ISBM Working Papers 1996
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 1996
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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| 23-1996 | Praveen K. Soni, David T. Wilson, and Michael O'Keeffe, "Beyond Customer Satisfaction: Customer Commitment." |
| 22-1996 | Sharmila C. Chatterjee, "Management Generated Leads: Panacea for Enhancing Sales Force Productivity?" |
| 21-1996 | Bob Donath, "Transforming Marketing for the Information Age." |
| 20-1996 | Bob Donath, "Global Marketing Management-Plus." |
| 19-1996 | Alexander J. Campbell and David T, Wilson, "Competing More Effectively Through Value-Creating Networks." |
| 18-1996 | Wayne DeSarbo, "Combinatorial Optimization Approaches to Normative Market Segmentation: An Application to Industrial Market Segmentation." |
| 17-1996 | Pamela Morrison, "Testing a Framework for the Adoption of Technological Innovations by Organizations and the Role of Leading Edge Users." |
| 16-1996 | Marnik Dekimpe, Pierre Francois, Srinath Gopalakrishna, Gary Lilien, and Christophe Van den Bulte, "Generalizing About Trade Show Effectiveness A Cross-National Comparison." |
| 15-1996 | Sharmila Chatterjee, "Bottleneck in the Implementation of Direct Marketing in the Industrial Context: Paradoxical Behaviour of Salespeople?" |
| 14-1996 | Claudius Koldau, "Meanings of Cross-Cultural Differences in Establishing Relationships in Japanese-American Business Negotiations." |
| 13-1996 | Kevin L. Webb and Nicholas M. Didow, "Understanding Hybrid Channel Conflict: Toward a Conceptual Model and Research Propositions." |
| 12-1996 | Eunsang Yoon and Braxton Hinchey, "An Exploratory Analysis of Interface Management and Innovation-Market Performance." |
| 11-1996 | Joshua B. Levy and Eunsang Yoon, "Methods of Country Risk Assessment for International Market-Entry Decision." |
| 10-1996 | Abbie Griffin and Edward McDonough, "The Impact of Organizational Tools on New Product Development Efficiency and Effectiveness." |
| 9-1996 | Abbie Griffin, "The Impact of Engineering Design Tools on New Product Development Efficiency and Effectiveness." |
| 8-1996 | Bob Donath,"Marketing Intangibles in Business Marketing: Harnessing Communications and Channel Strategies to Promote Stronger Customer Relations." |
| 7-1996 | Douglas W. LaBahn, "Advertiser Perceptions of Fair Compensation, Confidentiality and Rapport: The Influence of Advertising Agency Cooperativeness and Diligence." |
| 6-1996 | Christophe Van den Bulte and Gary L. Lilien, "Macro-Level Diffusion Models Underestimate Market Size and Overestimate Imitation Effects." |
| 5-1996 | James A. Narus and James C. Anderson, "Situationally-Adaptive Channels." |
| 4-1996 | Daniel C. Bello, Shirish P. Dant, and Ritu Lohtia, "Collaborative Relationships for Product Development: The Role of Strategic Issues, Production Costs, and Transaction Costs in Hybrid Governance." |
| 3-1996 | Ravindranath Madhavan and Rajiv Grover, "From Embedded Knowledge to Embodied Knowledge: New Product Development as Knowledge Management." |
| 2-1996 | Robert C. McMurrian and Elizabeth J. Wilson, "Dimensions of Supplier Value-Added Customer Service in Organizational Buying." |
| 1-1996 | James A. Dearden, Gary L. Lilien, and Eunsang Yoon, "Capacity Competition in Non-Differentiated Oligopolistic Markets." Replaced by 12-1997 . |
