Organizing marketing in industrial high-tech firms: the role of internal marketing relationships
Article Abstract:
The need for more flexible and often temporary types of organizational structures in high-technology companies has resulted in an increasing use of teams and project groups employing special know-how and expertise in carrying out marketing activities. These form partly planned and partly informal intra-corporation networks. We contend that the handling of these intra-organizational relationships between the different marketing units in industrial high-tech companies is a key prerequisite for the successful management of their customer relationships. This argument is supported by the findings of a multiple-case study, investigating four major industrial process automation producers (ABB, Honeywell, Measurex, Valmet Automation). The main findings suggest the dismantling of traditional marketing departments in favor of a relatively large collection of marketing-related units and structures. The development of these internal marketing units, the establishment of good communications between them, and the coordination of their activities presented major challenges for the case companies. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1999
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Business mating: Who chooses and who gets chosen?
Article Abstract:
The theory of sexual selection and relational balance are applied to business relation formation and the relations of firm characteristics between those involved in customer-supplier relations are analyzed using the IMP2 European database. The results demonstrate the appropriateness and value of combining theories of assortative mating, sexual selection and relational balance to explore the characteristics of business relationships.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
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Crossing east-west boundaries: Knowledge sharing in intercultural business networks
Article Abstract:
The influence of ethnic culture on knowledge sharing in different types of intercultural business nets are explored as knowledge sharing is found to be vital for the functioning of business networks as it influences the cooperation and outcomes that firms are able to achieve. This is done by assuming that the nature of the cultures involved and the type of networks both influence the knowledge-sharing barriers.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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