European Journal of Marketing articles from April 1996

European Journal of Marketing archives from April 1996

The customer as co-producer.
April 1, 1996... Introduction A look at what is happening in the world of business today shows that the focus of business development is now gradually moving away from products and factories. Instead, interest is concentrated on the various processes taking...

Negotiation differences between diverse cultures: an industrial seller's perspective.
April 1, 1996... Introduction Today's business environment of globalization and multicultural diversity underscores the importance of developing a better understanding of cross-cultural dyadic sales interactions. Cultural orientations dictate variations in...

Market entry modes and channels of distribution in the UK machine tool industry.
April 1, 1996... This article has three objectives: (1) to explore reasons for the continuance of agents/distributors and sales subsidiaries as international market entry and development modes and channels of distribution in the UK machine tool industry;...

Model for market segments evaluation and selection.
April 1, 1996... Introduction Market segmentation consists of detecting, evaluating and selecting homogeneous groups of individuals - whether they are consumers or not - with the purpose of designing and directing competitive strategies towards them. A...