MARKETING INDUSTRIAL PROJECT-RELATED SERVICES INTERNATIONALLY: A MULTI-LINGUAL LITERATURE REVIEW

Abstract

Project business as a mode of operation is currently very prevalent on international business-to-business markets, and project-related services are an important part of most projects. However the way to market these types of services is under-researched in mainstream marketing literature. Therefore, via a multi-lingual literature review, this article scrutinizes four marketing schools for frameworks relevant to the marketing of project-related services: project, services, transaction, and interactive business-to-business marketing. The analysis shows that the project marketing concepts better capture key aspects of marketing project-related services internationally than do the mainstream service marketing concepts. However, the analysis also suggests that a pluralist approach may be useful when marketing of project-related services, as some frameworks from other marketing schools are also suitable. On this basis, suggestions for marketers of project-related services are presented, and a research agenda for academics concerning the study of project-related services both internationally and domestically is suggested.

Citation

Anne Skaates, M. and Cova, B. (2005), "MARKETING INDUSTRIAL PROJECT-RELATED SERVICES INTERNATIONALLY: A MULTI-LINGUAL LITERATURE REVIEW", de Ruyter, K. and Pauwels, P. (Ed.) Research on International Service Marketing: A state of the Art (Advances in International Marketing, Vol. 15), Emerald Group Publishing Limited, Leeds, pp. 149-174. https://doi.org/10.1016/S1474-7979(04)15007-2