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Industrial marketing strategies and different national environments
University of Uppsala, Sweden.
University of Uppsala, Sweden.
Responsible organisation
1985 (English)In: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 13, no 6, p. 495-509Article in journal (Refereed) Published
Abstract [en]

This article analyzes the marketing strategies of industrial suppliers in five Western European countries. The strategies are characterized in a quality dimension and a customer adaptation dimension. In the quality dimension the strategies are found to be related to characteristics of the industrial environment of the supplier country. In the adaptation dimension they are related to the cultural affinity with the customer country as perceived by industrial purchasers in these countries

Place, publisher, year, edition, pages
1985. Vol. 13, no 6, p. 495-509
Keywords [en]
marketing strategy, cultural affinity
National Category
Business Administration
Identifiers
URN: urn:nbn:se:miun:diva-3073DOI: 10.1016/0148-2963(85)90044-XLocal ID: 2921OAI: oai:DiVA.org:miun-3073DiVA, id: diva2:28105
Available from: 2008-09-30 Created: 2009-07-16 Last updated: 2017-12-12Bibliographically approved

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Hallén, Lars

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CiteExportLink to record
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  • apa
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