Business-to-Business Marketing

I have previously taught at the Universities of Leicester, Essex and Strathclyde and my research interests are fairly eclectic. I continue to engage in research related to the history of marketing, with a specific focus on the influence of the Cold War on marketing and advertising theory. An on-going stream of research deals with racism and eugenics in marketing theory, thought and practice. Suffice to say, these are just a sample of what is presently occupying my attention.

VOLUME ONE: INTRODUCING B2B MARKETING The Parameters of B2B Marketing The Scope of B2B Marketing Trappings vs. Substance in industrial marketing - B.C. Ames What is Business and Industrial Marketing? - E.F. Cooke Levels of Analysis in Business-to-Business Marketing - R. Wilke and T. Ritter On the study of industrial buying behavior: current practices and future trends - Y. Wind and F. Webster The foundations of B2B Marketing Selling as a Dyadic Relationship - a New Approach - F.B. Evans Historical Evolution of the Purchasing Function - H.E. Fearon The Industrial Buyer - H.T. Lewis Legal Foundations and Boundaries of B2B Marketing Regulatory Perceptions of Marketing: Interpreting UK competition authority investigations from 1950 to 2005 - J.K. Ashton and A.D. Pressey The Antitrust Implications of Relationship Marketing - R.J. Fontenot and M.R. Hyman Ethical and Legal Foundations of Relational Exchanges - G.T. Gundlach and P.E. Murphy Rethinking the Emergence of Relationship Marketing - M. Tadajewski and M. Saren Corporate Governance, Business Strategy and the Dynamics of Networks: A theoretical model and application to the British cotton industry, 1830-1980 - S. Toms and Filatotchev Organisational Buying Behaviour Foundational Work in OBB What Motivates Business Buyers - D.J. Duncan The Buying Center: Structure and interaction patterns - W.J. Johnston and T.V. Bonoma The Industrial Purchasing Decision as a Political Process - A.M. Pettigrew A Model of Industrial Buyer Behaviour - J.N. Sheth A General Model for Understanding Organizational Buying Behavior - F.E. Webster and Y. Wind Later Perspectives on OBB Managing Interfaces with Suppliers - L. Araujo, A. Dubois and L-E Gadde Socially Responsible Organizational Buying: How can stakeholders dictate purchasing policies? - I. Maignan and D.T. McAlister The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying - D.H. McQuiston and P.R. Dickson VOLUME TWO: CHANNELS, CHAINS AND INTER-ORGANIZATIONAL RELATIONSHIPS Marketing Channels and Supply Chains Foundational Work in Channels Postponement, Speculation and the Structure of Distribution Channels - L.P. Bucklin The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel - J.F. Gaski and J.R. Nevin Distribution Channels as Political Economies: A Framework for comparative analysis - L.W. Stern and T. Reve Later perspectives on Channels A Model of Distributor Firm and Manufacturer Firm Working Partnerships - J.C. Anderson and J.A. Narus Exchange Relationships and Interfirm Power in Channels of Distribution - G.L. Frazier and K.D. Antia Influence in Marketing Channels: A sense-making investigation - G.C. Hopkinson Understanding the 'New' Distribution Reality Through 'Old' Concepts: A renaissance for transvection and sorting - K. Hulthen and L-E Gadde Supply Chain Management The Agile Supply Chain: Competing in volatile markets - M. Christopher In Search of 'Interfirm Management' in Supply Chains: Recognizing contradictions of language and power by listening - A. Faria and R. Wensley Collaborative Supply-Chain Partnerships Built Upon Trust and Electronically Mediated Exchange - N. Myhr and R.E. Spekman Holistic and Cross-disciplinary Deficiencies in the Theory Generation of Supply Chain Management - G. Svensson Inter-Organisational Relationships Historical Relational Scholarship Forces Impinging on Long Term Business to Business Relationships in the United States: An historical perspective - W.W. Keep, S.C. Hollander and R. Dickinson Relationship Marketing Theory: Its roots and direction - K. Moeller and A. Halinen The Foundations of Relationship Marketing: Reciprocity and trade relations - M. Tadajewski Trust, Commitment and Norms in Relationships Trust in Business to Business Relationships: An evaluation of its status - K. Blois Do Norms Matter in Marketing Relationships? - J.B. Heide and G. John The Commitment-Trust Theory of Relationship Marketing - R.D. Morgan and S.D. Hunt Bonding and Commitment in Buyer-Seller Relationships: A preliminary conceptualization - D.T. Wilson and V. Mummalaneni Managing Relationships Managing Market Relationships - G.S. Day Relationships Mean Everything: A typology of small-business relationship strategies in a reflexive context - T. Fuller and J. Lewis The Dark Side of Long-Term Relationships in Marketing Services - K. Grayson and T. Ambler Assessing Relationship Quality - P. Naude and F. Buttle Theoretical Perspectives on Relationships Don't all Firms have Relationships? - K.J. Blois An Organizational Perspective on Changing Buyer-Supplier Relations: A critical review of the evidence - M. Bresnen Developing Buyer-Seller Relationships - F.R. Dwyer, P.H. Schurr and S. Oh An Integrated Model of Buyer-Seller Relationships - D.T. Wilson VOLUME THREE: INDUSTRIAL NETWORKS AND B2B MARKETING STRATEGY Industrial Networks Networks and Relationship Management Changes in the Theory of