Marketing Management 1995 - 1996: Vol 4 Index

7 Pages·2.6 MB·English

Annotated Index
Volume
Subject Index
Buyer Behavior Retailing Relationship Marketing
Consumer Behavior “Franchising Fellowship”/Rosenthal, Albert “To Ally or Not to Ally?”’/Sengupta, Sanjit;
J./V4N2,Fall95/Page 4/Former ad exec’s Bucklin, Louis P./V4N2,Fall95/Page
“Why Do People Shop?’/Tauber, Edward World Center will offer one-stop shop- 24/Either way, leverage your firm’s mar-
M./V4N2,Fall95/Page 58/Retailers need ping for entrepreneurs. An interview ket position with a complementary prod-
to redefine their role in the marketplace. with Albert J. Rosenthal. uct strategy.
Journal of Marketing reprint.
International/Global Marketing
“Perfecting Partnerships”/Mohr, Jakki
Organizational Buying Behavior J.;Spekman, Robert E./V4N4, Winter/
Spring96/Page 35/Several characteristics “Cashing in on China’s Burgeoning Middle
“General Model for Understanding Organi- contribute to successful alliances Class”/Hamer, Andrew Marshall/V4N1,
zational Buying Behavior, A”/Webster, between channel members. Summer95/Page 8/As foreign investors
Jr., Frederick E.; Wind, Yoram/V4N4, weigh the risk, Asia’s reborn dragon
Winter/Spring96/Page 52/Framework “Why Do People Shop?”’/Tauber, Edward rushes to a market economy.
outlines the decision process in an M./ V4N2,Fall95/Page 58/Retailers need
industrial context.Journal of Marketing to redefine their role in the marketplace. “Reflections in China: Re-orienting Images
reprint. Journal of Marketing reprint. of Marketing”/Ambler, Tim/V4N1 , Sum-
mer95/Page 22/Western marketers face a
“Purchasing Partnerships: The Buyer’s Wholesaling mirror image of the business practices
View’’/Fram, Eugene H./V4N1,Sum- they understand best.
mer95/Page 2/In alliances with suppliers, “Purchasing Partnerships: The Buyer’s
price is not the deciding factor. View”/Fram, Eugene H./V4N1,Sum- Cross-Cultural Marketing
mer95/ Page 2/In alliances with suppli-
Channels of Distribution/Logistics
ers, price is not the deciding factor. “Building Relationships Through Advertis-
ing”/Aab, Linda;Johnston, Wesley
Industrial/Business-To-Business Marketing
“Perfecting Partnerships”/Mohr, Jakki J.; J.;Lohtia, Ritu /V4N1,Summer95/Page
Spekman, Robert E./V4N4, Winter/ 32/With marketing sanctioned again, the
Spring96/Page 35/Several characteristics “Purchasing Partnerships: The Buyer’s Chinese are clamoring for information
contribute to successful alliances View’/Fram, Eugene H./V4N1,Sum- on U.S. industria! products.
between channel members. mer95/Page 2/In alliances with suppliers,
price is not the deciding factor. Global Marketing Structures
Franchising
Organizational Buying Behavior “Franchising Fellowship”/Rosenthal, Albert
“Franchising Fellowship”/Rosenthal, Albert J. /V4N2, Fall95/Page 4/Former ad
J./V4N2,Fall95/Page 4/Former ad exec’s “General Model for Understanding Organi- exec’s World Center will offer one-stop
World Center will offer one-stop shop- zational Buying Behavior, A”/Webster, shopping for entrepreneurs. An interview
ping for entrepreneurs. An interview Jr., Frederick E.; Wind, Yoram /V4N4, with Albert J. Rosenthal.
with Albert J. Rosenthal. Winter/Spring96/Page 52/Framework
outlines the decision process in an indus-
trial context.Journal of Marketing reprint.
MARKETING MANAGEMENT Winter/Spring 1996, Vou. 4, No. 4 63
Marketing & Society/Macromarketing
Public Policy and Marketing Page 8/Businesses emerge from the
shadows to promote social causes.
