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  • 1
    UID:
    almahu_9949068939102882
    Format: 1 online resource (xiv, 355 p.) : , ill.
    ISBN: 9781780525778 (electronic bk.) :
    Series Statement: Advances in business marketing and purchasing, v. 18
    Content: This book provides knowledge and skill-building training exercises in managing marketing decisions in business-to-business (B2B) contexts. The topic coverage is broad and deep. The intent is for the book to help answer four questions: (1) what questions should executives ask when crafting and implementing effective strategies in B2B contexts; (2) what tentative answers may be useful for executives to consider to these questions; (3) what skills in crafting strategies and decisions are necessary for executives to excel in for achieving effective outcomes consistently; and how should the B2B go about acquiring these skills?.
    Note: Preface / Mark S. Glynn, Arch G. Woodside -- ch. 1. Introduction to business-to-business marketing management : strategies, cases, and solutions / Mark S. Glynn, Arch G. Woodside -- ch. 2. A note on knowledge development in marketing / Amjad Hajikhani, Peter LaPlaca -- ch. 3. The organizational buying center as a framework for emergent topics in business-to-business marketing / Jennifer D. Chandler, Wes Johnston -- ch. 4. Monitoring segmented markets : relational and transactional perspectives / Ann H. Clarke, Per V. Freytag -- ch. 5. Availability of resources through buyer-seller relationships / Roger Baxter -- ch. 6. Multistage marketing / Michael Kleinaltenkamp, Michael Rudolph, Matthias Classen -- ch. 7. Interaction : coherence to a future / Christopher J. Medlin, Michael Saren -- ch. 8. Switching costs : a key to understanding and managing business consulting relationship longevity / Melvin Prince, Robert F. Everett -- ch. 9. Emerging transformations in the business-to-business global salesforce / Arun Sharma -- ch. 10. Analyzing the B2B brand value chain / Mark S. Glynn -- ch. 11. what's a business-to-business company? : b2b knowledge of future business leaders / Waldemar Pfoertsch, Hendrik Scheel -- ch. 12. Economic value, frames of reference, and the impact of framed positioning strategies in business-to-business markets / Gerald E. Smith -- ch. 13. Implemented strategies in business-to-business contexts / Arch G. Woodside, Hugh M. Pattinson, David B. Montgomery.
    Additional Edition: ISBN 9781780525761
    Language: English
    Subjects: Economics
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    Keywords: Aufsatzsammlung ; Aufsatzsammlung
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  • 2
    UID:
    almahu_9949069178902882
    Format: 1 online resource (xi, 489 p.) : , ill.
    ISBN: 9781848556713 (electronic bk.) : , 1848556713 (electronic bk.) :
    Series Statement: Advances in business marketing and purchasing, v. 15
    Content: Providing broad and deep coverage, this volume focuses on sensemaking, decisions, actions, and evaluating outcomes relating to managing business-to-business brands including both product and service brands. This book goes well beyond basic marketing textbooks to provide extensive reviews of relevant studies, original research reports, and in-depth implications for B2B brand management issues. Each of the papers provides valuable brand management insights for managers. The chapters are original contributions by leading scholars and B2B brand managers; each chapter following the introductory chapter includes a brand management problem-exercise with a separate instructor's note.
    Note: Effective business-to-business brand strategies: introduction to business-to-business brand management / Mark S. Glynn, Arch G. Woodside -- Building a strong business-to-business brand / Kevin Lane Keller -- Manufacturer brand benefits: mixed methods scaling / Mark S. Glynn -- Building brand equity between manufacturers and retailers / Quan Tran, Carmen Cox -- Managing business-to-business service brands / Donna F. Davis, Susan L. Golicic, Adam Marquardt -- Brand meaning and impact in subcontractor contexts / Anna Blombäck -- Brand image, corporate reputation, and customer value / Anca E. Cretu, Roderick J. Brodie -- Enacted internal branding: theory, practice, and an experiential learning case study of an Austrian B2B company / Sylvia von Wallpach, Arch G. Woodside -- Pricing theory and practice in managing business-to-business brands / Gerald E. Smith, Arch G. Woodside.