Interorganizational Relations in Marketing: Toward a network paradigm - R.S. Achrol Dyadic Business Relationships Within a Business Network Context - J.C. Anderson, H. Hakansson and J. Johanson No Business is an Island: The network concept of business strategy - H. Hakansson and I. Snehota Interaction, Relationships and Networks in Business Markets: An evolving perspective - P. Turnbull, D. Ford and M. Cunningham Conceptual and Methodological Network Issues Networks in Socioeconomic Systems: A critical review - L. Araujo and G. Easton Marketing Identities: Shifting circles of identification in inter-organizational relationships - N. Ellis and S. Ybema Network Pictures: Building an holistic representation of a dyadic business-to-business relationship - S. Leek and K. Mason Heading Toward a Society of Networks: Empirical developments and theoretical challenges - J. Raab and P. Kenis B2B Marketing Strategy Marketing Planning and Market Segmentation Industrial Market Segmentation - Y. Wind and R. Cardozo Assessing Response to Industrial Marketing Strategy - J-M Choffray and G.L. Lilien Environment, Structure and P0erformance in Interfirm Exchange - R. Dahlstrom, F.R. Dwyer and M. Chandrashekaran Value in B2B exchanges Customer Value Assessment in Business Markets - J.C. Anderson, D.C. Jain and P.K. Chintagunta Exploring the Phenomenon of Customers' Desired Value Change in a Business-to-Business Context - D.J. Flint, R.B. Woodruff and S.F. Gardial Value Creation in Buyer - Seller Relationships: Theoretical considerations and empirical results from a supplier's perspective - A. Walter, T. Ritter and H.G. Germ nden Relational Strategies Beyond Guanxi: Network contingencies in Taiwanese business groups - C-N Chung The Relational View: Cooperative strategy and sources on inter-organizational competitive advantage - J. Dyer and H. Singh Collaborate with your Competitors - and Win - G. Hamel, Y.L. Doz and C.K. Pralahad Pie-Expansion Efforts: Collaboration processes in buyer-seller relationships - S.D. Jap Marketing management practice Inter-Organizational Relationships and Strategy Development in an Evolving Industrial Network: Mapping structure and process - N. Ellis and R. Mayer Organizational Mating and Industrial Marketing Conservatism - Some Reasons Why Industrial Marketing Managers Resist Marketing Theory - P.B.L Guillet de Monthoux The Marketing Strategy Center: Diagnosing the industrial marketer's interdisciplinary role - M.D. Hutt and T.W. Speh Exploring the Accuracy of SME Managers' Network Perceptions - G.G. Ottessen, L. Foss and K. Gronhaug VOLUME FOUR: B2B MARKETING PROGRAMMES Untitled Business Products and NPD Overhauling the New Product Process - R.G. Cooper Differences in Attribute Importance for Different Industrial Products - D.R. Lehmann and J. O'Shaughnessy High-tech, Innovative Products: Identifying and meeting customers' value needs - A. Lindgreen, M. Antioco, R. Palmer and T. van Heesch Managing Supplier Involvement in New Product Development: A portfolio approach - F. Wynstra and E. ten Pierick Business Services New Industrial Service Development: Scenario for success and failure - U. De Bretani Relationships Between Providers and Users of Market Research: The dynamics of trust within and between organisations - C. Moorman, G. Zaltman and R. Deshpande Forming Successful Business-to-Business Services in Goods-Dominant Firms - W.A. Neu and S.W. Brown Service Delivery Encounters in Business-to-Business Contexts as a Source of Innovation - a Conceptual and Explorative Study - D. Neumann and H.H. Holzm ller Pricing in B2B markets Manufacturer Price Reduction Pressure and Supplier Relations - J.W. Henke, R. Parameswaran and R.M. Pisharodi Price-Setting in Business-to-Business Markets - R. Brennan, L. Canning and R. McDowell Industrial Pricing to Meet Customer Needs - B.P. Shapiro and B.B. Jackson B2B Marketing Communications Communications and Industrial Selling - T. Levitt The Power of Emotion: Brand communication in business to business markets - J. Lynch and L. de Chernatony Communication Strategies in Marketing Channels: A theoretical perspective - J. Mohr and J.R. Nevin The Role of Communication in Business Relationships and Networks - R. Olkkonen, H. Tikkanen and K. Alajoutsijaervi Personal Selling and B2B Sales Management The Role of Social and Self-Conscious Emotions in the Regulation of Business-to-Business Relationships in Salesperson-Customer Interactions - R.P. Bagozzi The Determinants of Salesperson Performance: A meta-analysis - G.A. Churchill, N.M. Ford, S. Hartley and O.C. Walker From Key account Selling to Key Account Management - T. Millman and K. Wilson The Mediating Role of Sales Behaviors: An alternative perspective on sales performance and effectiveness - R.E. Plank and D.A. Reid Managing Key Business-to-Business Relationships: What marketing can learn from supply chain management - L.J. Ryals and A.S. Humphries Information Technology and B2B Marketing Internet Usage within B2B Relationships and its Impact on Value Creation: A conceptual model and research propositions - D.E. Boyd and R.E. Spekman Business to Business Marketing and the World Wide Web: Planning, managing and assessing websites - J.R. Evans and V.E. King E-Hubs: The new B2B marketplaces - S. Kaplan and M. Sawhney The Antitrust Implications of Electronic Business-to-Business Marketplaces - A.D. Pressey and J.K. Ashton