Couse/Social Marketing ““Green Marketing’ and the First Amend-
ment’/Ortego, Joseph J./V4N2,Fall95/ “Building Relationships Through Advertis-
“Benefiting Society and the Bottom Page 62/Commercial speech is still a ing”/Aab, Linda;Johnston, Wesley
Line”/Bloom, Paul N.;Hussein, Pattie stepchild under the law. J.;Lohtia, Ritu /V4N1,Summer95/Page
Yu; Szykman, Lisa R. /V4N3,Win- 32/With marketing sanctioned again, the
ter95/Page 8/Businesses emerge from Social Impact of Marketing Chinese are clamoring for information
the shadows to promote social causes. on U.S. industrial products.
“Cashing in on China’s Burgeoning Middle
“High Hurdles”/Edwards, Charles R./V4N4, Class”/Hamer, Andrew Marshall/V4N1, “High Hurdles”/Edwards, Charles R./
Winter/Spring96/Page 6/Paralympics mar- Summer95/Page 8/As foreign investors V4N4, Winter/Spring96/Page 6/Para-
keter overcomes tight budgeting handi- weigh the risk, Asia’s reborn dragon lympics marketer overcomes tight bud-
cap.An interview with Charles R Edwards. rushes to a market economy. geting handicap.An interview with
Charles R Edwards.
Marketing Communications
Environment
“Reflections in China: Re-orienting Images
““Green Marketing’ and the First Amend- Advertising of Marketing”/Ambler, Tim/V4N1,
ment” Ortego, Joseph J./V4N2, Fall95/ Summer95/Page 22/Western marketers
Page 62/Commercial speech is still a “Beyond Puffery”/Shapiro, Barry R./V4N3, face a mirror image of the business prac-
stepchild under the law. Winter95/Page 60/When does an adver- tices they understand best.
tising claim become a guarantee?
Legal Issues Trade Promotion
“Building Relationships Through Advertis-
“Beyond Puffery”/Shapiro, Barry R./V4N3, ing”/Aab, Linda; Johnston, Wesley “Good Faith or Self-Interest?”’/Shapiro, Barry
Winter95/Page 60/When does an adver- J.;Lohtia, Ritu /V4N1,Summer95/Page R/V4N1,Summer95/Page 56/Exercising
tising claim become a guarantee? 32/With marketing sanctioned again, the your option in a discretionary promotional
Chinese are clamoring for information contract can prove costly.
“Good Faith or Self-Interest?”/Shapiro, on U.S. industrial products.
Marketing Management
Barry R. /V4N1, Summer95/Page 56/
Exercising your option in a discretionary “Good Faith or Self-Interest?”/Shapiro,
promotional contract can prove costly. Barry R. /V4N1,Summer95/Page56/ Complaint Management
Exercising your option in a discretionary
“Timing Is Everything”/Lichstein, Toni C. promotional contract can prove costly. “Beyond Puffery”/Shapiro, Barry R./V4N3,
/V4N4, Winter/Spring96/Page 58/Litiga- Winter95/Page 60/When does an adver-
tion delay can be costly to trademark “Timing Is Everything”/Lichstein, Toni C./ tising claim become a guarantee?
owners. V4N4, Winter/Spring96/Page 58/Litigation
delay can be costly to trademark owners. Customer Loyalty/Retention
Generational Marketing
Direct Marketing “Growing From the Top”/Bender, David M.;
““Green Marketing’ and the First Amend- Farquhar, Peter H.; Schulert, Sanford
ment”/Ortego, Joseph J./V4N2, Fall95/ “Rare Philosophy”/Eike, Ron/V4N1,Sum- C./V4N4,Winter/Spring96/Page 10/ Cor-
Page 62/Commercial speech is still a mer95/Page 4/ Customer service is the porate advertising nourishes the brand
stepchild under the law. meat and potatoes of gourmet food mar- equity from which profits sprout.
keter Omaha Steaks. An interview with
Marketing & Economic Development
operations director Ron Eike. “Identifying Key Traits of Good Industrial
Service Reps’/Oliva, Terence A.; Lan-
Public Relations Publicity
“Cashing in on China’s Burgeoning Middle cioni, Richard /V4N4,Winter/Spring96/
Class”/Hamer, Andrew Marshall/V4N1, page 44/The first step to becoming cus-
Summer95/Page 8/As foreign investors “Benefiting Society and the Bottom tomer-driven is hiring the right people.
