1995 Working Paper Collection
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An Integrated Model of Buyer-Seller Relationships
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10-1995 David T. Wilson |
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Backcasting as a Tool in Competitive Analysis
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24-1995 Clement K. Wang and Paul D. Guild |
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Category Management and its Applicability to Business Markets: Issues and Outlook
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17-1995 Michael J. Zenor and Philip C. Zerrillo |
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Creating Effective Brand Names: A Study of the Naming Process
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12-1995 Chiranjeev Kohli and Douglas W. LaBahn |
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Determinants of Client Commitment in Advertising Agency-Client Relationships
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2-1995 Douglas W. LaBahn and Chirnajeev Kohli |
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Implementing Interorganizational Information System Technology: The Buyer-Seller Relationship Satisfaction Gap Revisited
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1-1995 David T. Wilson and Richard P. Vlosky |
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Information Control & Influence in High Technology Purchase Decisions
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23-1995 Philip L. Dawes, Don Y. Lee, and Grahame R. Dowling |
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Interfacing with Customers - New Rules and New Technologies Transform Business Marketing
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11-1995 Bob Donath |
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Interorganizational Properties and Interorganizational Perceptual Agreement: An Empirical Assessment in Marketing Channel Relations
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18-1995 Philip C. Zerrillo and James C. Anderson |
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Linking Structure and Coordination Decisions in Franchise Systems
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20-1995 Manish Kacker and Anne T. Coughlan |
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Managed Networks: Creating Strategic Advantage
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22-1995 Alexander J. Campbell and Dave T. Wilson |
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Microsoft Corporation: The Design of Microsoft Support Network 1.0
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15-1995 James A. Narus and James C. Anderson |
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Minimizing Technological Oversights: A Marketing Research Perspective
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9-1995 Jehoshua Eliasberg, Gary Lilien, and Vithala R. Rao |
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Modeling Customer Retention as a Relationship Problem
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13-1995 David T. Wilson, Praveen K. Soni, and Michael O'Keeffe |
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Technological Discontinuities, Strategic Preemption and the Timing of Entry in Emerging Markets: A Resource-Based View
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21-1995 Rajiv K. Sinha |
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The Dynamic Nature of Buying Centers: Do Researchers and Salespeople Aim at a Moving Target?
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3-1995 Grahame R. Dowling |
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The Strategic Use of Organizational Competencies and Backcasting in Competitive Analysis
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7-1995 Clement Wang and Paul Guild |
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Transfiguring the Sales Force: The Future of Business Marketing's Most Powerful Tool
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6-1995 Bob Donath |
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Trust Me!!!...But How? Relationship Bonding as an Antecedent of Trust in International Strategic Alliances: USA-Mexico, A Latent Variable Structural Modeling Approach
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16-1995 Carlos M. Rodriguez and David T. Wilson |
