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This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial network approach (see, e.g., Axelsson & Easton, 1992; Håkansson & Snehota, 1995a). The study describes how adaptations initiate, how they progress, and what the outcomes of these adaptations are. Furthermore, the framework takes into account how adaptations spread in triadic relationship settings. The empirical context is corporate travel management, which is a chain of activities where an industrial enterprise, and its preferred travel agency and service supplier partners combine their resources. The scientific philosophy, on which the knowledge creation is based, is realist ontology. Epistemologically, the study relies on constructionist processes and interpretation. Case studies with in-depth interviews are the main source of data.

Examines existing models of buyer behaviour and evaluates their relevance to financial services in the light of the specific characteristics of the sector and its products. Reviews empirical work relating to both personal and corporate buying behaviour and suggests the IMP framework as a basis for future conceptual work because of its emphasis on the relationships and interactions in the buying process.

Advances that strategic planning has been the focus of increasing attention in the management literature, although marketing planning has received less priority. Contends that the particular characteristics of industrial marketing require a framework of strategic planning which integrates the different agents of: supplier‐customer interaction; management of portfolios of relationships; and different levels of management perspective characterizing marketing and purchasing of industrial products and services. Concludes by stating that the multi‐functional and inter‐dependent nature of decision making is very important, and argues that strategic marketing planning should be of a dynamic systems process.

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.

The interaction approach to studying international marketing activities of industrial firms is now an established research stream. Initiated by a team of European researchers, the interaction approach focuses on the process of managing interactions between supplier and customer units. In this article, the author elaborates on the features of the interaction approach and illustrates it using a company case study. Based upon the discussion, a number of managerial implications are offered regarding international market development.

Describes the reasons for the increased importance of relevant marketing tools for banks. Deregulation, increased competition, and technological development in financial markets have contributed to the emergence of a new situation. In recent years the theory of bank marketing has seen the development of the relationship concept. Outlines a model for relationships between banks and their corporate customers. Divides financial services into subgroups and defines relationships as composed of particular bonds. Applies the model to two sets of empirical data on small and large companies in Sweden. The results demonstrate the difference between small and large companies, and the content of the relationships in the different services.

Declares that diffusion (a term employed to describe the process whereby an innovation or a new idea or practice spreads through a social system over time) is a summary term used to embrace studies which trace the process of diffusion, the process of adoption and the patterns of influence involved. Acknowledges that even allowing for low involvement of marketing research in diffusion, marketing management's interest in this area can be guided and controlled. States that information is diffused through some form of communication channel – these may be one of two types: vertical channels, which exist if ‘there is a meaningful difference in the interests, social status, demographic or economic characteristics of the communication units’; and horizontal channels, which occur where communications flows among members of groups with similar interests and characteristics – these groups may be work groups, social groups, etc. Investigates sources of information and influence – in particular the two basic ones of: impersonal sources via the mass media; and personal sources involving the opinion leader in a two‐step flow of communication. Closes by discussing the implications of the two‐step flow for marketing in depth, with recommendations.

This article contains findings of a survey in Hong Kong amongst a representative sample of companies directed to understanding their buying behaviour and attitude to banking services. The areas explored include split‐banking behaviour, bank usage, bank switching, perceived importance of attributes of a bank in a banking relationship, and usage of other financial services. As Hong Kong may be the third financial centre in the world, after New York and London, and there is a general lack of literature on corporate banking behaviour of Hong Kong companies, this research aims to contribute a pioneering study, which is expected to provide invaluable insights to banks operating in Hong Kong both locally and foreign‐based so as to formulate their bank marketing strategies.

Reviews the research work and conceptual development of the International Marketing and Purchasing (IMP) group into the nature of buyer‐seller relationships which has evolved during the past 20 years. The themes of interaction, relationships and networks encapsulate the major research thrusts of this group and underlie much of the contemporary academic research in Europe. Addresses these themes, which represent the major phases of challenging conceptual and empirical research with which the IMP group has been concerned since its inception in 1976. Aims to show the development process of the IMP research and to integrate some of its various themes and findings.