Управление отделом продаж. Марк У. Джонстон
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СКАЧАТЬ F. Tanner, Jr. Users’ Role in the Purchase: Their Influence, Satisfaction, and Desire to Participate in the Next Purchase, Journal of Business & Industrial Marketing 13, № 6 (1998). С. 479–491.

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      James P. Morgan and Shirley Cayer. Working with World-Class Suppliers: True Believers, Purchasing (август, 13, 1992). С. 50–52.

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      Для примера см. David A. Aaker. Managing Brand Equity. New York: The Free Press, 1991; Linda M. Keefe, Corporate Voice in Relation to Product Brands, Brands Management Journal 6 (1995). С. 45–49.

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      Более детальное обсуждение роли личных продаж и других средств продвижения в создании долгосрочных отношений с участниками каналов дистрибуции см. James A. Narus и James C. Anderson. Turn Your Industrial Distributors into Partners, Harvard Business Review (март – апрель 1986). С. 66–71; F. Robert Dwyer, Paul H. Shurr, and Sejo Oh, Developing Buyer-Seller Relationships, Journal of Marketing (апрель 1987). С. 11–27; Jan Heide and George John, Do Norms Matter in Marketing Relationships? Journal of Marketing (апрель 1992). С. 32–44.

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      Bill Saporito, Behind the Tumult at P&G. Fortune (март, 7, 1994). С. 74–82. Другие примеры, включая рынок B2B, см. Joseph B. Fuller, James O’Conor, and Richard Rawlinson, Tailored Logistics: The Next Advantage, Harvard Business Review (май-июнь 1993). С. 87–98l/ W. David Gibson, Holy Alliances, Sales & Marketing Management (июль 1993). С. 85–87.

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      Fredrick F. Reichheld. Loyalty and the Renaissance of Marketing, Marketing Management 2 (1994). С. 10–21.

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      Там же.

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      Louis V. Gerstner. Who Says Elephants Can’t Dance? New York: Harper Business, 2004.

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      Patricia Sellers. How to remake Your Sales Force, Fortune (May 4, 1992). С. 96–102.

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      Charles Shaw. The Rep and the Future – Which is Now, Agency Sales Magazine (январь 2001). С. 28–30.

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      Dan Hanover. Independents Day. Sales &Marketing Management (апрель 2000). С. 65–68. Endnotes 451.

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      Jayashree Mahajan, G.A. Churchill, Jr. N.M. Ford, and O.C. Walker, Jr. A Comparison of the Impact of Organizational Climate on the Job Satisfaction of Manufacturers’ Angents and Company Salespeople: An Exploratory Study, Journal of Personal Selling & Sales Management (май 1984). С. 1–10.

      51

      Allen M. Weiss and Erin Anderson, Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs, Journal of Marketing Research (февраль 1992). С. 101–115.

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      Bernard J. Jaworski. Toward a Theory of Marketing Control: Environment Context, Control Types, and Consequences. Journal of Marketing (июль 1988). С. 23–39.

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      Erin Anderson. The Salespeople as Outside Agent or Employee: A Transaction Cost Analysis. Marketing Science 4 (1985). С. 234–254.

      54

      Erin Anderson and Barton Weilz. The Use of Pledges to Build and Sustain Commitment in Distribution Channels. Journal of Marketing Research (февраль 1992). С. 18–34.

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      Robert W. Ruekert, Orville C. Walker, Jr., and Kenneth J. Roering. The Organization of Marketing Activities: A Contingency Theory of Structure and Performance. Journal of Marketing (зима 1985). С. 13–25.

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