-
1
-
-
0003196415
-
Trappings vs. Substance in Industrial Marketing
-
July/August
-
Ames, B. Charles (1976), "Trappings vs. Substance in Industrial Marketing," Harvard Business Review, 48 (July/August), 93-100.
-
(1976)
Harvard Business Review
, vol.48
, pp. 93-100
-
-
Ames, B.C.1
-
2
-
-
0001782958
-
Marketing, Strategic Planning and the Theory of the Firm
-
spring
-
Anderson, Paul T. (1982), "Marketing, Strategic Planning and the Theory of the Firm," Journal of Marketing, 46 (spring), 15-26.
-
(1982)
Journal of Marketing
, vol.46
, pp. 15-26
-
-
Anderson, P.T.1
-
3
-
-
18144371236
-
How Business Schools Lost their Way
-
May
-
Bennis, Warren G. and James O'Toole (2005), "How Business Schools Lost their Way," Harvard Business Review, 83 (May), 96-103.
-
(2005)
Harvard Business Review
, vol.83
, pp. 96-103
-
-
Bennis, W.G.1
O'Toole, J.2
-
4
-
-
1542498695
-
Rcputational Effectiveness in Cross-Functional Working Relationships
-
January
-
Bond, Edward U. III, Beth A. Walker, Michael D. Hutt, and Peter H. Reingen (2004), "Rcputational Effectiveness in Cross-Functional Working Relationships," The Journal of Product Innovation Management, 21 (January), 44-60.
-
(2004)
The Journal of Product Innovation Management
, vol.21
, pp. 44-60
-
-
Bond III, E.U.1
Walker, B.A.2
Hutt, M.D.3
Reingen, P.H.4
-
5
-
-
33847632222
-
-
Cannon, Joseph P. and Narakesari Narayandas (2000), Relationship Marketing and Key Account Management, in Handbook of Relationship Marketing, Jagdish N. Sheth and Atul Parvatiyar, eds., Thousand Oaks, CA: Sage Publications, Inc., 407-429.
-
Cannon, Joseph P. and Narakesari Narayandas (2000), "Relationship Marketing and Key Account Management," in Handbook of Relationship Marketing, Jagdish N. Sheth and Atul Parvatiyar, eds., Thousand Oaks, CA: Sage Publications, Inc., 407-429.
-
-
-
-
6
-
-
33845738923
-
The Social Side of Performance
-
fall
-
Cross, Rob, Thomas H. Davenport, and Susan Cantrell (2003), "The Social Side of Performance," MIT Sloan Management Review, 45 (fall), 20-22.
-
(2003)
MIT Sloan Management Review
, vol.45
, pp. 20-22
-
-
Cross, R.1
Davenport, T.H.2
Cantrell, S.3
-
8
-
-
85043740534
-
Measuring Individual Differences in Empathy: Evidence for a Multidimensional Approach
-
January
-
Davis, Mark II. (1983), "Measuring Individual Differences in Empathy: Evidence for a Multidimensional Approach," Journal of Personality and Social Psychology, 44 (January), 113-126.
-
(1983)
Journal of Personality and Social Psychology
, vol.44
, pp. 113-126
-
-
Davis1
Mark II2
-
9
-
-
0040984002
-
The Capabilities of Market-Driven Organizations
-
October
-
Day, George S. (1994), "The Capabilities of Market-Driven Organizations," Journal of Marketing, 58 (October), 37-52.
-
(1994)
Journal of Marketing
, vol.58
, pp. 37-52
-
-
Day, G.S.1
-
10
-
-
0033450299
-
Charting New Directions for Marketing
-
Day, George S. and David B. Montgomery (1999), "Charting New Directions for Marketing," Journal of Marketing, 63 (Special Issue), 3-13.
