Industrial Marketing as an Organizational Problem: A Case Study

Håkan Håkansson · Bjöm Wootz · Owe Andersson · Paul Hangård

18 citations0/0 files storedEuropean Journal of Marketing

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Marketing and Advertising Strategies International Business and FDI Organizational Management and Innovation

Abstract

Abstract Aims to identify possible marketing effects of a change in organizational design within the marketing function of an electrical equipment supplier on the international market. Develops a theoretical framework which can, it is claimed, be used in other practical decision situations.

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1975Industrial marketing: An organizational problem?1976Influence tactics in buyer — seller processes

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2008The importance of customers in mergers and acquisitions

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