    Additional Edition: Print version: Business-to-business brand management. Bingley : JAI Press, 2009 ISBN 9781848556706
    Language: English
    Subjects: Economics
    RVK:
    Keywords: Aufsatzsammlung
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  • 3
    UID:
    almahu_9949069068502882
    Format: 1 online resource (503 p.)
    ISBN: 9780857243065 (electronic bk.) :
    Series Statement: Advances in business marketing and purchasing, v. 16
    Content: Organizational Culture, Business-to-Business Relationships, and Interfirm Networks provides deep understanding about business-to-business and organizational relationships. Studies in this volume identify real-life relationship paradoxes and explain how firms manage, not solve, these paradoxes. Extended chapter lengths allow for a deeper analysis into the structures and dynamics of business relationships. Two research reports by Sergio Biggemann present three-years of intensive face-to-face data collection on how interfirm relations form, operate, and change; Biggemans reports include unedited direct quotes from suppliers, focal firms, and customers on their interfirm relationshipsthese studies provide a deep understanding of quality relationships. In three separate but related reports Sylvie Laforet shows that making mistakes is inherent in organizational innovationsunderstanding how organizations work through such mistakes is an important key to understanding success versus failure in innovation outcomes. Volume 16 is for readers who want to go deep into how B2B relationships actually work, and frequently, do not work.
    Note: ch. 1. Introduction : theory and practice of organizational culture, B2B relationships, and interfirm networks / Arch G. Woodside -- ch. 2. Discourses in organizational culture : bank managers and employees perceived relationships and performance / Farah Asif -- ch. 3. Modeling the structure of business-to-business relationships / Sergio Biggemann -- ch. 4. Understanding and modeling the dynamics of business-to-business relationships / Sergio Biggemann -- ch. 5. Structure and dynamics of business-to-business relationships / Sergio Biggemann -- ch. 6. Organizational innovation and outcomes in SMEs / Sylvie Laforet -- ch. 7. Anatomy of relationship significance : a critical realist exploration / Filipe J. Sousa, Luis M. de Castro -- ch. 8. Markets-as-networks theory : a review / Filipe J. Sousa -- ch. 9. Metatheories in research : positivism, postmodernism, and critical realism / Filipe J. Sousa.
    Additional Edition: ISBN 9780857243058
    Language: English
    Subjects: Economics
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  • 4
    Online Resource
    Online Resource
    Bingley, U.K. :Emerald Publishing Limited,
    UID:
    almahu_9949069052802882
    Format: 1 online resource (160 pages).
    ISBN: 9781787146907 , 9781787430075
    Series Statement: Advances in culture, tourism and hospitality research, v. 13
    Content: This portrait of contemporary tourists proposes that these travelers create consumption audio-portraits and self-explanations (identity constructions) through their purchases and use of travel-related services. Their configurations of destinations, accommodations, travel modes, in-route and destination activities, meal choices, sites/attractions visited, and their travel companions inform others and themselves about who they are. These understandings of self through travel are statements of being - where I've been and what I've done tells me and others who I am. Also, one's definition of self (being) affects tourists' future configurations of travel-related buying and consumption. Thus, tourism-related behavior and being represent virtuous and sometimes vicious consumption systems. Consequently, most tourists are identifiable by who they are and what they know about where they have been and what they have done via their summaries of their trips. The chapters in this volume provide tools and evidence useful for deep understanding of tourists' buying, consumption, and being through examinations of consumer's self-descriptions of personal markers of their trip configurations. This volume's core tenet is that thick descriptions and case-based models are essential steps for highly useful research and deep understanding of tourism behavior.
    Note: Includes index. , Prelims -- What can tourists and travel advisors learn from choice overload research? -- From tourism destination to mundane consumption of place: an Asian introspection of France -- Russian Women traveling: a sociocultural perspective -- Gender, age, and education effects on travel-related behavior: reports on Facebook -- The gaze and objectives of townscape visitors -- Experiential context and actual experiences in protected natural parks: comparing France versus Taiwan -- Redirection theory and antisocial travel behavior: configural antecedents to nascent road-road signaling -- Solving the core theoretical issues in consumer behavior in tourism -- Index.
