ISBM Working Papers 2000
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 2000
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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| 19-2000 | James Anderson, James B. Thomson, and Finn Wynstra, "Combining Value and Price to Make Purchases Decisions in Business Markets." |
| 18-2000 | Christian Homburg, Martin Fassnacht and Christof Guenther, "The Role of Soft Factors in Implementing a Service-Oriented Strategy in Industrial Marketing Companies." |
| 17-2000 | Rajdeep Grewal, Jean L. Johnson and Suprateek Sarker "Crises in Business Markets: Implications for Interfirm Linkages" |
| 16-2000 | Neeraj Bharadwaj, "Customer Focus: The Construct and its Consequences" |
| 15-2000 | Niels Schillewaert, Michael Ahearne, Ruud Frambach, Rudy K. Moenaert, "The Acceptance of Information Technology in the Sales Force" |
| 14-2000 | Steven Strauss, "Marketing Strategies for Products with Cross-Market Network Externalities." |
| 13-2000 | Gary Lilien and Arvind Rangaswamy, "Modeled to Bits: Decision Models for the Digital, Networked Economy." |
| 12-2000 | Bob Donath, "Knowledge-Based Business Marketing. What to collect, How to use it." |
| 11-2000 | Gary S. Lynn and Ali E. Akgün, "Accelerated Learning in New Product Development Teams" |
| 10-2000 | Jaqueline Pels and James A. Narus, "Designing Marketing Channels for Business Products in Emerging Markets: A Comparison of Practices in Argentina and the United States." |
| 9-2000 | Subroto Roy and K. Sivakumar, "Innovation Generation in Business-to-Business Markets: A Conceptual Model and Research Propositions." |
| 8-2000 | John F. Gaski and Nina M. Ray, "Alienation in the Distribution Channel: Conceptualization, Measurement, and Initial Theory Testing." |
| 7-2000 | Bob Donath, "Building Profitable Market Connections: To Real Value and Needs, To Your Key Accounts, To Your Customers-One-on-One." |
| 6-2000 | Prabakar Kothandaraman and David T. Wilson, "The Future of Competition: Value-Crating Networks." |
| 5-2000 | David T. Wilson, "Commentary Thoughts of the Future of Business Marketing." |
| 4-2000 | Erwin Danneels "Product Innovativeness from the Firm's Perspective: Its Dimensions and their Impact on Project Selection and Performance." (Rev 1/2000) |
| 3-2000 | Gary L. Lilien, Arvind Rangaswamy, Gerrit H. Bruggen, and Berend Wierenga, "Bridging the Marketing Theory-Practice Gap with Marketing Engineering." |
| 2-2000 | Ani Dasgupta, Gary Lilien, and Jianan Wu, "A Theory of Size and Product Diversity of Marketplaces with Application to the Trade Show Arena." |
| 1-2000 | Prabakar Kothandaraman and David T. Wilson, "Implementing Relationship Strategy." |
