1996 Working Paper Collection
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Advertiser Perceptions of Fair Compensation, Confidentiality and Rapport: The Influence of Advertising Agency Cooperativeness and Diligence
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7-1996 Douglas W. LaBahn |
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An Exploratory Analysis of Interface Management and Innovation-Market Performance
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12-1996 Eunsang Yoon and Braxton Hinchey |
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Beyond Customer Satisfaction: Customer Commitment
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23-1996 Praveen K. Soni, David T. Wilson, and Michael O'Keeffe |
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Bottleneck in the Implementation of Direct Marketing in the Industrial Context: Paradoxical Behaviour of Salespeople?
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15-1996 Sharmila Chatterje |
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Capacity Competition in Non-Differentiated Oligopolistic Markets
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1-1996 James A. Dearden, Gary L. Lilien, and Eunsang Yoon (Replaced by 12-1997) |
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Collaborative Relationships for Product Development: The Role of Strategic Issues, Production Costs, and Transaction Costs in Hybrid Governance
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4-1996 Daniel C. Bello, Shirish P. Dant, and Ritu Lohtia |
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Combinatorial Optimization Approaches to Normative Market Segmentation: An Application to Industrial Market Segmentation
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18-1996 Wayne DeSarbo |
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Competing More Effectively Through Value-Creating Networks
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19-1996 Alexander J. Campbell and David T, Wilson |
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Dimensions of Supplier Value-Added Customer Service in Organizational Buying
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2-1996 Robert C. McMurrian and Elizabeth J. Wilson |
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From Embedded Knowledge to Embodied Knowledge: New Product Development as Knowledge Management
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3-1996 Ravindranath Madhavan and Rajiv Grover |
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Generalizing About Trade Show Effectiveness A Cross-National Comparison
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16-1996 Marnik Dekimpe, Pierre Francois, Srinath Gopalakrishna, Gary Lilien, and Christophe Van den Bulte |
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Global Marketing Management-Plus
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20-1996 Bob Donath |
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Macro-Level Diffusion Models Underestimate Market Size and Overestimate Imitation Effects
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6-1996 Christophe Van den Bulte and Gary L. Lilien |
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Management Generated Leads: Panacea for Enhancing Sales Force Productivity?
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22-1996 Sharmila C. Chatterjee |
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Marketing Intangibles in Business Marketing: Harnessing Communications and Channel Strategies to Promote Stronger Customer Relations
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8-1996 Bob Donath |
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Meanings of Cross-Cultural Differences in Establishing Relationships in Japanese-American Business Negotiations
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14-1996 Claudius Koldau |
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Methods of Country Risk Assessment for International Market-Entry Decision
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11-1996 Joshua B. Levy and Eunsang Yoon |
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Situationally-Adaptive Channels
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5-1996 James A. Narus and James C. Anderson |
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Testing a Framework for the Adoption of Technological Innovations by Organizations and the Role of Leading Edge Users
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17-1996 Pamela Morrison |
