Interaction processes in long-term relationships in the metal mining industry: Longitudinal case studies of capital equipment buying

Baptista, Cristina Sales

doi:10.1016/j.indmarman.2013.03.009

Cited by 29 publications

(47 citation statements)

References 55 publications

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“…O processo de interação entre comprador e vendedor normalmente envolve três subprocessos: a troca, a coordenação e a adaptação (HAKANSSON, 1982;MÖLLER;WILSON, 1995;BAPTISTA, 2013;OJANSIVU, 2014).…”

Section: Marketing De Relacionamentounclassified

“…Os processos de troca são descritos por meio de episódios, que se referem às ações realizadas pelas organizações ou por seus representantes, com o modelo básico de interação sendo tipicamente constituídos por quatro elementos: a troca de serviços ou de produtos, a troca de informações, a troca financeira e a troca social (MÖLLER, WILSON, 1995;BAPTISTA, 2013;HAKANSSON, 1982;OJANSIVU, 2014).…”

Section: Marketing De Relacionamentounclassified

“…Nesse sentido, os processos de coordenação são vistos como processos de controle e de acompanhamento, relacionados aos processos de troca e à adaptação no relacionamento (BAPTISTA, 2013;MAKKONEN;OLKKONEN, 2013).…”

Section: Marketing De Relacionamentounclassified

“…Assim, assume papel relevante para o sucesso e para a sobrevivência da empresa no mercado sua capacidade de responder às forças ambientais, naquilo que se chama de processo de adaptação, em particular de acordo com as necessidades dos clientes mais importantes (LEONIDOU et al, 2011;BAPTISTA, 2013 …”

Section: Marketing De Relacionamentounclassified

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Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Neto¹,

Troccoli²,

Vieira³

2017

R. eletr. estrat. neg.

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Esse artigo quantitativo identifica critérios globais que médicos, enquanto clientes da indústria farmacêutica, percebem como capazes de criar valor de relacionamento com esta última, à luz das várias estratégias de fidelização utilizadas por ela. O uso da Modelagem de Equações Estruturais com base em Mínimos Quadrados Parciais indicou que as variáveis latentes benefícios pessoais e benefícios estratégicos foram os elementos de maior impacto nesse valor. A variável latente benefícios do produto mostrou o menor coeficiente de impacto positivo, enquanto a variável latente sacrifícios do relacionamento mostrou impacto negativo sobre o valor do relacionamento.

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Section: Marketing De Relacionamentounclassified

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Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Neto¹,

Troccoli²,

Vieira³

2017

R. eletr. estrat. neg.

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“…Se está poniendo mayor énfasis en la importancia de las operaciones sostenibles que se centran en el medio ambiente, integrando efectivamente al entorno social, y los impactos económicos que de la actividad se derivan (Chattopadhyay y Chattopadhyay, 2014). Sin embargo, se podría afirmar que no hay un entorno de competitividad disyuntiva simple y directo, y que no puede haber margen para el logro de resultados ambientales y socioeconómicos más favorables, sin poner en peligro la competitividad del sector industrial a través de diferentes diseños de políticas y estrategias de implementación que incluyan avances o por lo menos actualizaciones en la tecnología con que se desarrollan los procesos (Baptista, 2013;Söderholm et al, 2015).…”

Section: Introductionunclassified

Identificación de las herramientas de la administración de operaciones y producción que se aplican en las empresas transformadoras de material carbonatado del departamento del Huila

Bonilla

Rubio

Dussán

2016

Ingeniería y Región

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ResumenEste artículo identifica las herramientas de la Administración de Operaciones y Producción (hAOP): administración de producción, investigación de operaciones, seguridad industrial, gestión de talento humano, costos, distribución de planta, mantenimiento industrial, entre otras; que aplican las empresas transformadoras de material carbonatado, en la zona noroccidental del departamento del Huila. El estudio involucró el diagnóstico de un total de 12 empresas de este sector minero, permitiendo reconocer las herramientas y programas que estas implementan, así como las deficiencias en los procesos productivos, el desarrollo y la aplicabilidad de las herramientas o estrategias operativas y productivas. Esta evaluación concederá información adecuada tales como: manejo de inventarios, programación de los planes de mantenimiento, implementación de las ciencias exactas de la ingeniería industrial, favorecerá los procesos, mejorando el manejo de los recursos en beneficio social, económico, técnico y político de las empresas de transformación de material minero.Palabras clave: eficacia; calidad; cliente; costos; productividad; proceso; tecnología. AbstractThis article identifies the tools of Operations and Production Management (tOPM): production management, research of operations, industrial safety, human talent management, costs, building distribution, industrial maintenance, among others; that use the carbonated materials processing companies, in the northwestern

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Industrial Marketing Communication: A (R)evolutionary Journey from Marketplace to Marketspace

Foster¹

2014

Revolution in Marketing: Market Driving Changes

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This thesis looks back over a ca 10-year period, 1994-2005, on the use of marketing communication tools in industrial markets. The year 1994 is significant in two ways: First, it was the year I was hired as a doctoral student at Luleå University of Technology in Sweden. The year is also significant as it is around this time (1994-95) that the Internet became commercialized and openly available for use beyond simple, point-and-click information retrieval. This decade-long journey was broken into two parts: The first part explored the entire industrial marketing communication toolbox, where both personal and nonpersonal tools, as well as the emerging Internet were used for industrial sellers to provide information, as compared to what industrial buyers were using to obtain information. The second part looked at the Internet as a marketing communication tool onto itself. The first part of the study (1994-1998), resulted in a Licentiate thesis entitled "Industrial Marketing Communication: An Empirical Investigation on the Use of Marketing Communication Tools" (Foster, 1998). It is provided here synoptically as Study A. In Study A, industrial sellers and buyers were investigated as to how they utilized all of the marketing communication tools within the industrial marketing communication toolbox. It was found that there was still a heavy reliance on personal, non-commercial forms of marketing communication, primarily personal selling. The non-personal forms of marketing communication, or the "tools" within the compartments of advertising, sales promotion, public relations, and direct marketing, were also utilized, but not in the same way or to the same degree. The Internet was seen neither as a purely personal nor as only a non-personal form of communication, so it was given its own "compartment" in the toolbox, as highlighted in Study A's conceptual framework as an additional (new) "industrial cyber space" (or area) within the toolbox. Although being utilized at the time by industrial sellers and buyers, primarily via tools such as websites and to a certain degree e-mail, the Internet was considered a little-used but potentially valuable "marketing communication tool of the future." It was this finding that became the foundation and the invitation to investigate the Internet as a marketing communication tool onto itself in "the future." This became the focus of the next phase of the study. The second part of this study picked up where the first part left off and took place during the years 1999-2005. It started with looking at the literature on the use of the Internet in industrial (B2B) markets, and more specifically at the use of websites as industrial marketing communication tools. This in turn became the foundation for Study B in this doctoral thesis, "The Internet as an Industrial Marketing Communication Tool." For various reasons, chief among them the v flexibility with investigating the area at a time when so much was changing and at such a rapid pace, an article format was chosen over continuing on with the m...

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Interaction processes in long-term relationships in the metal mining industry: Longitudinal case studies of capital equipment buying

Cited by 29 publications

References 55 publications

Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Identificación de las herramientas de la administración de operaciones y producción que se aplican en las empresas transformadoras de material carbonatado del departamento del Huila

Industrial Marketing Communication: A (R)evolutionary Journey from Marketplace to Marketspace

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