Why integrating purchasing with marketing is both inevitable and beneficial

Industrial Marketing Management

Volumn 38, Issue 8, 2009, Pages 865-871

  Sheth, Jagdish N ^a   Sharma, Arun ^b   Iyer, Gopalkrishnan R ^c  

^a EMORY UNIVERSITY   (United States)

^b UNIVERSITY OF MIAMI   (United States)

^c FLORIDA ATLANTIC UNIVERSITY   (United States)

Author keywords

Business markets; Customer centric marketing; Global trends; Integration; Marketing; Purchasing

Indexed keywords

EID: 70449533672     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2008.12.021     Document Type: Article

References (58)

1. Achrol R.S., and Kotler P. Marketing in the network economy. Journal of Marketing 63 Special issue (1999) 146-163
2. Anderson J.C., Håkansson H., and Johanson J. Dyadic business relationships within a business network context. Journal of Marketing 58 4 (1994) 1-15
3. Anderson J.C., and Narus J.A. A model of distributor firm and manufacturer working partnerships. Journal of Marketing 54 1 (1990) 42-58
4. Barney J.B., and Ouchi W.G. Organizational economics (1986), Jossey-Bass, San Francisco, CA
5. Berry L.L. The employee as customer. Journal of Retail Banking 3 (March) (1981) 25-28
6. Biemans W.G., and Brand M.J. Reverse marketing: A synergy of purchasing and relationship marketing. International Journal of Purchasing and Materials Management 31 3 (1995) 29-37
7. Blau P. Exchange and power in social life (1964), Wiley, New York
8. Blenkhorn D.N., and Banting P.M. How reverse marketing changes buyer-seller roles. Industrial Marketing Management 20 3 (1991) 185-191
9. Brady T., Davis A., and Gann D. Creating value by delivering integrated solutions. International Journal of Project Management 23 (July) (2005) 360-365
10. Breen B. Living in Dell time. Fast Company (November) (2004) 86-94
11. Browning J.M., Zabriskie N.B., and Huellmantel A.B. Strategic purchasing planning. Journal of Purchasing and Materials Management 19 1 (1983) 19-24
12. Bunn M.D. Taxonomy of buying decisions approaches. Journal of Marketing 57 1 (1993) 38-56
13. Buvik A., and John G. When does vertical coordination improve industrial purchasing relationships?. Journal of Marketing 64 4 (2000) 52-64
14. Cannon J.P., and Homburg C. Buyer-supplier relationships and customer firm costs. Journal of Marketing 65 1 (2001) 29-43
15. Cannon J.P., and Perreault Jr. W.D. Buyer-seller relationships in business markets. Journal of Marketing Research 36 4 (1999) 439-460
16. Casey N. Mattel toys to be pulled amid lead fears. Wall Street Journal (August 2) (2007) A3
17. Casey N., and Zamiska N. Mattel does damage control after new recall. Wall Street Journal (August 15) (2007)
18. Cook K.S., and Emerson R.M. Power equity commitment in the exchange networks. American Sociological Review 43 (1978) 721-739
19. Cox, A. (2001). Understanding buyer and supplier power: A framework for procurement and supply competence. Journal of Supply Chain Management, 37 (2), 8-15.
20. Davis, A., Brady, T., & Hobday, M. (2006). Charting a path toward integrated solutions. Sloan Management Review, 47 (Spring), 39-48.
21. Day G.S. The market driven organization: Understanding, attracting, and keeping Valuable Customers (1999), Free Press, New York
22. Dunning J.H. Location and the multinational enterprise: A neglected factor?. Journal of International Business Studies 29 1 (1998) 45-66
23. Frazier G. On the measurement of interfirm power in channels of distribution. Journal of Marketing Research 20 2 (1983) 158-166
24. Frazier G.L., Spekman R.E., and O'Neal C.R. Just-in-time exchange relationships in industrial markets. Journal of Marketing 52 4 (1988) 52-67
25. Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 58 (1994) 1-19
26. Haeckel S. Adaptive enterprise: Creating and leading sense-and-respond organizations (1999), Harvard Business Press, Boston, MA
27. Hardt C.W., Reineke N., and Spiller P. Inventing the 21st-century purchasing organization. McKinsey Quarterly (2007) 115-124 Number 4
28. Heide J.B., and Weiss A.M. Vendor consideration and switching behavior for buyers in high-technology markets. Journal of Marketing 59 3 (1995) 30-43
29. Hunter G.K., Bunn M.D., and Perrault Jr. W.D. Interrelationships among key aspects of the organizational procurement process. International Journal of Research in Marketing 23 2 (2006) 155-170
