Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Notes © The McGraw−Hill
Companies, 2002Notes 771Successful Buyer/Seller Relationships?” Industrial Marketing Management,
January 1995, pp. 1–10.
14.For another example of a Toyota partnership, see “Why Toyota
Wins Such High Marks on Quality Surveys,” The Wall Street Journal,
March 15, 2001, p. A1ff. See also “Japanese Auto Makers Help U.S.
Suppliers Become More Efficient,” The Wall Street Journal,September 9,
1991, p. A1ff.; David L. Blenkhorn and A. Hamid Noori, “What It Takes
to Supply Japanese OEMs,” Industrial Marketing Management,February,
1990, pp. 21–30.
15.For other examples of big/small partnerships, see “A Fruitful Rela-
tionship,” Business Week E.Biz, November 20, 2000, pp. EB94–EB96;
“Automating an Automaker,” Inc. Tech 2000,No. 4, p. 86. See also
“Polaroid Corp. Is Selling Its Technique for Limiting Supplier Price
Increases,” The Wall Street Journal,February 13, 1985, p. 36; “Making
Honda Parts, Ohio Company Finds, Can Be Road to Ruin,” The Wall
Street Journal,October 5, 1990, p. A1ff.; “Toshiba Official Finds Giving
Work to Firms in U.S. Can Be Tricky,” The Wall Street Journal,March 20,
1987, p. 1ff.
16.“A Blaze in Albuquerque Sets Off Major Crisis for Cell-Phone
Giants,” The Wall Street Journal,January 29, 2001, p. A1ff.; “Toyota’s Fast
Rebound after Fire at Supplier Shows Why It Is Tough,” The Wall Street
Journal,May 8, 1997, p. A1ff.; Larry R. Smeltzer and Sue P. Siferd,
“Proactive Supply Management: The Management of Risk,” International
Journal of Purchasing & Materials Management, Winter 1998, pp. 38–45;
Paul D. Larson and Jack D. Kulchitsky, “Single Sourcing and Supplier
Certification: Performance and Relationship Implications,” Industrial
Marketing Management, January 1998, pp. 73–81; Rasmus F. Olsen and
Lisa M. Ellram, “A Portfolio Approach to Supplier Relationships,” Indus-
trial Marketing Management, March 1997, pp. 101–13; Cathy Owens
Swift, “Preferences for Single Sourcing and Supplier Selection,” Journal
of Business Research,February 1995, pp. 105–12.
17.“You Buy My Widgets, I’ll Buy Your Debt,” Business Week,August
1, 1988, p. 85; Robert E. Weigand, “The Problems of Managing Reci-
procity,” California Management Review,Fall 1973, pp. 40–48.
18.“Who Will Profit from the Internet Agora?” Business Week E.Biz,
June 5, 2000, pp. EB56–EB74; Rajdeep Grewal, “An Investigation into
the Antecedents of Organizational Participation in Business-to-Business
Electronic Markets,” Journal of Marketing, July 2001, pp. 17–34; for dis-
cussion of steel industry online, see “Is the Internet Stronger than Steel?”
Fortune, May 15, 2000, pp. 148–76; “Let’s Build an Online Supply Net-
work,” The Wall Street Journal,April 17, 2000, p. B1ff.; “Industries, from
Steel to Chemicals, Say One Internet Site May Not Meet Needs,” The
Wall Street Journal,February 28, 2000, p. A16ff.; “Web Sites Made of
Steel,” The Wall Street Journal,September 16, 1999, p. B1ff. See also
“The Missing Link,” Ecompany, May 2001, pp. 82–88; “Manufacturers
Turning to B2B,” Investor’s Business Daily, March 20, 2001, p. A6; “Can
Carmakers Corral the Web?” Investor’s Business Daily, February 21, 2001,
p. A6; “Finally, the Net Gets Real,” Newsweek, December 25, 2000, pp.
66–67; “Amid Downturn, B2B Eyes B2G,” Investor’s Business Daily,
December 19, 2000, p. A6; “Let’s Keep This Exchange to Ourselves,”
Business Week,December 4, 2000, p. 48; “B2B Is Long on Promise, but
Still Short on Results,” Investor’s Business Daily, October 12, 2000, p. A6;
“How Ariba Got Airborne,” Business Week E.Biz, September 18, 2000,
pp. EB127–EB130; “IBM-Led Trio Begins Campaign Touting Its E-Com-
merce Services,” The Wall Street Journal,August 17, 2000, p. B18; “Old
MacDonald Has a Web Site,” Business Week E.Biz, May 15, 2000, pp.
EB82–EB88; “Despite the Hype, B2B Marketplaces Struggle,” USA
Today, May 10, 2000, p. 1Bff.; “E-I-E-I-E-Farming,” Business Week,May
1, 2000, p. 202; “Farm B2Bs Find Fertile Soil on Net,” USA Today, April
20, 2000, p. 1Bff.; “Where the Money Is,” The Wall Street Journal,April
17, 2000, p. R30ff.; “Detroit Goes Digital,” Fortune, April 17, 2000, pp.
