Showing papers in "Industrial Marketing Management in 1997"

TL;DR: In this paper, a three-step portfolio model to assist in managing different kinds of supplier relationships is developed, and the critique of portfolio models used in strategic planning is discussed in relation to the proposed model, and suggestions for future research are provided.

TL;DR: In this paper, the authors present an argument for developing a customer value change theory and propose a model that incorporates those events likely to trigger changes in three forms of value: values, desired value, and value judgements.

TL;DR: In this article, the authors focus on the relationship that firms need to develop with their suppliers and propose that effective relationship with suppliers will provide firms with next-generational competitive advantage.

TL;DR: In this article, the authors synthesize previous research in branding and related areas to develop a new conceptual model of industrial brand value to the customer, which consists of four components: product performance, distribution (ordering and delivery) performance, support services performance, and company performance.

TL;DR: In this paper, the authors draw conclusions from an empirical investigation showing that this relationship does really exist and, in the case of industrial markets, building a marketing orientation is indeed a significant contributor to the company's performance.

TL;DR: In this article, the authors examine relational behavior in business markets, focusing specifically on the extent to which relational behavior by suppliers influences the quality of their relationships with buyers as well as their sales performance with those buyers.

TL;DR: In this article, the authors developed an empirically based framework for formulating proactive product service strategies in the industrial context by investigating the influence of product services on the adoption of a new medical instrument among hospitals in Europe.

TL;DR: In this article, the classification of industrial goods/services to aid industrial marketers' marketing efforts is presented, with the focus on the industrial sector of the economy having not been immune to the escalation in domestic and international competitors.

TL;DR: In this paper, the specific components of industrial firm mission statements were analyzed to determine if there were any which "made a difference" in terms of firm performance, and the findings suggest that some mission components seem to matter more than others and it is these to which managers of industrial firms should pay especially close attention.

TL;DR: In this paper, a series of propositions related to how the extent of IT investments and their degree of use in purchasing may alter the nature of buyer-supplier relationships, that is, foster the development of closer relationships overall, and also contribute to the reduction of the number of vendors being used.

TL;DR: In this article, the authors investigated how firms manufacturing medical devices use the new product development (NPD) process and compared new-to-the world products with product modifications in terms of the perceived importance of 12 NPD stages by participants.

TL;DR: The authors suggest a typology of contextual differences between consumer and business to business marketing communications and develop an explanatory model of business-to-business marketing communications effects, which is congruent with both existing buying center behavior models and an information processing approach to attitude formation.

TL;DR: In this article, the importance of relationship marketing in the effective functioning of marketing organizations is discussed, and a special issue of Industrial Marketing Management is devoted to the integration of conceptual and empirical research in business markets.

TL;DR: In this paper, the authors identify and discuss industry specific and international business variables that impact the marketing of high-tech products and present a hightech industry marketing mix, and which facilitates the development of sophisticated global marketing strategies.

TL;DR: The results of a study of 200 U.S. manufacturers demonstrate that the effects of just-in-time (JIT) purchasing relationships are pervasive as mentioned in this paper, and organizational design changes as JIT purchasing increases, and the firm becomes more formalized in performance measurement, more integrated, and more specialized.

TL;DR: In this paper, a typology that classifies logistics based strategic alliances along the dimensions of scope (broad versus narrow) and intensity (high versus low) is proposed and guidelines for firms involved or interested in logistics-based strategic alliances are provided.

TL;DR: ISO 14000 is a series of registration and behavioral standards that represent a comprehensive and potentially global environmental management system as mentioned in this paper, which is a response by the business community to the consumers' perception of the importance of the environment.

TL;DR: This article examined the consequences of agency and client behaviors on the working relationships and found that the working relationship is then shown to influence agency performance and client disposition, while conflict decreases client commitment.

TL;DR: In this paper, a series of in-depth interviews were conducted to uncover selling alliance management issues, and the authors reported the results of an empirical investigation of one key issue: what differentiates effective from ineffective relationships between partner sales representatives.

TL;DR: In this article, a structural metaphor for the relationship between industrial buyers and sellers in industrial networks is presented, which describes how firms relate to the other firms in the network and how these positions capture the connections and complexity of these relationships.

TL;DR: In this article, the authors present the results of an empirical study on the practices of relationship marketing in firms offering professional services (consulting engineering services) to businesses in North America (Quebec, Canada) and Europe (France).

TL;DR: In this article, the authors studied the relationship orientation (i.e., the perceived importance, of interfirm relations) in a fragmented supplier industry whose single largest customer group is automotive OEMs.

TL;DR: In this paper, the authors explored the relationship between customers' evaluation of both business salespeople and the selling organization, and the relationships between managers' and customers' evaluations of salespeople.

TL;DR: In this article, the authors examined the evolution of a buyer-seller relationship from awareness to full commitment and provided a detailed explanation on how this relationship evolved between the supplier and manufacturer of one complex automobile part using the joint new product development process.

TL;DR: In this paper, the authors provide an empirical investigation into the extent that segmentation is applied within the UK pharmaceutical sector, and the bases employed at different stages of the process, finding that the adopted approaches are, to a large extent, consistent with normative models proposed by academics.

TL;DR: An investigation was conducted that examined the satisfaction national account managers (NAMs) have with current sales training programs and how adequately the programs address required skills/abilities as mentioned in this paper, finding that NAMs are not satisfied with current national account management sales training program.

TL;DR: In this article, a sample of National Association of Purchasing Management buyers reported their perceptions of salespeople who called upon them on overall sales performance, buyer trust of the salesperson, similarity to the buyer, product expertise, adaptive selling ability, and sales presentation ability.

TL;DR: In this article, an exploratory study of two middle European Union countries, the extent that industrial companies in highly turbulent environments develop their internal and external interfaces is measured, and the results indicate that an effective design of the new product development process depends upon the characteristics of the competitive environment in which the firm operates.

TL;DR: In this paper, a model of the changes posited to occur in the international sales process when companies take full advantage of the Internet is presented, with both positive and negative implications for the future Internet-based international industrial sales transaction.