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 suggesti...

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Format:	Elektronisch E-Book
Sprache:	English
Veröffentlicht:	Stamford, Conn. JAI Press c2000
Schriftenreihe:	Advances in business marketing and purchasing v. 9
Schlagworte:	bicssc Management & management techniques Sales & marketing management Business & Economics / Marketing / General Marketing / Management Perception Unternehmen Organisatorisches Lernen Sinnkonstitution Aufsatzsammlung
Online-Zugang:	FWS01 FWS02 FHN01 UEI01 UER01 Volltext
Zusammenfassung:	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
Beschreibung:	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
Beschreibung:	1 Online-Ressource (512 p.)
ISBN:	9781849500432 1849500436