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Journal of Personal Selling & Sales Management Volume 7, 1987 - Issue 2: Special Issue: Implications and Applications for the Practicing Professional
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Original Articles

Implementing New Business-to-Business Selling Methods

Richard N. Cardozo Richard Cardozo holds The Curtis L. Carlson Chair in Entrepreneurial Studies, and is Professor of Marketing in the Carlson School of Management at the University of Minnesota. His teaching and research activities emphasize new business development, business-to-business marketing and product policy. He currently serves as Director of the Case Development Center of the Carlson School of Management. Professor Cardozo is the author of Product Policy: Cases and Concepts, and a co-author of New Product Forecasting and Problems in Marketing (4e). He has contributed articles to the Journal of Marketing, Journal of Marketing Research, Journal of Advertising Research, Journal of Retailing, Journal of Social Psychology, Industrial Marketing Management and other professional journals. He is a member of the Editorial Board of the Journal of Marketing. He has taught at The Harvard Business School and The Hebrew University of Jerusalem, and has served as chairman of the Department of Marketing at the University of Minnesota and as Director of the University's Center for Experimental Studies in Business. Professor Cardozo received his Ph.D. from the University of Minnesota in 1964. He has an MBA from the Harvard Business School and an AB from Carleton College.
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Shannon H. Shipp Shannon H. Shipp (Doctoral Candidate, University of Minnesota) is Assistant Professor of Marketing at Texas Christian University. His current research interests include marketing strategy and sales management. His articles have appeared in Psychology and Marketing, Business Horizons, and the Journal of Business Ethics. He is active in and has published papers in Proceedings of the American Marketing Association and the Strategic Management Society.
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Kenneth J. Roering Kenneth J. Roering is the Paul S. Gerot Chair in Marketing and Professor of Marketing in the School of Management at the University of Minnesota. He received his Ph.D. from the University of Iowa in 1972 and was on the faculty of the University of Missouri and the University of Iowa before assuming his current position in 1981. He has also served as a visiting professor or distinguished guest lecturer at Northwestern University, University of Michigan, University of Virginia, University of Texas, University of Illinois, University of Southern California, and the Marketing Science Institute. Professor Roering has been actively involved with various professional associations, particularly the American Marketing Association, the American Institute for Decision Sciences and the Association for Consumer Research. He is on several editorial boards, including the Journal of Marketing and the Journal of Marketing Research. Professor Roering has published in a number of professional journals and books including: Journal of Marketing, Journal of Advertising, Journal of Applied Psychology, Behavioral Science, Journal of Business Research, Journal of Conflict Resolution, Journal of Purchasing, International Journal of Urban Systems, Research Policy, Journal of the Academy of Marketing Science, Journal of Bank Research, and Middle Range Theory. He has also coauthored a widely adopted textbook entitled Essentials of Consumer Behavior (1979). Currently, he is writing a book entitled The Market Driven Company, and writing several research papers on various marketing management issues.
Pages 17-26 | Published online: 24 Oct 2013

References

  • Cardozo, Richard and Shannon Shipp (1987), “How New Selling Methods are Affecting Industrial Sales Management,” Business Horizons, forthcoming.
  • Cardozo, Richard and Shannon Shipp (1984), Changing Communication Patterns in Industrial Markets, Working Paper, Minneapolis, MN: University of Minnesota, Carlson School of Management.
  • Coppett, John I. and Roy Dale Vorhees (1985), “Telemarketing: Supplement to Field Sales,” Industrial Marketing Management, 14 (August), 213–216.
  • “Coupling Coupons with Telephone Calls” (1985), Marketing Media Decisions, 20(Spring), 41.
  • Kuman, P. (1986), “The Profitability of Lead Qualification in Telemarketing,” Direct Marketing, 49 (August), 110.
  • Lydecker, T. H. (1987), “The Hybrid That Works [Combinations of Direct Mail and Telemarketing],” Association Manager, 39 (January), 89–92.
  • McGraw-Hill Research (1987), LAP Report, New York: McGraw-Hill.
  • Moncrief, William C., Charles W. Lamb, Jr., and Terry Dielman (1986), “Developing Telemarketing Support Systems,” Journal of Personal Selling and Sales Management, 6 (August), 43–49.
  • Pensky, N. (1987). “The Rapid Rise of the Telemarketing Industry,” The Office, 105(January), 108–109.
  • Schneider, Kenneth C. (1985), “Telemarketing as a Promotional Tool—Its Effects and Side Effects,” Journal of Consumer Marketing, 2 (Winter), 29–39.
  • Shapiro, Benson P. and Rowland T. Moriarty (1982), “National Account Management: Emerging Insights,” Report No. 82–100, Cambridge, MA: Marketing Science Institute.
  • Shapiro, Benson P. and Rowland T. Moriarty (1984), “Support Systems: Promises Made, Promises Kept,” Report No. 84–102, Cambridge, MA: Marketing Science Institute.
  • Stern, Louis and Patrick Kaufman (1983), “Electronic Data Interchange in Selected Consumer Goods Industries: An Interorganizational Perspective,” paper presented in Cambridge, MA at the Marketing and the New Information/Communication Technologies Workshop.
  • Stevenson, Thomas H. (1980), “Classifying a Customer as a National Account,” Industrial Marketing Management, 8, 133–136
  • Wooden, J. C. (1987), “Top Management Commitment Sparks Telemarketing Success,” Bank Marketing, 19 (January), 24.

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