Central Problems in the Management of InnovationJan 1, 1985 Andrew H. Van De Ven, 1985, 85-109
Discusses basic problems most general managers face in managing innovation; proposes a number of solutions for managing innovation within organizations.
The Organization of Marketing Activities: A Contingency Theory of Structure and PerformanceJan 1, 1985 Robert W. Ruekert, Orville C. Walker, Jr., and Kenneth J. Roering, 1985, 85-104
Provides a theoretical structure for understanding how the organization of marketing tasks affects marketing performance.
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.
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