Getting better at sensemaking

This work's 16 contributions fill the mind with knowledge, skills, and insights useful for improving the executive's ability to do what needs to be done: scan environments better to find the weak signals on breakthrough technologies; understand shifts in customers' attitudes and behav...

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Bibliographic Details
Other Authors Woodside, Arch G.
Format Electronic eBook
LanguageEnglish
Published Stamford, Conn. : JAI Press, c2000
SeriesAdvances in business marketing and purchasing ; v. 9.
Subjects
Marketing > Management.
Perception.
Management & management techniques.
Sales & marketing management.
Business & Economics > Marketing > General.
elektronické knihy
electronic books
Online AccessFull text
ISBN9781849500432
1849500436
9780762306336
0762306335
ISSN1069-0964 ;
DOI10.1016/S1069-0964(2001)9
Physical Description1 online resource (512 p.) : ill.

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Table of Contents:
  • Getting better at sensemaking : introduction / Arch G. Woodside
  • Competence-based business processes within industrial networks : a theoretical and empirical analysis / Kimmo Alajoutsijärvi and Henrikki Tikkanen
  • Studies on industrial marketing change processes: a theoretical review and suggestive framework / Per Andersson
  • Management of the market research client/agency relationship / Ross Brennan
  • Qualitative methods in business studies / Torben Damgaard, Per V. Freytag, and Per Darmer
  • Negotiating international industrial projects: MNCS versus emerging markets / Pervez N. Ghauri
  • Global integration of marketing and R&D: IMB's Haifa research laboratory and its "WebCutter" technology / Mel Horwitch ... [et al.]
  • Using case studies for theory testing in business-to-business research: the development of a more rigorous case study methodology / Wesley J. Johnston, Mark P. Leach, and Annie H. Liu
  • Development of measures to assess customer perceived value in a business-to-business context / Jozée Lapierre
  • Methods of country risk assessment for international market-entry decision / Joshua B. Levy and Eunsang Yoon
  • Judgmental heuristics in overseas vendor search and evaluation: a proposed model of importer buying behavior / Neng Liang and Rodney L. Stump
  • Research on business-to-business barter in Australia / Peter W. Liesch and Dawn Birch
  • Hungarian tender buyers: some results of an empirical research study / Tibor Mandják and Judit Simon
  • Business marketing as "politics" : identifying and managing political buying situations / K. E. Kristian Möller
  • Portfolio of supplier-customer relationships / Robert Salle, Bernard Cova, and Catherine Pardo
  • Ingredient branding : perspectives and problems of brand development in business to business enduser relations / Konstantin Theile and Wolfgang Burr
  • Integration of qualitative and quantitative research approaches in business-to-business marketing / Gerhard A. Wührer and Thomas Werani.

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