    Additional Edition: ISBN 9781787146914
    Language: English
    Subjects: Economics
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  • 5
    UID:
    almahu_9949068942802882
    Format: 1 online resource (xiv, 568 p.) : , ill.
    ISBN: 9781780527437 (electronic bk.) :
    Series Statement: Advances in culture, tourism and hospitality research, v. 6
    Content: This field guide provides methods and studies on how-to-do case study research in natural settings. A truly international guide, this text is ideal for those studying and conducting case study research in tourism, hospitality and leisure disciplines. It provides a comprehensive and practical account of how to describe, explain and predict both individual and group case behavior, at the same time explaining behavior among a set of cases relevant to a specific context. This guide embraces and extends Herbert Simon's (Nobel Prize in Economics recipient) insight that a decision results from the conjoining two antecedents in human behavior: cognitive processing of an individual or group and a given context or problem framing. Divided into six parts, this guide includes chapters on: analysis of texts; how-to-do executive interviews; field interviewing in international contexts; stakeholder participatory research; researching indigenous and marginal peoples; and cross-case analysis. The chapters increase skills and understanding of culture, tourism, and hospitality behavior through analysis of the four principle objectives of case study research: accomplishing accuracy; achieving generality; reporting complexity and broad coverage; and achieving impact for improving the individual condition, client, and/or society.
    Note: Why case study research? : introduction to the field guide to case study research in tourism, hospitality, and leisure / Kenneth F. Hyde, Chris Ryan, Arch G. Woodside -- Analysis of texts : introduction / Kenneth F. Hyde -- Immersed in green? : reconfiguring the Italian countryside through rural tourism promotional materials / Elisabete Figueiredo, Antonio Raschi -- Evoked emotions : textual analysis within the context of pilgrimage tourism to Gallipoli / Anne-Marie Hede, John Hall -- Using concept mapping and stakeholder focus groups in a museum management case study / Jane Legget -- Assessing the grounded theory of packing for air travel using a video-ethnographic case study / Karin Olesen, Kenneth F. Hyde -- Using expressive text in research to interpret and portray lived experience : lived experience in hospitality receptionist work / Gayathri Wijesinghe -- Executive interviews : introduction / Kenneth F. Hyde -- Single case study research : the development of www.purenz.com / Sushma Seth Bhat -- Fashions in tourism : the views of Russian tourists and experts / Olga Lysikova -- Case studies in multicultural contexts in Asia / Cindia Ching-Chi Lam, Clara Weng-Si Lei -- Field research : introduction / Arch G. Woodside -- Practical tips for conducting research abroad / Jan Louise Jones -- Knowledge spillovers and entrepreneurial opportunities : the case of Sannio FilmFest / Mirella Migliaccio, Francesca Rivetti -- Epiphany travel and assisted-subjective personal introspection / Chad Muller, Arch G. Woodside -- Functions and behaviors of tourists in experience management process : case of three independent business tourists / Solmaz Filiz Karabag -- Case studies of international tourists' in-destination decision-making processes in New Zealand / Clive Smallman, Kevin Moore, Jude Wilson, David Simmons -- Stakeholder participatory research : introduction / Kenneth F. Hyde -- Participatory action research for stakeholder collaboration : lessons from a rural area in Piedmont, Italy / Antonella Capriello -- Protecting social and cultural identity in sustainable tourism : the case of Gökçeada, Turkey / Erol Duran -- Accessibility as competitive advantage of a tourism destination : the case of Lousã / Elisabeth Kastenholz, Celeste Eusébio, Elisabete Figueiredo, Joana Lima -- DIT-ACHIEV model for sustainable tourism management : lessons learned from implementing a holistic model of sustainable tourism indicators / Jane Fitzgerald, Sheila Flanagan, Kevin Griffin, Maeve Morrissey, Elizabeth Kennedy-Burke -- Researching indigenous and marginal peoples : Introduction / Chris Ryan -- Fieldwork in remote communities : an ethnographic case study of Pitcairn Island / Maria Amoamo -- Stakeholders, high stakes and high tides : quality of life in a small island festival context / Carina Ren, Janne J. Liburd -- Use of mixed-methods case study to research sustainable tourism development in South Pacific SIDS / Evangeline Singh, Simon Milne, John Hull -- Culturally sustainable entrepreneurship : a case study for Hopi tourism / Kristen K. Swanson, Constance DeVereaux -- Cross-case analysis : introduction / Chris Ryan -- designing a qualitative multi-case research study to examine participatory community tourism planning practices / Oksana Grybovych -- Independent instrumental case studies : allowing for the autonomy of cultural, social and business networks in tanzania / Susan L. Slocum, Kenneth F. Backman, Elisabeth Baldwin -- Cross-case analysis / Chris Ryan.
