TITLE

Personal Selling & Sales Management Abstracts

AUTHOR(S)
Evans, Kenneth R.
PUB. DATE
June 1992
SOURCE
Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p85
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article provides information about articles published in various academic and trade publications on personal selling and sales management. "Determining Buying Center Size," by Robert D. McWilliams, Earl Naumann and Stan Scott that was published in the February 1992 issue of the journal "Industrial Marketing Management" reports research on the size of the buying center as a function of purchase situation and decision making stage. Significant differences were found at most stages supporting the hypothesis that changes occur in buying center membership. Of particular note, however, is that the highest number of buying center members was reported during the straight rebuy, identification and evaluation of buying alternatives. The authors acknowledge that this finding is unusual and recommend further study. "Quality 1992: The CEOs View, Does Quality Really Affect the Bottom Line?", by Anne M. Porter, that was published in the January 16, 1992 issue of the journal "Purchasing" provides report on the results of Purchasing's 1991 survey of U.S. business leaders on quality. Among the findings are the following: few business leaders know how their quality improvement record compares with their competitors, few U.S. businesses have included quality into their strategic planning process, and most CEOs hold that quality is defined in terms of the customers' perspective.
ACCESSION #
6291366

 

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