30. Iyer G.R. Strategic decision making in industrial procurement: Implications for buying decision approaches and buyer-seller relationships. Journal of Business and Industrial Marketing 11 3/4 (1996) 80-93
31. Johnston W.J., and Lewin J.E. Organizational buying behavior: Toward an integrative framework. Journal of Business Research 35 1 (1996) 1-15
32. Kotler P. The major tasks of marketing management. Journal of Marketing 37 4 (1973) 42-49
33. Lamming R. Squaring lean supply with supply chain management. International Journal of Operations & Production Management 16 2 (1996) 183-194
34. Leenders M.R., and Blenkhorn D.L. Reverse marketing: The new buyer-supplier relationship (1988), Free Press, New York
35. Leonidou L.L. Industrial manufacturer-customer relationships: The discriminating role of the buying situation. Industrial Marketing Management 33 8 (2004) 731-742
36. Lewin J.E., and Donthu N. The influence of purchase situation on buying center structure and involvement: A select meta-analysis of organizational buying behavior research. Journal of Business Research 58 10 (2005) 1381-1390
37. Lichtenthal J.D., Iyer G.R., Busch P.S., and Tellefsen T. We are all business marketers now. Journal of Business & Industrial Marketing 21 7 (2006) 414-421
38. Pearson J.N., and Gritzmacher K.J. Integrating purchasing into strategic management. Long Range Planning 23 3 (1990) 91-99
39. Reinecke, N., Spiller, P. & Ungerman, D. (2007). The talent factor in purchasing. McKinsey Quarterly, Number 1, 2007, 6-9.
40. Robinson P.J., Faris C.W., and Wind Y. Industrial buying and creative marketing (1967), Allyn and Bacon, Boston, MA
41. Sharma A., and LaPlaca P. Marketing in the emerging era of build-to-order manufacturing. Industrial Marketing Management 34 (2005) 476-486
42. Sheth J.N. A model industrial buyer behavior. Journal of Marketing 37 4 (1973) 50-56
43. Sheth J.N. Organizational buying behavior: Past performance and future expectations. Journal of Business & Industrial Marketing 11 3/4 (1996) 7-24
44. Sheth J.N., and Sharma A. Supplier relationships: Emerging issues and challenges. Industrial Marketing Management 26 2 (1997) 91-100
45. Tanner Jr. J.F. Organizational buying theories: A bridge to relationships theory. Industrial Marketing Management 28 3 (1999) 245-255
46. Trent R.J., and Monczka R.M. International purchasing and global sourcing - What are the differences?. The Journal of Supply Chain Management 39 4 (2003) 26-37
47. Tuli K.R., Kohli A.K., and Bharadwaj S.G. Rethinking customer solutions: From product bundles to relational processes. Journal of Marketing 71 3 (2007) 1-17
48. Vargo S.L., and Lusch R.F. Evolving to a new dominant logic for marketing. Journal of Marketing 68 1 (2004) 1-17
49. Walker G., and Weber D. A transaction cost approach to make-or-buy decisions. Administrative Science Quarterly 29 3 (1984) 373-391
50. Webster Jr. F.E. Modelling the industrial buying process. Journal of Marketing Research 2 4 (1965) 370-376
51. Webster F.E., and Wind Y. A general model of understanding organizational buying behavior. Journal of Marketing 36 2 (1972) 12-19
52. Weiss, A.M. & Kurland, N. (1997). Holding distribution channel relationships together: The role of transaction-specific assets and length of prior relationships. Organization Science, 8 (November/December), 612-623.
53. Williams A.J., Giunipero L.C., and Henthorne T.L. The cross-functional imperative: The case of marketing and purchasing. International Journal of Purchasing and Materials Management 30 3 (1994) 29-33
54. Williamson O.E. Markets and hierarchies (1975), Free Press, New York
55. Williamson, O.E. (1983). Credible commitments: Using hostages to support exchange. American Economic Review, 85 (September), 519-540.
56. Williamson O.E. The economic institutions of capitalism: Firms, markets, relational contracting (1985), Free Press, New York
57. Wilson D.T. An integrated model for buyer-seller relationships. Journal of the Academy of Marketing Science 23 4 (1995) 335-345
58. Wilson D.T., and Mummalaneni V. Bonding and commitment in buyer-seller relationships: A preliminary conceptualization. Journal of Industrial Marketing and Purchasing 1 3 (1986) 44-58