Daniel H. McQuiston

The Buying Center Concept: Fact or Fiction?

W. J. Johnston et al. — Thu, 03 Jun 2010 10:46:40 PDT

Gender Differences in Communication:Implications for Salespeople

Daniel H. McQuiston et al. — Thu, 03 Jun 2010 09:12:57 PDT

As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. This paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.

An Empirical Investigation of the Evaluative Criteria of Industrial Buyers

Daniel H. McQuiston et al. — Thu, 22 Apr 2010 06:44:27 PDT

A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.

Eco Paraiso

Gregory Osland et al. — Thu, 15 Apr 2010 10:24:26 PDT

Note: full-text not available due to publisher restrictions. Link takes you to an external site where you can purchase the book or borrow it from a local library.

An Examination of the Evaluative Criteria of Industrial Buyers: Implications for Sales Training,

Daniel H. McQuiston et al. — Mon, 12 Apr 2010 08:35:07 PDT

Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing workflow patterns within a single industrial firm. Both prescribed networks (i.e. hierarchical level departmental membership and product purchasing assignment) and emergent networks (i.e. position on the organizational boundary and centrality links within the firm’s buying system) are investigated. In addition, the position of a particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system. Results provide implications for purchasing managers and organizational buying researchers, and directions for future research are discussed.

The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying

Daniel H. McQuiston et al. — Thu, 08 Apr 2010 10:47:20 PDT

A potential explanation for the amount of individual participation and influence in an industrial purchase decision is whether or not the participant expects any personal repercussions to result from the decision outcome. Justified by a script theory extension of the reward/measurement model, the above proposition was tested and supported using a LISREL model fitted to the responses of executives who participated in the purchase of a specialized item of capital equipment.

A Conceptual Model for Building and Maintaining Relationships between Manufacturers' Representatives and Their Principals.

Daniel H. McQuiston — Thu, 08 Apr 2010 08:54:27 PDT

As more and more firms decide to outsource their sales function, the entire topic of partnering with resellers has taken on greater importance. An increasing number of firms have turned to the contract sales force, commonly called manufacturers representatives, to handle the sales function for their products. In an increasingly competitive environment where distributors, original equipment manufacturers, and end users have more choices, building and maintaining solid relationships between manufacturers' representatives (reps) and the companies they represent (principals) has become more critical. This paper uses the results of a qualitative study and proposes a conceptual model for building and maintaining effective relationships between manufacturers reps and their principals. The results of the study indicate that there are six Core Values in these relationships: Shared Goals and Objectives, Mutual Dependence, Open Lines of Communication, Mutual Commitment to Customer Satisfaction, Concern for the Other's Profitability, and Trust. In addition, there are four supporting factors: Investment of Effort by Top Management, Continuous Improvement Over Time, Having a Professional Respect, and Developing a Personal Relationship. The paper goes on to propose a Relationship Audit that reps and principals can use as a diagnostic tool to evaluate the status of their relationship.

Note: Link is to the article in a subscription database available to users affiliated with Butler University. Appropriate login information will be required for access. Users not affiliated with Butler University should contact their local librarian for assistance in locating a copy of this article.

Successful branding of a commodity product: The case of RAEX LASER steel.

Daniel H. McQuiston — Thu, 08 Apr 2010 08:49:33 PDT

In today's competitive business environment, industrial marketers must work harder than ever before to achieve some degree of differentiation for their products to avoid being viewed as a commodity. Many firms have sought to achieve this differentiation by branding their products. Branding, however, is more than simply putting the company's name on a product and broadcasting that name to its target audiences. For industrial products, branding is a multidimensional construct that includes not only how the customers view the physical product, but also the logistics, customer support, and corporate image and policy that accompany this product. This paper discusses how the Finnish steel company Rautaruukki was able to successfully incorporate these four components into their RAEX LASER steel, a brand specifically targeted for job shops who do laser cutting. The paper concludes with managerial implications and suggestions for how industrial marketers might implement their own branding strategy.

Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior

Daniel H. McQuiston — Wed, 07 Apr 2010 10:35:05 PDT

To successfully market their products, industrial vendors must determine who participates in an organizational purchase decision and what their influence is. Previous research has shown that participation and influence can vary across products and purchase situations. Though industrial marketing researchers would agree that there are different types of purchase situations, they would disagree on a taxonomy for describing them. The author uses past research as a point of departure and proposes a structural equations model that suggests the purchase situation attributes of novelty, complexity, and importance are causal determinants of participation and influence in an industrial purchase decision. The results indicate that these constructs, especially novelty and importance, provide a plausible typology for describing participation and influence in industrial purchase situations.

Using Role Plays in the Personal Selling Class: Some Suggestions

Daniel H. McQuiston — Mon, 05 Apr 2010 11:28:59 PDT

Note: full-text not available due to publisher restrictions. Link takes you to an external site where you can purchase the book or borrow it from a local library.