weigh the risk, Asia’s reborn dragon Line”/Bloom, Paul N.; Hussein, Pattie
rushes to a market economy. Yu; Szykman, Lisa R. /V4N3,Win- “Rare Philosophy”/Eike, Ron/V4N1,Sum-
ter95/Page 8/Businesses emerge from mer95/Page 4/ Customer service is the
“Reflections in China: Re-orienting Images the shadows to promote social causes. meat and potatoes of gourmet food mar-
of Marketing”/Ambler, Tim/V4N1, keter Omaha Steaks. An interview with
Summer95/Page 22/Western marketers Relationship Marketing operations director Ron Eike.
face a mirror image of the business prac-
tices they understand best. “Benefiting Society and the Bottom Customer Satisfaction/Quality
Line”/Bloom, Paul N.;Hussein, Pattie
Yu;Szykman, Lisa R./V4N3,Winter95/ “Benchmarking Satisfaction”/Mentzer,
64 Winter/Spring 1996, Voi. 4, No. 4 MARKETING MANAGEMENT
John T.; Bienstock, Carol C.; Kahn, Marketing Effectiveness/Productivity market position with a complementary
Kenneth B./V4N1,Summer95/Page4 1/ product strategy.
Market leaders use sophisticated pro- “Beating the Odds”/Swaddling, Jeffrey D.;
cesses to measure and manage their cus- Zobel, Mark W./V4N4, Winter/Spring 96/
tomers’ perceptions. Page 20/By maximizing the value of
exploratory research, companies can cre- “Changing Role of the Sales Force, The”/
“Customer-Accelerated Change”/Band, ate products that are truly new. Cravens, David W./V4N2,Fall95/Page
William A. /V4N3,Winter95/Page 46/ 48/Now it’s urgent. Companies must
Slow response to shifting expectations “Benchmarking Satisfaction”/Mentzer, John take some steps to redesign their selling
thwarts efforts to compete in the ‘value T.; Bienstock, Carol C.;Kahn, Kenneth strategies.
decade.’ B./ V4N1,Summer95/Page 41/Market
leaders use sophisticated processes to “Feeling the Heat’/Sheth, Jagdish N.; Siso-
Employee Selection & Training measure and manage their customers’ per- dia, Rajendra S./V4N2,Fall95/Page
ceptions. 8/More than ever before, marketing is
“Identifying Key Traits of Good Industrial under fire to account for what it spends.
Service Reps”/Oliva, Terence A.; Lan- “Customer-Accelerated Change”/Band,
cioni, Richard /V4N4,W inter/Spring 96/ William A. /V4N3,Winter95/Page 46/ “Feeling the Heat—Part 2”/Sheth, Jagdish
Page 44/The first step to becoming cus- Slow response to shifting expectations N.;Sisodia, Rajendra S./V4N3,Winter95/
tomer-driven is hiring the right people. thwarts efforts to compete in the ‘value Page 19/Information technology and
decade.’ creative management boost market pro-
Event/Sports Marketing ductivity.
“Feeling the Heat”/Sheth, Jagdish N.; Siso-
“High Hurdles”/Edwards, Charles R./V4N4, dia, Rajendra S./V4N2,Fall95/Page “Product Differentiation and Market Seg-
Winter/Spring96/Page 6/Paralympics 8/More than ever before, marketing is mentation As Alternative Marketing
marketer overcomes tight budgeting under fire to account for what it spends. Strategies”/Smith, Wendell R. /V4N3,
handicap.An interview with Charles R Winter95/Page 63/Although closely
Edwards. “Feeling the Heat—Part 2”/Sheth, Jagdish related, the two concepts have important
N.; Sisodia, Rajendra S./V4N3,Win- differences. Journal of Marketing
Industry & Market Segmentation/Structure ter95/Page 19/Information technology reprint.
and creative management boost market
“Benefit Segmentation:A Decision-Oriented productivity. “Role in Flux, A “/Seggev, Eli/V4N3,Win-
Research Tool’/Haley, Russell 1./ V4N1, ter95/Page 34/ Their crunching days num-
Summer95/Page 59/Marketing insight is “Growing From the Top”/Bender, David bered, researchers still have a place in the
limited only by the imagination. Journal M.; Farquhar, Peter H.; Schulert, Sanford re-engineered corporation.