    Additional Edition: ISBN 9781780527420
    Language: English
    Subjects: Economics
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  • 6
    Online Resource
    Online Resource
    Bingley, U.K. :Emerald,
    UID:
    almahu_9949068934702882
    Format: 1 online resource (xv, 143 p.) : , ill.
    ISBN: 9781781902110 (electronic bk.) :
    Series Statement: Advances in culture, tourism and hospitality research, v. 7
    Content: Luxury Fashion and Culture focuses on the study of how humans use high quality, highly pleasurable, and frequently rare products, services, and experiences to distinguish to themselves and others who they are as well as well as whom they are not both within and across cultures. Luxury fashion enables the individual to transform herselfto play a part in scenes exuding refinement, acceptance, high status, and good taste and risk ridicule by playing the part badly. The chapters provide new theory, recipes of methods, and findings on how culture helps humans manage and respond to luxury fashion enactments. Rather than focusing on traditional cultural transformations, it focuses on personal expressions of self and archetypal role-playing and fulfilment through the power of luxury fashion. This volume: applies the perspectives of Veblen, Goffman, McCracken, Thompson, and Belk to provide a theoretical foundation to explain why and how humans buy and enact luxury fashion products, services, and experiences. includes confirmatory personal introspections of explanations of luxury fashion enactments with self-photographs and self-interpretations of the enactments to explain how individuals enact luxury fashion and respond to alternative fashion-marketing designs. is unique in conjoining sociology, psychology, marketing, and economics to advance fashion marketing theory and research.
    Note: Includes index. , Luxury fashion theory, culture, and brand marketing strategy / Arch G. Woodside, Eunju Ko -- Creating and interpreting visual storytelling art in extending thematic apperception tests and Jung's method of interpreting dreams / Arch G. Woodside, Suresh Sood, Karlan M. Muniz -- Fashion's roles in presentation of self in everyday life / Hyunji Do, Seulgi Lee -- Is blending into society a primary consumer goal for dressing down? / Marc Amram, Eunah Choi, Namhoon Kim -- Cinderella storytelling in 21st century : interpreting popular culture in the movies via visual narrative arts / Seulgi Lee, Eunju Ko -- Who says what-to-wear? : examining tensions between conformity and individuality / Sangah Song, Heechong Lee, Kyulim Kim -- Understanding archetypes of luxury brands by using VNA / Kyung Hoon Kim, Bing Xu.
    Additional Edition: ISBN 9781781902103
    Language: English
    Keywords: Electronic books
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  • 7
    Online Resource
    Online Resource
    Bingley, U.K. :Emerald,
    UID:
    almahu_9949069062702882
    Format: 1 online resource (xiii, 478 p.) : , ill.
    ISBN: 9781780520254 (electronic bk.) :
    Series Statement: Advances in business marketing and purchasing, v. 17
    Content: Nearly all business-to-business firms interact and have contractual relationships with upstream, downstream and parallel operating enterprises. How firms design and implement these relationships effectively, overcome poorly performing network linkages, and manage change in interfirm networks are the major topics that Volume 17 covers. The five papers in Volume 17 report new theory and in-depth descriptions of interfirm network behavior. Each paper includes extensive reviews of the relevant literature on interfirm network behavior as well as data analysis using empirical positivistic and/or case study research methods.More than 150 figures and tables support the discussion of findings.
