Discusses artificial intelligence, particularly expert or knowledge systems, and its relevance for business‐to‐business marketing and marketing decision support systems. Enables the reader to understand the basic concepts of expert systems while providing more technical references, before...

Purpose The purpose of this research is to develop a taxonomy of the impact of sales process regulations, guidance statements and laws (henceforth, referred to as “regulations”) on sales behaviours within the pharmaceutical industry, particularly as it relates to those within the USA....

Purpose – The purpose of this paper is to describe the state of logistics performance measurement in corporations based in the USA. Design/methodology/approach – A triangulation approach is used, including, a Delphi study involving more than 100 practitioners, academics, and consultants...

Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally formulated in clinical psychology by George Kelly. Explains how personal construct psychology theory (PCT), which reflects a...

Purpose – The purpose of this paper is to outline the usage of interactive marketing tools in the area of sales and operations planning (S&OP) to further collaboration among supply chain partners. Emergent challenges and research directions are proposed. Design/methodology/approach – Using...