Journal of Market-Focused Management
1572-8846
1382-3019
Cơ quản chủ quản: N/A
Phân tích ảnh hưởng
Các bài báo tiêu biểu
Information for decision making in marketing: the use of Group Support Systems (GSS)
Tập 1 Số 4 - 1996
Using Trade Incentives to Promote Customer Relationships in a Retail Setting
Tập 5 - Trang 135-147 - 2002
Suppliers and retailers use a variety of techniques designed to motivate
salespeople to engage in specific selling behaviors that will provide results
that will assist in achieving either the supplier's or retailer's goals. One
method that is commonly applied is the sales incentive. This research examines
popular forms of incentives to assess the relationships that exist between the
incentives off...
Size and marketing centralization in multinational companies
Tập 1 - Trang 231-247 - 1996
A large-scale mail survey of some 200 Australian subsidiaries of multinational
organizations aimed to identify a possible relationship between organizational
size-related variables and the degree of centralization enforced by the
multinational in relation to marketing decision making. The findings—that size
and centralization are not correlated for each marketing mix variable—enhance
previous lite...
Market Driven Manufacturing
Tập 2 - Trang 27-47 - 1997
World-Class Manufacturing has received a great dealof attention in the past few
years, drawing largely on successfulJapanese manufacturing practices. There has
also been a separateexplosion in the use of conjoint analysis to determine
customerpreferences for marketing purposes. In this paper these two
developmentsare used together to determine the most advantageous
manufacturingpriorities for a gi...
Leadership Style as Driver of Salespeoples' Customer Orientation
- 2002
The topic of customer orientation has increasingly attracted interest in both
academic marketing research and practice. One factor which has been increasingly
discussed as an important driver of a sales person's customer orientation is
that of leadership style. If a sales person's supervisor expresses a strong
customer orientation this should have a strong impact on the behavior of his or
her subo...