of Marketing reprint. C./V4N4,Winter/Spring96/Page 10/ Cor-
porate advertising nourishes the brand “To Ally or Not to Ally?’/Sengupta, Sanjit;
“Hold My Place, Please’”/Harris, Frederick equity from which profits sprout. Bucklin, Louis P./V4N2,Fall95/Page
H. deB.;Peacock, Peter/V4N2,Fall95/ 24/Either way, leverage your firm’s mar-
Page 34/Yield management improves “Hold My Place, Please’”/Harris, Freder- ket position with a complementary prod-
capacity-allocation guesswork. ick H. deB.; Peacock, Peter/V4N2, uct strategy.
Fall95/Page 34/Yield management
“Product Differentiation and Market Seg- improves capacity-allocation guesswork. Strategic Marketing Models/Modeling
mentation As Alternative Marketing
Strategies”/Smith, Wendell R. /V4N3, “Perfecting Partnerships”/Mohr, Jakki J.; “General Model for Understanding Organi-
Winter95/Page 63/Although closely relat- Spekman, Robert E./V4N4, Winter/ zational Buying Behavior, A”/Webster,
ed, the two concepts have important dif- Spring96/Page 34/Several characteristics Jr., Frederick E.;Wind, Yoram /V4N4,
ferences. Journal of Marketing reprint. contribute to successful alliances Winter/Spring96/Page 52/Framework
between channel members. outlines the decision process in an indus-
“Purchasing Partnerships:The Buyer’s trial context.Journal of Marketing
View”/Fram, Eugene H./V4N1,Sum- “Product Differentiation and Market Seg- reprint.
mer95/Page 2/In alliances with suppliers, mentation As Alternative Marketing
price is not the deciding factor. Strategies”/Smith, Wendell R. /V4N3,
Winter95/Page 63/Although closely
Internal Marketing related, the two concepts have important “Growing From the Top”/Bender, David
differences. Journal of Marketing M.;Farquhar, Peter H.;Schulert, Sanford
“Customer-Accelerated Change”/Band, reprint. C/V4N4,Winter/Spring96/Page 10/ Cor-
William A./V4N3,Winter95/Page porate advertising nourishes the brand
46/Slow response to shifting expecta- “To Ally or Not to Ally?”/Sengupta, Sanjit; equity from which profits sprout.
tions thwarts efforts to compete in the Bucklin, Louis P./V4N2,Fall95/Page
‘value decade.’ 24/Either way, leverage your firm’s
WinteR/SPRING 1996, Vou. 4, No. 4 65
Marketing Theory & Philosophy
“Role in Flux, A”/Seggev, Eli/V4N3,Win- Spring96/Page 34/Several characteristics
ter95/Page 34/ Their crunching days num- contribute to successful alliances between
bered, resesatilrl hcaveh a eplacre isn t he “Feeling the Heat”/Sheth, Jagdish N.;Siso- channel members.
re-engineered corporation. dia, Rajendra S./V4N2,Fall95/Page 8/
More than ever before, marketing is under “Rare Philosophy”/Eike, Ron/V4N1,Sum-
Marketing Research
fire to account for what it spends. mer95/Page 4/ Customer service is the
meat and potatoes of gourmet food mar-
Management of the Research Function “Feeling the Heat—Part 2”/Sheth, Jagdish keter Omaha Steaks. An interview with
N.;Sisodia, Rajendra S./V4N3,Win- operations director Ron Eike.
“Beating the Odds”/Swaddling, Jeffrey D.; ter95/Page 19/Information technology
Zobel, Mark W. /V4N4,Winter/Spring96/ and creative management boost market “Why Do People Shop?”/Tauber, Edward M.
Page 20/By maximizing the value of productivity. /V4N2,Fall95/Page 58/Retailers need to
exploratory research, companies can cre- redefine their role in the marketplace.
Product/Service Marketing
ate products that are truly new. Journal of Marketing reprint.
