Dealing with downstream customers: an exploratory study

Journal of Business & Industrial Marketing

Volumn 26, Issue 2, 2011, Pages 72-80

  Hillebrand, Bas ^a   Biemans, Wim G ^b  

^a RADBOUD UNIVERSITY NIJMEGEN   (Netherlands)

^b UNIVERSITY OF GRONINGEN   (Netherlands)

Author keywords

Business to business marketing; Channel relationships; Demand; Market orientation; Product development

Indexed keywords

EID: 78751625871     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858621111112258     Document Type: Article

References (43)

1. Anderson, J.C. and Narus, J.A. (1998), “Business marketing: understand what customers value”, Harvard Business Review, Vol. 76 No. 6, pp. 53-65.
2. Atuahene-Gima, K. (1995), “An exploratory analysis of the impact of market orientation on new product performance; a contingency approach”, Journal of Product Innovation Management, Vol. 12 No. 4, pp. 275-293.
3. Butaney, G. and Wortzel, L.H. (1988), “Distributor power versus manufacturer power: the customer role”, Journal of Marketing, Vol. 52 No. 1, pp. 52-63.
4. Carter, C.R. and Ellram, L.M. (2003), “Thirty-five years of The Journal of Supply Chain Management: where have we been and where are we going?”, The Journal of Supply Chain Management, Vol. 39 No. 2, pp. 27-39.
5. Cooper, M.C., Lambert, D.M. and Pagh, J.D. (1997), “Supply chain management: more than a new name for logistics”, The International Journal of Logistics Management, Vol. 8 No. 1, pp. 1-14.
6. Davenport, T.H. (2006), “Competing on analytics”, Harvard Business Review, Vol. 84 No. 1, pp. 98-107.
7. Eisenhardt, K.M. (1989), “Building theories from case study research”, Academy of Management Review, Vol. 14 No. 4, pp. 532-550.
8. Fern, E.F. and Brown, J.R. (1984), “The industrial/consumer marketing dichotomy: a case of insufficient justification”, Journal of Marketing, Vol. 48 No. 2, pp. 68-77.
9. Ford, D. (Ed.) (1997), Understanding Business Markets: Interaction, Relationships and Networks, The Dryden Press, London.
10. Gemünden, H.G., Ritter, T. and Heydebreck, P. (1996), “Network configuration and innovation success: an empirical analysis in German high-tech industries”, International Journal of Research in Marketing, Vol. 13 No. 5, pp. 449-462.
11. Greenley, G.E. and Foxall, G.R. (1996), “Consumer and nonconsumer stakeholder orientation in UK companies”, Journal of Business Research, Vol. 35 No. 2, pp. 105-116.
12. Grunert, K.G., Fruensgaard Jeppesen, L., Risom Jespersen, K., Sonne, A-M., Hansen, K., Trondsen, T. and Young, J.A. (2005), “Market orientation of value chains: a conceptual framework based on four case studies from the food industry”, European Journal of Marketing, Vol. 39 Nos 5 / 6, pp. 428-455.
13. Gundlach, G.T., Bolumole, Y.A., Eltantawy, R.A. and Frankel, R. (2006), “The changing landscape of supply chain management, marketing channels of distribution, logistics and purchasing”, Journal of Business & Industrial Marketing, Vol. 21 No. 7, pp. 428-438.
14. Håkansson, H. (Ed.) (1987), Industrial Technological Development: A Network Approach, Croom Helm, London.
15. Han, J.K., Kim, N. and Srivastava, R.K. (1998), “Market orientation and organizational performance: is innovation the missing link?”, Journal of Marketing, Vol. 62 No. 4, pp. 30-45.
16. Hingley, M.K. (2005), “Power to all our friends? Living with imbalance in supplier-retailer relationships”, Industrial Marketing Management, Vol. 34 No. 8, pp. 848-858.
17. Holmen, E. and Pedersen, A-C. (2003), “Strategizing through analyzing and influencing the network horizon”, Industrial Marketing Management, Vol. 32 No. 5, pp. 409-418.
18. Holmen, E., Pedersen, A-C. and Jansen, N. (2007), “Supply network initiatives – a means to reorganise the supply base?”, Journal of Business & Industrial Marketing, Vol. 22 No. 3, pp. 178-186.
19. Homburg, C. and Pflesser, C. (2000), “A multiple-layer model of market-oriented organizational culture: measurement issues and performance outcomes”, Journal of Marketing Research, Vol. 37 No. 5, pp. 449-462.
20. Jones, J.M. and Ritz, C.J. (1991), “Incorporating distribution into new product diffusion models”, International Journal of Research in Marketing, Vol. 8, pp. 91-112.
