International Marketing and Purchasing of Industrial Goods Features of a European Research Project

Abstract

Discusses some underlying concepts and unique features of a major European study on industrial marketing and purchasing carried out by the IMP group. Based in part on theory. Focuses the research on relationships between buying and selling companies and these are from five European countries, e.g. France, Germany, Italy, Sweden and the UK. Assumes that industrial markets are influenced strongly by technological factors. Looks at an interaction approach to industrial marketing and purchasing, stating it may be a form of interpersonal contacts between individuals filling various roles in supplier and customer organizations. Further discusses this in detail using figures for more emphasis along with tables. Concludes it is very important to emphasize that companies should exercise existing relationships, home or abroad, to see which stages they fall into, and this examination should be preliminary to an assessment of each relationship. Points to a need for organisational restructuring of companies.

Citation

Cunningham, M.T. (1980), "International Marketing and Purchasing of Industrial Goods Features of a European Research Project", European Journal of Marketing, Vol. 14 No. 5/6, pp. 322-338. https://doi.org/10.1108/EUM0000000004909