ISBM Working Papers 1995
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 1995
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.
| |
|
|---|---|
| 26-1995 | Erik Jan Hultink, Abbie Griffin, Susan Hart, and Henry S.J. Robben, "Industrial New Product Launch Strategies and Product Development Performance." |
| 25-1995 | Arvind Rangaswamy and G. Richard Shell, "Using Computers to Realize Joint Gains in Negotiations: Toward an 'Electronic Bargaining Table'." |
| 24-1995 | Clement K. Wang and Paul D. Guild, "Backcasting as a Tool in Competitive Analysis." |
| 23-1995 | Philip L. Dawes, Don Y. Lee, and Grahame R. Dowling, "Information Control & Influence in High Technology Purchase Decisions." |
| 22-1995 | Alexander J. Campbell and Dave T. Wilson, "Managed Networks: Creating Strategic Advantage." |
| 21-1995 | Rajiv K. Sinha, "Technological Discontinuities, Strategic Preemption and the Timing of Entry in Emerging Markets: A Resource-Based View." |
| 20-1995 | Manish Kacker and Anne T. Coughlan, "Linking Structure and Coordination Decisions in Franchise Systems." |
| 19-1995 | Abbie Griffin and Albert L. Page, "The PDMA Success Measurement Project: Recommended Measures for Product Development Success and Failure." |
| 18-1995 | Philip C. Zerrillo and James C. Anderson, "Interorganizational Properties and Interorganizational Perceptual Agreement: An Empirical Assessment in Marketing Channel Relations." |
| 17-1995 | Michael J. Zenor and Philip C. Zerrillo, "Category Management and its Applicability to Business Markets: Issues and Outlook." |
| 16-1995 | Carlos M. Rodriguez and David T. Wilson, "Trust Me!!!...But How? Relationship Bonding as an Antecedent of Trust in International Strategic Alliances: USA-Mexico, A Latent Variable Structural Modeling Approach." |
| 15-1995 | James A. Narus and James C. Anderson, "Microsoft Corporation: The Design of Microsoft Support Network 1.0." |
| 14-1995 | David W. Large and Roger A. More, "Winning Bids for Technology-Based Capital Equipment: The Significant but Variable Effect of Buyer-Seller Relationships." |
| 13-1995 | David T. Wilson, Praveen K. Soni, and Michael O'Keeffe, "Modeling Customer Retention as a Relationship Problem." |
| 12-1995 | Chiranjeev Kohli and Douglas W. LaBahn,"Creating Effective Brand Names: A Study of the Naming Process." |
| 11-1995 | Bob Donath, "Interfacing with Customers - New Rules and New Technologies Transform Business Marketing." The report from the ISBM Twelfth Annual Member's Meeting |
| 10-1995 | David T. Wilson, "An Integrated Model of Buyer-Seller Relationships." |
| 9-1995 | Jehoshua Eliasberg, Gary Lilien, and Vithala R. Rao, "Minimizing Technological Oversights: A Marketing Research Perspective." |
| 8-1995 | Talia Rymon, Jehoshua Eliasberg, and Thomas S. Robertson, "When should you believe your Competitor's Announcement?" |
| 7-1995 | Clement Wang and Paul Guild,"The Strategic Use of Organizational Competencies and Backcasting in Competitive Analysis." |
| 6-1995 | Bob Donath, "Transfiguring the Sales Force: The Future of Business Marketing's most powerful tool." |
| 5-1995 | Zeev Rotem, "What makes a Better Performer: Achieving Closer 'Fit' with the Market of having Generic 'Best Resources' that suit any Market?" |
| 4-1995 | Abbie Griffin, "Modeling and Measuring Product Development Cycle Time." |
| 3-1995 | Grahame R. Dowling, "The Dynamic Nature of Buying Centers: Do Researchers and Salespeople Aim at a Moving Target?" |
| 2-1995 | Douglas W. LaBahn and Chirnajeev Kohli,"Determinants of Client Commitment in Advertising Agency-Client Relationships." |
| 1-1995 | David T. Wilson and Richard P. Vlosky,"Implementing Interorganizational Information System Technology: The Buyer-Seller Relationship Satisfaction Gap Revisited." |