21. Kohli, A.K. and Jaworski, B.J. (1990), “Market orientation: the construct, research propositions, and managerial implications”, Journal of Marketing, Vol. 54 No. 2, pp. 1-18.
22. Lee, H.L., Padmanabhan, V. and Whang, S. (1997), “Information distortion in a supply chain: the bullwhip effect”, Management Science, Vol. 43 No. 4, pp. 546-558.
23. Li, T. and Calantone, R.J. (1998), “The impact of market knowledge competence on new product advantage: conceptualization and empirical examination”, Journal of Marketing, Vol. 62 No. 3, pp. 13-29.
24. Mc Carthy, M.S. and Norris, D.G. (1999), “Improving competitive position using branded ingredients”, Journal of Product & Brand Management, Vol. 8 No. 4, pp. 267-285.
25. Mc Cullen, P. and Towill, D. (2002), “Diagnosis and reduction of bullwhip in supply chains”, Supply Chain Management, Vol. 7 No. 3, pp. 164-179.
26. Maignan, I. and Ferrel, O.C. (2004), “Corporate social responsibility and marketing: an integrative framework”, Journal of the Academy of Marketing Science, Vol. 32 No. 1, pp. 3-19.
27. Matsuno, K., Mentzer, J.T. and Rentz, J.O. (2005), “A conceptual and empirical comparison of three market orientation scales”, Journal of Business Research, Vol. 58 No. 1, pp. 1-8.
28. Matthyssens, P., Vandenbempt, K. and Goubau, C. (2009), “Value capturing as a balancing act”, Journal of Business & Industrial Marketing, Vol. 24 No. 1, pp. 56-60.
29. Mattsson, L-G. (1987), “Indirect relations in industrial networks; a conceptual analysis of their significance for the firm's strategic activities”, in Ed. Belk, R.W. et al. (Eds), Marketing Theory: Proceedings of the 1987 AMA Winter Educators' Conference, AMA, Chicago, pp. 127-132.
30. Mentzer, J.T., De Witt, W., Keebler, J.S., Min, S., Nix, N.W., Smith, C.D. and Zacharia, Z.G. (2001), “Defining supply chain management”, Journal of Business Logistics, Vol. 22 No. 2, pp. 1-25.
31. Mesak, H.I. and Darrat, A.F. (2004), “An empirical inquiry into new subscriber services under interdependent adoption processes”, Journal of Service Research, Vol. 6 No. 2, pp. 180-192.
32. Miles, M.B. and Huberman, A.M. (1994), Qualitative Data Analysis; An Expanded Sourcebook, Sage, Beverly Hills, CA.
33. Morgan, N.A., Vorhies, D.W. and Mason, C.H. (2009), “Market orientation, marketing capabilities, and firm performance”, Strategic Management Journal, Vol. 30 No. 8, pp. 909-920.
34. Myhr, N. and Spekman, R.E. (2005), “Collaborative supply-chain partnerships built on trust and electronically mediated exchange”, Journal of Business & Industrial Marketing, Vol. 20 Nos 4 / 5, pp. 179-186.
35. Narver, J.C. and Slater, S.F. (1990), “The effect of a market orientation on business profitability”, Journal of Marketing, Vol. 54 No. 4, pp. 20-35.
36. Paliwoda, S.J. and Bonaccorsi, A.J. (1993), “Systems selling in the aircraft industry”, Industrial Marketing Management, Vol. 22 No. 2, pp. 155-160.
37. Palmer, R. (2007), “The transaction-relational continuum: conceptually elegant but empirically denied”, Journal of Business & Industrial Marketing, Vol. 22 No. 7, pp. 439-451.
38. Skjoett-Larsen, T., Thernoe, C. and Andresen, C. (2003), “Supply chain collaboration”, International Journal of Physical Distribution & Logistics Management, Vol. 33 No. 6, pp. 531-550.
39. Soroor, J., Tarokh, M.J. and Shemshadi, A. (2009), “Theoretical and practical study of supply chain coordination”, Journal of Business & Industrial Marketing, Vol. 24 No. 2, pp. 131-142.
40. Spekman, R.E., Kamauff, J.W. and Myhr, N. (1998), “An empirical investigation into supply chain management: a perspective on partnerships”, Supply Chain Management, Vol. 3 No. 2, pp. 53-67.
41. Storer, C.E., Holmen, E. and Pedersen, A.-C. (2003), “Exploration of customer horizons to measure understanding of netchains”, Supply Chain Management, Vol. 8 No. 5, pp. 455-466.
42. Venkatesh, R. and Mahajan, V. (1997), “Products with branded components: an approach for premium pricing and partner selection”, Marketing Science, Vol. 16 No. 2, pp. 146-165.
43. Wagner, S.M. and Lindemann, E. (2008), “Determinants of value sharing in channel relationships”, Journal of Business & Industrial Marketing, Vol. 23 No. 8, pp. 544-553.