Table of contents
An examination of buying centres in Irish biotechnology companies and its marketing implications
Paul Howard, Declan DoyleThis research is a qualitative study which aims to investigate the intricacies of organisational buying behaviour in the context of the Irish biotechnology industry. Particularly…
The process of ending inter‐organizational cooperation
Annika Tidström, Sara ÅhmanThe purpose of this study is to increase the understanding of the process of ending inter‐organizational cooperation by identifying the underlying reasons and stages of the ending.
Examining career development programs for the sales force
Donald W. Jackson, Thomas Hollmann, Andrew S. GallanThe purpose of this article is to explore career development programs for the sales force including benefits, implementation and managerial implications.
An exploration of organizational factors in new product development success
Destan Kandemir, Roger Calantone, Rosanna GarciaThis study surveys a broad spectrum of new product development (NPD) projects from the biochemistry industry in the USA, Canada, Germany, the UK, and Belgium with the purpose of…
Sales presentation skills and salesperson job performance
Mark C. JohlkeThe purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance.
Rethinking market connections: mobile phone recovery, reuse and recycling in the UK
Louise CanningThe purpose of this article is to provide an application of network literature that can be used for teaching and learning purposes.
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota