References

Organizing Marketing and Sales

ISBN: 978-1-78754-969-2, eISBN: 978-1-78754-968-5

Publication date: 29 May 2018

Citation

(2018), "References", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, Leeds, pp. 317-332. https://doi.org/10.1108/978-1-78754-968-520181027

Publisher

:

Emerald Publishing Limited

Copyright © 2018 Emerald Publishing Limited


Aaker (2008) Aaker, D. A. (2008). Marketing in a silo world. The new CMO challenge. California Management Review, 51(1), 144156.

Aaker (2009) Aaker, D. A. (2009). Spanning silos. Boston, MA: Harvard Business School Press.

Aaker & Joachimsthaler (2000) Aaker, D. A. , & Joachimsthaler, E. (2000). Brand leadership. New York, NY: Free Press.

Aarikka-Stenroos & Jaakkola (2011) Aarikka-Stenroos, L. , & Jaakkola, E. (2011). Value co-creation in knowledge intensive business services: A dyadic perspective on the joint problem solving process. Industrial Marketing Management, 41(1), 1526.

Achrol (1991) Achrol, R. S. (1991). Evolution of the marketing organization: New forms for turbulent environments. Journal of Marketing, 55, 7793.

Adamson, Dixon, & Toman (2012) Adamson, B. , Dixon, M. , & Toman, N. (2012). The end of solution sales. The old playbook no longer works. Star salespeople now seek to upend the customer’s current approach to doing business. Harvard Business Review, 90(7/8), 6068.

Åge (2009) Åge, L.-J. (2009). A grounded theory of sales processes. Doctoral Dissertation, Stockholm School of Economics.

Ahearne, Rapp, Mariados, & Ganesan (2012) Ahearne, M. , Rapp, A. , Mariados, B. J. , & Ganesan, S. (2012). Challenges of CRM implementation in business-to-business markets: A contingency perspective. Journal of Personal Selling & Sales Management, 32(1), 117129.

Alderson (1957) Alderson, W. (1957). Marketing behaviour and executive action. Homewood, IL: Richard D. Irwin.

Allmendinger & Ralph (2005) Allmendinger, G. , & Ralph, L. (2005). Four strategies for the age of smart services. Harvard Business Review, 83(10), 131145.

Alvesson & Berg (1992) Alvesson, M. , & Berg, P. O. (1992). Corporate culture and organizational symbolism – An overview. Berlin: De Gruyter.

Anderson (1983) Anderson, P. F. (1983). Marketing, scientific progress, and scientific method. Journal of Marketing, 47(4), 1831.

Anderson & Onyemah (2006) Anderson, E. , & Onyemah, V. (2006). How right should the customer be? Harvard Business Review, 84(7–8), 5967.

Anderson, Narus, & Narayandas (2008) Anderson, J. , Narus, J. , & Narayandas, D. (2008). Business market management: Understanding, creating, and delivering value. Upper Saddle River, NJ: Pearson Prentice Hall.

Anderson, Kumar, & Narus (2007) Anderson, J. C. , Kumar, N. , & Narus, J. A. (2007). Value merchants: Demonstrating and documenting superior value in business markets. Boston, MA: Harvard Business School Press.

Anderson & Narus (1998) Anderson, J. C. , & Narus, J. A. (1998). Business marketing: Understand what customers value. Harvard Business Review, 76(6), 5365.

Andersson (1992) Andersson, P. (1992). Analysing distribution channel dynamics: Loose and tight coupling in distribution networks. European Journal of Marketing, 26(2), 4768.

Andersson (1996) Andersson, P. (1996). Concurrence, transition and evolution. Perspectives of industrial marketing change processes. PhD thesis, The Economic Research Institute, Stockholm School of Economics, Stockholm.

Andersson & Mattsson (2006) Andersson, P. , & Mattsson, L.-G. (2006). Timing and sequencing of strategic actions in internationalization processes involving intermediaries: A network perspective. Advances in International Marketing, 16, 297326.

Angdal & Axelsson (2012) Angdal, H. , & Axelsson, B. (2012). Professional marketing. Lund: Studentlitteratur.

Anker, Sparks, Moutinho, & Grönroos (2015) Anker, B. A. , Sparks, L. , Moutinho, L. , & Grönroos, C. (2015). Consumer dominant value creation – A theoretical response to the recent call for a consumer dominant logic for marketing. European Journal of Marketing, 49(3/4), 532560.

Araujo, Dubois, & Gadde (1999) Araujo, L. , Dubois, A. , & Gadde, L.-E. (1999). Managing interfaces with suppliers. Industrial Marketing Management, 28, 497506.

Araujo & Spring (2006) Araujo, L. , & Spring, M. (2006). Services, products, and the institutional structure of production. Industrial Marketing Management, 35, 797805.

Araujo & Spring (2011) Araujo, L. , & Spring, M. (2011). Complex performance, process modularity and the spatial configuration of production. In N. Caldwell, & M. Howard (Eds.), Procuring Complex Performance:Studies of innovation in Product-Service Management. Taylor & Francis.

Avlonitis & Panagopoulos (2005) Avlonitis, G. J. , & Panagopoulos, N. G. (2005). Antecedents and consequences of CRM technology acceptance in the sales force. Industrial Marketing Management, 34, 355368.

Axelsson (2008) Axelsson, B. (2008). Inköp – en underskattad källa till särskiljande. I Mattsson (red.) Marknadsorientering – myter och verklighet. Lund: Liber.

Axelsson (2010) Axelsson, B. (2010). Business relationships and networks: Reflections on the IMP tradition. IMP Journal, 1(4), 330.

Axelsson & Agndal (2012) Axelsson, B. , & Agndal, H. (2012). Professional marketing (1st ed.). Lund: Studentlitteratur.

Axelsson & Baraldi (2013) Axelsson, B. , & Baraldi, E. (2013). Supply chain management. In C. Harland et al. (Eds.) Handbook in purchasing and supply management. London, UK: Palgrave.

Axelsson & Easton (1995) Axelsson, B. , & Easton, G. (1995). Industrial networks. A new view of reality. Wiley International. Reprinted in the publishers classic series in 2016.

Axelsson & Huang (2014) Axelsson, B. , & Huang, L. (2014). Den svåra vägen från produkt till integrerad lösning: Är inköp den felande länken!? In P. Andersson , B. Axelsson , & C. Rosenqvist (Eds.), Det mogna tjänstesamhällets förnyelse. Lund: Studentlitteratur.

Axelsson, Rozemeijer, & Wynstra (2005) Axelsson, B. , Rozemeijer, F. , & Wynstra, F. (2005). Exploring change issues in strategic sourcing. In B. Axelsson , F. Rozemeijer , & F. Wynstra (Eds.), Developing sourcing capabilities (pp. 1531). Chichester: John Wiley & Sons.

Axelsson & Torvatn (2017) Axelsson, B. , & Torvatn, T. (2017). Public purchasing in an interactive world. In H. Håkansson & I. Snehota (Eds.), No business is an island: Making sense of the interactive business world. London: Emerald Publishing Limited.

Axelsson, Wynstra, & Rozemeijer (2005) Axelsson, B. , Wynstra, F. , & Rozemeijer, F. (2005). Developing sourcing capabilities – From insight to strategic change (1st ed.). Chichester: John Wiley & Sons.

Ballantyne & Aitken (2007) Ballantyne, D. , & Aitken, R. (2007). Branding in B2B markets: Insights from the service-dominant logic of marketing. Journal of Business and Industrial Marketing, 22(6), 363371.

Baraldi (2003) Baraldi, E. (2003). When information technology faces resource interaction: Using IT tools to handle products at IKEA and Edsbyn. Doctoral thesis, Uppsala University.

Baraldi, Gressetvold, & Harrison (2012) Baraldi, E. , Gressetvold, E. , & Harrison, D. (2012). Resource interaction in inter-organizational networks: Foundations, comparison, and a research agenda. Journal of Business Research, 65(2), 266276.

Baraldi & Lind (2017) Baraldi, E. , & Lind, J. (2017). Value measuring and value appropriation in business networks. In H. Håkansson & I. Snehota (Eds.), No business is an island: Making sense of the interactive business world. London: Emerald Publishing Limited.

Baraldi & Strömsten (2006) Baraldi, E. , & Strömsten, T. (2006). Embedding, producing and using low weight: Value creation and the role of the configuration of resource interfaces in the networks around Holmen’s newsprint and IKEA’s Lack table. IMP Journal, 1(1), 3970.

