Notes buyer‐seller interdependence is crucial to industrial marketing — industrial firms establish buyer‐seller relationships of the close kind and long term. Examines buyer‐seller nature in industrial markets by considering development as a process through time, it is based on ideas...

Seeks to identify peculiarities involved in the sale of know‐how, suggesting various marketing strategies. Differentiates between three marketing activities: the use of a technology in manufacture or design; the marketing of a service based on a particular technology; and the sales of a...

Describes some of the issues raised and problems encountered in an attempt to apply a market analysis to a non‐profit making organization. Applies a marketing approach in order to tackle the non‐profit making organizations more complex problems. Suggests that the marketing approach is very...

This article focuses on one key aspect of industrial buying behaviour, namely the buying process itself. Using a common questionnaire, a large sample of respondents in Australia, Canada, the UK and the US were interviewed by mail from two sectors, the paper and pulp and chemical and allied...

Purpose IMP literature has developed the conceptualisation of a business landscape comprised of varying combinations of more or less interdependent activities, resources and actors, the form of which are defined by the interactive processes in which they are involved. However, the...

Purpose – The purpose of this paper is to address three aspects of the managerial challenge that arises from the process of business interaction: the diversity of interaction; the dynamic effects of interaction; and the integration of interaction into company operations and strategy. The paper...

This paper examines some of the striking similarities and differences in issues and conceptual structure between three seemingly disparate areas of study over a 50‐year period; distribution channels, internationalisation and networks. The paper questions why these and other areas of study seem...

This paper introduces the special issue on the Industrial Marketing and Purchasing (IMP) Group and international marketing. The history and aims of the IMP Group are briefly discussed, and the papers in this issue, taken from the IMP Group's annual conference, are introduced.

This paper addresses the question of trade‐offs in supply chains by exploring the roles of packaging in distribution networks. Taking a starting point in the logistical role of packaging and the potential trade‐offs with its marketing and environmental roles, the paper illustrates some...