Narrow search
Showing 1 - 10 of 689
Cover Image
Investigating sales approaches and gender in customer relationships
Wood, John Andy; Johnson, Julie; Boles, James S.; … - In: The journal of business & industrial marketing 29 (2014) 1, pp. 11-23
Persistent link: https://www.econbiz.de/10010252795
Cover Image
Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals
Geiger, Ingmar; Bischoff, Lena; Vogler, Thilo - In: Industrial marketing management : the international … 103 (2022), pp. 170-182
Persistent link: https://www.econbiz.de/10013255672
Cover Image
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Cover Image
Customer Service in Industrial Marketing: Hedge Against Competition
Wagner, William B. - In: European Journal of Marketing 21 (1987) 7, pp. 7-17
Customer service is a pre‐requisite for both developing and maintaining lasting buyer‐seller relationships. Long‐term benefits have been proved over time. As a strategic element of the marketing mix it is no longer dismissed on the basis of cost. Customer service issues involved, including...
Persistent link: https://www.econbiz.de/10014724861
Cover Image
Optimal Selling Quantity and Purchasing Price for Intermediary Firms
Chen, Cheng‐Kang; Jo Min, K. - In: International Journal of Operations & Production Management 11 (1991) 10, pp. 64-68
selling quantity and purchasing price for intermediary firms under profit maximisation.  … other firms or to the public. This article investigated how intermediary firms can optimally determine both selling quantity … and purchasing price of a product. By incorporating the special structure of intermediary firms′ environments and by …
Persistent link: https://www.econbiz.de/10014791195
Cover Image
The inevitability of conflict between buyers and sellers
Emiliani, M.L. - In: Supply Chain Management: An International Journal 8 (2003) 2, pp. 107-115
purchasing and supply chain management practices in a new way.  …
Persistent link: https://www.econbiz.de/10015008283
Cover Image
“QUOTE UNQUOTE”
Wilson, Aubrey - In: Marketing Intelligence & Planning 6 (1988) 2, pp. 12-14
A well‐prepared and presented proposal or tender can give a company a strong competitive edge. It is, however, an aspect of marketing that is often neglected.
Persistent link: https://www.econbiz.de/10014946766
Cover Image
The new consumer emerges
Kress, Katherine; Ozawa, Nancy; Schmid, Gregory - In: Strategy & Leadership 28 (2000) 5, pp. 4-11
New consumers have emerged in North America. These consumers have higher expectations and are more demanding than yesterday’s consumers. Businesses must meet these requirements if they are to hold a competitive place in today’s marketplace. The authors report on research that identifies the...
Persistent link: https://www.econbiz.de/10015016337
Cover Image
Purchasing & supply chain management : analysis, strategy, planning and practice
Weele, Arjan J. van - 2005 - 4. ed.
Persistent link: https://www.econbiz.de/10004803217
Cover Image
Purchasing and supply chain management
Lysons, Kenneth - 2006 - 6. ed.
Persistent link: https://www.econbiz.de/10004857594