-
(1999)
Journal of Marketing
, vol.63
, Issue.SPEC. ISSUE
, pp. 3-13
-
-
Day, G.S.1
Montgomery, D.B.2
-
11
-
-
0025516855
-
Interdisciplinary Product Design Education
-
November
-
Eppinger, Steven D., Charles H. Fine, and Karl T. Ulrich (1990), "Interdisciplinary Product Design Education," IEEE Transactions on Engineering Management, 37 (November), 301-306.
-
(1990)
IEEE Transactions on Engineering Management
, vol.37
, pp. 301-306
-
-
Eppinger, S.D.1
Fine, C.H.2
Ulrich, K.T.3
-
12
-
-
0000756510
-
Expert and Exceptional Performance: Evidence of Maximal Adaptation to Task Constraints
-
Janet T. Spence, John M. Darley, and Donald J. Foss, eds, Palo Alto, CA: Annual Review Incorporated
-
Ericsson, Anders K. and Andreas C. Lehmann (1996), "Expert and Exceptional Performance: Evidence of Maximal Adaptation to Task Constraints," in Annual Review of Psychology, Janet T. Spence, John M. Darley, and Donald J. Foss, eds., Palo Alto, CA: Annual Review Incorporated, 273-305.
-
(1996)
Annual Review of Psychology
, pp. 273-305
-
-
Ericsson, A.K.1
Lehmann, A.C.2
-
13
-
-
0034478781
-
Coordinating Expertise in Software Development Teams
-
December
-
Faraj, Samer and Lee Sproull (2000), "Coordinating Expertise in Software Development Teams," Management Science, 46 (December), 1554-1568.
-
(2000)
Management Science
, vol.46
, pp. 1554-1568
-
-
Faraj, S.1
Sproull, L.2
-
14
-
-
1542794990
-
Customer-Supplier Ties in Interorganizational Relations
-
Barry M. Staw and L. L. Cummings, eds, Greenwich, CT: JAI Press
-
Fichman, Mark and Paul Goodman (1996), "Customer-Supplier Ties in Interorganizational Relations," in Research in Organizational Behavior, Barry M. Staw and L. L. Cummings, eds., Greenwich, CT: JAI Press, 285-329.
-
(1996)
Research in Organizational Behavior
, pp. 285-329
-
-
Fichman, M.1
Goodman, P.2
-
15
-
-
0002144466
-
The Development of Working Relationships
-
J. W. Lorsch, ed, Englewood Cliffs, NJ: Prentice Hall
-
Gabarro, J. J. (1987), "The Development of Working Relationships," in Handbook of Organizational Behavior, J. W. Lorsch, ed., Englewood Cliffs, NJ: Prentice Hall, 172-189.
-
(1987)
Handbook of Organizational Behavior
, pp. 172-189
-
-
Gabarro, J.J.1
-
16
-
-
33749543553
-
-
Working Paper, Arizona State University, Tempe, AZ
-
Gonzalez, Gabriel R., Beth A. Walker, Dimitrios Kapelianis, and Michael D. Hutt (2005), "The Role of Information Acquisition and Knowledge Use in Managing Customer Relationships," Working Paper, Arizona State University, Tempe, AZ.
-
(2005)
The Role of Information Acquisition and Knowledge Use in Managing Customer Relationships
-
-
Gonzalez, G.R.1
Walker, B.A.2
Kapelianis, D.3
Hutt, M.D.4
-
17
-
-
0036004599
-
A Configurational Perspective of Key Account Management
-
April
-
Homburg, Christian, John P. Workman, Jr., and Ove Jensen (2002), "A Configurational Perspective of Key Account Management," Journal of Marketing, 66 (April), 38-60.
-
(2002)
Journal of Marketing
, vol.66
, pp. 38-60
-
-
Homburg, C.1
Workman Jr., J.P.2
Jensen, O.3
-
18
-
-
0033467644
-
Marketing's Influence within the Firm
-
April
-
Homburg, Christian, John P. Workman, Jr., and Harley Krohmer (1999), "Marketing's Influence within the Firm," Journal of Marketing, 63 (April), 1-17.
