1. |
AMA Board Approves New Marketing Definition, AMA Publishing, Approved by the American Marketing Association Board of Directors: in July 2013 |
2. |
Philip Kotler and Gary Armstrong, Principles of Marketing, 15th ed., Pearson Education Inc. Upper Saddle River, NJ, 2014, p. 5. |
3. |
Ibid, pp.6 -11 |
4. |
Ibid, pp. 9 - 20 |
5. |
Theodore Levitt, "Marketing Myopia," Harvard Business Review.
|
6. |
Peter F. Drucker, Management Tasks, Responsibilities, Practices, New York: Harper & Row Publishers, 1974, p. 64. |
7. |
Philip Kotler and Gary Armstrong, p. 8 |
8. |
This section is based on Paul S. Busch and Michael J. Houston, Marketing: Strategic Foundations, Homewood, IL: Richard D. Irwin, 1985, pp. 138, 206 - 207, 236 - 241, 255. |
9. |
"The Future Households", American Demographics, December, 1993, pp.27 - 39, and Melissa Campanelli, "It's All In The Family", Sales & Marketing Management, April 1994, p.53 |
10. |
Philip Kotler and Gary Armstrong, pp.166 - 185 |
11. |
Tom Hopkins, Selling For Dummies, IDG Books Worldwide, Inc., 1995, pp. 93 - 96 |
12. |
Adapted from James H. Meyers and Richard R. Mead, The Management of Marketing Research, Scranton, PA: International Textbook Company, pp. 27 - 46., Reprinted in Busch and Houston, p. 781. |
13. |
Donald F. Cox and Robert E. Good, "How to Build a Marketing Information System," Harvard Business Review, Vol. 45, p. 146. |
14. |
Richard H. Brien and James E. Staftord, "Marketing Information Systems: A New Dimension for Marketing Research," Journal of Marketing, Vol. 32, p. 20. |
15. |
Busch and Houston, p. 807. |
16. |
William A. Cohen, The Practice 0f Marketing Management: Analysis, Planning and Implementation, New York: Macmillan Publishing Company, 1988, p. 108. |
17. |
Adapted from Gilbert A. Churchill, Jr., Marketing Research: Methodological Foundations, 3rd edition, Hinsdale, IL: Dryden Press, 1983, pp. 145 - 148: Reprinted in Busch and Houston, p. 793. Adapted from Busch and Houston, pp. 294 - 295,309 - 312. |
18. |
Philip Kotler and Gary Armstrong, p.235 |
19. |
Ibid, p.216 |
20 |
Spyros Makridakis and Steven C. Wheelwright, "Forecasting: Issues and Challenges for Marketing Management," Journal of Marketing, Vol. 41, p. 24. Reprinted in Cohen, p. 199. |
21. |
Adapted from Busch and Houston, pp. 316 - 317, 321 - 327. |
22. |
"1993 Survey of Buying Power," Sales & Marketing Management (October 31, 1993); Busch and Houston, pp. 325 - 327. |
23. |
Philip Kotler and Gary Armstrong, p.537 |
24. |
Committee on Definitions of American Marketing Association, Marketing Definitions: A Glossary of Marketing Terms, Chicago: American Marketing Association. |
25. |
Tom W. White, "Use Variety of Internal, External Sources to Gather and Screen New Product Ideas," Marketing News, September 16, 1993, p. 12. |
26. |
Philip Kotler and Gary Armstrong, p. 651 |
27. |
Adapted from Kent B. Monroe, Pricing: Making Profitable Decisions (New York: The McGraw Hill Companies, Inc. 1979), p. 5. |
28. |
Adapted from Busch and Houston, pp. 558 - 570. |
29. |
Ibid., pp. 625 - 655. |
30. |
Marketing Definitions: A Glossary of Marketing Terms, Chicago: American Marketing Association, p. 20. |
31. |
Adapted from Busch and Houston, pp. 454 - 487. |
32. |
Busch and Houston, p. 457 |
33. |
Robert Evans, What CEOs Should Know About Supply Chain Strategy, Supply Chain Management Review, Spring 1999, pp.27 - 28, Adapted. |
34. |
Busch and Houston, pp. 467 - 468 |
35. |
Philip Kotler and Gary Armstrong, p. 402 |
36. |
Jay Conrad Levinson, Guerrilla Marketing: Secrets For Making Big Profits From Your Small Business, 3rd ed., New York: Houghton Mifflin, 1998, pp. 114 - 115 |
37. |
Ibid, pp. 212 - 214 |
38. |
Ibid, p. 215 |
39. |
Ibid, pp. 217 - 218 |
40. |
Ibid, p. 223 |
41. |
Ibid, p. 225 - 226 |
42. |
Ibid, pp. 228 -229 |
43. |
Ibid, pp. 287 - 288 |
44. |
Adapted from William A. Cohen, pp. 44 - 68. |
45. |
Ibid., pp. 66 - 67 |
46. |
Ibid, p. 80 |
47. |
Adapted from Douglas J. Dalrymple, Sales Management: Concepts and Cases, New York: John Wiley & Sons, Inc., 1988, pp. 54 - 67. |
48. |
Adapted from J. Hodge and H.J. Johnson, Manpower and Organizational Behavior, New York: John Wiley & Sons, Inc., 1970, pp. 158 - 159. |
49. |
Adapted from Dan H. Robertson and Danny N. Bellinger, Sales Management: Decision Making For Improved Profitability, New York: Macmillan Publishing Co., 1980), p. 395. |
50. |
"Cost Per Call Up Sharply in 1977," Sales & Marketing Management, February 27, 1978, p. 21. |
51. |
The Wall Street Journal, December 1, 1986, p. 14. |
52. |
Thomas F. Stroh, Training and Developing the Professional Salesman, New York: Amacom Publishing Company, 1972, p. 208. |
53. |
Tom Hopkins, Selling For Dummies, IDG Books Worldwide, Inc., 1995, pp. 93 - 96 |
54. |
Donald W. Jackson, Jr., William H. Cunningham, and Isabella C.M. Cunningham. Selling: The Personal Force in Marketing, New York: John Wiley & Sons, Inc., 1988, p. 2. |
55. |
Adapted from Douglas J. Dalrymple, pp. 95 - 121. |
56. |
Jim Hicks, The Ten Commandments of Telephone Prospecting, American General Liability Insurance Company |
57. |
John E. Swan, I. Frederick Trawick, and David W. Silva, "How Industrial Salespeople Gain Customer Trust," Industrial Marketing Management, Vol. 14, No. 1, April 1985, pp. 203 - 211. Copyright 1985, by Elsevier Science Publishing Co., Inc. |
58. |
Adapted from Douglas J. Dalrymple, pp. 376 - 393. |
59. |
Tom Hopkins, pp. 313 - 316 |
60. |
Ibid, pp. 317 - 319 |
61. |
Adapted from Dan H. Robertson and Danny N. Bellinger, pp. 297 - 298. |
62. |
Adapted from Robert F. Vizza and Thomas E. Chambers, Time and Territorial Management for Salesmen, New York: The Sales Executives Club, 1971, pp. 8 - 20. |
63. |
Adapted from Dalrymple, pp. 474 - 483. |
64. |
Abraham Schuchman, "The Marketing Audit: Its Nature, Purpose, and Problems," Analyzing and Improving Marketing Performance. Report No. 32, New York: American Management Association, p. 13. |
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