Journal of Business & Industrial Marketing: Volume 7 Issue 2

The Product Life Cycle of Engineered Metals: A Comparative Analysis of the Application of Product Life Cycle Theory

Edward Nelson

Examines the use of Product Life Cycle (PLC) in analyzing the riseand fall in product demand. Applies the cycle stages: productdevelopment, introduction, growth, maturity, decline…

The Changing Manufacturing Environment: Implications for Marketing

Linda J. Morris, John S. Morris

Considers the response of US firms to the recent decline inproductivity, growth etc and the subsequent adoption of just in timemanufacturing pioneered by Japanese industry…

An Extended Framework for Adjusting Channel Strategies in Industrial Markets

Mini Hahn, Dae R. Chang

Considers the need for industrial producers (intermediaries) to beflexible and adapt their channel, e.g. commercial and consumption,strategies to the changing demands of producers…

Ten Aggressive Bargaining Tactics of Industrial Buyers

Barbara C. Perdue

Examines the tactics used by purchasers when re‐negotiating repeatbuys of component parts. Illustrates buyers and sellers co‐operatingduring the problem solving stage of the…

Improving Sales Call Reporting for Better Management Decisions

Stephen J. Grove, Mary C. LaForge, Patricia A. Knowles, Louis H. Stone

States that information regarding the trading environment andcustomers is essential if a firm′s marketing is to be effective.Describes the two sources: primary, e.g. salespeople…

We Can Do A Better Job of Selecting International Distributors

Eugene H. Fram

Highlights the importance of selecting the correct internationaldistributors if a firm wishes to trade effectively in the wider market.Describes a study commissioned exploring the…

The Planning Process – Continuous Improvement

Mary E. Kulpinski

Examines the success of AC Rochester, a division of General Motors,involved in the storage and delivery of fuels. Investigates theirresponse to global competition in the 1980s and…