Baraldi & Strömsten (2008) Baraldi, E. , & Strömsten, T. (2008). Configurations and control of resource interfaces in industrial networks. Advances in Business Marketing and Purchasing, 14, 251316.

Bass (1998) Bass, B. M. (1998). Transformational leadership: Industry, military, and educational impact. Mahwah, NJ: Erlbaum.

Baumgartner (2009) Baumgartner, C. (2009). Brand orientation of museums: Model and empirical results. International Journal of Arts Management, 11(3), 3085.

Baumgartner, Hatami, & Vander Ark (2012) Baumgartner, T. , Hatami, H. , & Vander Ark, J. (2012). Sales growth: Five proven strategies from the world’s sales leaders. Hoboken, NJ: John Wiley & Sons.

Baveja, Gilbert, & Ledingham (2004) Baveja, S. Gilbert, J. , & Ledingham, D. (2004). From products to services: Why it’s not so simple. Harvard Management Update, 9(4), 35.

Bazerman & Neale (1992) Bazerman, M. H. , & Neale, M. A. (1992). Negotiating rationally. New York, NY: Free Press.

Benson (1977) Benson, K. J. (1977). Organizations: A dialectical view. Administrative Science Quarterly, 22(March), 121.

Berger & Luckmann (1966) Berger, P. L. , & Luckmann, T. (1966). The social construction of reality: A treatise in the sociology of knowledge. Garden City, NY: Anchor Books.

Berinto (2014) Berinto, S. (2014). A Framework for understanding VUCA. Harvard Business Review, January-February.

Beverland, Farrelly, & Lindgreen (2010) Beverland, M. , Farrelly, F. , & Lindgreen, A. (2010). From strategy to tactics: Building, implementing, and managing brand equity in business markets. Industrial Marketing Management, 39(8), 12231225.

Beverland, Lindgreen, & Napoli (2007) Beverland, M. , Lindgreen, A. , & Napoli, J. (2007). Industrial global brand leadership: A capabilities view. Industrial Marketing Management, 36, 10821093.

Beverland & Napoli (2007) Beverland, M. , & Napoli, J. (2007). Branding the business marketing offer: Exploring brand attributes in business markets. Journal of Business & Industrial Marketing, 22(6), 394399.

Beverland & Lindgreen (2007) Beverland, M. B. , & Lindgreen, A. (2007). Implementing market orientation in industrial firms: A multiple case study. Industrial Marketing Management, 36(4), 430442.

Biemans, Makovec Brencic, & Malshe (2010) Biemans, W. G. , Makovec Brencic, M. , & Malshe, A. (2010). Marketing-sales interface configurations in B2B firms. Industrial Marketing Management, 39, 183194.

Blocker, Cannon, Panagopoulos, & Sager (2012) Blocker, C. P. , Cannon, J. P. , Panagopoulos, N. G. , & Sager, J. K. (2012). The role of the sales force in value creation and appropriation: New directions for research. Journal of Personal Selling and Sales Management, 32(1), 1527.

Blombäck & Axelsson (2007) Blombäck, A. , & Axelsson, B. (2007). The role of corporate brand image in the selection of new subcontractors. Journal of Business and Industrial Marketing, 22(6), 418430.

Bohm & Peat (2000) Bohm, D. , & Peat, D. (2000). Science, order and creativity (2nd ed.). New York, NY: Routledge.

Bourgeois (1985) Bourgeois, L. J. (1985). Strategic goals, environmental uncertainty, and economic performance in volatile environment. Academy of Management Journal, 28(3), 548573.

Boyd, Russ, Keller, & Pascetta (2004) Boyd, L. , Russ, E. , Keller, A. , & Pascetta, K. (2004). Marketing organization should parallel firm organization. CPA Marketing Report, 24(5), 3.

Bradford, Challagalla, Hunter, & Moncrief (2012) Bradford, K. , Challagalla, G. , Hunter, G. , & Moncrief, W. (2012). Strategic account management: Conceptualizing, integrating, and extending the domain from fluid to dedicated accounts. Journal of Personal Selling & Sales Management, 32(1), 4156.

Broughton (2012) Broughton, P. D. (2012). The art of the sale: Learning from the masters about the business of life. New York, NY: The Penguin Press.

Brown, Evans, Mantrala, & Challagalla (2005) Brown, S. P. , Evans, K. R. , Mantrala, M. K. , & Challagalla, G. (2005). Adaptation motivation, control, and compensation research to a new environment. Journal of Personal Selling & Sales Management, 25(2), 155167.

Brunsson (1986) Brunsson, N. (1986). Organizing for inconsistencies: On organizational conflict, depression and hypocrisy as substitutes for action. Scandinavian Journal of Management Studies, 2(3/4), 165185.

Brynjolfsson & Saunders (2010) Brynjolfsson, E. , & Saunders, A. (2010). Wired for innovation: How information technology is reshaping the economy. Cambridge, MA: MIT Press.

Bucklin (1970) Bucklin, L. P. (Ed.). (1970). Vertical marketing systems. Glenview, IL: Scott Foresman.

Bull (2003) Bull, C. (2003). Strategic issues in customer management relationship (CRM) implementation. Business Process Management Journal, 9(5), 592602.

Burns (1978) Burns, J. M. (1978). Leadership. New York, NY. Harper & Row.

Burt (1992) Burt, R. S. (1992). Structural holes: The social structure of competition. Cambridge, MA: Harward University Press.

Bycio, Hackett, & Allen (1995) Bycio, P. , Hackett, R. D. , & Allen, J. S. (1995). Further assessments of Bass’ conceptualization of transactional and transformational leadership. Journal of Applied Psychology, 80, 468478.

Carlsson (2015) Carlsson, M. (2015). Category management. Lessons learnt from Ikea. London: Kogan Publishing.

Carr (2004) Carr, N. G. (2004). Does IT matter? Information technology and the corrosion of competitive advantage. Boston, MA: Harvard Business School Press.

Carson (1968) Carson, D. (1968). Marketing organization in British manufacturing firms. Journal of Marketing, 32(2), 3439.

Cederlund (2015) Cederlund, C. (2015). Managing meaning in complex business networks. Industrial Marketing Management, 48, 89100.

Cezpedes (1988) Cezpedes, A. (1988). Aspects of marketing organization: An introduction. Harvard Business School.

Child (2005) Child, J. (2005). Organization. Contemporary principles and practice. Oxford: Blackwell Publishing.

Christensen & Bower (1996) Christensen, C. , & Bower, J. (1996). Customer power, strategic investment, and the failure of leading firms. Strategic Management Journal, 17(3), 197218.

Clark, Key, Hodis, & Rajaratnam (2014) Clark, T. , Key, T. M. , Hodis, M. , & Rajaratnam, D. (2014). The intellectual ecology of mainstream marketing research: An inquiry into the place of marketing in the family of business disciplines. Journal of the Academy of Marketing Science, 42(3), 223241.

Colgate & Smith (2014) Colgate, M. , & Smith, J. B. (2014). Customer value creation: A practical framework. Journal of Marketing Theory and Practice, Winter 15, 117.

Collins & Porras (1998) Collins, J. , & Porras, J. (1998). Built to last. London: Century Business Books.

Comstock, Gulati, & Liguori (2010) Comstock, B. , Gulati, R. , & Liguori, S. (2010). Unleashing the power of marketing. Harvard Business Review, 88(10), 9098.

Cook & Emerson (1978) Cook, K. , & Emerson, R. M. (1978). Non-exchange relations in networks. American Sociological Review, 43, 721739.

Corbin & Strauss (2008) Corbin, J. , & Strauss, A. (2008). Basics of qualitative research. USA: Sage.

Costello (2000) Costello, N. (2000). Stability and change in high-tech enterprises: Organisational practices and routines. London: Routledge.

Cravens, Le Meunier-FitzHugh, & Piercy (2012) Cravens, D. W. , Le Meunier-FitzHugh, K. , & Piercy, N. (2012). The Oxford handbook of strategic sales and sales management. Oxford: Oxford University Press.

Cusamano (2010) Cusamano, M. (2010). The evolution of platform thinking. Communications of the ACM, 53(1), 3234.

Cusumano & Gawer (2002) Cusumano, M. A. , & Gawer, A. (2002). The elements of platform leadership. MIT Sloan Management Review, 43(3), 5158.

