04093oam 2200553 450 991081149180332120190911100040.01-135-12427-20-203-07624-91-135-12428-010.4324/9780203076248 (OCoLC)842013593(MiFhGG)GVRL8PRI(EXLCZ)99267000000035307920141209d2013 uy 0engurun|---uuuuatxtccrStrategies for international industrial marketing the management of customer relationships in European industrial markets /edited by Peter W. Turnbull and Jean-Paul VallaLondon :Routledge,2013.1 online resource (310 pages) illustrationsRoutledge Library Editions: International Business ;Volume 40First published in 1986 by Croom Helm.0-415-75216-7 0-415-65812-8 Includes bibliographical references and index.Front Cover; Strategies for InternationalIndustrial Marketing; Copyright Page; Contents; Acknowledgements; Preface; 1. The Interaction Approach to Marketing Strategy - An Introduction; 2. The French Approach to Europe; Introduction; Sample Characteristics; The Four Export Markets and French Industrial Firms; Export Marketing Organisation; The Management of Supplier/Customer Relationships; Industrial Marketing Strategies: Looking for New Ways; Summary; Appendix; 3. The German Approach To Europe; Introduction; The Nature of Marketing Investments in Industrial Markets; Sample CharacteristicsMarketing Investments in Micro PositionsMarketing Investments in Macro Positions; Conclusion; 4. The Swedish Approach to Europe; Introduction - International Marketing Strategies; Characteristics of the Process of International Development; Sample Characteristics; The Export Markets and Swedish Companies; Conclusion and Implications; Notes; 5. The British Approach to Europe; Introduction; The Environment of Supplier-Customer Relationships; Marketing Strategies for Interaction; Organisation Structures for Handling Customer Relationships; Summary and Conclusions; Implications for ManagementAppendix6. A Comparison of Strategic Marketing Approaches; Introduction; The Basis of the 'Market Approach'; The Country Research Samples; Marketing Organisations; Supplier/Customer Relationships; 7. The Strategic Role of Industrial Marketing Management; Introduction; Industrial Marketing in an Interactive Environment; Marketing as a Managerial Function; Three Perspectives for Industrial Marketing Management; Summary; 8. The Dimensions of Industrial Marketing Strategy; Introduction; A Typology of Industrial Marketing Strategies; Factors affecting the Strategic Marketing Behaviour of FirmsA Systematic Approach to the Management and Control of Supplier/Customer RelationshipsInteractive Strategic Marketing Planning: A New Approach; Conclusion; 9. Conclusion; Appendix 1: The Research Methodology; References; IndexThis study considers the key strategic issues of the management of customer relationships in international industrial marketing. It is based on extensive original research by the International Marketing and Purchase Group. The book reports on that research, in particular pointing out the differences in approach by different national groups in Europe. Routledge Library Editions: International BusinessCustomer relationsEuropeExport marketingEuropeIndustrial marketingEuropeCustomer relationsExport marketingIndustrial marketing658.84Turnbull Peter W109391Valla Jean-Paul1681974MiFhGGMiFhGGBOOK9910811491803321Strategies for international industrial marketing4051739UNINA