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    Call for papers: Organizing and Integrating Marketing and Purchasing in Business Markets

    CALL FOR PAPERS



    Organizing and Integrating Marketing and Purchasing in Business Markets



    Despite the increasing attention international marketing and management scholars pay to the nature and dynamics of business markets and on management strategies within these contexts, research and debate on organizing marketing and purchasing in companies operating in business markets is still limited. Although, during the past decade, a broad stream of research on “supply chain management” and “business relationships and networks” has emerged, only few authors have discussed the implications of these perspectives on business markets

    - for companies’ marketing and purchasing strategies and

    - for the role of as well as the capabilities needed in companies’ marketing and purchasing organizations.

    The aim of the special issue is to address research issues dealing with the impact that a relational context - and in particular a variety of interactions and interdependencies with customers and suppliers - may have on the strategic role, organization, capabilities and performance of the marketing and purchasing functions within firms acting in business markets.



    Authors are invited to take the Marketing and/or the Purchasing perspective and to present papers dealing with the following specific topics:



    Marketing Side

    • The strategic role of marketing in business-to-business companies;

    • The organization of the marketing function and its interaction with other functional units;

    • Professional skills and capabilities needed in the marketing function;

    • Measuring the economic performance of marketing;

    • The impact of purchasing strategies on the marketing function

    Purchasing Side

    • The role of purchasing in business-to-business companies;

    • The organization of the purchasing function and its interaction with other functional units;

    • Professional skills and capabilities needed in the purchasing function;

    • Measuring the economic performance of purchasing;

    • The impact of marketing strategies on the purchasing function

    Marketing/Purchasing Integration

    • Integrating strategies;

    • Marketing/Purchasing integration and its impact on distribution channels

    • Marketing/Purchasing integration and its impact on supply chain

    • Marketing/Purchasing integration and its impact on customer relationships



    Papers must be submitted as MSWord documents by September 30th 2007 to plaplaca@journalIMM.com AND all three special issue editors.



    Special issue editors:

    Annalisa Tunisini, University of Urbino (Italy), tunisini@uniurb.it

    Bjoern Ivens, HEC Lausanne (Switzerland), Bjoern.Ivens@unil.ch,

    Catherine Pardo, EM Lyon (France), Pardo@em-lyon.com

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