The power and politics of sales forecasting: Uncertainty absorption and the power of the Marketing Department Nigel F. Piercy OriginalPaper Pages: 109 - 120
The size and composition of the buying firm’s negotiation team in rebuys of component parts Barbara C. Perdue OriginalPaper Pages: 121 - 128
“Will a global marketing strategy work? An energy conservation perspective” Bronislaw J. VerhageLee D. DahringerEdward W. Cundiff OriginalPaper Pages: 129 - 136
Linkages between sales management tools and practices: Some evidence from British companies George J. AvlonitisKevin A. Boyle OriginalPaper Pages: 137 - 145
Examining product managers’ job satisfaction and performance using selected organizational behavior variables W. Theodore CummingsDonald W. JacksonLonnie L. Ostrom OriginalPaper Pages: 147 - 156
Improving judgment-based salesforce decision model applications Raymond W. LaForgeCharles W. LambWilliam C. Moncrief OriginalPaper Pages: 167 - 177
Television advertising exposure and children’s nutritional awareness Alan R. WimanLarry M. Newman OriginalPaper Pages: 179 - 188
Consumer and provider expectations and experiences in evaluating professional service quality Teresa A. SwartzStephen W. Brown OriginalPaper Pages: 189 - 195
