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Antecedents of project partnering in the construction industry : the impact of relationship history

Crespin-Mazet, Florence; Ingemansson Havenvid, Malena; … - In: Industrial marketing management : the international … 50 (2015), pp. 4-15

Persistent link: https://www.econbiz.de/10011411655

Building B2B relationships via initiation contributors : three cases from the Norwegian-South Korean international project business

Aarikka-Stenroos, Leena; Aaboen, Lise; Cova, Bernard; … - In: Industrial marketing management : the international … 68 (2018), pp. 74-85

Persistent link: https://www.econbiz.de/10011822117

Renaissance of project marketing : avenues for the utilisation of digital tools

Toukola, Sebastian; Ståhle, Matias; Mahlamäki, Tommi - In: Project leadership and society 4 (2023), pp. 1-13

Project marketing differs from other business-to-business (B2B) marketing processes due to its uniqueness and complexity of offers, which in turn makes the management of project marketing challenging. Although the use of digital tools has received increased attention in research on other forms...

Persistent link: https://www.econbiz.de/10014514793

Interazioni e congruenze tra project marketing e project management in un progetto industriale co-realizzato

Philippe, Deshayes; Laurence, Lecoeuvre; Henrikki, Tikkanen - In: Micro & Macro Marketing (2008) 2, pp. 207-228

The concept of "milieu" emphases the complex business network in which project marketing takes place. In particular, it allows better identification of relevant inter actor relationships in both terms of time and space all along project phases. We look at this concept of "milieu" again to...

Persistent link: https://www.econbiz.de/10010650505

Personal interaction and customer relationship management in project business

Mainela, Tuija; Ulkuniemi, Pauliina - In: Journal of Business & Industrial Marketing 28 (2013) 2, pp. 103-110

Purpose – The purpose of this paper is to examine the role of personal interaction in customer relationship management in the project business. The research question addressed is: How is personal interaction intertwined with the management of customer relationships in the project business?...

Persistent link: https://www.econbiz.de/10014843161

Business relationships during project afterlife: antecedents, processes, and outcomes

Ojansivu, Ilkka Tapani; Alajoutsijärvi, Kimmo; Salo, Jari - In: Journal of Business & Industrial Marketing 30 (2015) 5, pp. 572-583

Purpose – The purpose of this research is to increase understanding of post-project business relationships in service-intensive projects, a topic unexplored to date. This research contributes to the project marketing research focusing on post-project interaction, by building a conceptual...

Persistent link: https://www.econbiz.de/10014844076

Contracted ERP projects

Andersson, Annika; Wilson, Timothy L. - In: International Journal of Managing Projects in Business 4 (2011) 3, pp. 458-479

Purpose – The purpose of this paper is to describe the sequential nature that enterprise resource planning (ERP) projects tend to take and to describe how the buyer typically behaves concerning the need for control and learning in and in‐between ERP projects. Design/methodology/approach –...

Persistent link: https://www.econbiz.de/10014786385

Marketing by, for and of the project: project marketing by three types of organizations

Rodney Turner, John; Lecoeuvre, Laurence - In: International Journal of Managing Projects in Business 10 (2017) 4, pp. 841-855

products and services, and create networks and dialogs to bring value to stakeholders. Design/methodology/approach The authors … projects create dialog with their customers and stakeholders to exchange products and services that have value for them … show that providing a service to stakeholders is an essential part of the management of projects. Originality/value The …

Persistent link: https://www.econbiz.de/10014787005

The impact of discontinuity on firms' business relationship behaviour

Hadjikhani, Amjad; Lindh, Cecilia; Thilenius, Peter - In: European Business Review 24 (2012) 2, pp. 134-150

Purpose – With a comparative aim, the purpose of this paper is to challenge the general assumption behind relationship longevity. The question under attention is whether firms' relationship of a discontinuous nature is different from continuous relationships and if so what this diversity...

Persistent link: https://www.econbiz.de/10014713420

The concept of discontinuity in project marketing research : emergence, dissipation and glimpses of the future

Ojansivu, Ilkka Tapani - In: The journal of business & industrial marketing 39 (2024) 3, pp. 491-506

Persistent link: https://www.econbiz.de/10015078801