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References
1. | Gross, Irwin , “Partnering: Games Businesses Play,” Marketplace: The ISBM Review (Spring 1989), pp. 1–4. Google Scholar |
2. | Jackson, Barbara B. , Winning & Keeping Industrial Customers (Lexington, MA: Lexington Books, 1985), pp. 6–7. Google Scholar |
3. | Shapiro, Benson P., Bonoma, Thomas V., “How to Segment Industrial Markets,” Harvard Business Review, 62/3 (May/June 1984): 104–110. Google Scholar | ISI |
4. | Anderson, James C., Jain, Dipak C., Chintagunta, Pradeep K., “Customer Value Assessment in Business Markets: A State-of-Practice Study,” Journal of Business-to-Business Marketing, 1/1 (forthcoming, January 1992). Google Scholar |
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6. | Jackson , op. cit. Google Scholar |
7. | von Hippel, Eric , “Lead Users: A Source of Novel Product Concepts,” Management Science, 32/7 (July 1986): 791–805. Google Scholar | ISI |
8. | Levitt, Theodore , “Marketing Success through Differentiation—of Anything,” Harvard Business Review, 58/1 (January/February 1980): 83–91. Google Scholar | ISI |
9. | Tucker, Frances Gaither, Zivan, Seymour M., Camp, Robert C., “How to Measure Yourself Against the Best,” Harvard Business Review, 65/1 (January/February 1987): 8–10. Google Scholar | ISI |
10. | Peters, Tom, Austin, Nancy, A Passion for Excellence (New York, NY: Warner Books, 1985), pp. 17–20. Google Scholar |
11. | Ibid. Google Scholar |
12. | Kotler, Philip , “From Sales Obsession to Marketing Effectiveness,” Harvard Business Review, 55/6 (November/December 1977): 67–75. Google Scholar | ISI |
13. | Wilson, Lynn, Weiss, Allen, John, George, “Unbundling of Industrial Systems,” Journal of Marketing Research, 27/2 (May 1990): 123–138. Google Scholar | ISI |
14. | Levitt, Theodore , “After the Sale is Over …,” Harvard Business Review, 61/5 (September/October 1983): 87–93. Google Scholar | ISI |
15. | Reichheld, Frederick F., Sasser, W. Earl, “Zero Defections: Quality Comes to Services,” Harvard Business Review, 68/5 (September/October 1990): 105–111. Google Scholar | ISI |
Business Market Management James C Anderson Pdf Download Pc
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