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  • 1
    Electronic Resource
    Electronic Resource
    Bingley : Emerald
    The @journal of product & brand management 4 (1995), S. 33-55 
    ISSN: 1061-0421
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Most recent work in the area of new product development has been ofa theoretically prescriptive basis, ignoring, to a large degree, thecurrent state of affairs in US corporations. The study examines, on acomparative basis, consumer and business products organizations,practices being utilized to guide the development process and keyfactors influencing the success/failure of the process. Results from anempirical study reveal that: (1) there is no one best means to structurethe process; (2) top management commitment to and support of the processis a critical factor; (3) knowledge of markets and customers remainselusive; and (4) more similarities than differences exist between thepractices undertaken by and the factors influencing success/failure inconsumer versus business products organizations.
    Type of Medium: Electronic Resource
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  • 2
    Electronic Resource
    Electronic Resource
    Bingley : Emerald
    The @journal of product & brand management 4 (1995), S. 7-17 
    ISSN: 1061-0421
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: An enormous volume of literature has evolved which promisesremedies for any organization's new product development woes.Unfortunately, new product development is an inherently uncertain andcomplex process which is generally not amenable to standardizedsolutions. Based on extensive consulting experience, addresses threecommonly held misconceptions regarding the new product developmentprocess. Provides examples to illustrate each of the misconceptions andpresents the lesson to be learned from each. Finally, discussesrecommendations for management.
    Type of Medium: Electronic Resource
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  • 3
    Electronic Resource
    Electronic Resource
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 315-322 
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Notes that researchers and practitioners recognize that listening is a crucial basic skill on a par with reading, writing, and speaking. Although effective listening is important in almost every profession, it seems particularly significant in business-to-business selling. Effective listening skills assist the salesperson in adapting to the prospect and to different sales situations. Successful application of these skills contributes to the added value of the personal selling exchange. Presents an initial attempt to explore the relationship between effective listening, adaptive selling behaviors and salesperson performance. In the past, very little has been done to measure the construct of effective salesperson listening and correlate it with key dimensions (adaptive selling and sales performance). Hopes to contribute to discovering a means of measuring the listening phenomena in a sales environment. The subjects for the study were salespeople representing a Fortune 100 international electronics manufacturer. The subjects were participating in a company-sponsored training program at the time of the survey. Results of the study indicate support for a positive relationship between effective listening and adaptive selling, performance and job satisfaction.
    Type of Medium: Electronic Resource
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