Davies, Brady, & Hobday (2006) Davies, A. , Brady, T. , & Hobday, M. (2006). Charting a path toward integrated solutions. MIT Sloan Management Review, 47(3), 3948.

Dagspressens Ekonomi (2010) Dagspressens Ekonomi (2010). Tvåtidningsorterna, Mart Ots Högskolan i Jönköping.

Day (1994) Day, G. S. (1994). The capabilities of market-driven organizations. Journal of Marketing, 58(4), 3753.

Day (1997) Day, G. (1997). The capabilities of market-driven organizations. Journal of Marketing, 58(October), 3752.

Day (2011) Day, G. S. (2011). Closing the marketing Capabilities Gap. Journal of Marketing, 75, 183195.

Day & Moorman (2010) Day, G. , & Moorman, C. (2010). Strategy from the outside-in: Profiting from customer value. New York, NY: McGraw-Hill.

Day & Wensley (1988) Day, G. , & Wensley, R. (1988). Assessing advantage: A framework for diagnosing competitive superiority. Journal of Marketing, 52(April), 120.

Desphandé, Farley, & Webster (1993) Desphandé, R. , Farley, J. U. , & Webster, F. E., Jr. (1993). Corporate culture, customer orientation, and innovativeness in Japanese firms: A quadrad analysis. Journal of Marketing, 57(1), 2337.

Donaldsson (2001) Donaldsson, L. (2001). The contingency theory of organizations. Thousand Oaks, CA: Sage Publications.

Doty & Glick (1994) Doty, D. H. , & Glick, W. H. (1994). Typologies as a unique form of theory building: Toward improved understanding and modelling. Academy of Management Review, 19(2), 230251.

Drucker (1954) Drucker, P. (1954). The practice of management. Harper & Row, NY: Harper Collins Publications.

Duncan (1976) Duncan, R. B. (1976). The ambidextrous organization: Designing dual structures for innovation. In R. H. Kilmann , L. R. Pondy , & D. P. Slevin (Eds.), The management of organization design. Volume I: Strategies and implementation (pp. 167188). New York, NY: Elsevier North-Holland.

Edelman & Singer (2015) Edelman, D. , & Heller, J. (2015). How digital marketing operations can transform business. McKinsey Digital Report (July 2015). McKinsey .

Edelman & Singer (2015) Edelman, D. C. , & Singer, M. (2015). Competing on customer journeys: You have to create new value at every step. Harvard Business Review, 93(11), 8898.

Edvardsson (1997) Edvardsson, B. (1997). Quality in new service development – Key concepts and a frame of reference. International Journal of Production Economics, 52, 3146.

Ellis & Ybema (2010) Ellis, N. , & Ybema, S. (2010). Marketing identities: Shifting circles of identification in inter-organizational relationships. Organization Studies, 31, 279305.

Eoyang (2015) Eoyang, G. H. (2015). Complexity and the dynamics of organizational change. In P. Allen , S. Maguire , & B. McKelvey (Eds.), The Sage handbook of complexity and management (pp. 317332). Thousand Oaks, CA: Sage.

Ewing & Napoli (2005) Ewing, M. T. , & Napoli, J. (2005). Developing and validating a multi-dimensional nonprofit brand orientation scale. Journal of Business Research, 58(6), 841853.

Farjoun (2010) Farjoun, M. (2010). Beyond dualism: Stability and change as a duality. Academy of Management Review, 35(2), 202225.

Felton (1959) Felton, A. P. (1959). Making the marketing concept work. Harvard Business Review, 37, 5565.

Ferreira, Proença, Spencer, & Cova (2013) Ferreira, F. , Proença, J. F. , Spencer, R. , & Cova, B. (2013). The transition from products to solutions: External business model fit and dynamics. Industrial Marketing Management, 42(7), 10931101.

Finnegan & Curie (2010) Finnegan, D. J. , & Curie, W. L. (2010). A multi-layered approach to CRM implementation: An integration perspective. European Management Journal, 28, 153167.

Fiske (2011) Fiske, J. (2011). Introduction to communication studies (3rd ed.). London: Routledge.

Foote, Galbraith, Hope, & Miller (2001) Foote, N. W. , Galbraith, J. , Hope, Q. , & Miller, D. (2001). Making solutions the answer. McKinsey Quarterly, 38(3), 8493.

Ford (2011) Ford, D. (2011). IMP and service-dominant logic: Divergence, convergence and development. Industrial Marketing Management, 40(2), 231239.

Ford et al. (2006) Ford, D. , Gadde, L-E. , Håkansson, H. , & Snehota, I. (2006). The business marketing course. Managing in complex networks (2nd ed.). Chichester: John Wiley & Sons.

Ford & Håkansson (2006) Ford, D. , & Håkansson, H. (2006). IMP – Some things achieved: Much more to do. European Journal of Marketing, 40(3/4), 248258.

Ford & Redwood (2005) Ford, D. , & Redwood, M. (2005). Making sense of network dynamics through network pictures: A longitudinal case study. Industrial Marketing Management, 34, 648657.

Ramos, Vittal, Burris, & Reiss-Davis (2009) Ramos, L. , Vittal, S. , Burris, P. , & Reiss-Davis, Z. (Eds.) (2009, September 22). B2B lead management automation market overview: Multiple vendor choices and confusing claims slow adoption. Forrester Inc.

Friedman (2004) Friedman, W. A. (2004). Birth of a salesman. The transformation of selling in America. Boston, MA: Harvard University Press.

Gadde, Huemer, & Håkansson (2003) Gadde, L.-E. , Huemer, L. , & Håkansson, H. (2003). Strategizing in industrial networks. Industrial Marketing Management, 32(5), 357364.

Gadde & Wynstra (2017) Gadde, L.-E. , & Wynstra, F. (2017). Purchasing and supply management: On strategic roles and supplier interfaces. In H. Håkansson & I. Snehota (Eds.), No business is an island: Making sense of the interactive business world. London: Emerald Publishing Limited.

Galbraith (2002) Galbraith, J. R. (2002). Organizing to deliver solutions. Organizational Dynamics, 31(2), 194207.

GE (2014) GE . (2014). GE Annual Report 2013. General Electric.

Gilbert (2005) Gilbert, C. (2005). Unbundling the structure of inertia: Resource versus routine rigidity. Academy of Management Journal, 48, 741763.

Gioia & Chittipeddi (1991) Gioia, D. A. , & Chittipeddi, K. (1991). Sensemaking and sensegiving in strategic change initiation. Strategic Management Journal, 12(6), 433448.

Glaser (1978) Glaser, B. G. (1978). Theoretical sensitivity. Mill Valley, CA: Sociology Press.

Glaser (1998) Glaser, B. G. (1998). Doing grounded theory: Issues and discussion. Mill Valley, CA: Sociology Press.

Glaser (2001) Glaser, B. G. (2001). The grounded theory perspective: Conceptualization contrasted with description. Mill Valley, CA: Sociology Press.

Glaser (2007) Glaser, B. G. (2007). Doing formal grounded theory: A proposal. Mill Valley, CA: Sociology Press.

Gordon & Perrey (2015) Gordon, J. , & Perrey, J. (2015). The dawn of marketing’s new golden age. McKinsey Digital Report (Feb 2015). McKinsey.

Granowetter (1973) Granowetter, M. (1973). The strength of weak ties. American Journal of Sociology, 78(6), (May), 13601380.

Greenberg & Folger (1983) Greenberg, J. , & Folger, R. (1983). Procedural justice, participation, and the fair process effect in groups and organizations. In P. B. Paulus (Ed.), Basic group processes (pp. 235256). New York, NY: Springer-Verlag.

Greyser (1997) Greyser, S. A. (1997). Janus and marketing: The past, present, and prospective future of marketing. In D. R. Lehmann & K. E. Jocz (Eds.), Reflections on the futures of marketing: Practice and education. Cambridge, MA: Marketing Science Institute.

Griffin & Hauser (1996) Griffin, A. , & Hauser, J. R. (1996). Integrating R&D and marketing: A review and analysis of the literature. Journal of Product Innovation Management, 13, 191215.

Gromark & Melin (2005) Gromark, J. , & Melin, F. (2005). Brand orientation index – A research project on brand orientation and profitability in Sweden’s 500 largest companies. Göteborg: Label.