170–74; “In the New Economy, Who Are the Hunters and Who the
Hunted?” The Wall Street Journal,April 12, 2000, p. A1ff.; “Online
Exchanges Also Suffer from a Glut of Players,” The Wall Street Journal,
April 7, 2000, p. B1ff.; “The B2B Tool That Really Is Changing the
World,” Fortune, March 20, 2000, pp. 132–45; “E-Malls for Business,”Business Week,March 13, 2000, pp. 32–34; “Big Three Car Makers Plan
Net Exchange,” The Wall Street Journal,February 28, 2000, p. A3ff.;
“Old-Line Companies Grab a Piece of the ‘B2B’ Pie,” The Wall Street
Journal,February 28, 2000, p. B1ff.; “A Web Auctioneer Roils the Rust
Belt,” The Wall Street Journal,January 5, 2000, p. B1ff.; “How GM, Ford
Think Web Can Make Splash on the Factory Floor,” The Wall Street Jour-
nal,December 3, 1999, p. A1ff.; “Internet Changes the Face of Supply
and Demand,” The Wall Street Journal,October 18, 1999, p. A43Q; “Bid-
ding for E-Nuts and E-Bolts on the Net,” The Wall Street Journal,March
12, 1999, p. B1ff. See also Li-Pheng Khoo, Shu B. Tor, and Stephen S.
G. Lee, “The Potential of Intelligent Software Agents in the World
Wide Web in Automating Part Procurement,” International Journal of
Purchasing & Materials Management, Winter 1998, pp. 46–52; Rodney L.
Stump and Ven Sriram, “Employing Information Technology in Purchas-
ing: Buyer-Supplier Relationships and Size of the Supplier Base,”
Industrial Marketing Management, March 1997, pp. 127–36; Richard E.
Plank, et al., “The Impact of Computer Usage by Purchasing,” Industrial
Marketing Management,August 1992, pp. 243–48; Joel Herche, “ Innova-
tions in Procurement Management,” Journal of the Academy of Marketing
Science, Summer 2000, pp. 450–2.
19.Available from World Wide Web: <http://www.getradeweb.com>
and <http://www.gegxs.com>. “Sales Are Clicking on Manufacturing’s
Internet Mart,” Fortune,July 7, 1997, pp. 136C–T.
20.Available from World Wide Web: <http://www.national.com>. See
also “Web Masters,” Sales & Marketing Management,2000 and 2001.
21.“Heroes of U.S. Manufacturing,” Fortune, March 19, 2001, pp.
178C–HH; “Better Machine Tools Give Manufacturers Newfound
Resilience,” The Wall Street Journal,February 15, 2001, p. A1ff.; “The Big
Myth about U.S. Manufacturing,” Fortune, October 2, 2000, pp.
244BB–PP. See also U.S. Bureau of the Census, Statistical Abstract of the
United States 2000(Washington, DC: U.S. Government Printing Office,
2000); U.S. Bureau of the Census, County Business Patterns 1998, United
States(Washington, DC: U.S. Government Printing Office, 2000); U.S.
Bureau of the Census, 1997 Census of Manufacturers, Subject Series, Gen-
eral Summary(Washington, DC: U.S. Government Printing Office, 2001).
22.Available from World Wide Web: <http://www.naics.com>. See
also “Classified Information,” American Demographics, July 1999, p. 16;
“SIC: The System Explained,” Sales and Marketing Management,April 22,
1985, pp. 52–113; “Enhancement of SIC System Being Developed,”
Marketing News Collegiate Edition,May 1988, p. 4.
23.U.S. Bureau of the Census, Statistical Abstract of the United States
2000 (Washington, DC: U.S. Government Printing Office, 2000); U.S.
Bureau of the Census, County Business Patterns 1998, United States
(Washington, DC: U.S. Government Printing Office, 2000). For more
on Canon, see “Perfecting the Pitch,” The Wall Street Journal,May 23,
1996, p. R26ff.; 1996 Annual Report,Canon; “Can Anyone Duplicate
Canon’s Personal Copiers’ Success?” Marketing and Media Decisions,Spe-
cial Issue, Spring 1985, pp. 97–101.
24.1996 Annual Report,Super Valu.
25.2000 Annual Report, Safeway; 2000 Annual Report,Food Lion;
2000 Annual Report,Winn-Dixie; 2000 Annual Report,A&P; Daulatram
B. Lund, “Retail Scanner Checkout System: How Buying Committees
Functioned,” Industrial Marketing Management18, no. 3 (1989), pp.
179–86; Janet Wagner, Richard Ettenson, and Jean Parrish, “Vendor
Selection Among Retail Buyers: An Analysis by Merchandise Division,”
Journal of Retailing,Spring 1989, pp. 58–79.
26.“Create Open-to-Buy Plans the Easy Way,” Retail Control,Decem-
ber 1984, pp. 21–31.
27.Based on U.S. Census data and “How Not to Buy 300,000 Personal
Computers,” Business Week,March 8, 1993, p. 36; Kevin W. Westbrook,
“Risk Coordinative Maneuvers During Buyer-Seller Negotiations,” Indus-
trial Marketing Management, July 1996, pp. 283–92; Sheryl B. Ball and
Catherine C. Eckel, “Buying Status: Experimental Evidence on Status in
Negotiation,” Psychology & Marketing, July 1996, pp. 381–405; Robert