rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Getting better at sensemaking
  name:
    name part: Woodside, Arch G.
  type of resource: text
  origin info:
    place:
      place term: ctu
    place:
      place term: Stamford, Conn
    publisher: JAI Press
    date issued: c2000
    date issued: 2000
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: electronic resource
    form: remote
    extent: 1 online resource (512 p.) : ill.
  abstract: This work's 16 contributions fill the mind with knowledge, skills, and insights useful for improving the executive's ability to do what needs to be done: scan environments better to find the weak signals on breakthrough technologies; understand shifts in customers' attitudes and behaviors; observe changes in behaviors of suppliers, governments, and other stakeholder groups; frame problems/opportunities better by deepening understanding on how we go about making sense of what is happening and can be made to happen; decide better by gaining deep knowledge on how decisions are actually made and can be improved (e.g., via systems thinking and simulating system operations to uncover powerful levers previously unrecognized); and, do better by applying new tools to learn what is really happening when planned strategies are converted into realized strategies.
  table of contents: Getting better at sensemaking : introduction / Arch G. Woodside -- Competence-based business processes within industrial networks : a theoretical and empirical analysis / Kimmo Alajoutsijärvi and Henrikki Tikkanen -- Studies on industrial marketing change processes: a theoretical review and suggestive framework / Per Andersson -- Management of the market research client/agency relationship / Ross Brennan -- Qualitative methods in business studies / Torben Damgaard, Per V. Freytag, and Per Darmer -- Negotiating international industrial projects: MNCS versus emerging markets / Pervez N. Ghauri -- Global integration of marketing and R&D: IMB's Haifa research laboratory and its "WebCutter" technology / Mel Horwitch ... [et al.] -- Using case studies for theory testing in business-to-business research: the development of a more rigorous case study methodology / Wesley J. Johnston, Mark P. Leach, and Annie H. Liu -- Development of measures to assess customer perceived value in a business-to-business context / Jozée Lapierre -- Methods of country risk assessment for international market-entry decision / Joshua B. Levy and Eunsang Yoon -- Judgmental heuristics in overseas vendor search and evaluation: a proposed model of importer buying behavior / Neng Liang and Rodney L. Stump -- Research on business-to-business barter in Australia / Peter W. Liesch and Dawn Birch -- Hungarian tender buyers: some results of an empirical research study / Tibor Mandják and Judit Simon -- Business marketing as "politics" : identifying and managing political buying situations / K. E. Kristian Möller -- Portfolio of supplier-customer relationships / Robert Salle, Bernard Cova, and Catherine Pardo -- Ingredient branding : perspectives and problems of brand development in business to business enduser relations / Konstantin Theile and Wolfgang Burr -- Integration of qualitative and quantitative research approaches in business-to-business marketing / Gerhard A. Wührer and Thomas Werani.
  note: edited by Arch G. Woodside.
  subject:
    topic: Marketing
    topic: Management
  subject:
    topic: Perception
  subject:
    topic: Management & management techniques
  subject:
    topic: Sales & marketing management
  subject:
    topic: Business & Economics
    topic: Marketing
    topic: General
  classification: HF5415.13 G48 2009
  classification: 658.8
  classification: 339.1
  related item:
    title info:
      title: Getting better at sensemaking
    origin info:
      publisher: Stamford, Conn. : JAI Press, c2000
    identifier: (OCoLC)44188864
  related item:
    title info:
      title: Advances in business marketing and purchasing ; v. 9
  identifier: 9781849500432 (electronic bk.) :
  identifier: 1849500436 (electronic bk.) :
  identifier: 9780762306336 (hbk.)
  identifier: 0762306335 (hbk.)
  identifier: http://www.emeraldinsight.com/1069-0964/9
  record info:
    record content source: ZJC
    record creation date: 100708
    record change date: 20100927033606.0
    record identifier: ocn646350394
    language of cataloging:
      language term: eng