Gromark & Melin (2011) Gromark, J. , & Melin, F. (2011). The underlying dimensions of brand orientation and its impact on financial performance. Journal of Brand Management, 18(6), 394411.

Gromark & Melin (2013) Gromark, J. , & Melin, F. (2013). From market orientation to brand orientation in the public sector. Journal of Marketing Management, 29(9–10), 10991123.

Grönroos (2006) Grönroos, C. (2006). On defining marketing: Finding a new roadmap for marketing. Marketing Theory, 6(4), 395417.

Grönroos (2008) Grönroos, C. (2008). Service logic revisited: Who creates value? And who co-creates? European Business Review, 20(4), 298314.

Grönroos (2011) Grönroos, C. (2011). A service perspective on business relationships: The value creation, interaction and marketing interface. Industrial Marketing Management, 40, 240247.

Gulati (2007) Gulati, R. (2007). Silo busting: How to execute on the promise of the customer focus. Harvard Business Review, 85(5), 98108.

Gulati (2009) Gulati, R. (2009). Reorganize for resilience: Putting customers at the center of your business. Cambridge, MA: Harvard Business Press.

Gulati, Nohria, & Zaheer (2000) Gulati, R. , Nohria, N. , & Zaheer, A. (2000). Strategic networks. Strategic Management Journal, 21, 203215.

Haas, Snehota, & Corsaro (2012) Haas, A. , Snehota, I. , & Corsaro, D. (2012). Creating value in business relationships: The role of sales. Industrial Marketing Management, 41, 94105.

Hakanen & Jaakkola (2012) Hakanen, T. , & Jaakkola, E. (2012). Co-creating customer-focused solutions within business networks: A service perspective. Journal of Service Management, 23(4), 595611.

Hall & Johnson (2009) Hall, J. M. , & Johnson, M. E. (2009). When should a process be art, not science? Harvard Business Review, 87(3), 5865.

Hamel & Prahalad (1989) Hamel, G. , & Prahalad, C. K. (1989). Strategic intent. Harvard Business Review, 67(3), 6376.

Harris & Ogbonna (2003) Harris, L. C. , & Ogbonna, E. (2003). The organization of marketing: A study of decentralized, devolved and dispersed marketing activity. Journal of Management Studies, 40(2), 483512.

Hedlund & Ridderstråle (1995) Hedlund, G. , & Ridderstråle, J. (1995). International development projects – Key to competitiveness, impossible, or mismanaged? International Studies of Management and Organization, 25(1–2), 158184.

Hedlund & Ridderstråle (1997) Hedlund, G. , & Ridderstråle, J. (1997). Toward a theory of the self-renewing MNC. In B. Toyne & D. Nigh (Eds.), International business: An emerging vision (pp. 329354). Columbia, SC: University of South Carolina Press.

Heisenberg (1971) Heisenberg, W. (1971). Physics and beyond – Encounters and conversations. New York: Harper & Row, Publishers Inc.

Henders (1992) Henders, B. (1992). Perceptions of position in industrial networks. Diss Uppsala University, Department of Business Studies.

Hernes (1970) Hernes, G. (1970). Structural change in social processes. American Journal of Sociology, 3, 515545, 1982. Part-whole relations in economic systems is discussed in: Commons, J.R., The economics of collective action. Madison: University of Wisconsin Press.

Hernes (1976) Hernes, G. (1976). Structural change in social processes. American Journal of Sociology, 82(November), 513545.

Hessel (2014) Hessel, I. (2014). Organising purchasing and supply management across company boundaries. PhD thesis, Chalmers.

Hise (1965) Hise, R. T. (1965). Have manufacturing firms adopted the marketing concept? Journal of Marketing, July, 912.

Homburg & Bucerius (2005) Homburg, C. , & Bucerius, M. (2005). A marketing perspective on mergers and acquisitions: How marketing integration affects postmerger performance. Journal of Marketing, 69(1), 95113.

Homburg & Jensen (2007) Homburg, C. , & Jensen, O. (2007). The thought worlds of marketing and sales: Which differences make a difference? Journal of Marketing, 71, 124142.

Homburg, Jensen, & Hahn (2012) Homburg, C. , Jensen, O. , & Hahn, A. (2012). How to organize pricing? Vertical delegation and horizontal dispersion of pricing authority. Journal of Marketing, 76(9), 4969.

Homburg, Jensen, & Krohmer (2008) Homburg, C. , Jensen, O. , & Krohmer, H. (2008). Configurations of marketing and sales: A taxonomy. Journal of Marketing, 72(2), 133154.

Homburg, Muller, & Klarmann (2011) Homburg, C. Muller, M. , & Klarmann, M. (2011). When should the customer really be king? On the optimum level of salesperson customer orientation in sales encounters. Journal of Marketing, 75, 5574.

Homburg, Workman, & Jensen (2000) Homburg, C. , Workman, J. P. , & Jensen, O. (2000). Fundamental changes in marketing organization: The movement toward a customer-focused organizational structure. Journal of the Academy of Marketing Science, 28(4), 459478.

Homburg, Workman, & Jensen (2002) Homburg, C. , Workman, J. P. Jr. , & Jensen, O. (2002). A configurational perspective on key account management. Journal of Marketing, 66, 3860.

Homburg, Workman, & Krohner (1999) Homburg, C. , Workman, J. P. Jr. , & Krohner, H. (1999). Marketing’s influence within the firm. Journal of Marketing, 63, 117.

Homburg, Workman, & Jensen (2000) Homburg, E. , Workman, J. P. , & Jensen, O. (2000). Fundamental changes in marketing organization: The movement toward a customer- focused organizational structure. Journal of the Academy of Marketing Science, 28(4), 459478.

Hult (2011) Hult, T. (2011). Toward a theory of the boundary-spanning marketing organization and insights from 31 organization theories. Journal of the Academy of Marketing Science, 39, 509536.

Hunter & Perreault (2007) Hunter, G. K. , & Perreault, W. D. (2007). Making sales technology effective. Journal of Marketing, 71(1), 1634.

Håkansson (1982) Håkansson, H. (Ed.). (1982). International marketing and purchasing of industrial goods: An interaction approach. London: Wiley International.

Håkansson (1987) Håkansson, H. (Ed.). (1987). Industrial technological development. A network approach. London: Croom Helm.

Håkansson (1987) Håkansson, H. (1987). Technological innovation through interaction (Chapter 1), and product development in networks (Chapter 3). In H. Håkansson (Ed.), Industrial technological development – A network approach. London: Croom Helm.

Håkansson & Ford (2002) Håkansson, H. , & Ford, D. (2002). How should companies interact in business networks? Journal of Business Research, 55(2), 133139.

Håkansson, Ford, Gadde, Snehota, & Waluszewski (2009) Håkansson, H. , Ford, D. , Gadde, L.-E. , Snehota, I. , & Waluszewski, A. (2009). Business in networks. Chichester: John Wiley & Sons.

Håkansson & Johanson (1993) Håkansson, H. , & Johanson, J. (1993). Industrial functions of business relationships. In S. T. Cavusgil & D. D. Sharma (Eds.), Industrial networks, Advances in International Marketing (Vol. 5, pp. 1329). Greenwich, CT: JAI Press.

Håkansson & Olsen (2015) Håkansson, H. , & Olsen, P. I. (2015). The roles of money and business deals in networks. Industrial Marketing Management, 75, 207217.

Håkansson & Snehota (1995) Håkansson, H. , & Snehota, I. (Eds.). (1995). Developing relationships in business networks. Londres: Routledge.

Håkansson & Snehota (1995) Håkansson, H. , & Snehota, I. (1995). Resource ties. In H. Håkansson & I. Snehota (Eds.), Developing relationships in business networks. London: Routledge.

Håkansson & Snehota (2017) Håkansson, H. , & Snehota, I. (Eds.). (2017). No business is an island: Making sense of the interactive business world. London: Emerald Publishing Limited.

Håkansson & Waluszewski (2002) Håkansson, H. , & Waluszewski, A. (2002). Path dependence: Restricting or facilitating technical development? Journal of Business Research, 55(7), 561570.

Håkansson & Waluszewski (2013) Håkansson, H. , & Waluszewski, A. (2013). A never ending story-Interaction patterns and economic development. Industrial Marketing Management, 42(3), 443454.

Håkansson & Östberg (1975) Håkansson, H. , & Östberg, C. (1975). Industrial marketing: An organizational problem? Industrial Marketing Management, 4, 113123.

