Presents an alternative theoretical approach to industrial marketing and purchasing based on a research project carried out in France, Germany, Italy, Sweden, and Great Britain. Focuses on descriptions and analyses of actual marketing and purchasing problems.

International Marketing and Purchasing of Industrial Goods: An Interaction Approach

A framework of industrial buying and selling

Purpose – For centuries, gratitude has represented an integral component of social relationships, yet it remains relatively overlooked by marketing scholars in the study of commercial relationships. The purpose of this paper is to demonstrate how gratitude helps to build, maintain and transform commercial relationships and to suggest noteworthy areas of investigation for those researchers seeking to help companies understand the role of gratitude in relationship marketing. Design/methodology/approach – Gratitude's role in relational exchange is explored by a review of relevant literature and two qualitative studies. Questions developed from the literature and exploratory interviews are then investigated in a main study through in-depth interviews with buyers and sellers of goods and services in both B2B and B2C contexts, leading to a grounded theoretical foundation. Generalizations and directions for future research are presented. Findings – Gratitude is a fundamental component of buyer-seller relationshi...

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Gratitude in relationship marketing: : Theoretical development and directions for future research

Changing Project Business Orientations: Towards a new Logic of Project Marketing

Inter-organizational meets inter-personal: An exploratory study of social capital processes in relationships between Northern European and ethnic Chinese firms

Aims to identify possible marketing effects of a change in organizational design within the marketing function of an electrical equipment supplier on the international market. Develops a theoretical framework which can, it is claimed, be used in other practical decision situations.

Industrial Marketing as an Organizational Problem: A Case Study

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Paul Hangård

Papers

Industrial Marketing as an Organizational Problem: A Case Study

Long term noninvasive ventilation and continuous positive airway pressure in children with neuromuscular diseases in France