Organizational Buying Behavior
Conjoint Calibration of the Customer/Competitor Interface in Industrial MarketsJan 1, 1985 David B. Montgomery, 1985, 85-112
Reviews, from a managerial perspective, the use of conjoint analysis techniques in industrial applications; discusses issues to consider when using conjoint analysis.
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.
Industrial Market Segmentation: A Nested ApproachJan 1, 1983 Thomas V. Bonoma and Benson P. Shapiro, 1983, 83-100
Organizes the literature on industrial market segmentation according to a new framework and discusses how to use this information in practical applications.
3 WAYS to GET CONNECTED
Employees of MSI Member Companies enjoy the benefits of complete online access to content, member conferences and networking with the MSI community.
Qualified academics benefit from a relationship with MSI through access to msi.org, conferences and research opportunities.
The public is invited to enjoy partial access to msi.org content, a free e-newsletter, selected reports and more.