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Customer visits : (Record no. 3312)

MARC details
000 -LEADER
fixed length control field	04162nam a2200265 a 4500
005 - DATE AND TIME OF LATEST TRANSACTION
control field	20260112063303.0
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	9780765622242 (cloth : alk. paper)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	0765622246 (cloth : alk. paper)
039 ## - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE]
Level of rules in bibliographic description	202110071452
Level of effort used to assign nonsubject heading access points	staff
Level of effort used to assign subject headings	201301180438
Level of effort used to assign classification	staff
Level of effort used to assign subject headings	201104190239
Level of effort used to assign classification	staff
--	201101240509
--	staff
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number	658.834
Item number	MCQ [ Shelf 70 ]
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name	McQuarrie, Edward F.
245 ## - TITLE STATEMENT
Title	Customer visits :
Remainder of title	building a better market focus /
Statement of responsibility, etc.	Edward F. McQuarrie.
250 ## - EDITION STATEMENT
Edition statement	3rd ed.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc.	Armonk, N.Y. :
Name of publisher, distributor, etc.	M.E. Sharpe,
Date of publication, distribution, etc.	c2008.
300 ## - PHYSICAL DESCRIPTION
Extent	xviii, 213 p. :
Other physical details	ill. ;
Dimensions	24 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note	Includes bibliographical references (p. 205-207) and index.
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note	Introduction -- Focus of this book -- Background -- Developments since the first and second editions -- Who should read this book -- Acknowledgments -- Rationale -- Why visit customers? -- Customer visits and market focus -- Promise and peril of customer visits -- Additional information -- Customer visits as a distinctive approach to market research -- Why do market research at all? -- Why do market research via personal visits? -- Why visits by cross-functional teams? -- Additional benefits of team visits -- Additional information -- Limits, boundary cases, and the sweet spot for customer visits -- When customer visits are not the technique of choice -- The sweet spot for customer visits -- Boundary cases -- From conceptual rationale to practical advice -- Additional information -- Procedures -- Programmatic, ad hoc, and hybrid approaches to visiting customers -- Ad hoc visits -- Hybrid and emerging visit types -- How to harvest data from ad hoc visits -- Planning a program of visits -- Why a program of visits? -- Appropriate and inappropriate applications for visit programs -- A seven-step procedure for planning customer visit programs -- Additional information -- Budgets, recruitment, coordination, team preparation, and time line -- Cost factors -- Recruit customers -- Coordination with the salesforce -- Select team members -- Time frame -- Additional information -- Selecting customers to visit -- Devising a sample frame -- Special cases in sample selection -- Additional information -- Preparing a discussion guide -- The goal: information capture -- Discussion guide -- A process for team preparation of a discussion guide -- Additional information -- Constructing good questions -- Preparation but also spontaneity -- Importance of open-ended questions -- Workhorse questions -- Specialized question strategies -- Criteria for effective and ineffective questions -- Two specific questions to avoid -- How to ask questions about pricing -- The importance of follow-up questions -- Additional information -- Conducting the visits -- Interview format: time boundaries -- Interview format: spatial considerations -- Group versus individual interviews -- Interview roles -- Interview skills -- Five difficult interview situations -- Additional information -- Completing the visit program -- Debriefing -- Analysis and reporting -- Dissemination of results -- Storage of results -- Closure for customers and the field -- Additional information -- Analysis -- Generalizability of visit data -- Procedures for the analysis of visit data -- Process of analysis: baseline approach -- Analysis of visit data: a closer look -- Visual representation of visit data -- Tips for improving the analysis of visit data -- Additional information -- The place of customer visits within the market research toolbox -- Compartments in the market research toolbox -- Research planning -- Customer visits compared to kindred techniques -- Combination strategies involving customer visits -- Two mistakes to avoid -- Summary -- Additional information -- Appendix: checklist for conducting a program of customer visits -- Bibliography -- Index -- About the author.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element	Industrial marketing
General subdivision	Research.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element	Communication in marketing.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element	Consumers
General subdivision	Attitudes.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element	Customer relations.
991 ## -
--	VIRTUA40
991 ## -
--	VTLSSORT008002000201082010002450250026003000504050506500650165026503*9992
909 ## -
--	3754

Holdings
Withdrawn status	Lost status	Damaged status	Not for loan	Home library	Current library	Date acquired	Total checkouts	Full call number	Barcode	Copy number	Koha item type
				Indian Institute Of Management, Shillong	Indian Institute Of Management, Shillong	20/04/2011		658.834 MCQ [ Shelf 70 ]	0009779		Reference
				Indian Institute Of Management, Shillong	Indian Institute Of Management, Shillong	22/06/2011		658.834 MCQ [ Shelf 70 ]	0009966	1	Book