-
(1999)
Journal of Marketing
, vol.63
, pp. 1-17
-
-
Homburg, C.1
Workman Jr., J.P.2
Krohmer, H.3
-
19
-
-
21844484758
-
Cross-Functional Working Relationships in Marketing
-
fall
-
Hutt, Michael D. (1995), "Cross-Functional Working Relationships in Marketing," Joumalof the Academy of Marketing Science, 23 (fall), 351-357.
-
(1995)
Joumalof the Academy of Marketing Science
, vol.23
, pp. 351-357
-
-
Hutt, M.D.1
-
20
-
-
0002466529
-
The Marketing Strategy Center: Diagnosing the Industrial Marketer's Interdisciplinary Role
-
fall
-
Hutt, Michael D. and Thomas W. Speh (1984), "The Marketing Strategy Center: Diagnosing the Industrial Marketer's Interdisciplinary Role," Journal of Marketing, 48 (fall), 53-62.
-
(1984)
Journal of Marketing
, vol.48
, pp. 53-62
-
-
Hutt, M.D.1
Speh, T.W.2
-
21
-
-
36549077918
-
Business Marketing Education: A Distinctive Role in the Undergraduate Curriculum
-
Hutt, Michael D. and Thomas W. Speh (1998), "Business Marketing Education: A Distinctive Role in the Undergraduate Curriculum," Journal of Business-to-Business Marketing, 5 (1/2), 103-126.
-
(1998)
Journal of Business-to-Business Marketing
, vol.5
, Issue.1-2
, pp. 103-126
-
-
Hutt, M.D.1
Speh, T.W.2
-
23
-
-
33847614468
-
-
Working Paper, Arizona State University, Tempe, AZ
-
Mutt, Michael D., Beth A. Walker, Edward U. Bond III, and Matthew Meuter (2005), "Diagnosing Marketing Managers' Effective and Ineffective Cross-Functional Interactions," Working Paper, Arizona State University, Tempe, AZ.
-
(2005)
Diagnosing Marketing Managers' Effective and Ineffective Cross-Functional Interactions
-
-
Mutt, M.D.1
Walker, B.A.2
Bond III, E.U.3
Meuter, M.4
-
24
-
-
0024760676
-
The New Managerial Work
-
November-December
-
Kanter, Rosabeth Moss (1989), "The New Managerial Work," Harvard Business Review, 67 (November-December), 85-92.
-
(1989)
Harvard Business Review
, vol.67
, pp. 85-92
-
-
Kanter, R.M.1
-
25
-
-
79960747105
-
Assessing the Political Landscape: Structure, Cognition, and Power in Organizations
-
June
-
Krackhardt, David (1990), "Assessing the Political Landscape: Structure, Cognition, and Power in Organizations," Administrative Science Quarterly, 35 (June), 342-369.
-
(1990)
Administrative Science Quarterly
, vol.35
, pp. 342-369
-
-
Krackhardt, D.1
-
26
-
-
0027630870
-
Informal Networks: The Company Behind the Chart
-
July-August
-
Krackhardt, David and Jeffrey R. Hanson (1993), "Informal Networks: The Company Behind the Chart," Harvard Business Review, 71 (July-August), 104-111.
-
(1993)
Harvard Business Review
, vol.71
, pp. 104-111
-
-
Krackhardt, D.1
Hanson, J.R.2
-
27
-
-
33847630145
-
Undergraduate Industrial Marketing: Content, and. Methods
-
August
-
Lichtenthal, J. David and Gui T. Butaney (1991), "Undergraduate Industrial Marketing: Content, and. Methods," Industrial Marketing Management, 20 (August), 231-239.
-
(1991)
Industrial Marketing Management
, vol.20
, pp. 231-239
-
-
Lichtenthal, J.D.1
Butaney, G.T.2
-
28
-
-
0002720714
-
Rounding Out the Manager's Job
-
fall
-
Mintzberg, Henry (1994), "Rounding Out the Manager's Job," Shan Management Review (fall), 11-26.
