Getting better at sensemaking

• Άλλοι συγγραφείς: Woodside, Arch G.
• Μορφή: Ηλεκτρονική πηγή Ηλ. βιβλίο
• Γλώσσα: English
• Έκδοση: Stamford, Conn. : JAI Press, c2000
• Σειρά: Advances in business marketing and purchasing ; v. 9.
• Θέματα: Marketing > Management.; Perception.; Management & management techniques.; Sales & marketing management.; Business & Economics > Marketing > General.

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 behav...

Πίνακας περιεχομένων:

• 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.