Sá, Jorge A. Vasconcellos e2022-03-212022-03-211989-11Sá, Jorge A. Vasconcellos e . 1989. “How to suceed in industrial marketing management" . Universidade Nova de Lisboa. Faculdade de Economia. Working Paper nº 134/ 1989.0871-2573http://hdl.handle.net/10400.5/23875The study focused on mature industrial products because it was hoped that by limiting the study’s domain to a specific type of product, it would be possible to asses whether different requirements for success could be identified, even within apparently similar product, contexts. Second,mature industrial products are of great importance both in terms of' their relative numbers and in terms of their contribution and value in the American Economy (Thorelly and Burnett. [25].engManagementMarketingIndustrial Productsworking paper