Ingram, LaForge, Locander, MacKezie, & Podaskoff (2005) Ingram, T. N. , LaForge, R. W. , Locander, W. B. , MacKezie, s. B. , & Podaskoff, P. (2005). New directions in sales leadership research. Journal of Personal Selling & Sales Management, 25(2), 137154.

Ivens, Pardo, Salle, & Cova (2009) Ivens, B. S. , Pardo, C. , Salle, R. , & Cova, B. (2009). Relationship keyness: The underlying concept for different forms of key relationship management. Industrial Marketing Management, 38(5), 513519.

Jaworski (2011) Jaworski, B. J. (2011). On managerial relevance. Journal of Marketing, 75, 211224.

Jaworski & Kohli (1993) Jaworski, B. J. , & Kohli, A. K. (1993). Market orientation: Antecedents and consequences. Journal of Marketing, 57(July), 5370.

Jaworski, Kohli, & Sahay (2000) Jaworski, B. , Kohli, A. K. , & Sahay, A. (2000). Market-driven versus driving markets. Journal of the Academy of Marketing Science, 28(1), 4554.

Johansson, Krishnamurthy, & Schlissberg (2003) Johansson, J. E. , Krishnamurthy, C. , & Schlissberg, H. E. (2003). Solving the solutions problem. McKinsey Quarterly, 3, 116125.

Johanson & Mattsson (2005) Johanson, J. , & Mattsson, L.-G. (2005). Discovering market net-works. European Journal of Marketing, 40(3–4), 259274.

Joshi (2009) Joshi, A. W. (2009). Continuous supplier performance improvement: Effects of collaborative communication and control. Journal of Marketing, 73, 133150.

Jönsson (2008) Jönsson, K. (2008). Sales management in a globalized market: The case of ABB robotics. Case used for teaching purposes at Stockholm School of Economics.

Kahn & Mentzer (1998) Kahn, K. B. , & Mentzer, J. T. (1998). Marketing’s integration with other departments. Journal of Business Research, 42, 5362.

Kalwani & Narayandas (1995) Kalwani, M. U. , & Narayandas, N. (1995). Long-term manufacturer-supplier relationships: Do they pay off for supplier firms? Journal of Marketing, 59(January), 116.

Kalyanam & Surinder (2009) Kalyanam, K. , & Surinder, B. (2009). From volume to value: Managing the value-add reseller channel at Cisco Systems. California Management Review, 52(1), 94119.

Katz & Kahn (1978) Katz, D. , & Kahn, R. L. (1978). The social psychology of organizations (2nd ed.). New York, NY: Wiley.

Kauppila (2010) Kauppila, O.-P. (2010). Creating ambidexterity by integrating and balancing structurally separate interorganizational partnerships. Strategic Organization, 8(4), 283312.

Kemp (2009) Kemp, M. B. (2009). Marketing mandate: Connect the dots. Forrester Research, (December 14).

Ketchen & Hult (2011) Ketchen, D. J. Jr. , & Hult, T. (2011). Marketing and organization theory: Opportunities, for synergy. Journal of the Academy of Marketing Science, 39, 481483.

Kim, Charron, Joseph, & Gates (2006) Kim, P. , Charron, C. , Joseph, J. , & Gates, F. L. (2006). Reinventing the marketing organization. New York, NY: Forrester Big Idea. Forrester Research, Inc.

Kindström & Kowalkowski (2009) Kindström, D. , & Kowalkowski, C. (2009). Development of industrial service offerings: A process framework. Journal of Service Management, 20(2), 156172.

Klein (2003) Klein, D. (2003). Disintegrated marketing. Harvard Business Review, 81(3), 1819.

Kohli & Jaworski (1990) Kohli, A. , & Jaworski, J. (1990). Market orientation: The construct, research propositions, and managerial implications. Journal of Marketing, 54(2), 118.

Kotler (1988) Kotler, P. (1988). Marketing management: Analysis, planning, implementation, and control (6th ed.). Englewood Cliffs, NJ: Prentice-Hall.

Kotler & Pfoertsch (2007) Kotler, P. , & Pfoertsch, W. (2007). Being known or being one of many: The need for brand management for business-to-business (B2B) companies. Journal of Business & Industrial Marketing, 22(6), 357362.

Kotler, Rackham, & Krishnaswamy (2006) Kotler, P. , Rackham, N. , & Krishnaswamy, S. (2006). Ending the war between sales & marketing. Harvard Business Review, 84(7–8), 6878.

Kotter (1996) Kotter, J. (1996). Leading change. Boston, MA: Harvard Business School Publishing.

Kraljic (1983) Kraljic, P. (1983). Purchasing must become supply management. Harvard Business Review, 61(5), 109117.

Laage- Hellman (1989) Laage- Hellman, J. (1989). Technological development in industrial networks. Acta Universi-tatis Upsaliensis. No 16. Uppsala Universitet.

Laing & McKee (2000) Laing, A. W. , & McKee, L. (2000). Structuring the marketing function in complex professional service organizations. European Journal of Marketing, 34(5/6), 576598.

Langley, Smallman, Tsoukas, & Van de ven (2013) Langley, A. , Smallman, C. , Tsoukas, H. , & Van de ven, A. (2013). Process studies of change in organization and management: Unveiling temporality, activity, and below. Academy of Management Journal, 56(1), 113.

Laurin (2012) Laurin, E. (2012). Strategi och uthållighet. In P. Andesson , B. Axelsson , & C. Rosenqvist (Eds.), Det mogna tjänstesamhällets förnyelse (pp. 191213). Lund: Studentlitteratur.

Laurin (2017) Laurin, E. (2017). Box Paradox. How key account management contributes to business model innovation. Doctoral dissertation, Stockholm School of Economics.

Ledingham, Kovac, & Locke Simon (2006) Ledingham, D. , Kovac, M. , & Locke Simon, H. (2006). The new science of sales force productivity. Harvard Business Review, 84(9), 124133.

Le Meunier-FitzHugh & Piercy (2009) Le Meunier-FitzHugh, K. , & Piercy, N. F. (2009). Drivers of sales and marketing collaboration in business-to-business selling organizations. Journal of Marketing Management, 25(5–6), 611633.

Leonard & Rayport (1997) Leonard, D. , & Rayport, J. F. (1997). Spark innovation through emphatic design. Harvard Business Review, 75(6), 102113.

Liebowitz & Margolis (1995) Liebowitz, S. J. , & Margolis, S. E. (1995). Path dependence, lock-in, and history. Journal of Law, Economics and Organization, 11(1), 205226.

Liker & Choi (2004) Liker, J. K. , & Choi, T. Y. (2004). Building deep supplier relationships. Harvard Business Review, 82(12), 104113.

Linder & Cantrell (2000) Linder, J. , & Cantrell, S. (2000, May 24). Changing business models: Surveying the landscape. Working paper. Accenture Institute for Strategic Change.

Maltz & Kohli (2000) Maltz, E. , & Kohli, A. K. (2000). Reducing marketing’s conflict with other functions: The differential effects of integrating mechanisms. Journal of the Academy of Marketing Science, 28(4), 479492.

March (1988) March, J. G. (1988). Decisions and organizations. Oxford: Basil Blackwell.

March (1991) March, J. G. (1991). Exploration and exploitation in organizational learning. Organization Science, 2(1), 7187.

Markides & Charitou (2013) Markides, C. , & Charitou, C. D. (2013). Competing with dual business models: A contingency approach. Academy of Management Executive, 18(3), 2236.

Mattsson (1969) Mattsson, L.-G. (1969). Integration and efficiency in marketing systems. Stockholm: Economic Research Institute.

Mattsson (1973) Mattsson, L.-G. (1973). Systems selling as a strategy on industrial markets. Industrial Marketing Management, 3(2), 107120.

McCulloch (1945) McCulloch, W. S. (1945). A heterarchy of values determined by the topology of nervous nets. The Bulletin of Mathematical Biophysics, 7(2), 8993.

McGovern & Quelch (2005) McGovern, G. , & Quelch, J. (2005). Outsourcing marketing. Harvard Business Review, 83(3), 12.

Miao, Evans, & Zou (2007) Miao, C. F. , Evans, K. R. , & Zou, S. (2007). The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited. Journal of Business Research, 60, 417425.

