THE INFORMATION SUPERHIGHWAY GOES INTERNATIONAL - IMPLICATIONS FOR INDUSTRIAL-SALES TRANSACTIONS

Authors
SAMLI AC WILLS JR HERBIG P
Citation
Ac. Samli et al., THE INFORMATION SUPERHIGHWAY GOES INTERNATIONAL - IMPLICATIONS FOR INDUSTRIAL-SALES TRANSACTIONS, Industrial marketing management, 26(1), 1997, pp. 51-58
Citations number
6
Categorie Soggetti
Management,Business
Journal title
Industrial marketing management → ACNP
ISSN journal
00198501
Volume
26
Issue
1
Year of publication
1997
Pages
51 - 58
Database
ISI
SICI code
0019-8501(1997)26:1<51:TISGI->2.0.ZU;2-P
Abstract
How can international industrial marketers more effectively use the po tential power of the Internet? This manuscript suggests a model of the changes posited to occur in the international sales process when comp anies take full advantage of the Internet. Numerous positive and negat ive implications are discussed for the future Internet-based internati onal industrial sales transaction. Recommendations on how organization s can more effectively utilize this new information communications too l are made. (C) Elsevier Science Inc., 1997