Business relationships on different waves: Paradigm shift and marketing orientation revisited

Industrial Marketing Management

Volumn 34, Issue 7 SPEC. ISS., 2005, Pages 714-721

  Hedaa, Laurids ^a   Ritter, Thomas ^a  

^a Department of International Economics and Management   (Denmark)

Author keywords

Customer relationship; Market orientation; Marketing; Paradigm shift; Purchasing

Indexed keywords

EID: 23644445162     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2005.05.012     Document Type: Article

References (40)

1. J.C. Anderson & J.A. Narus Business market management: Understanding, creating, and delivering value 1999 Prentice Hall Upper Saddle River (NJ)
2. J. Arndt Towards a concept of domesticated markets Journal of Marketing 43 4 1979 69-75
3. B. Axelsson & G. Easton (Eds.), Industrial networks: A new view on reality 1992 Routledge London
4. R.P. Bagozzi Marketing as exchange Journal of Marketing 39 4 1975 32-39
5. P.M. Blau Exchange and power in social life 1964 John Wiley & Sons New York
6. F. Brassington & S. Pettitt Principles of marketing 2nd ed. 2000 Peason Education Harlow
7. K.S. Cook Exchange and power in networks of interorganizational relations Sociological Quarterly 8 1977 62-82
8. K.S. Cook & R.M. Emerson Power, equity and commitment in exchange networks American Sociological Review 43 1978, October 721-739
9. N.E. Coviello R.J. Brodie P.J. Danaher & W.J. Johnston How firms relate to their markets: An empirical examination of contemporary marketing practices Journal of Marketing 66 2002, July 33-46
10. T. Dalgic Dissemination of market orientation in Europe: A conceptual and historical evaluation International Marketing Review 15 1 1998 45-60
11. D.F. Dixon & I.F. Wilkinson An alternative paradigm for marketing theory European Journal of Marketing 23 8 1989 59-69
12. R.M. Emerson Power-dependence relations American Sociological Review 27 1962, February 31-41
13. R.M. Emerson Exchange theory part II: Exchange relations, exchange networks and groups as exchange systems. In J. Berger, M.J. Zelditch, & B. Anderson (Eds.), Sociological theories in progress 1972 Houghton-Mifflin Boston
14. D. Ford L.-E. Gadde H. Håkansson A. Lundgren I. Snehota P. et al. Turnbull Managing business relationships 1998 John Wiley & Sons Chichester
15. D. Ford P. Berthon S. Brown L.-E. Gadde H. Håkansson P. Naudë et al. The business marketing course: Managing in complex networks 2002 John Wiley & Sons Chichester
16. D. Ford & M. Saren Technology strategy for business 1996 International Thomson Business London
17. R.A. Fullerton How modern is modern marketing? Marketing's evolution and the myth of the production era Journal of Marketing 52 1988, January
18. L.-E. Gadde & G. Persson Development on the supply side of companies. In H. Håkansson, D. Harrison, & A. Waluszewski (Eds.), Rethinking marketing: Developing a new understanding of markets 2004 John Wiley & Sons Chichester
19. H.G. Gemünden The development of IMP- an analysis of the conference proceeding 1984-96. In H.G. Gemünden, T. Ritter, & A. Walter (Eds.), Relationships and networks in international markets 1997 Pergamon/Elsevier Science Ltd. Oxford
20. M. Granovetter Economic action and social structure: The problem of embeddedness American Journal of Sociology 91 3 1985 481-516
21. C. Grönross From marketing mix to relationship marketing: Towards a paradigm shift in marketing Asia-Australia Journal of Marketing 2 1 1994 9-30
22. E. Gummesson Relationship marketing in the new economy Journal of Relationship Marketing 1 1 2002 37-57
23. H. Håkansson International marketing and purchasing of industrial goods: An interaction approach 1982 John Wiley & Sons Chichester
24. H. Håkansson J. Johanson & B. Wootz Influence tactics in buyer-seller processes Industrial Marketing Management 4 6 1976 319-332
25. H. Håkansson & I. Snehota Developing relationships in business networks 1995 International Thomson Press Boston
26. A. Heath Rational choice and social exchange 1976 Cambridge University Press New York
27. B.J. Jaworski & A.K. Kohli Market orientation: Antecedents and consequences Journal of Marketing 57 1993 53-70
28. B.D.G. Jones & E.H. Shaw A history of marketing thought. In B. Weitz, & R. Wensley (Eds.), Handbook of marketing 2002 Sage London
29. R.J. Keith The marketing revolution Journal of Marketing 24 1960, January 35-38
30. P. Kotler Marketing management: Analysis, planning, and control 5th ed. 1984 Prentice Hall London
31. P. Kotler & K.L. Keller Mark management 12th ed. 2005 Pearson-Prentice Hall Upper Saddle River
32. T.S. Kuhn The structure of scientific revolutions 1962 University of Chicago Press Chicago
33. H. Liu L.-U. Roos & R. Wensley The dynamics of business orientation: The case of the Volvo Car Corporation Industrial Marketing Management 33 2004 333-344
34. J.C. Narver & S.F. Slater The effect of market orientation on business profitability Journal of Marketing 54 1990, October 20-35
35. M.P. Porter Competitive strategy: Techniques for analyzing industries and competitors 1980 The Free Press New York
36. J.N. Sheth D.M. Gardner & D.E. Garrett Marketing theory: Evolution and evaluation 1988 John Wiley & Sons New York
37. J.N. Sheth & A. Parvatiyar The evolution of relationship marketing International Business Review 4 4 1995 397-418
38. J. Sheth & A. Parvatiyar Evolving relationship marketing into a discipline Journal of Relationship Marketing 1 1 2002 3-16
39. I.F. Wilkinson A history of network and channel thinking in marketing in the 20th century Australasian Journal of Marketing 9 2 2001 23-53
40. R. Wise & P. Baumgartner Go downstream: The new profit imperative in manufacturing. Harvard Business Review, 77 5 1999 133-141