Journal of Business & Industrial Marketing: Volume 5 Issue 2

Managing Structural Changes in Marketing Channels

Ronald D. Michman

Considers the shift of marketing functions from the perspective ofthe wholesaler rather than from the traditional point of view of themanufacturer or retailer. Examines the…

Implementing Expert Systems into Business‐to‐Business Marketing Practice

Margery Steinberg, Richard E. Plank

Discusses artificial intelligence, particularly expert or knowledgesystems, and its relevance for business‐to‐business marketing andmarketing decision support systems. Enables the…

Developing Marketing Decision Support Systems

Alan J. Greco, Jack T. Hogue

Discusses the findings of research into the development ofmarketing decision support systems. States that MDSS represents a breakwith traditional, more rigid management…

Employee Participation through Consultative Team Selling

Thomas T. Tyler

Adopts a case‐study approach in examining a manufacturing companyin the food machinery business and its fortunes following increasedautomation. Considers issues such as company…

Using Industrial Trade Shows to improve New Product Development

Daniel C. Bello, Gloria J. Barczak

Considers how research carried out during trade shows can helpindustrial firms to manage the new product development process.Discusses the NPD process and offers a scheme for…

Predicting Organizational Buyer Behaviour

John F. Tanner

Considers the need for industrial marketers to understand buyers′behavioural choices, which are affected by various factors. Examinestypes of behaviour and their implications for…

Strategic Planning and Sales Teams

George D. Rodgers

Examines the restructuring of the sales and marketing departmentsof Beech Aircraft Corporation, brought about by a collapsing market in atroubled economy. Details the factors…