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Project marketing and systems selling — in search of frameworks and insights

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References

1973Systems selling as a strategy on industrial markets114 cited
1976A phase-differentiated interaction approach to industrial marketing decisions51 cited

Cited by

2002Relationships and project marketing success94 cited
2003International project marketing: an introduction to the INPM approach92 cited
2006Role of References in Business Marketing–Towards a Normative Theory of Referencing72 cited
2009Changing project business orientations: Towards a new logic of project marketing68 cited
1998The D-U-C Model And The Stages Of Project Marketing Process56 cited
2009Applying knowledge management to project marketing in a demanding technology transfer project: Convincing the industrial customer over the knowledge gap54 cited
2010Stakeholder Management in International Projects50 cited
2001Managing inter-firm industrial projects — on pacing and matching hierarchies43 cited
2010Pipeline management for the acquisition of industrial projects34 cited
2015Servitization as Innovation in Manufacturing—A Review of the Literature33 cited
2010Corruption in public procurement and private sector purchasing32 cited
2002Social and cultural capital in project marketing service firms: Danish architectural firms on the German market

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30 cited

2020Business solutions as market signals that facilitate product sales23 cited

2007Outsourcing in the Wood Product Manufacturing Sector A Combined Customer and Supplier Perspective15 cited

2009Seeking for Solutions within a Project Setting9 cited

2013Integrating service practice into project management: a matter of “do or die”?8 cited