ISBM Working Papers 1994
This page can be accessed only by ISBM member firms who have previously assigned user names and passwords. It is the entry to a searchable data base of about 200 working papers. Full text of most papers is also available.
ISBM Working Papers 1994
Our online research database contains working papers supported by the ISBM. They are available as Adobe Acrobat documents. Best viewed with Acrobat Reader 5.05 or higher.
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| 18-1994 | Murali Chandrashekaran and Rajiv K. Sinha, "Isolating the Determinants of Innovativeness: A Split-Population Tobit (SPOT) Duration Model of Timing and Volume of First and Repeat Purchase." |
| 17-1994 | Kirti Sawhney and Gary L. Frazier, "Outcome-based and Behavior-based Channel Coordination Efforts." |
| 16-1994 | Bob Donath, "Today's Partnering, Distribution, Segmentation Imperatives: A Report from the 1994 ISBM Annual Members Meeting." |
| 15-1994 | David W. Large and Roger A. More, "The Behavioral Sub-Dimensions of Sales and Service Quality, and Implications for Servqual" |
| 14-1994 | Abbie Griffin and John R. Hauser, "Integrating Mechanisms for Marketing and R & D." |
| 13-1994 | Srinath Gopalakrishna, Gary L. Lilien, Ian K. Sequeria, and Jerome D. Williams, "Do Trade Shows Pay Off?" |
| 12-1994 | Douglas W. LaBahn and Robert Krapfel Jr., "Early Supplier Involvement in New Product Development: A Model of the Suppliers' Perspective." |
| 11-1994 | Irwin Gross, "The Future of Corpcom (Corporate Advertising and Communications)." |
| 10-1994 | Richard P. Vlosky and David T. Wilson, "Interorganizational Information System Technology Adoption Effects on Buyer-Seller Relationships in the Retailer-Supplier Channel: An Exploratory Analysis." |
| 9-1994 | Bob Donath, "Harnessing MKIS for 'Marketing Engineering'." |
| 8-1994 | Jehoshua Eliashberg, Gary L. Lilien and Nam Kim, "Marketing Negotiations: Theory, Practice and Research Needs." |
| 7-1994 | James C. Anderson and James A. Narus, "Flexible Market Offerings: Naked Solutions, With Options." |
| 6-1994 | Douglas W. LaBahn and Katrin R. Harich, "Cross-National Channel Relationship Performance: The Role of Cultural Sensitivity, Conflict and Communication." |
| 5-1994 | Nirmalya Kumar and Lisa K. Scheer, "The Effects of Relational Support on Marketing Channel Relationships." |
| 4-1994 | Arch G. Woodside, "Modelling Pricing Policy Systems: A Primer for Making Better Pricing Decisions in Business Marketing." |
| 3-1994 | Srinath Gopalakrishna and Gary L. Lilien "A Dynamic Model of Business Trade Show Effectiveness." |
| 2-1994 | Nirmalya Kumar, Lisa K. Scheer and Jan-Benedict E. M. Steenkamp, "The Effects of Interdependence on Relationship Quality in Marketing Channels." |
| 1-1994 | Robert J. Corey and David T. Wilson, "Using Motivation as a Basis for Understanding and Improving Direct Marketing Relationships." |