Franchising
“Role in Flux, A”/Seggev, Eli/V4N3,Win- Brand Management
ter95/Page 34/ Their crunching days num-
bered, researchers still have a place in the “Growing From the Top”/Bender, David “Franchising Fellowship”/Rosenthal, Albert
re-engineered corporation. M.;Farquhar, Peter H.;Schulert, Sanford J. /V4N2,Fall95/Page 4/Former ad exec’s
C./V4N4, Winter/Spring96/Page 10/ Cor- World Center will offer one-stop shopping
Qualitative Research Methods porate advertising nourishes the brand for entrepreneurs. An interview with
equity from which profits sprout. Albert J. Rosenthal.
“Beating the Odds”/Swaddling, Jeffrey
Sales/Sales Management
D.;Zobel, Mark W. /V4N4,Winter/ Spring “Timing Is Everything”/Lichstein, Toni C./
96/Page 20/By maximizing the value of V4N4, Winter/Spring96/Page 58/Litiga-
SalesF orceO rganization
exploratory research, companies can cre- tion delay can be costly to trademark
ate products that are truly new. owners.
“Changing Role of the Sales Force, The”/
Quantitative Research Methods Product Development/Innovation Cravens, David W. /V4N2,Fall95/Page
48/Now it’s urgent. Companies must take
“Benefit Segmentation: A Decision-Oriented “To Ally or Not to Ally?”/Sengupta, Sanjit; some steps to redesign their selling
Research Tool”/Haley, Russell I./V4N1, Bucklin, Louis P./V4N2,Fall95/Page 24/ strategies.
Summer95/Page 59/Marketing insight is Either way, leverage your firm’s market
limited only by the imagination. Journal position with a complementary product Sales Force Selection/Recruiting/Training
of Marketing reprint. strategy.
“Identifying Key Traits of Good Industrial
Research/Measurement Techniques Product/Service Quality Service Reps”/Oliva, Terence A.;Lan-
cioni, Richard /V4N4, Winter/Spring
“Benchmarking Satisfaction”/Mentzer, John “Benchmarking Satisfaction”/Mentzer, John 96/Page 44/The first step to becoming
T.;Bienstock, Carol C.;Kahn, Kenneth T.; Bienstock, Carol C.;Kahn, Kenneth customer-driven is hiring the right people.
B./V4N1,Summer95/Page 41/Market B./V4N1,Summer95/Page 41/Market
leaders use sophisticated processes to leaders use sophisticated processes to Selling Strategy
measure and manage their customers’ measure and manage their customers’ per-
perceptions. ceptions. “Changing Role of the Sales Force, The”/
Cravens, David W. /V4N2,Fall95/ Page
“Benefit Segmentation: A Decision-Orient- “Hold My Place, Please’”’/Harris, Frederick 48/Now it’s urgent. Companies must take
ed Research Tool’”/Haley, Russell I./ H. deB.; Peacock, Peter/V4N2,Fall95/ some steps to redesign their selling
V4N1,Summer95/Page 59/Marketing Page 34/Yield management improves strategies.
insight is limited only by the imagina- capacity-allocation guesswork.
Technology And Marketing
tion. Journal of Marketing reprint.
Warranties/Guarantees
“Product Differentiation and Market Seg- “Feeling the Heat—Part 2”/Sheth, Jagdish
mentation As Alternative Marketing “Beyond Puffery”/Shapiro, Barry 8 /V4N3, N.; Sisodia, Rajendra S./V4N3, Win-
Strategies”/Smith, Wendell R. /V4N3, Winter95/Page 60/When does an adver- ter95/Page 19/Information technology
Winter95/Page 63/Although closely relat- tising claim become a guarantee? and creative management boost market
ed, the two concepts have important dif- productivity.
Retailing
ferences. Journal of Marketing reprint.
“Perfecting Partnerships”/Mohr, Jakki J.;
Spekman, Robert E./V4N4,Winter/
66 Wwrer/Spen 1996, Vow. 4, No. 4
Title Index
“Beating the Odds”/Swaddling, Jeffrey D.; “Feeling the Heat’’/Sheth, Jagdish N.;Siso- cioni, Richard/V4N4, Winter/Spring96/
Zobel, Mark W./V4N4, Winter/Spring96/ dia, Rajendra S./V4N2,Fall95/Page 8. Page 44.
Page 20.
