Table of contents
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb024738. When citing the article, please…
HOW TO GET MORE FOR YOUR MONEY IN MAIL SURVEYS
Gary L. Clark, Peter F. KaminskiThe question of whether personalization increases or decreases mail survey response rates has not been completely resolved in the marketing literature. Also, few studies address…
SALES FORECASTING USING CYCLICAL ANALYSIS
Joachim Lauer, Terrence O'BrienA forecasting method involving construction and interpretation of the business cycle is presented. Definition and development of lead indicators are discussed. These tools provide…
GUIDELINES FOR COMPARATIVE ADVERTISING IN INDUSTRIAL TRADE PUBLICATIONS
Thomas H. Stevenson, Linda E. SwayneComparative advertising has been viewed as an aggressive advertising tactic that is useful in selected situations. However, because of the risks involved, many advertisers are…
Erratum
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008218. When citing the article, please…
THE SALES FORCE AS A MARKETING INTELLIGENCE SYSTEM
Troy A. Festervand, Stephen J. Grove, R. Eric ReidenbachIn recent years the importance of market‐related information obtained by the sales force and used in marketing decision making has been recognized, but seldom studied. Where…
PRICING DECISION MAKING FOR HIGH‐TECHNOLOGY PRODUCTS AND SERVICES
Joseph P. Grunenwald, Thomas T. VernonHigh‐technology markets are characterized by rapid evolution that alters the emphasis existing in some traditional marketing decisions. This article examines the nature of these…
ISSN:
0885-8624e-ISSN:
2052-1189ISSN-L:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Michael Ehret
- Antonella La Rocca
- Roberto Mora Cortez