Search Results - "PERREAULT, WILLIAM D."

Is Retail Category Management Worth the Effort (and Does a Category Captain Help or Hinder)? by Gooner, Richard A., Morgan, Neil A., Perreault, William D.

“…Category management (CM) is challenging for retailers that sell thousands of products across hundreds of categories and often lack the resources and…”
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Sales Technology Orientation, Information Effectiveness, and Sales Performance by Hunter, Gary K., Perreault, William D.

“…Sales managers need a practical means for evaluating returns from investments in sales technology implementations (including sales automation and sales-based…”
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Making Sales Technology Effective by Hunter, Gary K, Perreault, William D

“…Firms invest billions of dollars in sales technologies (STs; e.g., customer relationship management, sales automation tools) to improve sales force…”
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Reflections on Being Editor of Journal of Marketing Research, 1982–1985 by PERREAULT, WILLIAM D.

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Buyer-Seller Relationships in Business Markets by Cannon, Joseph P., Jr, William D. Perreault

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Interrelationships among key aspects of the organizational procurement process by Hunter, Gary K., Bunn, Michele D., Perreault, William D.

“…For decades, there has been research on specific buying approaches and procedures used by organizational customers. Yet, there has been only limited effort to…”
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Collinearity, Power, and Interpretation of Multiple Regression Analysis by Mason, Charlotte H., Perreault, William D.

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Buyer-Seller Relationships in Business Markets by Cannon, Joseph P., Perreault, William D.

“…During the past decade, marketing managers and scholars have focused increased attention on buyer-seller relationships in business markets. This article…”
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Collinearity, Power, and Interpretation of Multiple Regression Analysis by Mason, Charlotte H., Perreault, William D.

“…Multiple regression analysis is one of the most widely used statistical procedures for both scholarly and applied marketing research. Yet, correlated predictor…”
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Reliability of Nominal Data Based on Qualitative Judgments by Perreault, William D., Leigh, Laurence E.

“…Most research related to the reliability and validity of marketing measures has focused on multi-item quantitative scales. In contrast, little attention has…”
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Sources of Job Related Ambiguity and Their Consequences Upon Salespersons' Job Satisfaction and Performance by Behrman, Douglas N, Bigoness, William J, Perreault, William D., Jr

“…This study presents a conceptual model relating four sources of job related ambiguity and two individual difference variables (locus of control and need for…”
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The shifting paradigm in marketing research by Perreault, William D.

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Applications in basic marketing by McCarthy, E. Jerome, Perreault, William D., Jr

“…"Clippings from the popular business press."…”
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CONTROLLING ORDER-EFFECT BIAS by Perreault, William D.

“…The sequence of items on a questionnaire or interview schedule may influence the nature of response; such order effects have both positive & negative aspects…”
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Classification for Market Segmentation: An Improved Linear Model for Solving Problems of Arbitrary Origin by Darden, William R, Perreault, William D., Jr

“…A current problem in marketing research involves the use of scale measures of consumer characteristics to develop homogeneous classifications of consumers. The…”
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Physical Distribution Service in Industrial Purchase Decisions by Perreault, William D., Russ, Frederick A.

“…A SURVEY OF INDUSTRIAL PURCHASING MANAGERS REVEALS THAT PHYSICAL DISTRIBUTION SERVICE RATES SECOND ONLY TO PRODUCT QUALITY IN INFLUENCING INDUSTRIAL PURCHASE…”
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Changes In Consumer Attitudes Toward Marketing, Consumerism and Government Regulation: 1971-1975 by BARKSDALE, HIRAM C., DARDEN, WILLIAM R., PERREAULT, WILLIAM D.

“…Trends in consumer attitudes toward business philosophy, product quality, advertising, consumer responsibilities, government regulation and price controls are…”
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A Cross-Sectional Optimal Scaling Analysis of the Index of Consumer Sentiment by Didow, Nicholas M., Perreault, William D., Williamson, Nicholas C.

“…This article reports empirical investigations of the measurement assumptions implicit in the Index of Consumer Sentiment (ICS). The ICS has been used in much…”
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Basic marketing: a global managerial approach / William D. Perreault, E. Jerome McCarthy by McCarthy, E. Jerome, Perreault, William D., Jr

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Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants by Spiro, Rosann L., Perreault, William D.

“…This article reports a study designed to evaluate the influence strategies used by industrial salespersons in their sales calls and to identify characteristics…”
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