Book Review: Some Major Contributions in Industrial Marketing: A Comparative Review

Alderson Wroe (1957), Marketing Behavior and Executive Action. Homewood, Illinois: Richard D. Irwin, Inc.

Ames B. Charles (1970), “Trappings vs. Substance in Industrial Marketing,” Harvard Business Review, 48 (July-August), 93–102.

Bagozzi Richard P. (1979), “Performance and Satisfaction in an Industrial Salesforce: A Causal Modeling Approach,” in Sales Management: New Developments from Behavioral and Decision Model Research, Bagozzi Richard P. , ed. Cambridge, Massachusetts: Marketing Science Institute.

Box George E. P. , and Jenkins Gwilyson M. (1976), Time Series Analysis: Forecasting and Control, revised edition. San Francisco: Holden-Day.

Choffray Jean-Marie , and Lilien Gary L. (1978), “Assessing Response to Industrial Marketing Strategy,” Journal of Marketing, 42 (April), 20–31.

Churchill Gilbert A. Jr. , Ford Neil M. , and Walker Orville C. Jr. (1976), “Organizational Climate and Job Satisfaction in the Salesforce,” Journal of Marketing Research, 13 (November), 323–32.

Goodman Charles S. (1948), The Location of Fashion Industries. Ann Arbor: University of Michigan Press.

Heinritz Stuart F. (1971), Purchasing: Principles and Applications, 5th edition, Englewood Cliffs, New Jersey: Prentice-Hall, Inc.

Lewis Howard Thompson (1948), Procurement: Principles and Cases. Chicago: Richard D. Irwin, Inc.

Lodish Leonard M. (1971), “CALLPLAN: An Interactive Salesman's Call Planning System,” Management Science, 18 (December), 25–40.

Lodish Leonard M. (1975), “Sales Territory Alignment to Maximize Profit,” Journal of Marketing Research, 12 (February), 30–6.

Mansfield Edwin (1961), “Technical Change and the Rate of Imitation,” Econometrica, 29 (October), 742–66.

Mansfield Edwin . (1977), The Production and Application of New Industrial Technology. New York: W. W. Norton & Co., Inc.

McAleer Gordon (1974), “Do Industrial Advertisers Understand What Influences Their Markets?” Journal of Marketing, 38 (January), 15–23.

Morrill John E. (1970), “Industrial Advertising Pays Off,” Harvard Business Review, 48 (March-April), 159–69.

Robinson Patrick J. , Faris Charles W. , and Wind Yoram (1967), Industrial Buying and Creative Marketing. Boston: Allyn & Bacon, Inc.

Sheth Jagdish N. (1973), “A Model of Industrial Buyer Behavior,” Journal of Marketing, 37 (October), 50–6.

Stern Louis W. (1969), Distribution Channels: Behavioral Dimensions. Boston: Houghton-Mifflin.

Webster Frederick E. , and Wind Yoram (1972), Organizational Buying Behavior. Englewood Cliffs, New Jersey: Prentice-Hall, Inc.

Weitz Barton A. , and Wright Peter (1979), “The Salesperson as a Marketing Strategist: The Relationship Between Field Sales Performance and Insight About One's Customers,” in Sales Management: New Developments from Behavioral and Decision Model Research, Bagozzi Richard P. , ed. Cambridge Massachusetts: Marketing Science Institute.

Westing J. H. , Fine I. V. , and Zenz G. J. (1976), Purchasing Management: Materials in Motion, 4th edition. New York: John Wiley & Sons, Inc.

Wind Yoram , and Cardozo Richard (1974), “Industrial Market Segmentation,” Industrial Marketing Management, 3 (April), 153–66.