Support Systems for National Account Management Programs: Promises Made, Promises KeptJan 1, 1984 Benson P. Shapiro and Rowland T. Moriarty, 1984, 84-102
Discusses impact of supporting, nonsales activities on national account profitability; outlines specific activities and general organizational themes that seem to be key success factors.
Organizing the National Account ForceJan 1, 1984 Benson P. Shapiro and Rowland T. Moriarty, 1984, 84-101
Evaluates four organizational structures for national account programs and alternative organizational positions for national account managers.
Sources of Information Utilized During the Industrial Buying Process: An Empirical OverviewJan 1, 1983 Rowland T. Moriarty and Robert E. Spekman, 1983, 83-101
Examines the variety of information sources industrial buyers relied on during a particular procurement decision and possible explanatory factors.
Services Marketing: New Insights from Consumers and ManagersJan 1, 1981 Eric Langeard, John E. G. Bateson, Christopher H. Lovelock, and Pierre Eiglier, 1981, 81-104
Based on a survey of service firm field managers and customers, examines willingness of customers to participate in delivery of services, field managers' understanding of their customers' needs, and organizational relationships in service businesses.
Conditions Conducive to the Effective Use of Marketing Research in the CorporationJan 1, 1981 David J. Luck and James R. Krum, 1981, 81-100
Explores what conditions may be facilitating or impeding effective use of marketing research funds and efforts; based on sample of 73 persons in 10 large corporations.
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