Project marketing and systems selling - In search of frameworks and insights

International Business Review

Volumn 5, Issue 6, 1996, Pages 531-537

  Günter, Bernd ^a   Bonaccorsi, Andrea ^b  

^a HEINRICH HEINE UNIVERSITY   (Germany)

^b UNIVERSITY OF PISA   (Italy)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030527089     PISSN: 09695931     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0969-5931(96)00026-1     Document Type: Article

References (8)

1. Backhaus, K. (1995) Investitionsgütermarketing, 4th edn. Vahlen, München.
2. Backhaus, K. Aufderheide, D., Späth, G.-M. (Eds) (1995) Marketing für Systemtechnologien: Entwicklung eines theoretisch-ökonomisch begründeten Geschäftstypenansatzes. Schäffer-Poeschel, Stuttgart.
3. Cova, B. (1990) Marketing International de Projets: un Panorama des Concepts et des Techniques. Revue Française de Marketing, No. 127/128, pp. 9-37.
4. Cova, B. and Holstius, K. (1993) How to Create Competitive Advantage in Project Business. Journal of Marketing Management, Vol. 9, pp. 105-121.
5. Backhaus, K. and Günter, B. (1976) A Phase-Differentiated Interaction Approach to Industrial Marketing Decisions. Industrial Marketing Management, Vol. 5, pp. 255-270.
6. Engelhardt, W.H. and Günter, B. (1981) Investitionsgüter-Marketing. Kohlhammer, Stuttgart.
7. Günter, B. (1979) Das Marketing von Großanlagen - Strategieprobleme des Systems Selling. Duncker and Humblot, Berlin.
8. Mattsson, L.-G. (1973) Systems Selling as a Strategy on Industrial Markets. Industrial Marketing Management, Vol. 2, pp. 107-120.