“Feeling the Heat—Part 2”/Sheth, Jagdish “Perfecting Partnerships”/Mohr, Jakki J.;
“Benchmarking Satisfaction”/Mentzer, John N.;Sisodia, Rajendra S./V4N3,Winter95/ Spekman, Robert E./V4N4,
T.;Bienstock, Carol C.; Kahn, Kenneth Page 19. Winter/Spring96/Page 34.
B./V4N1,Summer95/Page 41.
“Franchising Fellowship”/Rosenthal, Albert “Product Differentiation and Market Seg-
“Benefit Segmentation: A Decision-Orient- J./V4N2, Fall95/Page 4. mentation As Alternative Marketing
ed Research Tool’/Haley, Russell Strategies”/Smith, Wendell R./V4N3,
I./V4N1,Summer95/Page 59. “A General Model for Understanding Orga- Winter95/Page 63.
nizational Buying Behavior’/Webster,
“Benefiting Society and the Bottom Line”/ Jr., Frederick E.;Wind, Yoram/V4N4, “Purchasing Partnerships: The Buyer’s
Bloom, Paul N.;Hussein, Pattie Winter/Spring96/Page 52”. View’/Fram, Eugene H./V4N1,Sum-
Yu;Szykman, Lisa R./V4N3, mer95/Page2.
Winter95/Page 8. “Good Faith or Self-Interest?”’/Shapiro,
Barry R./V4N1,Summer95/Page 56. “Rare Philosophy”/Eike, Ron/V4N1,Sum-
“Beyond Puffery”/Shapiro, Barry R./V4N3, mer95/Page 4.
Winter95/Page 60. “Growing From the Top”/Bender, David
M..;Farquhar, Peter H.;Schulert, Sanford “Reflections in China: Re-orienting Images
“Building Relationships Through Advertis- C./V4N4,Winter/Spring96/Page 10. of Marketing”/Ambler, Tim/V4N 1,
ing’/Aab, Linda;Johnston, Wesley J.; Summer95/Page 22.
Lohtia, Ritu/V4N1,Summer95/Page 32. ““Green Marketing’ and the First Amend-
ment’/Ortego, Joseph J./V4N2,Fall95/ “Role in Flux, A”/Seggev, Eli/V4N3,Win-
“Cashing in on China’s Burgeoning Middle Page 62. ter95/Page 34.
Class”/Hamer, Andrew Marshall/V4N1,
Summer95/Page 8. “High Hurdles”/Edwards, Charles R./V4N4, “Timing Is Everything”/Lichstein, Toni C/
Winter/Spring96/Page 6. V4N4, Winter/Spring96/Page 58.
“Changing Role of the Sales Force, The”/
Cravens, David W./V4N2,Fall95/Page “Hold My Place, Please’”/Harris, Frederick “To Ally or Not to Ally?”’/Sengupta, Sanjit;
48. H. deB.;Peacock, Peter/V4N2,Fall95/ Bucklin, Louis P./V4N2,Fall95/Page 24.
Page 34.
“Customer-Accelerated Change”/Band, “Why Do People Shop?”/Tauber, Edward
William A./V4N3,Winter95/Page 46. “Identifying Key Traits of Good Industrial M./V4N2,Fall95/Page 58.
Service Reps”/Oliva, Terence A.;Lan-
Author Index
*denotes coauthor
Aab, Linda*/“Building Relationships Through Bienstock, Carol C.*/“Benchmarking Satis- Edwards, Charles R./“High Hurdles”/V4N4,
Advertising”/V4N 1,Summer95/Page 32. faction”/ V4N1,Summer95/Page 41. Winter/Spring96/Page 6.
Ambler, Tim/“Reflections in China: Re-ori- Bloom, Paul N.*/“Benefiting Society and the Eike, Ron/“RarePhilosophy”/V4N | Summer
enting Images of Marketing”/V4N1,Sum- Bottom Line”/V4N3,Winter95/Page 8. 95/Page 4.
mer95/Page 22.
Bucklin, Louis P.*/“To Ally or Not to Ally?’/ Farquhar, Peter H.*/“Growing From the
Band, William A./“Customer-Accelerated V4N2,Fall95/Page 24. Top”/V4N4, Winter/Spring96/Page 10.
Change”/ V4N3,Winter95/Page 46.
