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Article
Publication date: 23 February 2010

Michael K. Rich

540

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Journal of Business & Industrial Marketing, vol. 25 no. 3
Type: Research Article
ISSN: 0885-8624

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1119

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Journal of Business & Industrial Marketing, vol. 21 no. 4
Type: Research Article
ISSN: 0885-8624

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Publication date: 7 August 2007

Michael K. Rich

414

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Journal of Business & Industrial Marketing, vol. 22 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 April 2000

Michael K. Rich

The evolution from transaction marketing to relationship marketing in recent years has resulted in research indicating the need for more rigorous databases and greater utilization…

4725

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The evolution from transaction marketing to relationship marketing in recent years has resulted in research indicating the need for more rigorous databases and greater utilization of current computerized tracking systems. Relationship selling has been examined and the results stress long‐term perspectives to the dyadic exchange process to enhance sales results. Considering the role of trust and culture in the relationship marketing process would indicate the need to pursue future research into a deeper understanding of the customer. Seeking knowledge of a customer’s personal feelings concerning their comfort level with various communication approaches could enhance the reception of messages crafted for them. The discipline needs to move beyond the numbers to a more abstract analysis of the customer as an individual with specific feelings toward various marketing approaches.

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Journal of Business & Industrial Marketing, vol. 15 no. 2/3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 2001

Michael K. Rich

1128

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Journal of Business & Industrial Marketing, vol. 16 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 2000

Michael K. Rich

121

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Journal of Business & Industrial Marketing, vol. 15 no. 1
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 November 2000

Michael K. Rich

1370

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Journal of Business & Industrial Marketing, vol. 15 no. 6
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 July 2000

Michael K. Rich and Daniel C. Smith

With the increased emphasis on establishing long‐term customer relationships in the selling process, greater emphasis needs to be placed on hiring salespeople that possess skills…

2865

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With the increased emphasis on establishing long‐term customer relationships in the selling process, greater emphasis needs to be placed on hiring salespeople that possess skills in identifying communication characteristics in prospects. This identification process is an essential first step in the salesperson being able to adapt his or her behavior to permit a greater comfort level to be experienced by the prospect with subsequent trust being established over an extended period of time. Additionally, those sales situations where the activity is more transaction oriented, the identification skill of the salesperson is critical since the time duration of the dyadic relationship is limited and trust must be established quickly in order to consummate the sale. This research indicates that individuals with higher levels of responsiveness tend to exhibit greater identification skills than those with lower levels. These findings should prove useful to sales managers desiring to hire salespeople with strong “people skills”, to facilitate developing meaningful long‐term relationships with prospects.

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Journal of Business & Industrial Marketing, vol. 15 no. 4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 April 2002

Michael K. Rich

The field of marketing has had a history of individuals and organizations attempting short‐term gain through less than ethical means. The advent of the Web and other technological…

1831

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The field of marketing has had a history of individuals and organizations attempting short‐term gain through less than ethical means. The advent of the Web and other technological advances has placed powerful resources in the hands of practitioners. Coupled with that power is an acute public awareness of marketing abuses that have adversely hindered subsequent marketing efforts. Marketers need to address basic marketing skills through old‐fashioned personal contact and personal relations that probably never will be effectively replaced with modern IT methodology. Additionally, marketing should take a proactive approach to defining marketing responsibilities to the public it serves to overcome the reputation that is established by a few who are unethical in their approach to the craft.

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Journal of Business & Industrial Marketing, vol. 17 no. 2/3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 2002

Michael K. Rich

455

Abstract

Details

Journal of Business & Industrial Marketing, vol. 17 no. 1
Type: Research Article
ISSN: 0885-8624

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