INDUSTRIAL MARKETING MANAGEMENT
SPECIAL ISSUE: SELLING AND SALES MANAGEMENT
VOLUME 28 NUMBER 1 JANUARY 1999
1 Letter for the Special Issue on Selling and Sales Management
Peter LaPlaca

3 Inroduction to the Second Special Sales Management Issue

Earl D. Honeycutt, Jr.

7 Salesperson Failure: Sales Management is the Key
Who's really responsible for salesperson failure? The sales management team!

Alan J. Dubinsky

19 When Salespeople Fail; Assessing Blame
In this age of fault-finding and blame-fixing, the finger points to management
when salespeople fail
Marvin A. Jolson

27 Student Preferences for Sales Careers Around the Pacific Rim
Given the growing importance of trade in the Pacific Rim, what are student
attitudes toward sales careers?
Earl D. Honeycutt, Jr., John B. Ford, Michael J. Swenson, and
William R. Swinyard

37 Navigating Through Rough Waters; The Importance of Trust in Managing
Sales Representatives in Times of Change
Joint sales calls and fair appraisals establish needed trust that can help during
times of transition
Kevin M. McNeilly and Marian B. Lawson
51 Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction
of Industrial Salespersons: A Cross-Cultural Study
Can managerial behaviors, such as initiation of structure and consideration,
lead to greater satisfaction among industrial salespersons, given their need for autonomy?
Thomas E. DeCarlo and Sanjeev Agarwal
63 Improving the Effectiveness of Field Sales Or^anizations:
A European Perspective

Coaching rather than commanding salespeople increases sales unit effectiveness.
Managers play a vital role in helping salespeople deliver high level performance
Artur Baldauf and David W. Cravens

73 Sales Training Evaluation Model (STEM): A Conceptual Framework
What is the relationship of different sales training methodologies and the ability

to measure sales training effectiveness?
Robert A. Lupton, John E. Weiss, and Robin T. Peterson

87 The Current State of Sales Force Activities

Changes in safes organiz.afions and the sales environment over the past decade
have resulted in major new activities that salespeople are required to perform
in order to he successful
Greg W. Marshall, William C. Moncrief, and Felicia G. Lassk

99 Using Buyer's Information Processing to Formulate Selling Strategies
Determining the buyer's mode of information processing increases

selling effectiveness
Kenneth A. Hunt and R. Edward Bashaw

109 A New Classification of Sales Resistance
Classifying sales resistance enables salespeople to better gain buyers '

commitments
Kenneth A. Hunt and R. Edward Bashaw

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INDUSTRIAL MARKETING MANAGEMENT

VOL. 28, NO. 2, MARCH 1999

119 Understanding Customer Quality Requirements; Model and Application
Quality offers a competitive advantage even in mature
commodity industries
Eric Hansen and Robert J. Bush

131 Effects of Manufacturers' Strategies on Channel Relationships
How do competitive strategies implemented by manufacturers
impact the intimacy of their relationships with distributors?
Zhan G. Li and Rajiv P. Dant

145 Building Competitiveness in Grocery Supply Through
Continuous Replenishment Planning; Insights from the Field
Sharing of sales data results in improved inventory management
Roger C. Vergin and Kevin Barr


155 Examining the Use of Team Selling by
Manufacturers' Representatives; A Sitliational Approach
In what situations do manufacturers ' representatives
utilize team selling?
Donald W. Jackson, Jr., Scott M. Widmier, Ralph Giacobbe, and Janet E. Keith

165 Colintry-Of-Origin Effects on Purchasing Agents'
Product Perceptions: An Australian Perspective
A survey of Australian purchasing agents explores
country-of-origin influences
Sam Dzever and Pascale Qliester

177 Segmenting the Global Market by Usage Rate of
Industrial Products
Heavy-user countries are not necessary heavy users for all
industrial products
Mahir Nakip

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INDUSTRIAL MARKETING MANAGEMENT
VOL. 28 , NO. 4 , 1999



CONTENTS

319 Key Factors in Increasing Speed to Market and Improving
New Product Success Rates
Companies that can innovate faster and more effectively than their
competition have a greater chance of achieving sustainable growth.
This article describes several factors that can help to speed
development time and enhance overall success rates
Gary S. Lynn, Kate D. Abel, William S. Valenti and Robert C Wright

327 Internet Use within the lLS. Plastics Industry
Interflrm communications—and relationships—can he affected
by the Internet
Brett A. Boyle and Urula F. Alwitt



343 Business-to-Busmess Marketing and the World Wide Wch:
Planning, Managing and Assessing Web Sites
Marketers must assume a greater role in B-to-B Web sites
Joel R. Evans and Vanessa E, King


359 Impact of Job Formalization and Administrative Controls on
Attitudes of Industrial Salespersons
Are output controls better than process controls for managing salespersons?
Sanjeev Agarwal



369 Do American and Mexican Purchasing Managers Perceive
Ethical Situations Differently? An Empirical Investigation
Comparing ethical perceptions of purchasing managers from
Mexico and America
Raghli Tadepalli, Abel Moreno and Salvador Trevino



381 Communications and Expectations in After-Sales Service
Provision: Experiences of an International Swedish Firm
Description and discussion of the system developed by a Swedish
firm to provide after-saies service through a distribution network
across national cultures
Timothy L Wilson, UlfBostrom, and RolfLundin


395 The Determinants of Choice Set Structure in High-Technolony
Business Markets
Shows the effects of past relationships, outside consultants' and
situational variables on the sne and composition of choice sets
in high-technology business markets
Paul G. Patterson and Philip L. Dawes

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INDUSTRIAL MARKETING MANAGEMENT

VOL. 28, NO. 5, SEPTEMBER 1999

413 Business Relationships and Networks: Managerial Challenge of
Network Era
What capabilities are needed in network management?
Kristian K. Moller and Aino Halinen

429 Managing Business Relationships by Analyzing the Efccts and
Value of Different Actions
How the effects of relationship actions may aid relationship decision-making
David Ford and Raymond M c Dowell

443 Learning in Networks
Business relationships: network, organizational learning
Hakan Hakansson, Virpi Havila, and Ann-Charlott Pedersen

453 How to Set Up a Cooperation Network in the Production Industry
A methodology for SMEs to set up an international production network
Bernd 0. Loeser


467 The Networking Company; Antecedents for Coping with
Relationships and Networks Effectively
Exploring organizational preconditions for a high degree of network competence
Thomas Ritter

481 Adaptive Behavior in Buyer-Supplier Relationships
A key element of business relationship management
Ross Brennan and Peter W. Turnbull

497 Managing Interfaces witli Suppliers
How do buyers make use of supplier resources?
LUIS Araujo, Anna Dubois, and Lars-Erik Gadde

507 Do Customer Partnerships Improve New Product Success Rates?
Customer partnerships are no guarantee of product success
Alexandra J. Camphell and Robert CJ. Cooper

521 Organizing Marketinn in Industrial High-Tech Firms: The Role of
Internal Marketing j^elatlonsInDS
The development of internal nuirketing units and their coordination /.v
a major challenge for high-lecll compatlies
Kristian Moller and Arto Rajala


537 Relationship Promoters: Driving Forces for Successful
Customer Relationships
Given the growing importance of developing and maintaining
effective business relationships, what are significant activities
and attributes of'high performance relationship managers?
Achim Walter

553 Relationship Marketing Teams; Improving the Utilization of
Customer Relationship Potentials Through a High Team
Design Quality
Improve your relationship marketing teams for better customer relationships!
Gabriele Helfert and Katharina Vith

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