Business Review Vol.54 No.1, SUM. 2006

10/01/2012 ofo3_testiir Hitotsubashi Buisiness Review

Vol.54 No.1, SUM. 2006 (In Japanese)

A leading management journal in Japanese,
which builds a bridge between theory and practice.
EDITED BY
Hitotsubashi University, Institute of Innovation Research
PUBLISHED BY
Toyo Keizai Inc.

Scientific Sales Force Management

Makoto Matsuo	“Learning from Experience: How Salespeople Gain Expertise”
Joji Ono	“Assessing the Profit-Chain Hypothesis: Which Is the Driver and Customer Behavior that Makes the Customer Relationship More Profitable?”
Katsuyoshi Takashima	“Fundamental Challenges in Sales Process Redesign”
Manabu Ueda	“An Attempt to Capture the Behavior Change of a Sales Organization”
Takuro Yoda	“Exploring the New Role of Brand in Business-to-Business Selling”
Hidehiko Nishikawa	“A Reassessment of the Theory of Assortment: The Case of MUJI”