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Involvement of technical consultants in high technology business markets
Journal of Business & Industrial Marketing, 1997Using data collected from 302 firms spanning a wide range of industry sectors, tests a model designed to explain the decision of whether to use or not to use an outside technical consultant when purchasing a big‐ticket, high technology product in the information technology area.
Philip L. Dawes +2 more
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Declining Business Dynamism in the U.S. High-Technology Sector
SSRN Electronic Journal, 2014The U.S. economy is very dynamic - with firms entering, exiting, expanding, or contracting at all times. More competitive firms grow and replace less-competitive ones. This dynamic process is an important source of productivity growth and sustained economic prosperity in modern economies.
John Haltiwanger +2 more
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A Decision Support System for evaluating operations investments in high-technology business
Decision Support Systems, 2006The evolution in the way that businesses approach markets has been a frequent literature topic in the last few years. In the high-tech industry, even the most successful companies have been mainly focused on the features of their products and processes, trying to develop their technology to gain a price/performance advantage, and thereby protect or ...
Adolfo Crespo Marquez, Carol Blanchar
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Choice Set Size in High Technology Business Markets
Journal of Business-to-Business Marketing, 1996Utilizing a contingency approach, the author explores the impact that outside technical consultants have on the buying center's choice set size in the purchasing of high technology products. It is hypothesized that choice set size is directly affected by the involvement of a consultant and two characteristics of buying centers: technical orientation ...
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High Technology Entrepreneurs versus Small Business Owners in Israel
The Journal of Entrepreneurship, 2007In recent years there has been growing interest in the psychology of managers and entrepreneurs. Yet, few studies have compared the two, and the literature often treats them interchangeably. This exploratory study focused on two types of entrepreneurs: high technology entrepreneurs (HTEs) and small business owners (SBOs) who were assumed to be more ...
Dafna Schwartz, Ayala Malach-Pines
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A Profile of Small High Technology Business in the United States
High technology-based firms in the United States are the source of a disproportionately large share of employment, sales, and exports. They are the fount of innovation from which flow many of the increases in our nation's standard of living. Regrettably, the lack of hard data on technology-based businesses results in policy discussions based largely onDeSantis, Mark +2 more
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The Determinants of Choice Set Structure in High-Technology Business Markets
Industrial Marketing Management, 1999Abstract This research explores the nature and determinants of choice set structure in high-technology business markets. Specifically, we examine the antecedents of both choice set size and the proportion of out-suppliers included in the choice set of 273 organizations that had recently made a major purchase of telecommunications or computer ...
Paul G. Patterson, Philip L. Dawes
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Industrial Marketing Management, 1999
Abstract Market forecasting is invaluable to marketing professionals especially when trying to commercialize a new product or service. Accurate foreseeing helps managers develop strategies, identify priorities and allocate resources. But what forecasting techniques are associated with successful innovation? Do market forecasting techniques differ for
Gary S. Lynn +2 more
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Abstract Market forecasting is invaluable to marketing professionals especially when trying to commercialize a new product or service. Accurate foreseeing helps managers develop strategies, identify priorities and allocate resources. But what forecasting techniques are associated with successful innovation? Do market forecasting techniques differ for
Gary S. Lynn +2 more
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A typology of Web site objectives in high technology business markets
Marketing Intelligence & Planning, 2001Examines Web sites of firms in high technology business markets, and identifies three categories of sites: image building sites, sales assistance sites, and integrated sites. This categorisation is derived from a content analysis of the Web sites of 150 members of the American Electronics Association.
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Green entrepreneurship and business models: Deriving green technology business model archetypes
Journal of Cleaner Production, 2021Caledonia T.C. Trapp, Dominik K Kanbach
exaly