Open AccessBook
International Marketing and Purchasing of Industrial Goods: An Interaction Approach
TLDR
In this article, an alternative theoretical approach to industrial marketing and purchasing based on a research project carried out in France, Germany, Italy, Sweden, and Great Britain is presented, focusing on descriptions and analyses of actual marketing and purchase problems.Abstract:
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.read more
Citations
More filters
Journal ArticleDOI
The Commitment-Trust Theory of Relationship Marketing
Robert Morgan,Shelby D. Hunt +1 more
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
Journal ArticleDOI
The Uppsala Internationalization Process Model Revisited: From Liability of Foreignness to Liability of Outsidership
Jan Johanson,Jan-Erik Vahlne +1 more
TL;DR: The Uppsala internationalization process model was revisited in the light of changes in business practices and theoretical advances that have been made since 1977 as mentioned in this paper, and the change mechanisms in the revised model are essentially the same as those in the original version, although they add trust-building and knowledge creation, the latter to recognize the fact that new knowledge is developed in relationships.
Journal ArticleDOI
The Mechanism of Internationalisation
Jan Johanson,Jan-Erik Vahlne +1 more
TL;DR: The contemporary relevance of the Uppsala Internationalisation Model is discussed in this article, which is a framework advanced by a number of Swedish colleagues describing the typical process of "going international".
Book
Developing relationships in business networks
Håkan Håkansson,Ivan Snehota +1 more
TL;DR: In this article, the authors apply the network approach to the analysis of business relationships in a global context, drawing on a number of international case studies, giving rise to theoretical and practical managerial insights and a different way of conceptualizing companies within markets.
Journal ArticleDOI
An Integrated Model of Buyer-Seller Relationships:
TL;DR: In this paper, a five-stage framework integrates the constructs most often examined in empirical relationship research with the stages of relationship development (partner selection, defining purpose, setting relationship value, and relationship maintenance).
References
More filters
Journal ArticleDOI
Transaction-Cost Economics: The Governance of Contractual Relations
TL;DR: For instance, the authors argues that if transaction costs are negligible, the organization of economic activity is irrelevant, since any advantages one mode of organization appears to hold over another will simply be eliminated by costless contracting.
Posted Content
The Management of Innovation
Tom Burns,G. M. Stalker +1 more
TL;DR: In this paper, the authors examine common new-industry responses to planning needs, such as the transfer of technical staff to the sales force and assignment of user needs research to research and development staff.