Interfirm relations in SME clusters and the link to marketing performance

Journal of Business & Industrial Marketing

Volumn 26, Issue 6, 2011, Pages 421-429

  Lamprinopoulou, Chrysoula ^a   Tregear, Angela ^b  

^a SCOTTISH AGRICULTURAL COLLEGE   (United Kingdom)

^b UNIVERSITY OF EDINBURGH BUSINESS SCHOOL   (United Kingdom)

Author keywords

Agrifood sector; Business to business marketing; Case studies; Greece; Marketing relations; Organizational performance; Small to medium sized enterprises; Value chain

Indexed keywords

EID: 84992996400     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858621111156412     Document Type: Article

References (43)

1. Ambler, T. and Styles, C. (2000), “Viewpoint: the future of relational research in international marketing: constructs and conduits”, International Marketing Review, Vol. 17 No. 6, pp. 492-508.
2. Anastassopoulos, G. (2003), “MNE subsidiaries versus domestic enterprises: an analysis of their ownership and location-specific advantages”, Applied Economics, Vol. 35 No. 13, pp. 1505-14.
3. Barjolle, D. and Chappuis, J.-M. (2000), “Transaction costs and artisanal food products”, paper presented at the International Society for New Institutional Economics Annual Conference, Tubingen, 22-24 September.
4. Batonda, G. and Perry, C. (2003), “Approaches to relationship development processes in inter-firm networks”, European Journal of Marketing, Vol. 37 No. 10, pp. 1457-84.
5. Bessière, J. (1998), “Local development and heritage: traditional food and cuisine as tourist attractions in rural areas”, Sociologia Ruralis, Vol. 38 No. 1, pp. 21-34.
6. Beverland, M. (2005), “Adapting within relationships to adapt to market-led change: does relationship success lead to marketplace inertia?”, Industrial Marketing Management, Vol. 43 No. 6, pp. 577-589.
7. Beverland, M. (2009), “Boundary conditions to business relationships in China: the case of selling wine in China”, Journal of Business & Industrial Marketing, Vol. 24 No. 1, pp. 27-34.
8. Bianchi, T. (2001), “With and without co-operation: two alternative strategies in the food-processing industry in the Italian south”, Entrepreneurship & Regional Development, Vol. 13 No. 2, pp. 117-145.
9. Bickman, L. and Rog, D. (1998), Handbook of Applied Social Research Methods, Sage, Thousand Oaks, CA.
10. Blankson, C. and Cheng, J.M-S. (2005), “Have small businesses adopted the market orientation concept? The case of small businesses in Michigan”, Journal of Business & Industrial Marketing, Vol. 20 No. 6, pp. 317-330.
11. Blankson, C. and Stokes, D. (2002), “Marketing practices in the UK small business sector”, Marketing Intelligence & Planning, Vol. 20 No. 1, pp. 49-61.
12. Carson, D., Gilmore, A. and Rocks, S. (2004), “SME marketing networking: a strategic approach”, Strategic Change, Vol. 1 No. 7, pp. 369-382.
13. Davis, C., Hills, G. and La Forge, R. (1985), “The marketing/small enterprise paradox: a research agenda”, International Small Business Journal, Vol. 3 No. 13, pp. 31-42.
14. De Roest, K. and Menghi, A. (2000), “Reconsidering ‘traditional food’: the case of Parmigiano Reggiano cheese”, Sociologia Ruralis, Vol. 40 No. 4, pp. 439-451.
15. Deakins, D. (1991), “Effective networks of agency support for small businesses”, Proceedings of 14th National Small Firms Policy and Research Conference, Blackpool, pp. 314-326.
16. Dodge, R. and Robbins, J. (1992), “An empirical investigation of the organizational life cycle model for small business development and survival”, Journal of Small Business Management, Vol. 30 No. 1, pp. 27-37.
17. Eurostat (2006), “Long-term structural indicators: Agriculture, Forestry and Fisheries; Industry, Trade and Services”, The Statistical Office of the European Communities, available at: http://epp.eurostat.cec.eu.int/ (accessed February 2006).
18. Fotopoulos, C. and Krystallis, A. (2003), “Quality labels as a marketing advantage: the case of the ‘PDO Zagora’ apples in the Greek market”, European Journal of Marketing, Vol. 37 No. 10, pp. 1350-74.
19. Fuller, P. (1994), “Assessing marketing in small and medium-sized enterprises”, European Journal of Marketing, Vol. 28 No. 12, pp. 34-49.
20. Gilmore, A., Carson, D. and Rocks, S. (2006), “Networking in SMEs: evaluating its contribution to marketing activity”, International Business Review, Vol. 15 No. 3, pp. 278-293.