Miles, Snow, Meyer, & Coleman (1978) Miles, R. E. , Snow, C. C. , Meyer, A. D. , & Coleman, H. J. (1978). Organizational strategy, structure, and process. The Academy of Management Review, 3, 546562.

Miller, Hope, Eisenstat, Foote, & Galbraith (2002) Miller, D. Hope, Q. , Eisenstat, R. , Foote, N. , & Galbraith, J. (2002). The problem of solutions: Balancing clients and capabilities. Business Horizons, 45(2), 312.

Mintzberg (1990) Mintzberg, H. (1990). The manager’s job: Folklore and fact. Harvard Business Review, 68(2), 163176.

Moncrief & Marshall (2005) Moncrief, W. C. , & Marshall, G. W. (2005). The evolution of the seven steps of selling. Industrial Marketing Management, 34, 1322.

Monczka, Blascovich, Markham, Parker, & Slaight (2010) Monczka, Ph. D. , Blascovich, J. D. , Markham, W. J. , Parker, L. , & Slaight, T. H. (2010). Value focused supply: Linking supply to competitive business strategies. Tempe, AZ: CAPS Research and A. T. Kearney, Inc.

Narver & Slater (1990) Narver, J. C. , & Slater, S. F. (1990). The effect of a market orientation on business profitability. Journal of Marketing, 54(4), 2035.

Naudé, Mouzas, & Henneberg (2004) Naudé, P. , Mouzas, S. , & Henneberg, S. (2004). Network pictures – Concepts and representations. Paper presented at the IMP - conference in Copenhagen.

NET Multi-media department (2011) NET Multi-media department . (2011). Project report: Smart Area Management.

Nordin & Kowalkowski (2010) Nordin, F. , & Kowalkowski, C. (2010). Solutions offerings: A critical review and reconceptualisation. Journal of Service Management, 21(4), 441459.

O´Brien (2015) O´Brien, J. (2015). Category management in purchasing (3rd ed.). Kogan Publ.

Obstfeld (2005) Obstfeld, D. (2005). Social networks, the tertius lungens orientation, and involvement in innovation. Administrative Science Quarterly, 50(1), 100130.

Olson, Slater, & Hult (2005) Olson, E. M. , Slater, S. F. , & Hult, T. M. (2005). The performance implications of fit among business strategy, marketing organization structure and strategic behavior. Journal of Marketing, 69(3), 4965.

O’Reilly & Tushman (2004) O’Reilly, C. A. III , & Tushman, M. L. (2004). The ambidextrous organization. Harvard Business Review, 82(4), 7481.

O’Reilly & Tushman (2013) O’Reilly, C. A. III , & Tushman, M. L. (2013). Organizational ambidexterity: Past, present and future. Academy of Management Perspectives, 27, 324338.

Osowski (2013) Osowski, D. (2013). From illusiveness to genuineness: Routines, trading zones, tools and emotions in sales work. Department of Business Studies, Uppsala University, Uppsala.

Osowski & Lindvall (2013) Osowski, D. , & Lindvall, J. (2013). Determination and freedom in IT-embedded routines - IT artifacts, routines and emotions as the utterance of path dependency. Paper presented at the European Group for Organizational Studies (EGOS).

Panagopoulus & Dimitriadis (2009) Panagopoulus, N. , & Dimitriadis, S. (2009). Transformational leadership as a mediator of the relationship between behaviour-based control and sales people’s key outcomes. European Journal of Marketing, 43(7/8), 10081031.

Pardo, Portier, & Salle (2011) Pardo, C. , Portier, P. , & Salle, R. (2011). Integrating marketing and purchasing within the same company. A case study. Paper presented at the 27th IMP Conference, Glasgow, August 30/September 3, 2011.

Pardo, Salle, & Spencer (1995) Pardo, C. , Salle, R. , & Spencer, R. (1995). The key accountization of the firm. Industrial Marketing Management, 22, 123134.

Payne & Frow (2005) Payne, A. , & Frow, P. (2005). A strategic framework for customer relationship management. Journal of Marketing, 69, 167176.

Payne & Frow (2006) Payne, A. , & Frow, P. (2006). Customer relationship management: From strategy to implementation. Journal of Marketing Management, 22(1/2), 135168.

Penttinen & Palmer (2007) Penttinen, E. , & Palmer, J. (2007). Improving firm positioning through enhanced offerings and buyer–seller relationships. Industrial Marketing Management, 36(3), 552564.

Persson & Håkansson (2007) Persson, G. , & Håkansson, H. (2007). Supplier segmentation “when supplier relationships matter.” IMP Journal, 1(3), 2641.

Persson & Håkansson (2009) Persson, G. , & Håkansson, H. (2009). Organizing for interaction. The missing link in supply chain management. Paper presented to the 25th IMP Conference, Marseilles, France.

Pettigrew (1985) Pettigrew, A. (1985). The awakening giant — Continuity and change in ICI (p. 42). Oxford: Blackwell.

Pettigrew, Woodman, & Cameron (2001) Pettigrew, A. M. , Woodman, R. W. , & Cameron, K. S. (2001). Studying organizational change and development: Challenges for future research. Academy of Management Journal, 44(4), 697713.

Piercy (2006) Piercy, N. F. (2006). The new sales organization. The Marketing Review, 6, 328.

Piercy (2007) Piercy, N. (2007). Framing the problematic relationship between the marketing and operations functions. Journal of Strategic Marketing, 15(2–3), 185207.

Pink (2014) Pink, D. H. (2014). To sell is human: The surprising truth about persuading, convincing, and influencing others. Edinburgh: Canongate.

Porter & Heppelmann (2014) Porter, M. , & Heppelmann, J. (2014). How smart and connected products are transforming competition. Harvard Business Review, 92(11), 6588.

Prahalad & Hamel (1994) Prahalad, C. K. , & Hamel, G. (1994). Competing for the future. Boston, MA: Harvard Business School Publishing.

Prange & Schlegelmilch (2009) Prange, C. , & Schlegelmilch, B. B. (2009). The role of ambidexterity in marketing strategy implementation: Resolving the exploration-exploitation dilemma. Business Research, 2(2), 215240.

Preston & Schramm (1965) Preston, L. E. , & Schramm, A. E. Jr. (1965). Dual distribution and its impact on marketing organization. California Management Review, 8(2), 5970.

Rackham (1996) Rackham, N. (1996). The spin selling fieldbook. McGraw-Hill.

Rajaratnam & Chonko (1995) Rajaratnam, D. , & Chonko, L. B. (1995). The effect of business strategy type on marketing organization design, product-market growth strategy, relative marketing effort, and organization performance. Journal of Marketing, 3(3), 6075.

Ramos & Ford (2006) Ramos, C. , & Ford, D. (2006). Network pictures: Conceptual development and preliminary findings. Paper presented at the IMP Conference in Milan.

Regnér (1999) Regnér, P. (1999). Strategy creation and change in complexity – Adaptive and creative learning dynamics in the firm. Doctoral dissertation, Institute of International Business, Stockholm School of Economics, Stockholm, Sweden.

Reid, Luxton, & Mavondo (2005) Reid, M. , Luxton, S. , & Mavondo, F. (2005). The relationship between integrated marketing communication, market orientation, and brand orientation. Journal of Advertising, 34(4), 1123.

Rigby, Reichheld, & Schefter (2002) Rigby, D. K. , Reichheld, F. F. , & Schefter, P. (2002). Avoid the four perils of CRM. Harvard Business Review, 80(2), 101109.

Rod, Lindsay, & Ellis (2014) Rod, M. , Lindsay, V. , & Ellis, N. (2014). Managerial perceptions of service-infused IORs in China & India: A discursive view of value co-creation. Industrial Marketing Management, 43(4), 603612.

Roge (2007) Roge, J. N. (2007). An empirical assessment of an alternative model of the information technology-assisted marketing organization. International Journal of Management, 24(3), 414426.

Rozemeijer, Quintens, Wetzels, & Gelderman (2012) Rozemeijer, F. , Quintens, L. , Wetzels, M. , & Gelderman, C. (2012). Vision 20/20: Preparing today for tomorrows challenges. Journal of Supply Management, 18(2), 6367.

Rozemeijer & van Weele (2007) Rozemeijer, F. , & van Weele, A. (2007). Creating corporate advantage through purchasing. Paper presented at the 92nd Annual International Supply Management (ISM) Conference.