    Note: Customer value : theory, research, and practice / Arch G. Woodside, Francesca Golfetto, Michael Gibbert -- Intangible value in buyerseller relationships / Roger Baxter -- Final customers value in business networks / Stephan C. Henneberg, Stefanos Mouzas -- Functions, trust, and value in business relationships / Thomas Ritter, Achim Walter -- Customer value metrics / Bruno Busacca, Michele Costabile, Fabio Ancarani -- Total cost of ownership and customer value in business markets / Gabriela Herrera Piscopo, Wesley Johnston, Dan N. Bellenger -- Linking customer value to customer share in business relationships / Wolfgang Ulaga, Andreas Eggert -- Configurations and control of resource interfaces in industrial networks / Enrico Baraldi, Torkel Strömsten -- Creating superior value through network offerings / Bernard Cova, Robert Salle -- Competence-based value framing for business-to-business customers / Francesca Golfetto, Fabrizio Zerbini, Michael Gibbert -- Value delivery and value-based pricing in industrial markets / Andreas Hinterhuber -- Value creation options for contract manufacturers : market strategy transition and coevolution in networks / Paul Matthyssens, Koen Vandenbempt, Sara Weyns -- Sensemaking in networks : using network pictures to understand network dynamics / Morten H. Abrahamsen -- SMEs' networking capability and international performance / Breda Kenny, John Fahy -- Managing industrialization : a resource interaction perspective / Tommy Tsung Ying Shih. , Mode of access: World Wide Web.
    Additional Edition: ISBN 9781780520247
    Language: English
    Subjects: Economics
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    Keywords: Aufsatzsammlung ; Electronic books
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  • 8
    Online Resource
    Online Resource
    Amsterdam ; : Elsevier JAI,
    UID:
    almahu_9949068962302882
    Format: 1 online resource (xiii, 780 p.) : , ill.
    ISBN: 9781849503112 (electronic bk.) : , 1849503117 (electronic bk.) :
    Series Statement: Advances in business marketing and purchasing, v. 13
    Content: Historical research on firm-level innovation behavior results in the following main insight: firm-level decisions focusing on innovations are critical, difficult, and often result in failure to act. While acceptance is widespread among executives that firms must innovate radically as well as incrementally, success by firms mostly nurtures inertia and eventual failure rather than search and adoption of new superior technologies. What does it take to craft and maintain successful radical NPD programs? "Managing Product Innovation (MPI)" explains why both manufacturing and customer firms usually reject superior new technologies and how competitors new to the industry become successful (by focusing on previously unnoticed customers and offering higher performance with lower costs via the radically new technologies). "MPI" provides worthwhile answers on what specific actions executives in established and new firms can adopt to achieve successful radical NPD programs. Related to managing new NPD processes successfully and additional strategic marketing issues, the following few thoughts summarize the wisdom that Volume 13 elaborates upon: leverage interfirm relationships; pay attention to products that can be co-created by interfirm networks; think and act globally via personal contacts; stay complex and be uncomfortable with success; evaluate NPD performance using a life cycle perspective; and, identify upstream as well as direct influences on NPD performance.
    Note: Organizing interactive product development / Fredrik von Corswant -- Co-creating successful new industrial networks and products / Magnar Forbord -- The role of personal contacts of foreign subsidiary managers in the co-ordination of industrial multinationals / Ricardo Madureira -- Life-cycle perspective in the measurement of new product development performance / Petri Suomala -- Barriers to strategic innovation in industrial markets / Koen Vandenbempt, Paul Matthyssens -- Upstream and direct influences on new product performance in European high-tech industrial firms / Arch G. Woodside, Günter Specht, Hans Mühlbacher, Clas Wahlbin.
    Additional Edition: Print version: Managing product innovation. Amsterdam ; Oxford : Elsevier JAI, 2005 ISBN 0762311592
    Additional Edition: ISBN 9780762311590
    Language: English
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  • 9
    UID:
    almahu_9949069068902882
    Format: 1 online resource (xiv, 163 p.) : , ill.
    ISBN: 9781849509015 (electronic bk.) :
    Series Statement: Advances in culture, tourism and hospitality research, v. 4
    Content: This volume provides specific answers to hard questions about how to create valid metrics to measure the effectiveness of tourism advertising and the usefulness of destination marketing websites. An extensive literature review describes 40+ years of research on the effectiveness of tourism advertising and the slow advancement to using valid impact metrics field experiments with alternative ad treatment and placements. Several authors undertake information-usefulness audits on DMO (destination management office) websites and provide practical check lists. Tourism website comparisons include: Maine, Massachusetts and New York; Genoa, Marseilles and Valencia; France, Spain and Portugal; and China, Poland, Russia and Thailand, against each other as well as the Lonely Planet websites. Content analysis of consumer-generated advertisements that promote visits to third places, in this case Starbucks coffee shops and Chipotle restaurants, makes an intriguing study. The final paper gives a thick description of the dynamics of the governments role in shaping Chinas domestic, inbound, and outbound tourism industry and contributes to building a behavioral theory of government-firm relationships.
