Author
Peter W. Turnbull
Bio: Peter W. Turnbull is an academic researcher from University of Manchester. The author has contributed to research in topics: Marketing management & Return on marketing investment. The author has an hindex of 15, co-authored 22 publications receiving 2878 citations.
Papers
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Book•
01 Jan 1998
TL;DR: In this article, the authors look at the policies and procedures that are necessary to effectively manage relationships with third parties, whether they are clients, suppliers, or consultants, and examine the procedures that need to be implemented for contracts with all of these groups and also the types of checks that should be made before carrying out business with them.
Abstract: This chapter looks at the policies and procedures that are necessary to effectively manage relationships with third parties, whether they are Clients, suppliers, or consultants. It addresses issues such as access to the laboratory and its resources, Service Level Agreements, outsourcing, and the use of sub-contractors. It examines the procedures that need to be implemented for contracts with all of these groups and also details the types of checks that should be made before carrying out business with them. This chapter also deals with ways in which conflict resolution, whether with suppliers or Clients can be managed.
1,555 citations
TL;DR: The authors reviewed the research work and conceptual development of the International Marketing and Purchasing (IMP) group into the nature of buyer-seller relationships which has evolved during the past 20 years.
Abstract: Reviews the research work and conceptual development of the International Marketing and Purchasing (IMP) group into the nature of buyer‐seller relationships which has evolved during the past 20 years. The themes of interaction, relationships and networks encapsulate the major research thrusts of this group and underlie much of the contemporary academic research in Europe. Addresses these themes, which represent the major phases of challenging conceptual and empirical research with which the IMP group has been concerned since its inception in 1976. Aims to show the development process of the IMP research and to integrate some of its various themes and findings.
620 citations
TL;DR: The more important strategic portfolio planning approaches that have evolved since Markowitz originally postulated his portfolio theory are described and summarised in this article, and the author suggests that for industrial marketing and purchasing management the interaction approach to portfolio planning provides a valuable and pragmatic framework of use to academic and practising managers alike.
Abstract: The more important strategic portfolio planning approaches that have evolved since Markowitz originally postulated his portfolio theory are described and summarised. Based on this review the author suggests that for industrial marketing and purchasing management the interaction approach to portfolio planning provides a valuable and pragmatic framework of use to academic and practising managers alike.
143 citations
TL;DR: In this paper, a growing recognition of the importance of the corporate treasurer, and the factors that determine a company's financial responsiveness are explored, together with the concept of relationship banking, with its long-term goals looking to banking advantages over a lengthy time span.
Abstract: The key to successful performance in the market for corporate accounts lies in the management of customer relationships. Key existing and potential customers must be identified, and the development of long‐term relationships with these targeted accounts requires important research, planning and operating decisions and associated long‐term investment. A growing recognition of the importance of the corporate treasurer, and the factors that determine a company's financial responsiveness are explored, together with the concept of relationship banking, with its long‐term goals looking to banking advantages over a lengthy time span.
97 citations
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TL;DR: In this article, the authors present a framework for supply chain management as well as questions for how it might be implemented and questions for future research, and case studies conducted at several companies and involving multiple members of supply chains.
2,848 citations
TL;DR: In this article, a description of some aspects of business networks and relationships and highlights the questions that they pose for practitioners are discussed. But the authors suggest that an understanding of these questions require an appreciation of a number of paradoxes that are intrinsic to the nature of business network and draw out their managerial implications.
1,507 citations
TL;DR: A quantitative analysis of the country-of-origin effect on product perceptions and purchase intentions was conducted by as mentioned in this paper, who found that verbal product descriptions produced larger COO effect sizes than did the presence of actual products.
Abstract: This note reports a quantitative analysis of the country-of-origin (COO) effect. Based on fifty-two articles or papers containing sixty-nine independent studies and 1,520 effect sizes, an analysis of fifteen study characteristics revealed that country-of-origin effects are only somewhat generalizable. Using omega-squared as the measure of effect size, verbal product descriptions produced larger COO effect sizes than did the presence of an actual product. Likewise, single-cue studies produced larger COO effect sizes than did multiple-cue studies, and larger samples produced effect sizes that on average were greater than those produced by smaller samples. The size of an observed COO effect was a function of whether the dependent variables was a quality/reliability perception or a purchase intention; the average effect size of quality/reliability perceptions was .30, whereas the average effect size for purchase intentions was .19. Purchase intentions were most susceptible to methodological artifacts than were quality/reliability perceptions. Study findings selectively confirm and refute common beliefs regarding the impact of a country-of-origin cue on product perceptions and purchase intentions.
943 citations
Journal Article•
TL;DR: A critical review of the four main research lines in network analysis is given in this paper, where the authors underline the importance of space decentralized joined production in the development of new production processes and commercialization of new products.
Abstract: This paper gives a critical review of the four main research lines in network analysis. Authors begin with the discussion of an informal aspect of the networks - the role of the social ties in job search, mobilization of collective action and information transferring. After that the authors turn to the analysis of the more developed and formal direction of the network analysis, devoted to the networks and power. The next step is the consideration of the de-evolution of the big vertically centralized integrated firm and its division in complicated relation networks. Finally the paper deals with production networks where the authors underline the importance of space decentralized joined production in the development of new production processes and commercialization of new products. The paper focuses on the studies that demonstrated the main role of the networks in economic life and those studies that complement to each other.
934 citations
01 Jan 2001
TL;DR: In this paper, the authors analyze the operations and behaviour of firms as a means of dealing with complexity in the construction industry and conclude that the pattern of couplings seems to favour short-term productivity while hampering innovation and learning.
Abstract: Previous research suggests that the construction industry is characterized by (1) particular complexity factors owing to industry specific uncertainties and interdependences, and (2) inefficiency of operations. The aim of this study was to analyse the operations and behaviour of firms as a means of dealing with complexity. The observations made indicate that the industry as a whole is featured as a loosely coupled system. Taking this as a starting point, the couplings among activities, resources and actors were analysed in different dimensions. The pattern of couplings builds on two interdependent layers: tight couplings in individual projects and loose couplings based on collective adaptations in the permanent network. It is concluded that the pattern of couplings seems to favour short term productivity while hampering innovation and learning.
915 citations