SCHOOL OF TECHNOLOGY AND SOCIETY

Course: Marketing Theory 7.5 Higher education credits/ECTS

Articles Industrial Marketing Theories

Achrol, R. S., Reve, T. & Stern. L. W. (1983). The Environment of Marketing Channel dyads:
A Framework for Comparative Analysis. Journal of Marketing, 47(Fall), 55-67.

Achrol, R. S. (1997). Changes in the Theory of Interorganizational Relations in Marketing:

Toward a Network Paradigm. Journal of the Academy of Marketing Science, 25(1), 56-71.
https://persefone.his.se/login?url=http://www.springerlink.com/content/n530325781182651/f
ulltext.pdf

Anderson, E. & Gatignon, H. (1986). Modes of Foreign Entry: A Transaction Cost Analysis
and Propositions. Journal of International Business Studies, (fall), 1-26.

Anderson, J.C., Håkansson, H. & Johanson, J. (1994). Dyadic Business Relationships Within
a Business Network Context. Journal of Marketing, 58 (October), 1-15. (HS bibliotek)

Balderston, F. E. (1964). Design of Marketing Channels. In Cox, R., Alderson, W., Shapiro, S.J.
(Eds), Theory in Marketing, Irwin, Homewood, IL, pp.176-89.

Blois, K. J. (1975). Supply Contracts in the Galbraithian Planning System. The Journal of Industrial
Economics, XXIV (September), 29-39.

Bucklin, L. P. (1965). Postponement, Speculation and the Structure of Distribution Channels. Journal
of Marketing Research, (February), 26-31.
https://www.iei.liu.se/content/1/c6/07/60/95/Bucklin%201965.pdf

Campbell, N. C. G. & Cunningham, M. T. (1983). Customer Analysis for Strategy Development in

Industrial Markets. Strategic Management Journal, 4, 369-380.

Cavusgil, S. T. (1988). Unraveling the Mystique of Export Pricing. Business Horizons, (May-June)
54-63.

Churchill, G. A. Jr, Ford, N. M. & Walker, O. C. Jr, (1974). Measuring the Job Satisfaction of
Industrial Salesmen. Journal of Marketing Research, XI (August), 254-260.

Cunningham, M.T. & White, J. G. (1973). The Determinants of Choice of Supplier – A study of
purchase behaviour for capital goods. European Journal of Marketing, 7(1) (Spring), 189-202.

Cunningham, M.T. & White, J. G. (1974). The Behaviour of Industrial Buyers in Their Search for
Suppliers of Machine Tools. Journal of Management Studies, 11(2), 115-128.
Cunningham, M.T. & Roberts, D. A. (1974). The Role of Customer Service in Industrial Marketing.
European Journal of Marketing 8(1), 15-28.

Dion, P. A. & Banting, P. M. (1988). Industrial Supplier-Buyer Negotiations. Industrial

Marketing Management, 17, 43-47.

El-Ansary, A. I. & Stern, L. W. (1972). Power Measurement in the Distribution Channel. Journal of
Marketing Research, IX (February), 47-52.

Ford, D. (1978). Stability Factors in Industrial Marketing Channels. Industrial Marketing

Management, 7, 410-422.

Ford, D., Håkansson, H. & Johanson, J. (1986). How Do Companies Interact? Industrial Marketing
&Purchasing 1(1), 26-41.

Forrester, J. W. (1958). Industrial Dynamics – a major breakthrough for decision makers. Harvard
Business Review, (July-August), 37-66.

Frazier, G. L. (1983). Interorganizational Exchange Behavior in Marketing Channels: A Broadened

Perspective. Journal of Marketing, 47 (Fall), 68-78.

Goehle, D. G. (1990). A Historical Approach Tracing the Development of Wholesaling Thought.

Research in Marketing, 10, 61-88.

Grönhaug, K. (1975). Autonomous VS. Joint Decisions in Organizational Buying. Industrial

Marketing Management, 4, 265-271.

Guillet de Monthoux, P. B. L. (1975). Organizational Mating And Industrial Marketing

Conservatism – Some Reasons Why Industrial Marketing Managers Resist Marketing Theory.
Industrial Marketing Management, 4, 25-36.

Hopkins, D. S. (1977). New Emphases in Product Planning and Strategy Development.

Industrial Marketing Management, 6, 410-419

Hyder, A. S. & Abraha, D. (2008). Institutional factors and strategic alliances in eastern and central
Europe. Baltic Journal of Management, 3(3), 289-308.
https://persefone.his.se/login?url=http://www.emeraldinsight.com/Insight/viewPDF.jsp?contentType=
Article&Filename=html/Output/Published/EmeraldFullTextArticle/Pdf/2950030303.pdf

Håkansson, H. & Östberg, C. (1975). Industrial Marketing: An Organizational problem? Industrial

Marketing Management, 4, 113-123.