Cravens, David W./“The Changing Role of Fram, Eugene H./“Purchasing Partnerships:
Bender, David M.*/“Growing From the the Sales Force”/V4N2,Fall95/Page 48. The Buyer’s View”/V4N1,Summer 95/
Top”/ V4N4, Winter/Spring96/Page 10. Page 2.
Winrer/SPeing 1996, Vow. 4, No.4 67
Haley, Russell I./“Benefit Segmentation: A Oliva, Terence A.*/“Identifying Key Traits Sisodia, Rajendra S.*/“Feeling the Heat—
Decision-Oriented Research Tool’”/ of Good Industrial Service Reps”/V4N4, Part 2”/V4N3,Winter95/Page 19.
V4N1,Summer95/Page 59. Winter/Spring96/Page 44.
Smith, Wendell R./“Product Differentiation
Hamer, Andrew Marshall/“Cashing in on Ortego, Joseph J,/““‘Green Marketing’ and and Market Segmentation As Alterna-
China’s Burgeoning Middie Class”/V4N1, the First Amendment”/V4N2, Fall95/ tive Marketing Strategies”/V4NW3i,n-
Summer95/Page 8. Page 62. ter95/Page 63.
Harris, Frederick H. deB.*/“‘Hold My Place, Peacock, Peter*/“““Hold My Place, Please’”’/ Spekman, Robert E.*/“Perfecting Partner-
Please’”/V4N2, Fall95/Page 34. V4N2,Fall95/Page 34. ships”/ V4N4,Winter/Spring96/Page 34.
Hussein, Pattie Yu*/“Benefiting Society Rosenthal, Albert J./“Franchising Fellow- Swaddling, Jeffrey D.*/“Beating the Odds”/
and the Bottom Line”/V4N3, Winter95/ ship”/ V4N2,Fali95/Page 4. V4N4, Winter/Spring96/Page 20.
Page 8.
Schulert, Sanford C.*/“Growing From the Szykman, Lisa R.*/“Benefiting Society and
Johnston, Wesley J.*/“Building Relationships Top’/V4N4, Winter/Spring96/Page 10. the Bottom Line”/V4N3, Winter95/Page
Through Advertising”/V4N 1,Summer95/ 8.
Page 32. Seggev, Eli/“A Role in Flux”/V4N3Wi,n -
ter95/ Page 34. Tauber, Edward M./“Why Do People
Kahn, Kenneth B.*/“Benchmarking Satis- Shop?”/ V4N2,Fall95/Page 58.
faction”/V4N 1,Summer95/Page 41. Sengupta, Sanjit*/“To Ally or Not to
Ally?’/V4N2,Fall95/Page 24. Webster, Jr., Frederick E.*/“A General Model
Lancioni, Richard*/“Identifying Key Traits for Understanding Organizational Buying
of Good Industrial Service Reps”/V4N4, Shapiro, Barry R./“Good Faith or Self- Behavior’/V4N4, Winter/Spring96/Page
Winter/Spring 96/Page 44. Interest?”/V4N 1 ,Summer95/Page 56. 52.
Lichstein, Toni C./“Timing Is Everything”/ Shapiro, Barry R./“Beyond Puffery”/V4N3, Wind, Yoram*/“A General Model for
V4N4, Winter/Spring96/Page 58. Winter95/Page 60. Understanding Organizational Buying
Behavior’/V4N4, Winter/Spring96/Page
Lohtia, Ritu*/“Building Relationships Sheth, Jagdish N.*/“Feeling the 32.
Through Advertising”/V4N1,Sum- Heat”/V4N2,Fall95/Page 8.
mer95/Page 32. Zobel, Mark W.*/“Beating the Odds”/
Sheth, Jagdish N.*/“Feeling the Heat—Part V4N4,Winter/Spring96/Page 20.
Mentzer, John T.*/“Benchmarking Satis- 2”/V4N3,Winter95/Page 19.
faction”/ V4N1,Summer95/Page 41.
Sisodia, Rajendra S.*/“Feeling the
Mohr, Jakki J.*/“Perfecting Partnerships”/ Heat”/V4N2,Fall95/Page 8.
V4N4, Winter/Spring96/Page 34.
68 Woner/Sreng 1996, Vo. 4, No. 4