Articles scientifiques

'Paradigms Regained': Humanities Theory and Empirical Research

C. A. RUSSELL, B. Stern

Advances in Consumer Research

2001, vol. 28, n°1, pp.177-181

Départements : Marketing


Complex and Strategic Decision-Making in Organizations: Implications for Personal Selling and Sales Management

A. Sharma, W. ULAGA

Industrial Marketing Management

2001, vol. 30, n°5, pp.427-440

Départements : Marketing


*DECISION making*INDUSTRIAL management*MANAGEMENT science*SALES*SALES management*STRATEGIC planning Abstract: This article seeks to understand complex or strategic decision making and suggest personal selling and sales management strategies to enable organizations to effectively sell in complex decision-making environments. To understand complex and strategic decision making, we conducted an in-depth examination of the manufacturing location selection decision- making process of five organizations. We propose sales management guidelines and directions for future theoretical investigations based on the decision-making processes. Specifically, implications for sales force selling complex and strategic products and services (e.g., location and technology platforms) are addressed. The results suggest an adaptation of national or key accounts may be the best sales strategy for selling products and services that entail complex and strategic decision making

Culture and Career Advancement in Europe: Promoting Team Players vs. Fast Trackers

M. SEGALLA, D. ROUZIES, M. Flory

European Management Journal

février 2001, vol. 19, n°1, pp.44-57

Départements : Management et Ressources Humaines, GREGHEC (CNRS), Marketing


This paper reports the results of a study of the cultural influences on career systems and job promotion. The authors report the conclusions reached during the first phase of a large European study on managerial decision-making. Nearly 300 managers participated in this phase, which surveyed 25 firms from the financial sectors of France, Germany, Italy, Spain, and the United Kingdom. Models built upon Sonnenfeld and Peiperl's career typology and on Derr and Evans et al. cultural career maps are examined. The results of this study indicate that nationality is a good determinant of the choice of internal or external promotion systems. It also finds that individual self-interest remains an important factor in managerial decision-making. The authors conclude that human resource programs designed to standardise career management policy across Europe may fail because of intentional and unintentional barriers.

Customer Value in Business Markets: An Agenda for Inquiry

W. ULAGA

Industrial Marketing Management

2001, vol. 30, n°4, pp.315-319

Départements : Marketing


*CONSUMERS*INDUSTRIAL management*MARKETING -- Management*MARKETING research*PURCHASING agents*VALUE NAICS/Industry Codes: 541910 Marketing Research and Public Opinion Polling531210 Offices of Real Estate Agents and Brokers812990 All Other Personal Services Abstract: In recent years, there has been a resurgence of interest in the value construct among both practitioners and marketing researchers. The purpose of this article is to introduce the reader to the different articles included in this special issue of Industrial Marketing Management on Customer Value in Business Markets. The issue takes a look at value from three different perspectives: value creation for the customer, value creation for the supplier, and joint buyer-seller value creation. Directions for future customer value research in the area of business marketing are provided

Les clients savent-ils combien coûtent les produits qu'ils achètent ?

M. VANHUELE, X. Drèze

L'Expansion Management Review

décembre 2001, pp.54-63

Départements : Marketing, GREGHEC (CNRS)



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