-
(1994)
Shan Management Review
, pp. 11-26
-
-
Mintzberg, H.1
-
29
-
-
0038730591
-
Educating Managers Beyond Borders
-
Mintzberg, Henry and Jonathan Gosling (2002), "Educating Managers Beyond Borders," Academy of Management Learning and Education, 1 (1), 64-76.
-
(2002)
Academy of Management Learning and Education
, vol.1
, Issue.1
, pp. 64-76
-
-
Mintzberg, H.1
Gosling, J.2
-
30
-
-
0001795127
-
Marketing's Interfunctional Interfaces: The MSI Workshop on Management of Corporate Fault Zones
-
Montgomery, David B. and Frederick E. Webster, Jr. (1997), "Marketing's Interfunctional Interfaces: The MSI Workshop on Management of Corporate Fault Zones," Journal of Market Focused Management (2), 7-26.
-
(1997)
Journal of Market Focused Management
, vol.2
, pp. 7-26
-
-
Montgomery, D.B.1
Webster Jr., F.E.2
-
31
-
-
0033426106
-
-
Moorman, Christine and Roland. Rust (1999), The Role of Marketing, Journal of Marketing (Special Issue), 180-197.
-
Moorman, Christine and Roland. Rust (1999), "The Role of Marketing," Journal of Marketing (Special Issue), 180-197.
-
-
-
-
32
-
-
21344475322
-
The Commitment-Trust Theory of Relationship Marketing
-
July
-
Morgan, Robert M. and Shelby D. Hunt (1994), "The Commitment-Trust Theory of Relationship Marketing," Journal of Marketing, 58 (July), 20-38.
-
(1994)
Journal of Marketing
, vol.58
, pp. 20-38
-
-
Morgan, R.M.1
Hunt, S.D.2
-
33
-
-
33847680658
-
-
Narayandas, Das 1997, Wesco Distribution, Inc, Harvard Business School Case #598021, Boston, MA: Harvard Business School Publishing
-
Narayandas, Das (1997), "Wesco Distribution, Inc.," Harvard Business School Case #598021, Boston, MA: Harvard Business School Publishing.
-
-
-
-
34
-
-
33847630497
-
-
Narayandas, Das and Mary Neuner Caravella 2000, CMR Enterprises, Harvard Business School Case #501012, Boston, MA: Harvard Business School Publishing
-
Narayandas, Das and Mary Neuner Caravella (2000), "CMR Enterprises," Harvard Business School Case #501012, Boston, MA: Harvard Business School Publishing.
-
-
-
-
35
-
-
0001107430
-
Marketing's Interaction with Other Functional Units: A Conceptual Framework and. Empirical Evidence
-
January
-
Ruekert, Robert W. and Orville C. Walker, Jr. (1987), "Marketing's Interaction with Other Functional Units: A Conceptual Framework and. Empirical Evidence," Journal of Marketing, 51 (January), 1-19.
-
(1987)
Journal of Marketing
, vol.51
, pp. 1-19
-
-
Ruekert, R.W.1
Walker Jr., O.C.2
-
37
-
-
85009552824
-
Strategic Collaborative Communication by Key Account Representatives
-
winter
-
Schultz, Roberta J. and Kenneth R. Evans (2002), "Strategic Collaborative Communication by Key Account Representatives," Journal of Personal Selling & Sales Management, 22 (winter), 23-32.
-
(2002)
Journal of Personal Selling & Sales Management
, vol.22
, pp. 23-32
-
-
Schultz, R.J.1
Evans, K.R.2
-
38
-
-
0000785504
-
Role Taking, Self-Monitoring, and the Alignment of Conduct with Others
-
February
-
Schwalbe, Michael L. (1991), "Role Taking, Self-Monitoring, and the Alignment of Conduct with Others," Personality and Social Psychology Bulletin, 17 (February), 51-57.
