Table of Contents

Strategic importance of information technology, Jagdish N. Sheth; voice processing, geothink and the marketing challenge in telecommunications, Nicholas Imparato; strategic implications of structural analysis in a telecommunication market, Darius J. Sabavala and David A. Gautschi; framework for strategic marketing in an increasingly deregulated environment, Robert M. Janowiak; the standard setters dilemma - standards and strategies for new technologies in a dynamic environment, Barry N. Rosen; when services compete with products, Ruby Roy Dholakia; marketing network solutions - private versus centrex, Thomas J. Housel and William E. Darden; voice mail - marketing strategies for entering a competitive market with a new consumer service, Heidi Harris; market-based strategies for growth and profitability - a US west case study, Joe A. Dodson and James R. Schirmer; product strategies in the telecommunications industry, Philip C. Burger; the implementation of an X.400 message handling service, Jeanne P. Bracken; intermediary marketing - a local exchange carrier perspective, Richard C. Murphy; the vertical integration issue in channels of distribution, Garyl L. Frazier and Jagdish N. Sheth; the pricing of on-line services, Kent B. Monroe; evaluating pricing strategies for new residential customer services in the telecommunications industry, Ruth N. Botlon; retaining customers through strategic design and management of customer support programmes, Joel Raphael Nan Pascale.