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230120 ||| eng |
| 020 |
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|a 1849500436
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| 020 |
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|a 9781849500432
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| 050 |
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4 |
|a HF5415.13
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| 100 |
1 |
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|a Woodside, Arch G.
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| 245 |
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|a Getting better at sensemaking
|h Elektronische Ressource
|c edited by Arch G. Woodside
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| 260 |
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|a Stamford, Conn.
|b JAI Press
|c 2000
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| 300 |
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|a 512 p.
|b ill
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| 505 |
0 |
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|a 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 --
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| 505 |
0 |
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|a Integration of qualitative and quantitative research approaches in business-to-business marketing / Gerhard A. Wührer and Thomas Werani
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| 505 |
0 |
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|a 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 --
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| 653 |
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|a Management & management techniques / bicssc
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| 653 |
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|a Marketing / Management
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| 653 |
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|a Sales & marketing management / bicssc
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| 653 |
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|a Perception
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| 653 |
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|a Business & Economics / Marketing / General / bisacsh
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| 041 |
0 |
7 |
|a eng
|2 ISO 639-2
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| 989 |
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|b EMBAR
|a Emerald Business, Management and Economics eBook Collection Archive
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| 490 |
0 |
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|a Advances in business marketing and purchasing
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| 856 |
4 |
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|u https://www.emerald.com/insight/publication/doi/10.1016/S1069-0964(2001)9
|x Verlag
|3 Volltext
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| 082 |
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|a 658.8
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| 520 |
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|a 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 behaviors; observe changes in behaviors of suppliers, governments, and other stakeholder groups; frame problems/opportunities better by deepening understanding on how we go about making sense of what is happening and can be made to happen; decide better by gaining deep knowledge on how decisions are actually made and can be improved (e.g., via systems thinking and simulating system operations to uncover powerful levers previously unrecognized); and, do better by applying new tools to learn what is really happening when planned strategies are converted into realized strategies
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