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Recent articles from Marketing Intelligence & Planning
American sogo shosha: American trading companies in the twenty-first century.
June 1, 1997... Japanese General Trading Companies or sogo shoshas have been instrumental in the phenomenal Japanese economic miracle of the last 40 years. In 1982, the USA passed the Export Trading Company Act to home grow its own sogo shoshas; to date the Act has been ineffective -- yet the need remains....
Formulating a strategic marketing mix for quantity surveyors.
June 1, 1997... The quantity surveying profession has a long history in the building industry. Although the profession has reached maturity, practising quantity surveyors seem to have failed in so far as strategic marketing and planning are concerned. Many quantity surveying firms do not have formal written...
Conducting a situation analysis for volunteer organizations: an improved model.
June 1, 1997... Asserts that competitive pressures make careful applications of marketing management tools imperative for the survival of time-dependent non-profit organizations. Illustrates a pragmatic tool which a volunteer-dependent organization can use to determine its strengths and weaknesses vis-a-vis...
Determinants of salesforce effectiveness: perceptions of field managers versus senior sales executives.
June 1, 1997... A mail survey administered to sales managers investigates the factors that influence the effectiveness of their sales organizations. The most important factors found are building long-term relations, inter-departmental co-ordination, training for both salespeople and field managers and...
Relationship marketing and regular customer cards: daily product retailing in Finland.
June 1, 1997... Investigates the characteristics of the regular customer cards of four major Finnish retail organizations in the daily product sector with respect to the basic characteristics of (customer) relationship marketing. The purpose is to study whether, and to what degree, relationship marketing is...
