Managing business-to-business marketing relationships in consulting engineering firms

被引：24
|
作者：
Filiatrault, P
Lapierre, J
机构：
[1] UNIV QUEBEC,SCH MANAGEMENT,DEPT MKT,MONTREAL,PQ H3C 3P8,CANADA
[2] ECOLE POLYTECH,TECHNOL INNOVAT PROGRAM,MONTREAL,PQ H3C 3A7,CANADA
来源：
INDUSTRIAL MARKETING MANAGEMENT | 1997年 / 26卷 / 02期
关键词：
D O I：
10.1016/S0019-8501(96)00090-9
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Managing relationships is an important issue in business-to-business markets. This article presents the results of an empirical study on the practices of relationship marketing in firms offering professional services (consulting engineering services) to businesses. Data were collected in North America (Quebec, Canada) and Europe (France). A four-phase model of the relationship management process in business-to-business projects is induced from actual field practices. Cultural similarities and differences are also discussed. (C) Elsevier Science Inc., 1997.
引用
收藏
页码：213 / 222
页数：10
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