Rozemeijer, van Weele, & Weggman (2003) Rozemeijer, F. , van Weele, A. , & Weggman, M. (2003). Creating corporate advantage through purchasing: Toward a contingency model. Journal of Supply Chain Management, 39(1), 413.

Rozemeijer (2000) Rozemeijer, F. A. (2000). Creating corporate advantage in purchasing. Technische Universiteit Eindhoven, Eindhoven. doi:10.6100/IR538343

Rozemeijer & Wynstra (2005) Rozemeijer, F. A. , & Wynstra, F. (2005). Organizing for strategic sourcing. In B. Axelsson , F. Wynstra , & F. Rozemeijer (Eds.), Developing sourcing capabilities – From insight to strategic change (1st ed.). London: Wiley International.

Rust, Moorman, & Bhalla (2010) Rust, R. T. , Moorman, C. , & Bhalla, G. (2010). Rethinking marketing. Harvard Business Review, 88(1), 94101.

Sarkees, Hulland, & Prescott (2010) Sarkees, M. , Hulland, J. , & Prescott, J. (2010). Ambidextrous organizations and firm performance: The role of marketing function implementation. Journal of Strategic Marketing, 18(2), 165184.

Sawhney (2006) Sawhney, M. (2006). Going beyond the product: Defining, designing, and delivering customer solutions. In R. F. Lusch & S. L. Vargo (Eds.), The service-dominant logic of marketing: Dialog, debate, and directions (pp. 365380). New York, NY: M.E. Sharpe.

Sawhney, Balasubramanian, & Krishnan (2004) Sawhney, M. , Balasubramanian, S. , & Krishnan, V. V. (2004). Creating growth with services. Sloan Management Review, 45(2), 3443.

See (2006) See, E. (2006). Bridging the finance - Marketing divide. Financial Executive, 22(6), 5053.

Selviaridis (2008) Selviaridis, K. (2008). The process of service definition in third party logistics relationships. Doctoral thesis, Lancaster University.

Selviaridis, Agndal, & Axelsson (2010) Selviaridis, K. , Agndal, H. , & Axelsson, B. (2010). Business services “in the making”: (De)Stabilisation of service definitions during the sourcing process. Journal of Purchasing & Supply, 17(2), 7386.

Sjöblom & Rimbäck (2012) Sjöblom, J. , & Rimbäck, K. (2012). Digital channel integration – The process of handling tensions internal to the firm. Master Thesis in Business & Economics Marketing & Media Management, Stockholm School of Economics.

Skarp & Gadde (2008) Skarp, F. , & Gadde, L. (2008). Problem solving in the upgrading of product offerings — A case study from the steel industry. Industrial Marketing Management, 37(6), 725737.

Slater (1997) Slater, S. F. (1997). Developing a customer value-based theory of the firm. Journal of the Academy of Marketing Science, 25(2), 162167.

Slater & Narver (1996) Slater, S. F. , & Narver, J. C. (1996). Competitive strategy in the market-focused business. Journal of Market-Focused Management, 1(2), 159174.

Slater & Narver (1998) Slater, S. F. , & Narver, J. C. (1998). Customer-led and market-oriented: Let’s not confuse the two. Strategic Management Journal, 19(10), 10011006.

Slater & Narver (1999) Slater, S. F. , & Narver, J. C. (1999). Market-oriented is more than being customer-led. Strategic Management Journal, 20(12), 11651168.

Slywotzky & Morrison (1998) Slywotzky, A. , & Morrison, D. J. (1998). The profit zone: How strategic business design will lead you to tomorrow’s profits. London: Wiley International.

Smircich & Morgan (1982) Smircich, L. , & Morgan, G. (1982). Leadership: The management of meaning. Journal of Applied Behavioral Science, 18(3), 257273.

Smith & Colgate (2007) Smith, J. B. , & Colgate, M. (2007). Customer value creation: A practical framework. Journal of Marketing Theory and Practice, 15(1), 723.

Smits (2011) Smits, A. (2011). The marketing function in exploratory product innovation: Contrasting different project types. Paper presented at the 27th IMP Conference, Glasgow, August 30/September 3, 2011.

Spencer (2004) Spencer, R. (2004). Strategic management of customer relationships. A network perspective on key account management. PhD dissertation, Department of Business Administration, Uppsala University.

Stanley & Wojcik (2005) Stanley, J. E. , & Wojcik, P. J. (2005). Better B2B selling. McKinsey Quarterly, 38(3), 15.

Stern (1969) Stern, L. W. (Ed.). (1969). Distribution channels: Behavioral dimensions. Boston, MA: Houghton Mifflin.

Storbacka (2011) Storbacka, K. (2011). A solution business model: Capabilities and management practices for integrated solutions. Industrial Marketing Management, 40(5), 699711.

Storbacka, Windahl, Nenonen, & Salonen (2013) Storbacka, K. , Windahl, C. , Nenonen, S. , & Salonen, A. (2013). Solution business models: Transformation along four cortina. Industrial Marketing Management, 42, 705716.

Sztompka (1993) Sztompka, P. (1993). The sociology of social change. Oxford: Blackwell.

Teece, Pisano, & Shuen (1997) Teece, D. J. , Pisano, G. , & Shuen, A. (1997). Dynamic Capabilities and Strategic Management. Strategic Management Journal, 18(7), 509533.

Thorelli (1986) Thorelli, H. B. (1986). Networks, between markets and hierarchies. Strategic Management Journal, 7, 3751.

Tiwana (2008) Tiwana, A. (2008). Do bridging ties complement strong ties? An empirical examination of alliance ambidexterity. Strategic Management Journal, 29, 251272.

Treacy & Wiersmaa (1997) Treacy, M. , & Wiersmaa, F. (1997). The discipline of the markets leaders: Choose your customers, narrow your focus, dominate your market. New York Times.

Tuli, Kohli, & Bharadwaj (2007) Tuli, K. R. , Kohli, A. K. , & Bharadwaj, S. G. (2007). Rethinking customer solutions: From product bundles to relational processes. Journal of Marketing, 71, 117.

Tunisini (1997) Tunisini, A. (1997). The dissolution of channels and hierarchies: An inquiry into the changing customer relationships and organization of the computer corporations. PhD dissertation, Department of Business Administration, Uppsala University.

Turunen (2013) Turunen, T. (2013). Organizing service operations in manufacturing. Doctoral dissertation, Aalto University, Aalto.

Ulaga & Eggert (2006) Ulaga, W. , & Eggert, A. (2006). Value-based differentiation in business relationships: Gaining and sustaining key supplier status. Journal of Marketing, 70(1), 119125.

Ulaga & Reinarts (2011) Ulaga, W. , & Reinarts, W. (2011). Hybrid offerings: How manufacturing firms combine goods and services successfully. Journal of Marketing, 75, 523.

Urde (1997) Urde, M. (1997). Brand orientation: Building brands into strategic resources and protection against trademark degeneration. Lund: Lund University Press.

Urde (1999) Urde, M. (1999). Brand orientation: A mindset for building brands into strategic resources. Journal of Marketing Management, 15(1–3), 117133.

Urde, Baumgarth, & Merrilees (2013) Urde, M. , Baumgarth, C. , & Merrilees, B. (2013). Brand orientation and market orientation – From alternatives to synergy. Journal of Business Research, 66, 1320.

Van de Ven & Astley (1981) Van de Ven, A. H. , & Astley, W. G. (1981). Mapping the field to create a dynamic perspective on organization design and behavior. In A. H. Van de Ven & W. F. Joyce (Eds.), Perspectives in organization design and behavior (pp. 427468). New York, NY: John Wiley & Son.

Van de Ven & Drazin (1985) Van de Ven, A. H. , & Drazin, R. (1985). The concept of fit in contingency theory. In L. L. Cummings & B. M. Staw (Eds.), Research in organizational behavior (Vol. 7, pp. 333365). Greenwich, CT: JAI Press.

Van de Ven & Poole (2005) Van de Ven, A. H. , & Poole, M. S. (2005). Alternative approaches for studying organizational change. Organizational Studies, 26(9), 13771404.

Van der Valk (2007) Van der Valk . (2007). Buyer-seller interaction patterns during ongoing service exchange. PhD thesis, Rotterdam School of Management, Erim.

Van der Valk & Axelsson (2015) Van der Valk, W. , & Axelsson, B. (2015). Towards a managerially useful approach to classifying services. Journal of Purchasing & Supply Management, 21, 113124.

