Relationships in the purchasing of business to business professional services: The role of personal relationships

Industrial Marketing Management

Volumn 36, Issue 6, 2007, Pages 709-718

  Lian, Paul C S ^a   Laing, Angus W ^b  

^a ROYAL DEVON AND EXETER NHS FOUNDATION TRUST   (United Kingdom)

^b UNIVERSITY OF GLASGOW   (United Kingdom)

Author keywords

Business to business; Personal relationships; Professional services

Indexed keywords

EID: 34250337211     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2006.05.004     Document Type: Article

References (47)

1. Abbott A. The order of professionalisation. Work and Occupations 8 (1991) 355-384
2. Andersson P., and Soderlund M. The network approach to marketing. Irish Marketing Review 8 (1988) 310-323
3. Berry L.L. Services marketing is different. Business 30 (1980) 24-29
4. Berry L.L. Relationship marketing of services - Growing interest, emerging perspectives. Journal of the Academy of Marketing Science 23 (1995) 236-245
5. Bunt K. Occupational health at work (1993), HMSO, London
6. Cook K.S. Exchange and power in networks on interorganisational relations. Sociological Quarterly 18 (1977) 62-82
7. Crosby L.A., and Stephens N. Effects of relationship marketing on satisfaction, retention and prices in the life insurance industry. Journal of Marketing Research 24 (1987) 404-411
8. Czepiel J.A. Service encounters and service relationships; implications for research. Journal of Business Research 20 (1990) 13-21
9. Darby M.R., and Karni E. Free competition and the optimal amount of fraud. Journal of Law and Economics 16 (1973) 67-88
10. Dibben M.R., and Hogg G. The role of interpersonal trust in the client consultancy relationship: An exploratory analysis. In: Ford J.B., and Honeycutt Jr. E.D. (Eds). Academy of Marketing Science proceedings (1998), Norfolk, Virginia
11. Easton G. Case study research as a methodology for industrial networks: A realist apologia. In: Naude P., and Turnbull P.W. (Eds). Network dynamics in international marketing (1998), Elsevier Science, Oxford
12. Ennew C.T., and Ahmed N. Managing word of mouth communication. In: McAuley A., and Sparks L. (Eds). Academy of Marketing, Proceedings of the Annual Conference, 1999 (1999), Stirling
13. Fearon H.E., and Bales W.A. Purchasing of non traditional goods and services (1995), Centre for Advanced Purchasing Studies, Tempe
14. Frenzen J.K., and Davis H.L. Purchasing behavior in embedded markets. Journal of Consumer Research 17 (1990) 1-11
15. Granovetter M.S. The strength of weak ties. American Journal of Sociology 78 (1985) 1360-1380
16. Grayson K. Examining the embedded markets of network marketing organizations. In: Iacobucci D. (Ed). Networks in marketing (1996), Sage Publishing, Thousand Oaks 325-341
17. Gummesson E. Toward a theory of professional service marketing. Industrial Marketing Management 7 (1978) 89-95
18. Halinen Kaila A. Relationship marketing in professional services: A study of agency-client dynamics in the advertising sector (1997), Routledge, London
19. Halinen Kaila A., and Salmi A. The role of personal contacts in the development of business relationships. In: Breivik E., Falkenberg A.W., and Gronhaug K. (Eds). Rethinking European Marketing (2001), Bergen
20. Hart S., and Hogg G. Relationship marketing in corporate legal services. In: Hogg G., and Gabbott M. (Eds). Service Industries Marketing: New Approaches (1998), Frank Cass, London
21. Javalgi R.G., Joseph W.B., and Gombeski Jr. W.R. Positioning your service to target key buying influences: The case of referring physicians and hospitals. Journal of Services Marketing 9 (1995) 42-52
22. Jobber D., and O'Reilly D. Industrial mail surveys: A methodological update. Industrial Marketing Management 27 (1998) 95-107
23. Koelemeijer K., and Vriens M. The professional services consumer. In: Gabbott M., and Hogg G. (Eds). Consumers and services (1998), John Wiley and Sons, Chichester
24. Kvale S. Interviews: An introduction to qualitative research (1996), Sage, CA
25. Laing A.W., and McKee L. Structuring the marketing function in professional service organizations. European Journal of Marketing 34 (2000) 576-597
26. Lovelock C.H. Classifying services to gain strategic marketing insights. Journal of Marketing 47 (1983) 9-20
27. Marshall R., and Na W.B. The advertising agency selection process. International Journal of Advertising 13 (1994) 217-218
28. McGrath J.E. Groups: Interaction and performance (1984), Prentice Hall, Englewood Cliffs, NJ
29. Meldrum, M. (2000), A market orientation. in, Cranfield School of Management, (Ed.), Marketing management: A relationship marketing perspective, London: Macmillan Press Ltd.
30. O'Malley L., and Harris L.C. The dynamics of the legal market: An interaction perspective. European Journal of Marketing 33 (1999) 874-895
31. Palmer D., Friedland R., and Singh J.V. The ties that bind: Organizational and class bases of stability in a corporate interlock network. American Sociological Review 51 (1986) 781-796
32. Paxson M.C. Follow-up mail surveys. Industrial Marketing Management 21 (1992) 195-201
33. Pels J., Coviello N.E., and Brodie R.J. Transaction versus relationships? The risk of missing the real issues. In: McLoughlin D., and Horan C. (Eds). 15th IMP Annual Conference proceedings (1999) Dublin
34. Ritter T., Wilkison I.F., and Johnston W.J. Managing in complex business networks. Industrial Marketing Management 33 (2004) 175-183
35. Schein E. Organizational psychology (1970), Prentice Hall, New York
36. Seabright M.A., Levinthal D.A., and Fichman M. Role of individual attachments in the dissolution of interorganisational relationships. Academy of Management Journal 35 (1992) 122-160
37. Sheth J.N., and Parvatiyar A. The evolution of relationship marketing. International Business Review 4 (1995) 397-418
38. Shostack G.L. Breaking free from product marketing. Journal of Marketing 41 (1977) 73-80
39. Tanner Jr. J.F. Organizational buying theories: A bridge to relationships theory. Industrial Marketing Management 28 (1999) 245-255
40. Thakor M.V., and Kumar A. What is a professional service? A conceptual review and bi-national investigation. Journal of Services Marketing 14 (2000) 63-82
41. Turnbull P. Role of personal contacts in industrial export marketing. Scandinavian Journal of Management 16 (1979) 325-337
42. Uzzi B. Social structure and competition in interfirm networks: The paradox of embeddedness. Administrative Science Quarterly 42 (1997) 35-67
43. Vermaak H., and Weggerman M. Conspiring fruitfully with professionals: New managerial roles for professional organisations. Management Decision 37 (1999) 29-44
44. Wackman D.B., Salmon C.T., and Salmon C. Developing an advertising agency-client relationship. Journal of Advertising Research 26 (1986) 21-28
45. West D.C. Purchasing professional services: The case of advertising agencies. International Journal of Purchasing and Materials Management 33 (1997) 2-9
46. Wilson D. Organizational marketing. First edn (1999), International Thomson Business Press, London
47. Wilson E.J., and Vlosky R.P. Partnering relationships activities: Building theory from case study research. Journal of Business Research 39 (1997) 59-70