Håkansson, H., Johanson, J. & Wootz, B. (1977). Influence Tactics in Buyer – Seller
Processes. Industrial Marketing Management, 5, 319-332.

Håkansson, H. & Waluszewski, A. (2005). Developing a new understanding of markets: reinterpreting

the 4Ps. Journal of Business & Industrial Marketing, 20(3), 110-117. www.emeraldinsight.com/0885-
8624.htm
Judd, V. C. (1987). Differentiate With the 5th P: People. Industrial marketing Management,
16, 241-247.

Lazo, H. (1960). Emotional Aspects of Industrial Buying. In Hancock, R. S. (Eds) Dynamic Marketing
For A Changing World. 258-265.

Lehman, D. R. & Steckel, J. H. (1985). Effective Advertising in Industrial Supplier

Directories. Industrial Marketing Management, 14, 107-111.

Levine, S. & White, P. E. (1969). Exchange as a Conceptual Framework for the Study of
Interorganizational Relationships. Administrative Science Quarterly, 4, 583 – 601.

Levitt, T. (1967). Communications and Industrial Selling. Journal of Marketing, 31 (April), 15-21.

Litwak, E. & Hylton, L. F. (1962). Interorganizational Analysis: A Hypothesis on Co-ordinating

Agencies. Administrative Science Quarterly, 6, 395-426.

Lusch, R. F. (1976). Sources of Power: Their Impact on Intrachannel Conflict. Journal of Marketing
research, XIII (November), 382-390.

Mallen, B. (1963). A Theory of Retailer-Supplier Conflict, Control, and Cooperation. Journal of

Retailing (Summer), 29-51.

Mattsson, L-G. (2000). Relationships and Networks 150-160. In Marketing Theory: A Student
Text. M. J.. Baker. London, Business Press: Thomson Learning.

Möller, K. & Halinen, A. (2000). Relationship Marketing Theory: Its Roots and Direction.
Journal of Marketing Management, 16, 29-54.

Pettigrew, A. M. (1975). The Industrial Purchasing Decision as a Political Process. European

Journal of Marketing, 9(1), 4-19.

Ridgeway, V. F. (1957). Administration of Manufacturer – Dealer Systems. Administrative

Science Quarterly (March), 464-483.

Ryan, F. W. (1935). Functional Elements Of Market Distribution. Harvard Business Review,

Vol. 13 pp.205-24.

Shet, J. N. (1973). A Model of Industrial Buyer Behavior. Journal of Marketing, 37 (October),

50-56.
http://www.jagsheth.net/docs/A%20Model%20of%20Industrial%20BuyerBehavior.pdf

Spekman, R. E. & Ford, G. T. (1977). Perceptions of Uncertainty within a Buying Group.

Industrial Marketing Management, 6, 395-403.

Spekman, R. E. (1996). A Reflection on Two Decades of Business-to-Business Marketing

Research – Implications for Understanding Marketing Relationships and Networks 8-15. In
Iacobucci, D. S. Design of Marketing Channels. In Cox, R., Alderson, W., Shapiro, S.J. (Eds),
Networks in Marketing, London: Sage Publications.
Stern, L. W. & Gorman, R. H. (1969). Conflict in Distribution Channels: An Exploration
156-175. In Stern, L.W. (Eds), Distribution Channels: Behavioral Dimensions. Boston.

Stern, L. W. & Reve, T. (1980). Distribution Channels As Political Economies: A Framework

for Comparative Analysis. Journal of Marketing, 44 (Summer), 52-64.

Szmigin, I. T. D. (1993). Managing Quality in Business-to-Business Services. European

Journal of Marketing, 27(1), 5-21.
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ntType=Article&Filename=html/Output/Published/EmeraldAbstractOnlyArticle/Pdf/0070270
101.pdf

Turnbull, P. W. & Wilson, D. T. (1989). Developing and Protecting Profitable Customer

Relationships. Industrial marketing Management, 18, 233-238.

Webster, F. E. Jr & Wind, Y. (1972). A General Model for Understanding Organizational

Buying Behavior. Journal of Marketing 36 (April), 12-19.
http://marketing.wharton.upenn.edu/documents/research/7215_A_General_Model_for_Under
standing.pdf

Webster, F. E. Jr (1992). The Changing Role of Marketing in the Corporation. Journal of

Marketing, 56 (October), 1-17.

Wind, Y. & Cardozo, R. (1974). Industrial Market Segmentation. Industrial Marketing

Management, 3, 153-166.