John M. Browning

How ethical are industrial buyers

Members of a state purchasing association were surveyed to gain exploratory insights into their ethical beliefs and behaviors. Generally, the results suggested that industrial buyers had a high level of ethical beliefs and an even higher level of ethical behavior. However, there was some evidence that questionable buying practices were still a part of business dealings for some buyers; particularly older, more experienced ones.

The Status of Global Sourcing as a Critical Tool of Strategic Planning:: Opportunistic Versus Strategic Dichotomy

Abstract Global sourcing is a powerful factor in developing a global competitive advantage. However, U.S. firms typically use global sourcing casually; that is, as an opportunity presents itself, rather than as a key element in their overall corporate strategic plan. This article establishes a conceptual distinction between opportunistic and strategic sourcing. Our research is based on a large scale study of the international group of the National Association of Purchasing Management. The findings indicate that U.S. companies engaged in large-scale global sourcing show a tendency to place this activity at top management decision levels. They also attach an important role to global sourcing in the strategic plan. Finally, they carefully plan their global sourcing through long-term contacts and interorganizational systems, such as Just-In-Time (JIT). However, many respondents who have engaged in global sourcing on a smaller scale, do just the opposite. They seem to treat global sourcing from an opportunistic perspective. It is maintained here that by making global sourcing a more strategic activity, U.S. firms can improve their global performance.

Developing Competitive Advantage

Abstract According to the study findings, international sourcing is being used to close the gap between the strategic posture of the firm and its efforts to integrate its process to implement this strategy. In other words, international sourcing is a powerful tool to enhance the firms international competitive advantage. Two groups of companies were analyzed. The first group used international sourcing as a strategic tool and the second did not. Study findings indicate that the strategic group had a more complex and far reaching international sourcing activity than the non-strategic group. The strategic group was more satisfied with their international sourcing activity than the non-strategic group.

Sales Teamwork: A DOMINANT STRATEGY FOR IMPROVING SALESFORCE EFFECTIVENESS

Reports the findings of a national study which addresses the question: why do some salesforces perform much better than others? Features an in‐depth presentation of the results pertaining to the teamwork factor and recommends managerial actions to take. Relates the key findings, examines the measures used to determine salesforce performance, and identifies teamwork variables constituting the dominant strategies which result in increasing salesforce effectiveness.

Measuring industrial salespeople's short-term productivity

Sales managers are frequently concerned about the productivity of their outside salespeople. From a cost standpoint, the interest in increased performance is easily justified. Recent estimates suggest that the average cost of an industrial sales call is approaching one hundred dollars [ 11. However the concern involves more than just seeking higher levels of productivity, it is also a matter of finding any measure for those non-selling activities which too often consume the majority of the salesperson’s time. Evidence indicates that many industrial salespeople spend one-third or less of their time in the sales transaction process [2]. The traditional productivity definition involves measurement of some output in relation to the inputs required to obtain it. This type of definition is workable when inputs and outputs are quantifiable, such as in the case of production workers where X amount of hours result in Y number of parts produced. The output clearly results from the inputs, is measurable, and occurs in a short enough time span for output to be related directly to the input.

Product liability in industrial markets

Abstract Major changes have been proposed in product liability law at the federal level. These changes are of strategic importance to marketing decision makers. A brief overview of the crisis in product liability is given along with proposed changes in the law. Strategic implications of passage and nonpassage of federal legislation are discussed.

Exploring Modern American Wholesaling: An Assessment and Research Agenda

Wholesaling in America is alive and well. First, this paper presents evidence on the performance of the wholesaling sector; the wholesaler not only has survived, but also prospered. Second, the paper explores the functions of wholesalers who, over the years, have concentrated on twelve key functions and performed them well. Finally, given that wholesalers have survived and functioned in a somewhat volatile environment, a research agenda deserving serious consideration is presented.

Product Liability: An Important Dimension of Marketing Strategy

Marketing decision makers are faced with a crisis in product liability law which impacts virtually every area of marketing decisionmaking. A brief review of the current crisis is presented and underlying causal factors are identified. Strategic implications are emphasized and the prospects for federal product liability reform are discussed.

Strategic Versus Opportunistic Sourcing: An Exploration

International sourcing is becoming a critical aspect of international marketing. In this article the authors discuss international sourcing from two different perspectives. First, international sourcing is done to take advantage of existing opportunities in international markets. Second, international sourcing takes place in an effort to implement a long-term corporate strategic plan. In both cases, however, international sourcing may improve the firms competitive advantage. The authors maintain that there are eight factors behind international sourcing decisions. Results of a preliminary study are also presented.

Some Insights into the Effective Promotion of Gift Certificates: Behavior and Media Characteristics of Department Store Gift Certificate Purchasers

Gift certificates are a potentially profitable element in the product mix of the retailer. This research extends knowledge about gift giving behavior and provides department store managers with insights into effectively promoting gift certificates.