Table of contents
Industrial Marketing as an Organizational Problem: A Case Study
Håkan Håkansson, Bjöm Wootz, Owe Andersson, Paul HangårdAims to identify possible marketing effects of a change in organizational design within the marketing function of an electrical equipment supplier on the international market…
Industrial Salesmen as a Source of Marketing Intelligence
Charles MossStates that salespeople are increasingly taking on a dual role — not only of selling, but also in gathering intelligence from the marketplace. Presents three case histories of…
Impact of Inflation on Consumer Life Style: Some Empirical Results on the Money Illusion and Consumer Purchasing Behaviour
Günter Poser, Zoher E. ShipchandlerInvestigates whether consumers are subject to the money illusion during a period of accelerated inflation. Looks at how consumers adjust their habits and purchasing behaviour in…
Consumerism: The Public's Awareness of their Rights
D. Jobber, R. BendelowInvestigates the awareness of the public of their rights in the buyer‐seller relationship. Presents evidence gathered from a questionnaire analysed by age, sex and socio‐economic…
Marketing to Industrial Democrats
Pierre Guiller de Monthoux, Melitta PatzakPresents a case study of participation in buying practice, showing in what situations unions and personnel in customer firms take an active interest in a buying decision. Uses…
ISSN:
0309-0566e-ISSN:
1758-7123ISSN-L:
0309-0566Online date, start – end:
1967Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Prof. Greg Marshall