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Reserves Hayes: MKTG 6373

Articles

Desmet, Bram (2016), The impact of strategy on supply chain and forecasting, Foresight: The International Journal of Applied Forecasting, Iss. 43, Fall, pp. 4-11.
Garcia-Acebron, Constantino et al. (2010), The effect of perceived value and switching barriers on customer price tolerance in industrial energy markets, Journal of Business-to-Business Marketing, Vol. 17, pp. 317-335.
Hassan, Sallaudin et al. (2010), Factors affecting industrial goods buying decision making in a manufacturing company, Journal of Marketing and Management, Vol. 1, pp. 1-20.
Laage-Hellman, Jens et al. (2014), Customer involvement in product development and industrial network perspective, Journal of Business-to-Business Marketing, Vol. 21, pp. 257-276.
Parry, Sara et al. (2012), Customer-perceived value in business-to-business relationships, Journal of Marketing Management, Vol. 28, No 7-8, July, pp. 887-911.
Pierce, Justine and Schon, Peter (2012), A concordance between ten-digit U.S. harmonized system codes and SIC/NAICS product classes and industries, Journal of Economic and Social Measurement, Vol. 37, pp. 61-96.
Rodriquez, Michael et al. (2012), Social media’s influence on business-to-business sales performance, Journal of Personal Selling & Sales Management, Vol. 32, No. 3, summer, pp. 365-378.
Terho, Harri et al. (2015), How sales strategy translates into performance: the role of sales person customer orientation and value-based selling, Industrial Marketing Management, Vol. 45, pp. 12-21.
Wang, Guocai et al. (2015), Buyer loyalty in business markets: can the firm and salesperson get what they truly desire?, Journal of Business-to-Business Marketing, Vol. 22, pp. 197-210.
Weinstein, Art (2014), Segmenting B2B technology markets via psychographics: an exploratory study, Journal of Strategic Marketing, Vol. 22, No. 3, pp. 257-267.
Zondag, Marcel and Brink, Kyle (2015), Developing a new theory of frontline manufacturer-retailer relationships for consumer packaged goods, Journal of Business-to-Business Marketing, Vol. 22, pp. 313-331.

Cases

Henderson, Rebecca M. & Reavis, Cate. (2009). Corning Incorporated: The Growth and Strategy Council. MIT Sloan Management.