    Note: Tourism advertising and marketing performance metrics / Arch G. Woodside -- Information usefulness auditing of tourism destination websites : assessing Los Angeles, San Diego, and San Francisco's performance / Carlynn Woolsey -- Six drivers for high-user satisfaction of tourism websites : performance auditing of Maine, Massachusetts, and New York's direct marketing strategies / Kathleen J. Duggan and Jill Lang -- Are tourism websites useful for travelers? : applying an information audit rubric for Mediterranean tourism destination websites / Lauren M. Fryc -- Performance auditing of tourism websites : France, Spain, and Portugal / Patricia Canals -- Usefulness of government and private destination websites / Christopher P. Dion, Arch G. Woodside -- Consumer-generated advertisements : examining and creating executions for Starbucks and Chipotle commercials / Aimée C. Kaandorp -- Toward a behavioral theory of government-firm relationship behavior : thick description of the dynamics of government's role in shaping China's domestic, inbound, and outbound tourism industry / Songshan (Sam) Huang.
    Additional Edition: ISBN 9781849509008
    Language: English
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  • 10
    Online Resource
    Online Resource
    Oxford :Elsevier,
    UID:
    almahu_9949069071902882
    Format: 1 online resource (viii, 663 p.)
    ISBN: 9781849502306 (electronic bk.) : , 1849502307 (electronic bk.) :
    Series Statement: Advances in business marketing and purchasing, v. 12
    Content: What's really happening? For an organization this question contains at least four sub issues: What actions are being done now help to increase the organization's performance? What actions are wasted motions - what are we doing that does not contribute and wastes our time? What actions harm the organization's performance - what actions are counterproductive in helping the organization achieve what really needs to be accomplished? And, what actions are we not doing now but really should be doing to increase the organization's performance? A fifth, related, sub issue is how to go about finding out what is really happening - what research methods should executives use, as well as avoid using, to go about finding this out. Executive thinking differs fundamentally from scientific thinking in fundamental ways. Scientists and academic researchers are able to choose the problem, whereas in organizations, the problems (and symptoms of problems) are often thrust upon the executive. Scientists focus on a limited number of problems at a time, whereas executives are confronted with a vast number of potential problems and a myriad of possible presentation problem frames. Scientists have the relative luxury of time to explore the problem at hand, whereas executives, particularly CEOs, do not. The intention is for this volume to be read by executives wanting to learn how to reduce overconfidence, and to become more mindful, in making decisions and in learning how to scientifically evaluate the quality of outcomes that follow from implementing decisions.
    Note: Introduction: overcoming overconfidence and other processes in shallow thinking / Arch G. Woodside -- Where is the action?: the reconstruction of action in business narratives / Hans Kjellberg, Per Andersson -- Narratives and case process research / Per Andersson -- Integrating marketing models with quality functional deployment / Stan Aungst, Russell R. Barton, David T. Wilson -- Stakeholder value creation and firm success / Oliver Koll -- Building effective buyer-seller dyadic relationships / Michael W. Preis, Salvatore F. Divita, Amy K. Smith -- Trust and business-to-business e-commerce communications and performance / Pauline Ratnasingam -- Examining internationalization of the professional services firm / Maria Anne Skaates -- Research on business-to-business customer value and satisfaction / Robert B. Woodruff, Daniel J. Flint -- Meta-evaluation: assessing alternative methods of performance evaluation and audits of planned and implemented marketing strategies / Arch G. Woodside, Marcia Y. Sakai.
    Additional Edition: Print version: Evaluating marketing actions and outcomes. Oxford : Elsevier, 2003 ISBN 0762310464
    Language: English
    Subjects: Economics
    RVK:
    Keywords: Aufsatzsammlung
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