Introduction, Wesley J. Johnston. Part 1 Professionalism in purchasing: professionalism and the purchasing practitioner, A.O. Cavaliere; designing performance appraisal and reward systems for procurement professionals in the telecommunications industry, Mary Ann Von Glinow et al; professionalism in purchasing, K.L. Schneider; overview of the procurement departments contracting organization at Pacific Bell, Tomm Grimm; buyer behaviour models for technological products and services - a critique and proposal, Richard P. Bagozzi. Part 2 Procurement strategies: managing the buyer-seller relationship, David T. Wilson and K.E. Kristian Moller; strategic alliances - understanding and managing the complex relationship between buyer and seller, Robert E. Spekman and Kirti Sawhney; Southwestern Bell Telephone Company's purchasing strategies, John W. Williamson; procuring telecommunications - a strategy for user companies, Thomas J. Housel. Part 3 Global issues in purchasing and marketing: the global business and its strategy in the 1990s - issues, opportunities and challenges, Warren J. Keegan; improving global competitiveness, Myles Denny-Brown; telecommunications marketing in the People's Republic of China, Tom Coyner; procurement issues and their impact upon the US-Japan trade imbalance - a retrospect on lessons learned, Michael D. Erony; procurement and marketing strategies for telecommunications in the United States and Japan - an interactive exchange model perspective, Wesley J. Johnston and Anastasia Adams.
