Journal of Business & Industrial Marketing: Volume 16 Issue 2

Marketing strategies of Australian electricity distributors in an opening market

P.J. Stanton, S. Cummings, J. Molesworth, T. Sewell

Examines the development of marketing strategies in the Australian electricity distribution market which has recently opened to competition. Marketing managers of businesses…

The termination of inter‐firm relationships

Caroline Giller, Sheelagh Matear

Much of the recent attention devoted to marketing channel relationships has focused on the development or maintenance of effective relationships. Relatively little research has…

Integrated marketing‐manufacturing strategies

Paul Prabhaker

Asserts that there are two forces at work in the business environment that are requiring organizations to rethink their business models: the power of customers and changes in…

Advertising agency activities used to attract new clients in Australia

David S. Waller, Damien J. Cusick, Hamish D. Matheson, Matthew K. Miller

Advertising agencies, as communication professionals, should use “best practice” activities for promoting themselves to attract new clients. Presents the results of a survey of…