21. Gilmore, A., Carson, D., Grant, K., Pickett, B. and Laney, R. (2000), “Managing strategic change in small and medium-sized enterprises: how owner-managers hand over their networks?”, Strategic Change, Vol. 9 No. 7, pp. 415-426.
22. Granovetter, M. (1973), “The strength of weak ties”, American Journal of Sociology, Vol. 78 No. 6, pp. 1360-80.
23. Gr⊘nholdt, L. and Martensen, A. (2006), “Key marketing performance measures”, The Marketing Review, Vol. 6 No. 3, pp. 243-252.
24. Grunert, K., Jeppesen, L., Jespersen, K., Sonne, A.-M., Hansen, K., Trondsen, T. and Young, 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.
25. Gummesson, E. (2002), “Relationship marketing and a new economy: it's time for de-programming”, Journal of Services Marketing, Vol. 16 No. 7, pp. 585-9.
26. Håkansson, H. and Ford, D. (2002), “How should companies interact in business networks?”, Journal of Business Research, Vol. 55 No. 2, pp. 133-9.
27. Hankinson, A., Bartlett, D. and Ducheneaut, B. (1997), “The key factors in the profiles of small-medium enterprises' owner-managers that influence business performance”, Proceedings of the 20th National Small Firms Policy & Research Conference, The Institute of Small Business Affairs (Belfast), pp. 755-765.
28. Huggins, R. (2000), “The success and failure of policy-implanted network initiatives: motivations, processes and structure”, Entrepreneurship & Regional Development, Vol. 12 No. 2, pp. 111-135.
29. Kara, A., Spillan, J. and De Shields, O. (2005), “The effect of a market orientation on business performance: a study of small-sized service retailers using MARKOR scale”, Journal of Small Business Management, Vol. 43 No. 2, pp. 105-118.
30. Langerac, F. (2003), “The effect of market orientation on potential advantage and organisational performance”, Journal of Strategic Marketing, Vol. 11 No. 2, pp. 93-115.
31. Lechner, C. and Dowling, M. (2003), “Firm networks: external relationships as sources for the growth and competitiveness of entrepreneurial firms”, Entrepreneurship & Regional Development, Vol. 15 No. 1, pp. 1-26.
32. Möller, K. and Halinen, A. (1999), “Business relationships and networks: managerial challenge of network era”, Industrial Marketing Management, Vol. 28 No. 5, pp. 413-427.
33. Requier-Desjardins, D., Boucher, F. and Cerdan, C. (2003), “Globalisation, competitive advantages and the evolution of production systems: rural food processing and localised agri-food systems in Latin-American countries”, Entrepreneurship & Regional Development, Vol. 15 No. 1, pp. 49-67.
34. Rocks, S., Gilmore, A. and Carson, D. (2005), “Developing strategic marketing through the use of marketing networks”, Journal of Strategic Marketing, Vol. 13 No. 2, pp. 81-92.
35. Salavou, H., Baltas, G. and Lioukas, S. (2003), “Organisational innovation in SMEs: the importance of strategic orientation and competitive structure”, European Journal of Marketing, Vol. 38 Nos 9 / 10, pp. 1091-112.
36. Sashittal, H. and Wilemon, D. (1996), “Marketing implementation in small and mid-sized industrial firms: an exploratory study”, Industrial Marketing Management, Vol. 25 No. 1, pp. 67-78.
37. Shaw, E. (1999), “A guide to the qualitative research process: evidence from a small firm study”, Qualitative Market Research: An International Journal, Vol. 2 No. 2, pp. 59-70.
38. Stake, R. (1995), The Art of Case Study Research, Sage Publications, London.
39. Strauss, A. and Corbin, J. (1990), Basics of Qualitative Research: Grounded Theory Procedures and Techniques, Sage Publications, Newbury Park, CA.
40. Theodorakioglou, F. and Wright, L. (2000), “Comparative marketing strategies of Greek and overseas firms”, British Food Journal, Vol. 102 No. 10, pp. 773-789.
41. van Bekkum, O.-F. and van Dijk, G. (1997), Agricultural Co-operatives in the European Union: Trends and Issues on the Eve of the 21st Century, Van Gorcum, The Netherlands.
42. Williamson, O. (1975), Markets and Hierarchies: Analysis and Antitrust Implications, Free Press, New York, NY.
43. Yin, R. (1998), “The abridged version of case study research: design and method”, in Ed. Bickman, L. and Ed. Rog, D. (Eds), Handbook of Applied Social Research Methods, 1st ed., Sage Publications, Thousand Oaks, CA.