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Internet integration into the industrial selling process: a step-by-step approach

Long, Mary M.; Tellefsen, Thomas; Lichtenthal, J. David - In: Industrial marketing management : the international … 36 (2007) 5, pp. 676-689

Persistent link: https://www.econbiz.de/10003483621

Case study: service support and capital goods ‐ dissolving the resistance to obtaining product acceptance in new business markets

Lichtenthal, J. David; Long, Mary M. - In: Journal of Business & Industrial Marketing 13 (1998) 4/5, pp. 356-369

The authors note how the lack of proper support services impedes the adoption process for capital goods characterized as installations. Unstructured interviews were conducted with key managers, technical personnel, and boundary role individuals. In particular, service support factors between...

Persistent link: https://www.econbiz.de/10014843349

Scientific Contributions to the Field from the Journal of Business-to-Business Marketing

Lichtenthal, J.David; Wilson, David T.; Long, Mary M. - In: Journal of business research : JBR 38 (1997) 3, pp. 211-234

Persistent link: https://www.econbiz.de/10006736972

The essence of business marketing theory, research, and tactics : contributions from the Journal of Business-to-Business Marketing

Lichtenthal, J. David; Mummalaneni, Venkatapparao; … - In: Journal of business-to-business marketing 15 (2008) 2, pp. 91-179

Persistent link: https://www.econbiz.de/10003814676

Commentary on "The essence of business marketing..." by Lichtenthal, Mummalaneni, and Wilson : the JBBM comes of age

LaPlaca, Peter J. - In: Journal of business-to-business marketing 15 (2008) 2, pp. 180-191

Persistent link: https://www.econbiz.de/10003814683

Commentary on "The essence of business marketing theory, research and tactics : contributions by the Journal of Business-to-Business Marketing," by Lichtenthal, Mummalaneni, and Wi...

Malhotra, Naresh K.; Uslay, Can; Ndubisi, Nelson Oly - In: Journal of business-to-business marketing 15 (2008) 2, pp. 204-217

Persistent link: https://www.econbiz.de/10003814692

Commentary on "The essence of business marketing theory, research and tactics : contributions by the Journal of Business-to-Business Marketing," by Lichtenthal, Mummalaneni, and Wi...

Woodside, Arch G. - In: Journal of business-to-business marketing 15 (2008) 2, pp. 218-233

Persistent link: https://www.econbiz.de/10003814693

Reply to commentaries by Dant & Lapuka, Honeycutt & Thelen, Malhotra, Uslay, & Ndubisi, LaPlaca, and Woodside on "The essence of business marketing theory, research and tactics : c...

Mummalaneni, Venkatapparao; Lichtenthal, J. David; … - In: Journal of business-to-business marketing 15 (2008) 2, pp. 234-245

Persistent link: https://www.econbiz.de/10003814713

Becoming market oriented

Lichtenthal, J. David; Wilson, David T. - In: Journal of Business Research 24 (1992) 3, pp. 191-207

Persistent link: https://www.econbiz.de/10005465431

Advocating business marketing education : relevance and rigor - uttered as one

Lichtenthal, J. David - In: Journal of business-to-business marketing 14 (2007) 1, pp. 1-12

Persistent link: https://www.econbiz.de/10003506997

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