Search results

Advances that strategic planning has been the focus of increasing attention in the management literature, although marketing planning has received less priority. Contends that the particular characteristics of industrial marketing require a framework of strategic planning which integrates the different agents of: supplier‐customer interaction; management of portfolios of relationships; and different levels of management perspective characterizing marketing and purchasing of industrial products and services. Concludes by stating that the multi‐functional and inter‐dependent nature of decision making is very important, and argues that strategic marketing planning should be of a dynamic systems process.

This paper exposes the development of markets-as-networks theory from formal inception in the mid-1970s until 2010 state-of-the-art, en route presenting its historical roots. This largely European-based theory challenges the conventional, dichotomous view of the business world as including firms and markets, arguing for the existence of relational governance structures (the so-called “interfirm cooperation”) in addition to hierarchical and transactional ones.

Looks at how Germany and Japan have achieved success in economic growth and new technology and in penetrating foreign markets. Examines the development and handling of buyer/seller relationships in both countries. Discusses four groups of variables: the approach environment; interaction parties; the interaction process; and the interaction atmosphere. Reveals that Japan places a great deal of importance on innovation in buyer/seller relationships, even more so than Germany.

There has long been a feeling that, because of the dominance of the English language in marketing literature, many excellent contributions in other tongues go unheeded by the scholar. This first issue of the Review of European Marketing Literature (REML) is a modest start to ensure a wide knowledge of what marketing issues are being discussed in French, German, Dutch, Italian and the Scandinavian and Central European languages.

Discusses some underlying concepts and unique features of a major European study on industrial marketing and purchasing carried out by the IMP group. Based in part on theory. Focuses the research on relationships between buying and selling companies and these are from five European countries, e.g. France, Germany, Italy, Sweden and the UK. Assumes that industrial markets are influenced strongly by technological factors. Looks at an interaction approach to industrial marketing and purchasing, stating it may be a form of interpersonal contacts between individuals filling various roles in supplier and customer organizations. Further discusses this in detail using figures for more emphasis along with tables. Concludes it is very important to emphasize that companies should exercise existing relationships, home or abroad, to see which stages they fall into, and this examination should be preliminary to an assessment of each relationship. Points to a need for organisational restructuring of companies.

The purpose of this paper is to illustrate the development of research based on the IMP approach during the four decades since the inauguration in 1976. The paper presents a network analysis of IMP research based on one of the central IMP frameworks: the ARA model.

The main activity analysed is the annual IMP conference. The development over time is described by comparison of three conferences (1984, 1998 and 2012) with regard to the themes of the papers presented. In addition, some joint research projects are described. The most central resources are the research frameworks and findings presented in books and journals. To illustrate this dimension, the authors have traced all IMP publications that had been cited more than 100 times in 2013. In the actor layer, the authors investigated the development over time of the distribution of publications and conference presentations on research groups.

The paper shows how IMP has evolved into a research network around common themes of which business relationships and networks are the most significant. The activities of various research groups have become increasingly interlinked through joint research programmes, annual conferences and seminars, a website and a dedicated journal.

The paper provides a detailed illustration of the development of the IMP network. The description of this process is of general relevance as an example of how research ideas can develop and become established in terms of a distinct research network.

The Protestant Work Ethic (PWE) is an important construct for management theorists. However, there appear to be biases and distortions in the way it is used in research. This paper aims to discuss the issues of assumptions involving the PWE, thus addressing this gap in the management literature.

The management literature distorts the PWE in three ways. First, though there are multiple work ethics, researchers largely focus on this one. This paper examines work‐ethics research and language in various management fields. Second, the construct has been developed within limited philosophical perspectives. This is tested by comparing work histories. Third, the historic documents are investigated and it is argued that the PWE is not Protestant.

There is evidence of bias in the management literature concerning the PWE. Though there are many work values, management research is dominated by the PWE. Luther's and Calvin's writings indicate that their essential views on work are the opposite of Webers' formulation of the PWE. However, the views of Marx and Engels on work echo the PWE.

If a basic assumption is distorted, research utilizing this assumption is suspect. The PWE is an important construct in several management disciplines. Bias in construct assumptions can result in inaccurate measurements and results.

Researchers must constantly be aware of possible personal bias, particularly regarding key constructs. Scholars should regularly examine assumptions in their discipline. The history of a discipline can greatly assist this examination.

This is one of the few examinations of the assumptions behind a key construct in the management literature, the PWE. There are strong indications that distortions about the PWE have been reified.