Journal of Business & Industrial Marketing: Volume 8 Issue 3

New Product Development under Changing Economic Conditions: THE ROLE OF THE SALESFORCE

Linda Rochford, Thomas R. Wotruba

Proposes an increasing role for the salesforce in the new productdevelopment process. Describes how the sales job itself has beenevolving toward one of relationship building with…

Potential Malpractice Lawsuits: NEW IMPETUS FOR THE MARKETING PROFESSION TO ADOPT RESEARCH STANDARDS?

Susan S. Jarvis

Highlights the fact that whereas, until recently, defendants inprofessional malpractice lawsuits were typically accountants, attorneysand physicians, potential liability for…

Salesforce Quality: A FRAMEWORK FOR IMPROVEMENT

Brien Ellis, Mary Anne Raymond

It is rarely acknowledged that salespeople occupy a unique positionas a contact between the customer and the firm, and therefore a plan forsalesforce quality can reap considerable…

Pricing Behavior in Industrial Markets: THE IMPACT OF ENVIRONMENTAL DYNAMICS

Michael Morris, Corine van Erkom Schurink

Assesses the extent to which environmental turbulence is affectingthe pricing behavior of industrial marketers. Introduces a conceptualmodel, based on a review of the available…

Innovation Inertia: THE POWER OF THE INSTALLED BASE

Paul A. Herbig, Hugh Kramer

Focusses on a seldom‐studied barrier to the adoption of innovation,namely, the installed base of the technology or the product beingsupplanted. Examines three dimensions of this…

Globalization Challenges Facing Fast‐growth Companies

Tyzoon Tyebjee

Observes that most research surrounding the internationalperformance of companies has revolved around their export intensity.Takes the view that, although exports are certainly an…

Sales Teamwork: A DOMINANT STRATEGY FOR IMPROVING SALESFORCE EFFECTIVENESS

Adel L. El‐Ansary, Noël B. Zabriskie, John M. Browning

Reports the findings of a national study which addresses thequestion: why do some salesforces perform much better than others?Features an in‐depth presentation of the results…