Journal ArticleDOI
Organizational mating and industrial marketing conservatism — some reasons why industrial marketing managers resist marketing theory
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This article is published in Industrial Marketing Management.The article was published on 1975-03-01. It has received 69 citations till now. The article focuses on the topics: Return on marketing investment & Marketing management.read more
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International Marketing and Purchasing of Industrial Goods: An Interaction Approach
TL;DR: 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.
Journal ArticleDOI
The Development of Buyer‐Seller Relationships in Industrial Markets
TL;DR: In this paper, a buyer-seller relationship is considered as a process through time, it is based on ideas from the IMP Project, and the process of establishment and development of relationship over time by considering stages in revolution.
Book ChapterDOI
Internationalisation in Industrial Systems — A Network Approach
TL;DR: The theme of the book suggests that international interdependence between firms and within industries is of great and increasing importance as discussed by the authors, and analyses of international trade, international investments, industrial organisation and international business behaviour attempt to describe, explain and give advice about these interdependencies.
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Key account management: theory, practice and challenges
TL;DR: In this article, the authors describe a framework for understanding the development of key account relationships and present a comprehensive guide to the current practice of key accounts management and comments on the challenges for the future of Key Account Management practice.
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IMP and service-dominant logic: Divergence, convergence and development
TL;DR: Two important conceptual issues appear to need further development by both S-D logic and IMP researchers: Firstly, the identity and characteristics of the business actor in an interacted business landscape and second, the nature of value and its creation and delivery.
References
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Industrial market structure and economic performance
TL;DR: In this article, the authors have reviewed theoretical, empirical, and policy developments of the past decade and provided new insights into strategic behaviour from game theory, and integrated them with the related theoretical materials.
Journal ArticleDOI
A Strategic Contingencies' Theory of Intraorganizational Power
TL;DR: In this paper, a strategic contingencies' theory of intraorganizational power is presented in which it is hypothesized that organizations, being systems of interdependent subunits, have a power distribution with its sources in the division of labor.
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The allocation of resources to marketing communications in industrial markets
TL;DR: Turnbull as discussed by the authors discusses the allocation of resources to marketing communication channels in an industrial raw materials supply industry and concludes that the overall conceptual approach to an integrated marketing communications system is far from being understood let alone accepted in the industry he studied.