LEADER 04093oam 2200553 450 001 9910811491803321 005 20190911100040.0 010 $a1-135-12427-2 010 $a0-203-07624-9 010 $a1-135-12428-0 024 7 $a10.4324/9780203076248 035 $a(OCoLC)842013593 035 $a(MiFhGG)GVRL8PRI 035 $a(EXLCZ)992670000000353079 100 $a20141209d2013 uy 0 101 0 $aeng 135 $aurun|---uuuua 181 $ctxt 182 $cc 183 $acr 200 00$aStrategies for international industrial marketing $ethe management of customer relationships in European industrial markets /$fedited by Peter W. Turnbull and Jean-Paul Valla 210 1$aLondon :$cRoutledge,$d2013. 215 $a1 online resource (310 pages) $cillustrations 225 0 $aRoutledge Library Editions: International Business ;$vVolume 40 300 $aFirst published in 1986 by Croom Helm. 311 $a0-415-75216-7 311 $a0-415-65812-8 320 $aIncludes bibliographical references and index. 327 $aFront 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 Characteristics 327 $aMarketing 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 Management 327 $aAppendix6. 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 Firms 327 $aA 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; Index 330 $aThis study considers the key strategic issues of the management of customer relationships in international industrial marketing. It is based on extensive original research by the International Marketing and Purchase Group. The book reports on that research, in particular pointing out the differences in approach by different national groups in Europe. 410 0$aRoutledge Library Editions: International Business 606 $aCustomer relations$zEurope 606 $aExport marketing$zEurope 606 $aIndustrial marketing$zEurope 615 0$aCustomer relations 615 0$aExport marketing 615 0$aIndustrial marketing 676 $a658.84 701 $aTurnbull$b Peter W$0109391 701 $aValla$b Jean-Paul$01681974 801 0$bMiFhGG 801 1$bMiFhGG 906 $aBOOK 912 $a9910811491803321 996 $aStrategies for international industrial marketing$94051739 997 $aUNINA