Van der Valk, Wynstra, & Axelsson (2009) Van der Valk, W. , Wynstra, F. , & Axelsson, B. (2009). Effective buyer-supplier interaction patterns in ongoing service exchange. International Journal of Operations & Production Management, 29(8), 807833.

Van Weele (2005) Van Weele, A. (2005). Industrial buying behavior: Decision making in purchasing. In A. van Weele (Ed.), Purchasing & supply chain management (4th ed., pp. 2545). London: Thomson Learning.

van Weele (2014) van Weele, A. (2014). Purchasing & supply chain management (4th ed.). London: Thomson Learning.

Van Weele & Rozemeijer (1998) Van Weele, A. , & Rozemeijer, F. (1998). Professionalizing purchasing in organizations: Towards a purchasing development model. Paper presented at the Annual IPSERA- Conference.

Vargo & Lusch (2008) Vargo, S. , & Lusch, R. (2008). Service-dominant logic: Continuing the evolution. Journal of the Academy of Marketing Science, 36(1), 110.

Vargo & Lusch (2004) Vargo, S. L. , & Lusch, R. F. (2004). Evolving to a new dominant logic for marketing. Journal of Marketing, 68(1), 117.

Vargo & Lusch (2011) Vargo, S. L. , & Lusch, R. F. (2011). It’s all B2B & beyond. Towards a systems perspective of the market. Industrial Marketing Management, 40(2), 181187.

Verhoef & Leeflang (2009) Verhoef, P. C. , & Leeflang, S. H. (2009). Understanding the marketing department’s influence within the firm. Journal of Marketing, 73, 1437.

Vorhies & Morgan (2003) Vorhies, D. W. , & Morgan, N. A. (2003). A configuration theory assessment of marketing organization fit with business strategy and its relationship with marketing performance. Journal of Marketing, 67(1), 100115.

Waaser, Dahneke, Pekkarinen, & Wiessel (2004) Waaser, E. , Dahneke, M. , Pekkarinen, M. , & Wiessel, M. (2004). How you slice it: Smarter segmentation for your sales force. Harvard Business Review, 82(3), 105111.

Waluszewski (1996) Waluszewski, A. (1996). The Glulam Case in Developing Relationships in Business Networks. London: Routledge.

Waluszewski, Baraldi, Linné, & Shih (2009) Waluszewski, A. , Baraldi, E. , Linné, Å. , & Shih, T. (2009). Resource interfaces telling other stories about the commercial use of new technology: The embedding of biotech solutions in US, China and Taiwan. IMP Journal, 3(2), 86123.

Webster (1992) Webster, F. E. Jr (1992). The changing role of marketing in the corporation. Journal of Marketing, 56(4), 117.

Webster (1997) Webster, F. E. Jr. (1997). The future role of marketing in the organization. In D. R. Lehmann & K. Jocz (Eds.), Reflections on the future of marketing (pp. 3966). Cambridge, MA: Marketing Science Institute.

Webster & Keller (2004) Webster, F. E. , & Keller, K. L. (2004). A roadmap for branding in industrial markets. Journal of Brand Management, 11(5), 388402.

Webster & Lusch (2013) Webster, F. E. , & Lusch, R. F. (2013). Elevating marketing: Marketing is dead! Long live marketing! Journal of the Academy of Marketing Science, 41(4), 389399.

Webster & Wind (1972) Webster, Jr., F. C. , & Wind, Y. (1972). A general model for understanding organizational buying behavior. Journal of Marketing, 36(April), 1219.

Weick (1976) Weick, K. E. (1976). Educational Organizations as Loosely Coupled Systems. Administrative Science Quarterly, 21, 119.

Weick (1989) Weick, K. E. (1989). Theory construction as disciplined imagination. The Academy of Management Review, 14(4), 516531.

Wikner (2010) Wikner, S. M. (2010). Value co-creation as practice: On a supplier’s capabilities in the value generation process. JIBS Dissertation series No. 068. Jönköping International Business School, Jönköping.

Wind (1981) Wind, Y. (1981). Marketing and the other business functions. Research in Marketing, 5, 237264.

Windahl & Lakemond (2006) Windahl, C. , & Lakemond, N. (2006). Developing integrated solutions: The importance of relationships within the network. Industrial Marketing Management, 25(7), 806818.

Wise & Baumgartner (1999) Wise, R. , & Baumgartner, P. (1999). Go downstream: The new profit imperative in manufacturing. Harvard Business Review, 77(5), 133141.

Wong & Merrilees (2008) Wong, H. Y. , & Merrilees, B. (2008). The performance benefits of being brand oriented. Journal of Product and Brand Management, 17(6), 372383.

Workman, Homburg, & Gruner (1998) Workman, J. , Homburg, Ch , & Gruner, K. (1998). Marketing organization: An integrative framework of dimensions and determinants. Journal of Marketing, 62(3), 2141.

Workman, Homburg, & Jensen (2003) Workman, J. P. Jr. , Homburg, C. , & Jensen, O. (2003). Interorganizational determinants of key account management effectiveness. Journal of the Academy of Marketing Science, 31(1), 321.

Wucherer (2006) Wucherer, K. (2006). Business partnering — A driving force for innovation. Industrial Marketing Management, 35(1), 91102.

Yasin, Czuchry, & Kady (2008) Yasin, M. M. , Czuchry, A. J. , & Kady, R. A. (2008). Re-engineering operational practices and processes to improve the customer focus of a marketing organization. ACR, 16(1/2), 4761.

Yoo, Henfridsson, & Lyytinen (2010) Yoo, Y. , Henfridsson, O. , & Lyytinen, K. (2010). The new organizing logic of digital innovation: An agenda for information systems research. Information Systems Research, 21(4), 724735.

Zablah, Bellenger, & Johnston (2004) Zablah, A. R. , Bellenger, D. N. , & Johnston, W. J. (2004). An evaluation of divergent perspectives on customer relationship management: Towards a common understanding of an emerging phenomenon. Industrial Marketing Management, 33(6), 475489.

Zablah, Bellenger, & Johnston (2010) Zablah, A. R. , Bellenger, D. N. , & Johnston, W. J. (2010). Customer relationship management implementation gaps. Journal of Personal Selling and Sales Management, 24(4), 279295.

Zeitamel & Zeitamel (1984) Zeitamel, C. , & Zeitamel, V. (1984). Environmental management: Revising the marketing perspective. Journal of Marketing, 48, 4653.

Zeitz (1980) Zeitz, G. (1980). Interorganizational dialectics. Administrative Science Quarterly, 25, 7288.

Prelims
Part I Introduction: Organizing Marketing and Sales
Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations
Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB Robotics
Chapter 3 Marketing Organization Research and Ideas Revisited
Part II Sales Management and Organization Revisited
Chapter 4 Value-based Selling in the Service-dominated Business Landscape: Creating, Acting, and Organizing to Improve Customer’s Profits
Chapter 5 Organizing for Sales in VUCA Contexts: The Transformation Process from Products to Solution Sales
Chapter 6 Business Maneuvering: A Dynamic View of B2B Selling Processes
Chapter 7 Organizational Balancing: An Integrated View of Sales Management
Part III Organizing Interactions with Customers
Chapter 8 The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales
Chapter 9 Successful and Value-creating Interplay between Buyer and Seller: Organizing Mutuality
Chapter 10 Potential Business Improvements when Utilizing CRM Tools: and Challenges in Making It Happen
Chapter 11 The Next Generation CRM Tools: Bridging the Gaps between Sales Needs and CRM Tools Architecture
Part IV Organizing for Business Development and Extended Customer Offerings
Chapter 12 Outside in — To Capture the In-betweens: Organizing the Sociotechnical Embedding Process of New Technology
Chapter 13 Creating and Delivering Sustainable Customer Solutions: On Organizing Capabilities in the Era of Servitization
Chapter 14 Marketing and Sales in Ambidextrous Organizations: Organizational Challenges from Digitalization?
Part V New Perspectives on Marketing Organizing Processes
Chapter 15 Toward a Conceptual Model for Analyzing Marketing Reorganization and Transition Processes
Chapter 16 Organizing Marketing and Sales in a Networked Business World
Chapter 17 Brand Orientation as a Method to Inspire, Change Culture, and Lead the Implementation of Solutions Business
Chapter 18 Future Studies of Marketing and Sales Organization
References
Index