial and consumer marketing. ...
Emerald - Tập 21 Số 7 - Trang 474-481 - 2006
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
Influence in the organizational buying center and logistics automation technology adoptionExplores the structure of the buying center for logistics automation technologies. Examines the relationships between the degree of participation of key functional areas, the extent of coalescence on buying decision criteria, and the hazard rate of adoption. Analyses an event history, and suggests that adoption rates are influenced by the degree of participation of key users and extent of ... ...
Emerald - Tập 14 Số 5/6 - Trang 433-444 - 1999
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
Determinants of internet use in the purchasing processPurpose Determinants of internet adoption in industrial purchase have rarely been paid attention in the literature. Considering this gap in the literature, the present study intends to approach the factors that determine the use of the internet as a source of information in procurement. ...
Emerald - - 2006
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
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