The current study examines the issue of channel power from the customer's perspective. A summary of previous studies on channel power is given. These findings are then contrasted with the results of a nationwide study of the buying habits of electrical contractors. The degree to which the...

Regardless of whether a product or a service is offered, or whether the customer is an organization or a final consumer, the company that adopts a market orientation has the greatest potential for success in the marketplace. This study examines whether the adoption of business-to-business...

State tourism divisions are increasingly being held accountable for generating tourism dollars. Recently, tourism analysts have called for the use of advertising tracking or split-run techniques to assess tourism advertising effectiveness. These techniques would allow for assessment of...

Viewing the product life cycle as an evolutionary process argues against "tailoring" strategies to fit the product's stage. More realistically, management should recognize that the strategies they (and their competitors) implement will themselves shape the PLC. Thus the PLC is not a fait...

Purpose – The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers. Design/methodology/approach – Utilizing a survey approach, data were collected from a sample of sales managers and trainers...

Purpose – The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Design/methodology/approach – Utilizing a survey approach, data were collected (and analyzed) from 355 members...