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There are many anecdotal accounts about industrial buyers' perceptions of sellers, but little research exists empirically to determine these perceptions. This research generates a profile of industrial buyer perceptions of salespeople developed from a perceptual inventory gathered from a national sample of purchasing professionals. Both positive and negative profiles are identified, but means analysis generally supports the contention that industrial buyers have largely positive perceptions of salespeople. These profiles can be useful to both researchers and industry professionals in assessing the effects of buyer perceptions in industrial, business‐to‐business, and relationship marketing situations.

This remarkable book outlines the historical framework and the main concepts of the literature on industrial districts. It illustrates a new approach to the study of industrial development, based on well-known industrial districts analysis. Giacomo Becattini has written an authoritative volume which, starting with the theory of districts, explores key aspects of contemporary capitalism. The book concludes that industrial districts are not a provisory phenomenon but a variant of the capitalist mode of production, where financial relationships are relatively less important, and inter-human ones play an unusually important role. Such is the basis for their specific competitive advantage. Academics, politicians and students interested in local development and also industrial development will find much to learn in Industrial Districts, as will industrial geographers and historians of industry and of economic thought

The review is divided into four chapters. Chapter I assesses the economic structure, recent development trends and key issues facing the economy of Swaziland. The manufacturing sector is assessed in Chapter II in terms of growth and structural change, employment and productivity, performance and efficiency, manufactured exports and imports and industrial location. The following Chapter III analyses key branches of industry and attempts to evaluate their prospects in the light of their resource base, recent developments in the industries concerned and the major constraints facing these industries. The final Chapter IV examines key industrial plants in terms of their current constraints and future prospects. Annexed to this review is information related to the legal framework governing invetsment, industrial cost structure, industrial incentives, and import and export regulations. The annexes also include lists of investment opportunities, and leading industrial companies. (DÜI-Hff)

According to the author, whilst evidence on the absolute magnitude and relative share of the manufacturing sector in the economy of Bangladesh is still indeterminate, the varieties of available data appear consistent in suggesting that in the eighties there has been little in the way of dynamic growth or structural change in the industrial sector of this country. He inquires to what extent this weak industrial performance owes to inadequacies in the industrial policies. He suggests a redirection of Bangladesh's industrial policy by drawing on the lessons from the experiences of China, India and the East Asian NICs. (DÜI-Sen)