Journal of Business & Industrial Marketing articles from January 1995

Journal of Business & Industrial Marketing archives from January 1995

Marketing and engineering revisited.
January 1, 1995... Are marketers "shallow people"? Introduction Lancaster (1993) produced an argument suggesting that engineers perceived marketers to be "shallow" people. This view stemmed from the fact that marketing objectives tended to have little...

Target costing.
January 1, 1995... Product innovation is a key to survival In today's rapidly changing business environment, product innovation is one of the keys to a company's survival and competitiveness. Manufacturers can no longer produce and market large volumes of...

New product myopia.
January 1, 1995... New products are "high risk endeavors" Introduction In a market economy, developing and introducing new products is essential for firms' survival. Yet new products are "high-risk endeavors" (Cooper and Kleinschmidt, 1987, p. 170), since...

A comparison of pharmaceutical promotional tactics between Hong Kong and China.
January 1, 1995... Expanding multinational business in the Pacific Rim Introduction Owing to the economic growth in the Pacific region and the squeeze on pharmaceutical profits in the US market resulting from changes in the health care system, namely HMOs...

The domain of a Soviet-type command network.
January 1, 1995... In concert with the state enterprises of the previous Soviet bloc and China, organizational buyer-seller relationships in Vietnam are undergoing a major refocus. In China's case the liberalization of the state command system - begun with the...

Customer Visits: Building a Better Market Focus.
January 1, 1995... McQuarrie states his purpose in writing this book in two parts. First, his thesis is that any organization which seeks to become market-focussed should "increase the number and range of employees who visit customers and improve the...