000			04517cam a2200445Ka 4500
001			ocn646350394
003			OCoLC
005			20190719105113.0
006			m d
007			cr un|||||||||
008			100708s2000 ctua o 000 0 eng d
020			_a9781849500432 (electronic bk.) : _c£74.95 ; € 109.95 ; $138.95
020			_a1849500436 (electronic bk.) : _c£74.95 ; € 109.95 ; $138.95
020			_z9780762306336 (hbk.)
020			_z0762306335 (hbk.)
040			_aZJC _beng _cZJC _dZJC
050	1	4	_aHF5415.13 _bG48 2009
072		7	_aKJM _2bicssc
072		7	_aKJMV7 _2bicssc
072		7	_aBUS043000 _2bisacsh
080			_a339.1
082	0	4	_a658.8 _222
245	0	0	_aGetting better at sensemaking _h[electronic resource] / _cedited by Arch G. Woodside.
260			_aStamford, Conn. : _bJAI Press, _cc2000
300			_a1 online resource (512 p.) : _bill.
490	1		_aAdvances in business marketing and purchasing, _x1069-0964 ; _vv. 9
505	0		_aGetting better at sensemaking : introduction / Arch G. Woodside -- Competence-based business processes within industrial networks : a theoretical and empirical analysis / Kimmo Alajoutsijärvi and Henrikki Tikkanen -- Studies on industrial marketing change processes: a theoretical review and suggestive framework / Per Andersson -- Management of the market research client/agency relationship / Ross Brennan -- Qualitative methods in business studies / Torben Damgaard, Per V. Freytag, and Per Darmer -- Negotiating international industrial projects: MNCS versus emerging markets / Pervez N. Ghauri -- Global integration of marketing and R&D: IMB's Haifa research laboratory and its "WebCutter" technology / Mel Horwitch ... [et al.] -- Using case studies for theory testing in business-to-business research: the development of a more rigorous case study methodology / Wesley J. Johnston, Mark P. Leach, and Annie H. Liu -- Development of measures to assess customer perceived value in a business-to-business context / Jozée Lapierre -- Methods of country risk assessment for international market-entry decision / Joshua B. Levy and Eunsang Yoon -- Judgmental heuristics in overseas vendor search and evaluation: a proposed model of importer buying behavior / Neng Liang and Rodney L. Stump -- Research on business-to-business barter in Australia / Peter W. Liesch and Dawn Birch -- Hungarian tender buyers: some results of an empirical research study / Tibor Mandják and Judit Simon -- Business marketing as "politics" : identifying and managing political buying situations / K. E. Kristian Möller -- Portfolio of supplier-customer relationships / Robert Salle, Bernard Cova, and Catherine Pardo -- Ingredient branding : perspectives and problems of brand development in business to business enduser relations / Konstantin Theile and Wolfgang Burr -- Integration of qualitative and quantitative research approaches in business-to-business marketing / Gerhard A. Wührer and Thomas Werani.
520			_aThis work's 16 contributions fill the mind with knowledge, skills, and insights useful for improving the executive's ability to do what needs to be done: scan environments better to find the weak signals on breakthrough technologies; understand shifts in customers' attitudes and behaviors; observe changes in behaviors of suppliers, governments, and other stakeholder groups; frame problems/opportunities better by deepening understanding on how we go about making sense of what is happening and can be made to happen; decide better by gaining deep knowledge on how decisions are actually made and can be improved (e.g., via systems thinking and simulating system operations to uncover powerful levers previously unrecognized); and, do better by applying new tools to learn what is really happening when planned strategies are converted into realized strategies.
588			_aDescription based on print version record.
650		0	_aMarketing _xManagement.
650		0	_aPerception.
650		7	_aManagement & management techniques. _2bicssc
650		7	_aSales & marketing management. _2bicssc
650		7	_aBusiness & Economics _xMarketing _xGeneral. _2bisacsh
700	1		_aWoodside, Arch G.
776	0	8	_iPrint version: _tGetting better at sensemaking. _dStamford, Conn. : JAI Press, c2000 _z0762306335 _w(OCoLC)44188864
830		0	_aAdvances in business marketing and purchasing ; _vv. 9.
856	4	0	_uhttp://www.emeraldinsight.com/1069-0964/9
913			_1BMEbacklist
999			_c505950 _d505885