-
(1991)
Personality and Social Psychology Bulletin
, vol.17
, pp. 51-57
-
-
Schwalbe, M.L.1
-
39
-
-
33847628951
-
The Coordination Strategies of High-Performing Account Managers: Internal Working Relations That Drive Performance,
-
PhD. dissertation, Arizona State University, Tempe, AZ
-
Steward, Michelle D. (2004), "The Coordination Strategies of High-Performing Account Managers: Internal Working Relations That Drive Performance," PhD. dissertation, Arizona State University, Tempe, AZ.
-
(2004)
-
-
Steward, M.D.1
-
40
-
-
0001845927
-
Knowledge Structure Differences Between More Effective and Less Effective Salespeople
-
February
-
Sujan, Harish, Mita Sujan, and James R. Bettman (1988), "Knowledge Structure Differences Between More Effective and Less Effective Salespeople," Journal of Marketing Research, 25 (February), 81-86.
-
(1988)
Journal of Marketing Research
, vol.25
, pp. 81-86
-
-
Sujan, H.1
Sujan, M.2
Bettman, J.R.3
-
41
-
-
33847638187
-
-
Tsui, Anne S. (1994), Reputational Effectiveness: Toward, a Mutually Responsive Framework, in Research in Organizational Behavior, 16, Barry M. Staw and L. L. Cummings, eds., Greenwich, CT: JAI Press, 257-307.
-
Tsui, Anne S. (1994), "Reputational Effectiveness: Toward, a Mutually Responsive Framework," in Research in Organizational Behavior, Vol. 16, Barry M. Staw and L. L. Cummings, eds., Greenwich, CT: JAI Press, 257-307.
-
-
-
-
42
-
-
21844487480
-
Dealing with Discrepant Expectations: Response Strategies and Managerial Effectiveness
-
November
-
Tsui, Anne S., Susan J. Ashford, Lynda St. Clair, and Katherine R. Xin (1995), "Dealing with Discrepant Expectations: Response Strategies and Managerial Effectiveness," Academy of Management Journal, 38 (November), 1515-1544.
-
(1995)
Academy of Management Journal
, vol.38
, pp. 1515-1544
-
-
Tsui, A.S.1
Ashford, S.J.2
Clair, L.S.3
Xin, K.R.4
-
43
-
-
29044432915
-
How to Build Your Network
-
December
-
Uzzi, Brian and Shannon Dunlap (2005), "How to Build Your Network," Harvard Business Review, 83 (December), 53-60.
-
(2005)
Harvard Business Review
, vol.83
, pp. 53-60
-
-
Uzzi, B.1
Dunlap, S.2
-
44
-
-
0001935786
-
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effecti veness
-
October
-
Weitz, Barton A., Harish Sujan, and Mita Sujan (1986), "Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effecti veness," Journal of Marketing, 50 (October), 174-191.
-
(1986)
Journal of Marketing
, vol.50
, pp. 174-191
-
-
Weitz, B.A.1
Sujan, H.2
Sujan, M.3
-
45
-
-
22644451283
-
Personal Selling and Sales Management: A Relationship Marketing Perspective
-
spring
-
Weitz, Barton A. and Kevin D. Bradford (1999), "Personal Selling and Sales Management: A Relationship Marketing Perspective," Journal of the Academy of Marketing Science, 27 (spring), 241-254.
-
(1999)
Journal of the Academy of Marketing Science
, vol.27
, pp. 241-254
-
-
Weitz, B.A.1
Bradford, K.D.2
-
46
-
-
0032390801
-
Marketing Organization: An Integrative Framework of Dimensions and Determinants
-
July
-
Workman, John P., Jr., Christian Homburg, and Kjell Gruner (1998), "Marketing Organization: An Integrative Framework of Dimensions and Determinants," Journal of Marketing, 62 (July), 21-41.
-
(1998)
Journal of Marketing
, vol.62
, pp. 21-41
-
-
Workman Jr., J.P.1
Homburg, C.2
Gruner, K.3
|