ISBM Working Papers 1998
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 1998
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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| 23-1998 | Timothy M. Smith and Paul M. Smith, "The Effectiveness of Trade Show Efforts on Distributors." |
| 22-1998 | Joël Le Bon and Dwight Merunka, "The Role Attitude in Competitive Intelligence Activities of Salespersons: Evidence and Consequences of the Mediating Effect." |
| 21-1998 | Erwin Danneels, Elko J. Kleinschmidt, and Robert G. Cooper, "Product Innovativeness From the Firm's Perspective: Its Dimensions and Their Impact on Project Selection and Performance." Replaced by 18-1999. |
| 20-1998 | Richard Vlosky, Rene'e Fontenot, and Lydia Blalock, "Extranets: Impacts on Business Practices and Relationships." |
| 19-1998 | Gary S. Lynn and Richard R. Reilly, "Metrics for Innovation: A Report Card Feedback System to Improve Speed to Market and Enhance Innovation Success." |
| 18-1998 | Wayne DeSarbo, Kamel Jedidi, and Indrajit Sinha, "An Empirical Investigation of the Structural Antecedents of Perceived Value in a Heterogeneous Population." |
| 17-1998 | Erwin Danneels, "A Competence-Based New Product Typology." |
| 16-1998 | Joel Le Bon and Dwight Merunka, "Measuring the Competitive Intelligence Attitude of Salespeople: Development and Replication of the C.I.A. Salesperson Scale." |
| 15-1998 | Bob Donath, "Innovation for Growth and Profit: 'Beyond 2000' Growth is 'in' for the millennium." |
| 14-1998 | Sang-Lin Han, "Antecedents of Buyer Commitment: An Empirical Study of Metal Industry." |
| 13-1998 | Joseph P. Cannon and Christian Homburg, "Buyer-Supplier Relationships and Customer Firm Costs." |
| 12-1998 | Eunsang Yoon and Braxton Hinchey, "An Exploratory Analysis of Interface Management and Innovation Project Performance." |
| 11-1998 | Abbie Griffin, "Drivers of New Product Development Success: Multivariate Results From PDMA'S Best Practices Research." |
| 10-1998 | Adam J. Fein and Sandy Jap, "Managing Consolidation in your Channel." |
| 9-1998 | Peter M. Noble and Thomas S. Gruca, "An Emprically-Validated Framework for Industrial Pricing" |
| 8-1998 | Anil C. Peter, "Customer Database Harvesting and its Relationship to Selling Performance." |
| 7-1998 | Christophe Van den Bulte and Gary Lilien, "Is Social Contagion All It's Cracked Up to Be in New Product Diffusion?: Medical Innovation Revisited." |
| 6-1998 | Gabi Helfert and Hans Georg Gemunden, "Relationship Marketing Team Design: A Powerful Predictor for Relationship Effectiveness." |
| 5-1998 | Suzan Burton, Simon Sheather, John Roberts , "A Methodology for Indentifying and Testing Response Functions in Marketing With an Application to Customer Satisfaction." |
| 4-1998 | EugeneSivadas and F. Robert Dwyer, "A Comparison of Organizational Factors Influencing New Product Success in Internal and Alliance Based Products." Replaces 24-1996. |
| 3-1998 | Adam J. Fein, Pembroke Consulting, "Understanding Evolutionary Processes In Non-Manufacturing Industries: Empirical Insights From The Shakeout In Pharmaceutical Wholesaling." |
| 2-1998 | Bob Donath, "Working Smarter, Not Harder-Three Keys to Marketing Effective: Marketing Engineering, Education and Development, Faster Execution." |
| 1-1998 | Piyush Kumar, Manohar U. Kalwani, and Maqbool Dada, "The Impact of Waiting Time Guarantees on Customers' Waiting Experiences." |
