Marketing Strategy and Competitive Positioning pdf ebook


lishing: Levitt, T. (1960), ‘Marketing myopia’, Harvard  Business Review, 38(4), 45–56; 391 Harper & Row


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lishing: Levitt, T. (1960), ‘Marketing myopia’, Harvard 
Business Review, 38(4), 45–56; 391 Harper & Row: 
Drucker, P. (1973), Management: Tasks, Responsibili-
ties and Practices, New York: Harper & Row; 394 
Taylor & Francis Group: Leigh, T.W., and Marshall, 
G.W. (2001), ‘Research priorities in sales strategy and 
performance’, Journal of Personal Selling & Sales 
Management, 21 (Spring), 83–94; 395 Elsevier: Ingram, 
T.N., LaForge, R.W. and Leigh, T.W. (2002), ‘Selling 
in the new millennium: A joint agenda’, Industrial 
Marketing Management, 31, 559–67; 395 Harvard 
Business Publishing: Shapiro, B.P., Slywotsky, A.J. and 
Doyle, S.X. (1998), Strategic Sales Management: A 
Boardroom Issue, Note 9-595-018, Cambridge, MA: 
Harvard Business School395 Mazur: Mazur, L. 
(2000), ‘The changing face of sales’, Marketing Busi-
ness, May, 31; 395 Academy of Management: Hom-
burg, C., Workman, J.P. and Jensen, O. (2000), 
‘Fundamental changes in marketing organisation: The 
movement toward a customer-focused organisational 
structure’, Journal of the Academy of Marketing Sci-
ence, 28(4), 459–78; 397 Harvard Business Publishing: 
Shapiro, B.P., Slywotsky, A.J. and Doyle, S.X. (1998), 
Strategic Sales Management: A Boardroom Issue, Note 
9-595-018, Cambridge, MA: Harvard Business School; 
397 Oxford University Press: Piercy, N.F. and Lane, N. 
(2009a), Strategic Customer Management: Strategizing 
the Sales Organisation, Oxford: Oxford University 
Press; 398 Harvard Business Publishing: Cespedes, F.V. 
(2014), ‘Putting sales at the centre of strategy’, Harvard 
Business Review, October, 23–5; 400 SAMA: Seiden-
schwartz, W. (2005), ‘A model for customer enthusi-
asm: Connecting the customer with internal processes’, 
Strategic Account Management Association Confer-
ence, February, Paris; 402 Harvard Business Publish-
ing: Shapiro, B.P., Slywotsky, A.J. and Doyle, S.X. 
(1998), Strategic Sales Management: A Boardroom 
Issue, Note 9-595-018, Cambridge, MA: Harvard Busi-
ness School; 410 IMI plc: IMI plc (2010), IMI plc – Key 
Themes, www.imi.plc.uk/about; 414 Elsevier: Piercy, 
N.F. and Lane, N. (2006a), ‘The underlying vulnerabil-
ities in key account management strategies’, European 
Management Journal, 24(2–3), 151–82; 420-421 The 

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