National accounts revisited: New lessons from recent investigations

Industrial Marketing Management

Volumn 27, Issue 1, 1998, Pages 1-9

  Dishman, Paul ^a   Nitse, Philip S ^a  

^a Department of Marketing ^*

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0031613933     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(97)00022-9     Document Type: Article

References (19)

1. Shapiro Benson P., Posner Ronald S Making the Major Sale. Harvard Business Review. 54(2):1976;68-78.
2. Barrett John Why Major Account Selling Works. Industrial Marketing Management. 15:1986;63-73.
3. Zenz Gary J. Purchasing and the Management of Materials. 7:1992;Wiley, New York.
4. Lockett A. Geoff, Naude Peter Winning a Large Order. A Case Study Using Judgmental Modeling Industrial Marketing Management. 20:1991;169-175.
5. Magrath Allan J., Hardy Kenneth G. Selecting Sales and Distribution Channels. Industrial Marketing Management. 16:1987;273-278.
6. Colletti Jerome A., Tubridy Gary S. Effective Major Account Sales Management. Journal of Personal Selling and Sales Management. VII((August):1987;1-10.
7. Stanton William J., Buskirk Richard H., Spiro Rosann L. Management of a Sales Force. 9:1995;Irwin, Chicago, IL.
8. Bertrand Kate National Account Marketing. Business Marketing. 72((November):1987;43-52.
9. Moncrief William C. Ten Key Activities of Industrial Salespeople. Industrial Marketing Management. 15:1986;309-317.
10. Pride, William M., and Ferrell, O. C.: Marketing. 9th ed., Houghton Mifflin Co., Boston, MA, 1995.
11. Wotruba Thomas R., Castleberry Stephen B. Job Analysis and Hiring Practices for National Account Marketing Positions. Journal of Personal Selling and Sales Management. (Summer):1993;49-65.
12. Tubridy Gary How to Pay National Account Managers. Sales and Marketing Management. 136((January):1986;50-53.
13. London Manuel, Oldham Greg R. A Comparison of Group and Individual Incentive Plans. Academy of Management Journal. 20(1):1977;34-41.
14. Stevenson Thomas H. Classifying a Customer as a National Account. Industrial Marketing Management. 9:1980;133-136.
15. Stevenson Thomas H. Payoffs from National Account Management. Industrial Marketing Management. 10:1981;119-124.
16. Frear Carl R., Metcalf Lynn E. Strategic Alliances and Technology Networks. A Study of a Cast-Products Supplier in the Aircraft Industry Industrial Marketing Management. 24:1995;379-390.
17. Stevenson Thomas H., Page Albert L. The Adoption of National Account Marketing by Industrial Firms. Industrial Marketing Management. 8:1979;94-100.
18. Hartung J. W. The National Account. Tomorrow's Marketing:1974;. The Conference Board, New York.
19. Pegram, Roger M.: Selling and Servicing the National Account, Conference Board, New York, 1972.