Cover -- Business, industrial marketing and uncertainty -- A design strategy for improving adaptive conjoint analysis …The effects of the crisis on marketing innovation: an application for Spain -- Improving new product development …

This paper examines the marketing practices of Argentine business‐to‐business firms and compares them with the … marketing practices of US and New Zealand firms. While the results show marked similarities in the practices for a certain … technology in marketing and a greater emphasis on face‐to‐face interaction. There is also a group of Argentine firms that …

Purpose – The purpose of this paper is to establish the importance of good coordination between marketing and sales. It … aims to examine the research conducted to date, the area of marketing and sales integration and provide guidance to help … integrate these functional areas better in industrial marketing firms. The paper seeks to develop a research agenda to continue …

perceived relationship effectiveness between marketing managers and sales managers. Design/methodology/approach – The model … marketing managers is surprisingly high. The findings clearly demonstrate the potency of interpersonal trust (both cognition … both dimensions of trust and the marketing manager's level of manifest influence. In addition, the findings indicate that …

Purpose – Despite the necessity of close integration between marketing and sales, managers report less than …. Findings – The research finds that conflicts between marketing and sales are driven by differences in beliefs about the valid … sales and marketing, provide sales with a strategic voice, and attend to structural issues that drive the two functions …

Markets, those exhibiting an effective and efficient connection between marketing and sales appear to have three “key linkages …‐and‐a‐half meeting of ISBM member firms discussing marketing and sales linkage, expanded with additional qualitative observations of … marketing/sales linkage across a selection of the ISBM membership base of 60 firms. Findings – The study finds that …

Purpose – This paper aims to explore how the service‐dominant (S‐D) logic of marketing proposed by Vargo and Lusch … about the value‐in‐use of goods extends the time‐logic of marketing. The exchange concept is no longer transaction bound …

John Deere and New Holland brand names appearing as marketing assets and Valtra, Massey Ferguson, and Case IH as marketing … experiential marketing strategy. Special attention should be given to the location of dealers and the service they provide …

provide one of the first empirical tests of the intervening role of trade show marketing processes (pre‐show promotion, at … assessing interdependent variables, since trade show marketing processes are interdependent. Findings – The results show that … partially, mediated by trade show marketing processes. Originality/value – By empirically exploring the notion of partial …