search query: @author Hooley, G. J. / total: 14
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| Author: | Hooley, G. J. Jobber, D. |
| Title: | Five common factors in top performing industrial firms. |
| Journal: | Industrial Marketing Management
1986 : MAY, VOL. 15:2, p. 89-96 |
| Index terms: | CORPORATE STRATEGY INDUSTRIAL MARKETING UNITED KINGDOM |
| Language: | eng |
| Abstract: | The article presents the findings of an investigation into the role and practice of marketing in the United Kingdom. 560 companies operating primarily in industrial markets have been isolated from a larger survey. Of these companies 73 have been identified as particularly successful on the basis of both market and financial performance. These 'Top Performers' are profiled and compared with the remainders of the industrial marketing companies across their various marketing activities through the use of both a large-scale quantitative survey and a series of in-depth personal interviews. A clear picture emerges of the ingredients for success in industrial markets. |
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