Zobrazeno 1 - 10
of 164
pro vyhledávání: '"Gary L. Lilien"'
Publikováno v:
Industrial Marketing Management. 105:33-47
Autor:
Gary L. Lilien, Stefan Wuyts
Publikováno v:
Industrial Marketing Management. 107:502-504
Publikováno v:
SSRN Electronic Journal.
Publikováno v:
Journal of Marketing Research. :002224372311754
Horizontal referrals –when suppliers recommend other suppliers– are a common phenomenon in complex B2B markets. For the referring supplier, giving the best-possible horizontal referral may strengthen the relationship with its customer, yet it may
Autor:
Terry P. Harrison, Gary L. Lilien, Srinivas Bollapragada, Jeffrey D. Camm, Michael F. Gorman, Frederic H. Murphy
Publikováno v:
INFORMS Journal on Applied Analytics. 50:345-354
As the INFORMS Journal on Applied Analytics (formerly Interfaces) reaches its 50th year, the current editor-in-chief (EiC) and each of the five former (surviving) EiCs recount the major events and developments of his tenure. Our objective is to trace
Publikováno v:
Customer Needs and Solutions. 7:43-61
Customer analytics has moved to center stage and customer analytics budgets are rising rapidly. It is surprising, then, that many chief marketing officers (CMOs) are uncertain about whether these investments improve firm performance. We address this
Publikováno v:
Mooi, E, Mani, S, Kleinaltenkamp, M, Lilien, G & Wilkinson, I 2020, ' Connect, engage, transform : how B2B researchers can engage in impactful industry collaboration ', Journal of Business and Industrial Marketing, vol. 35, no. 8, pp. 1305-1310 . https://doi.org/10.1108/JBIM-09-2019-0401
Purpose This paper aims to argue that engagement with industry in research, while costly in terms of time and effort, can provide benefits in terms of measurable research impact, particularly in the business-to-business (B2B) domain. Design/methodolo
Autor:
Erwin Danneels, Gary L. Lilien
Publikováno v:
Fundamentals of Business Marketing Education ISBN: 9781003063698
Fundamentals of Business Marketing Education
Fundamentals of Business Marketing Education
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::0efd5e0579c6829c580c37c5dc81a196
https://doi.org/10.4324/9781003063698-5
https://doi.org/10.4324/9781003063698-5
Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets
Publikováno v:
Journal of Marketing. 81:25-44
When a sales representative (rep) leaves a business-to-business firm, a crucial link with the rep's customers becomes severed. The firm reassigns those customers to different sales reps (either existing reps or new hires) in a manner that mitigates p
Autor:
Gary L. Lilien
Publikováno v:
International Journal of Research in Marketing. 37:1-2