Suggests current marketing literature fails to take account of the structure of modern markets and proposes a scheme for classifying marketing situations — which has the merit of forcing attention on the effects of concentration in modern markets. States that the average manufacturer of...

Notes changes in the economic structure that have important implications for the marketing strategy of many companies – in particular smaller companies who may find themselves, whilst retaining their legal independence, losing part of their operational independence. Describes an investigation...

The concept of the “marketspace” is a powerful and exciting one. However, the papers which introduced it fail to make some of its key components clear. By analysing a number of examples, identifies the crucial features of the concept. Through considering an example from other sources, the...

Purpose – The paper sets out to examine the validity of Kaufmann and Stern's operationalisation of Macneil's norm theory which they used when creating a set of scales to evaluate the degree of relationality in business‐to‐business (B2B) exchanges. The scales that Kaufmann and Stern...

An investigation of the potentially mutually beneficial roles of industrial distributors and new small high‐technology firms; the impediments to the development of these relationships and proposals for their improvement.

Discusses ways in which changing the basis of an organisation's competence affects manufacturing and marketing's differing roles. Questions whether the marketing orientation is currently appropriate, arguing that manufacturing/marketing orientation may be needed instead. Indicates within that to...

Principally concerned with the manner in which different types of personnel in the organisational structure approach purchasing decisions. States that the fact that industrial purchasing decisions are seldom made in a coldly logical fashion is becoming increasingly accepted. Examines some...