Marketing through a joint commercial product portfolio: business drivers, benefits and challenges

Abstract

Purpose

This study aims to improve understanding of companies’ motives and concerns in relation to cooperation through a joint commercial product portfolio.

Design/methodology/approach

The qualitative research method was used to study 17 companies based on two case projects.

Findings

The joint commercial product portfolio is introduced as a new type of co-marketing. The possible business drivers, targeted benefits and perceived challenges of small and medium-sized enterprises (SMEs) in relation to cooperation through a joint commercial product portfolio are identified. The companies seem to be motivated by and concerned about similar issues that also apply to other forms of co-marketing.

Research limitations/implications

The study consisted of two case projects in the same country and, thus, share fairly similar business environments and cultures. Therefore, the same results may not be obtained for a study that is conducted in a different location.

Practical implications

Managers of SMEs can benefit from the results of this study by improving their understanding of co-marketing opportunities through the creation of a joint commercial product portfolio with suitable companies. In addition, the results provide managers with insights into the challenges that should be considered when planning marketing cooperation.

Originality/value

The study provides new perspectives on the existing co-marketing literature by discussing the creation of a joint commercial product portfolio as a vehicle to support companies’ business objectives. The study contributes to the increasing business-to-business co-marketing literature by presenting the business drivers, targeted benefits and perceived challenges related to SMEs cooperation through a joint commercial product portfolio.

Citation

Mustonen, E., Harkonen, J. and Haapasalo, H. (2020), "Marketing through a joint commercial product portfolio: business drivers, benefits and challenges", Journal of Business & Industrial Marketing, Vol. 35 No. 11, pp. 1673-1683. https://doi.org/10.1108/JBIM-11-2018-0331