Customer Relationship Strategies and the Smoothing of Industry-Specific Business Cycles: The Case of the Global Fine Paper Industry

Industrial Marketing Management

Volumn 30, Issue 6, 2001, Pages 487-497

  Alajoutsijärvi, Kimmo ^a   Klint, Mats B ^b   Tikkanen, Henrikki ^b  

^a UNIVERSITY OF OULU   (Finland)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 18044405111     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(99)00104-2     Document Type: Article

References (28)

1. Louca F. Turbulence in Economics. An Evolutionary Appraisal of Cycles and Complexity in Historical Processes:1997;Edward Elgor Publ. Co, Northampton, MA.
2. Baldassarri M., Annunziato P. Is the Economic Cycle Still Alive? Theory, Evidence and Policies (Central Issues in Contemporary Economic Theory and Policy). 1994;St. Martins, New York.
3. Schumpeter, J. A.: Business Cycles: A Theoretical, Historical, and Statistical Analysis of the Capitalist Process. Vol. I. New York and London: McGraw-Hill, 1939.
4. Czarniawska-Joerges B. Economic Decline and Organizational Control. 1989;Praeger Publishers, Westport, CT.
5. Whittington R. Corporate Strategies in Recession and Recovery. Social Structure and Strategic Choice:1989;London, Unwin Hyman.
6. Vinell L. Business Cycles and Steel Markets. Studies in Demand Variations and Firms' Short-term Behaviour in Swedish Steel Market. 1973;Bokförlag AB, Beckmans, Vallset, Norway.
7. Alajoutsijärvi, K., Klint, M., and Tikkanen, H.: Balancing Business Cycles through Customer Relationship Strategies in the Paper Industry. Theoretical Basis and Managerial Implications for International Suppliers, in Proceedings of the 14th IMP Conference, Vol. 2, Aino Halinen-Kaila and Niina Nummela, eds., Work-in-Progress Papers, Turku, Finland, 1998 pp 15-36.
8. Ford D. Understanding Business Markets. 1997;Dryden Press, London.
9. Håkansson J., Snehota W. Developing Relationships in Business Networks. 1995;Routledge, London.
10. Möller K.E., Wilson D.T. Business Marketing. An Interaction and Network Perspective:1995;Kluwer Academic Publishers, Boston.
11. Klint, M. B.: Mot en konjunkturanpassad kundstrategi - om den sociala relationens roll vid marknadsföring av massa och papper. [Towards Customer Strategy Allied to the Business Cycle - About the Role of Social Relationship in the Marketing of Pulp and Paper]. PhD Thesis, Uppsala University, 1985.
12. van Dijk M., Dekker A. The Cyclical Behavior of Paper Industry Results and Cash Flow Make it Difficult to Devise a Financing. Pulp and Paper International. September:1995;23-27.
13. Forest Industry Statistics. Helsinki: The Finnish Forest Industry Federation, 1996.
14. Chung K.H. The Impact of the Demand Volatility and Leverages on the Systematic Risk of Common Stocks. Journal of Business Finance and Accounting. 16:1989;343-360.
15. Kallunki J.-P. Using Accounting Variables as Instrumental Risk Measures in Event Studies. Evidence from a Thinly Traded Stock Market Journal of Multinational Financial Management. 7:1997;189-202.
16. Alasuutari P. Researching Culture. 1997;Sage, London.
17. Burrell G., Morgan G. Sociological Paradigms and Organisational Analysis. Elements of the Sociology of Corporate Life. 1979;Heinemann, London.
18. Dull S. Marketing's Impact on Financial Performance Often Overlooked. Pulp and Paper. September:1998;55-67.
19. Pulp and Paper International. Haslett's Pulp Time Loop. Pulp and Paper International April, 43-44 (1983).
20. Senge P. The Fifth Discipline. 1990;New York, Doubleday.
21. Campbell N., Cunningham M. Customer Analysis for Strategy Development in Industrial Markets. Strategic Management Journal. 4:1983;360-380.
22. Fiocca R. Account Portfolio Analysis for Strategy Development. Industrial Marketing Management. 11:1982;53-62.
23. Campbell N.C.G. An Interaction Approach to Organizational Buying Behavior. Journal of Business Research. 13:1985;35-48.
24. Alajoutsijärvi K., Möller K., Rosenbröijer C.-J. The Relevance of Focal Nets in Understanding the Dynamics of Business Relationships. Journal of Business-to-Business Marketing. 6(3):1999;5-34.
25. Dwyer F.R., Schurr P.H., Oh S. Developing Buyer-Seller Relationships. Journal of Marketing. April:1987;11-27.
26. Ford D., Håkansson H., Johanson J. How Do Companies Interact? Industrial Marketing and Purchasing. 1:1986;26-41.
27. Storbacka, K.: The Nature of Customer Relationship Profitability. Analysis of Relationships and Customer Bases in Retail Banking. PhD Thesis, Swedish School of Economics, Helsinki, Finland, 1994.
28. Berger P., Luckmann T. The Social Construction of Reality. Treatise on the Sociology of Knowledge. 1966;Penguin Books, Toronto.