Development of B2B marketing theory

Hadjikhani, Amjad; LaPlaca, Peter J.

doi:10.1016/j.indmarman.2013.03.011

Cited by 129 publications

(101 citation statements)

References 120 publications

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“…We adopted a qualitative research design as best suited to addressing our research question; such research also responds to the perceived need for more qualitative studies in industrial marketing (LaPlaca, 2013). We conducted multiple case studies (Eisenhardt, 1989;Yin, 1994) using the critical incident method (Miles & Huberman, 1994) to capture the sequential stages through which knowledge is accumulated and transformed.…”

Section: Methodsmentioning

confidence: 99%

Capabilities development and deployment activities in born global B-to-B firms for early entry into international markets

Weerawardena

Mort

Liesch

2019

Industrial Marketing Management

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Section: Methodsmentioning

confidence: 99%

Capabilities development and deployment activities in born global B-to-B firms for early entry into international markets

Weerawardena

Mort

Liesch

2019

Industrial Marketing Management

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“…This definition which stresses the importance of the relationship rather than the customer specifically would seem to support the perceived paradigm shift in marketing knowledge, although as noted by Hadjikhani & LaPlaca (2013), research into this particular element of relationship marketing is underdeveloped. One potential reason for this lack of investigation may reside in an imbalance between the epistemological stance that traditional B2B relationship marketing adopts as a result of its modernist heritage.…”

Section: Historical Rise Of Relationship Marketingmentioning

confidence: 95%

“…Conversely, while behavioural and cognitive psychology ignited the B2C literature and academic research focus, B2B marketing knowledge grew alongside and reflectively of North America's industrial revolution and economic development (Hadjikhani & LaPlaca, 2013;LaPlaca & Katrichis, 2009;Mark Tadajewski, 2008). At this time B2B researchers were not concerned with theorising and creating literature within the confinements the university environment, but rather wished to be out in industry studying the practice of marketing and mapping the logistical path of goods to distribution systems (Ellis, 2011).…”

Section: Nature Of Marketing Knowledgementioning

confidence: 99%

“…The exchange of resources for production, commercial transactions, and the existence of relationships between buyers and sellers is argued to have existed for as long as it has been possible to consume (Hadjikhani & LaPlaca, 2013). Subsequently it is perhaps not too grand a statement to suggest the same is true for Business-to-Business (B2B) marketing.…”

Section: Introductionmentioning

confidence: 99%

“…The early development of marketing theory was derived largely from classical economics, with the basic requirement for industrial buying being to secure the lowest marginal purchasing price at acceptable quality and with delivery (Hadjikhani & LaPlaca, 2013). The growth and perceived superiority of behavioral science towards the end of the 1800s led to a proliferation of contributions to the development of marketing research, and most notably gave rise to the discipline of consumer behaviour.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Redefining B2B relationship marketing: Insight from postmodern Alibaba

Cockayne¹

2016

J. Cust. Behav.

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The cultural and philosophical movement of modernism has defined contemporary marketing knowledge, constructing a powerful narrative that has conceptually bound, yet semantically separated business to consumer (B2C) and business to business (B2B) marketing knowledge. Perceived paradigm shifts towards relationships, and the birth of relationship marketing are argued to be no more than an evolution of modern marketing, yet at the heart of relational constructs sit the very features modernism seeks to marginalise in the search for truth and establishment of power structures. Indeed, while B2C marketing has embraced postmodern thinking in consumer culture theory recently, relationship marketing at the B2B level remains conceptually hinged to modern marketing. Using the lens of the postmodern marketing literature, this conceptual paper investigates the rise of China's Alibaba, and uses this case as a vehicle to argue for relationship marketing knowledge to embrace postmodern thinking and redefine how it should advance in the future.

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B2B: A Paradigm Shift from Economic Exchange to Behavioral Theory: A Quest for Better Explanations and Predictions

LaPlaca¹,

Silva

2016

Psychology and Marketing

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The development of industrial marketing theory has been largely characterized by descriptive approaches in the scrutiny of B2B marketing phenomena. In its pursuit for scientific legitimacy and credibility to academics and practitioners alike, research into B2B relationships as a subject of scientific enquiry will need to seriously engage into what can be termed a true paradigm shift, one that advances discovery in this area from sheer descriptive analysis and reporting to the development of explanatory schemata and theoretical frameworks of a kind that allow for more accurate prediction of underlying B2B phenomena. In doing so, theoreticians and practitioners alike will be better equipped to understand both current and emerging issues at hand as well as their implications to organizations across any geography, cultural context, or business situation. Should this be attained with some degree of success, it will mean a reduction in ambiguity accruing to the decision making of individuals in organizations, and thus a significant contribution to the overriding objective of corporate strategic planning and correspondent resource allocation.

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Development of B2B marketing theory

Cited by 129 publications

References 120 publications

Capabilities development and deployment activities in born global B-to-B firms for early entry into international markets

Capabilities development and deployment activities in born global B-to-B firms for early entry into international markets

Redefining B2B relationship marketing: Insight from postmodern Alibaba

B2B: A Paradigm Shift from Economic Exchange to Behavioral Theory: A Quest for Better Explanations and Predictions

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