Грэг Маршалл - Управление отделом продаж

Более подробно влияние стратегий конкуренции на стратегии маркетинга и продаж описаны в статье Орвилла С. Уокера (Orville C. Walker) и Роберта В. Рукерта (Robert W. Ruekert) Marketing’s Role in the Implementation of Business Strategies: A Critical and Conceptual Framework, Journal of Marketing (июль 1987). С. 15–33.

John 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.

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

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.

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.

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.

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

Там же.

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

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

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

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

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.

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.

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

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

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.

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.

Francy Blackwood. Did you Sell $5 Million Last Year? Selling (октябрь 1995), стр. 44–53.

David A. Andelman. Betting on the Net. Sales &marketing Management (июнь 1995). С. 47–59.

Robert J. Hershock. Notes from the Revolution, in Reinventing the Sales Organization. New York: The Conference Board, 1995. С. 10–13.

Arun Sharma. Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics, Journal of Personal Selling & Sales management (осень 1997). С. 27–39. Также см. Catherine Pardo, Key Account Management in the Business to Business Field: The Key Account’s Point of View, Journal of Personal Selling & Sales management (осень 1997). С. 17–26.

Frederick F. Reichheld, Loyalty and the Renaissance of Marketing. Marketing Management 2 (1994). С. 10–21; Rahul Jacob, Why Some Customers Are More Equal than Others, Fortune (сентябрь, 19, 1994). С. 215–224; Sangit Sungupta, Robert E. Krapfel, and Michael Pusateri, Switching Costs in Key Account Relationships. Journal of Personal Selling & Selling Management (осень 1997). С. 9–16.

Benson P. Shapiro and Rowland T. Moriarity. Organizing the National Account Force. Cambridge, MA: Marketing Science Institute, 1984. С. 1–37; Jerome A. Colleti and Gary S. Tubridy, Effective Major Account Sales Management. Journal of Personal Selling & Sales Management (август 1987). С. 1–10.

Mark A. Moon and Susan Forquer Gupta, Examining the Formation of Selling Centers: A Conceptual Framework. Journal of Personal Selling & Sales Management (Spring 1997). С. 31–42.

Andy Cohen. Top of the Charts-Lear Corporation. Sales & Marketing Management (июль 1998). С. 40.

Geoffrey Brewer. Lou Gerstner Has His Hands Full. Sales & Marketing Management (май 1998). С. 36–41.

Dan T. Dunne, Jr., and Claude A. Thomas. Strategy for Systems Sellers: A Team Approach. Journal of Personal Selling & Sales Management (август 1986). С. 1–10. См. также C. Jay Lambe, Kevin L. Webb, and Chiharu Ishida, Self-Managing Selling Teams and Team Performance: The Complementary Roles of Empowerment and Control. Industrial Marketing Management 38 (январь 2009). С. 5–16.

Andy Cohen. Top of the Charts-Pfizer. Sales & Marketing Management (июль 1998). С. 41.

Yingli Wang, Andrew Potter, and Mohamed Naim. Electronic Marketplaces for Tailored Logistics. Industrial Management & Data Systems 107, № 8 (2007). С. 1170–1187.

Barry Farber and Joyce Wycoff. Customers Service: Evolution and Revolution, Sales & Marketing Management (май 1991). С. 44–51.