France and the construction of Europe, 1944-2007:the geopolitical imperative

In the second half of the twentieth century France played the greatest role - even greater than Germany’s - in shaping what eventually became the European Union. By the early twenty-first century, however, in a hugely transformed Europe, this era had patently come to an end. This comprehensive history shows how France coupled the pursuit of power and the furtherance of European integration over a sixty-year period, from the close of the Second World War to the hesitation caused by the French electorate’s referendum rejection of the European Union’s constitutional treaty in 2005.

Personal selling of high-technology products:the solutions-selling imperative

Traditional focus on the study of high-technology firms and products has practically ignored the importance and potential contributions of the sales force, especially in business-to-business marketing. This article suggests that traditional sales force strategies associated with high-technology products have been supply driven (i.e., driven by the strategies of the marketing firm). We suggest that in order to enhance the success of high-technology products and services, firms need to be more demand driven in their sales structures (i.e., driven by the strategies of the buying firm). We suggest that it is imperative that high-technology firms adopt “solution selling” to enhance high-technology adoption as well as enhance competitiveness. We describe this change in focus and draw out its various managerial and academic implications.