References About Industrial Marketing

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Tim Foster coordination and motivation", Industrial Marketing Management, Vol. 32 No. 7, pp. 553-61.

Beverland, M. and Lockshin, L. (2003), "A longitudinal study of customers' desired value change in business-to-business markets", Industrial Marketing Management, Vol. 32, pp. 653-66.

Chaffey, D., Mayer, R., Johnston, K. and Ellis-Chadwick, F. (2003), Internet Marketing: Strategy, Implementation and Practice, Prentice-Hall, Harlow.

Chakraborty, G., Lala, V. and Warren, D. (2003), "What do customers consider important in B2B web sites?", Journal of Advertising Research, Vol. 43 No. 1, pp. 50-61.

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Deboo, E.N., Robb, G.L. and Yen, D.C. (2003), "International web development: a detailed analysis by regions", International Journal of Electronic Business, Vol. 1 No. 1, pp. 23-40.

Deeter-Schmelz, D.R. and Kennedy, K.N. (2001), "An exploratory study of the internet as an industrial communication tool: examining buyers' perceptions", Industrial Marketing Management, Vol. 31 No. 2, pp. 145-54.

Dubas, K.M. and Brennan, I. (2002), "Marketing implications of webcasting and extranets", Marketing Intelligence & Planning, Vol. 20 No. 4, pp. 223-8.

Emiliani, M.L. (2003), "The inevitability of conflict between buyers and sellers", Supply Chain Management: An International Journal, Vol. 8 No. 2, pp. 107-15.

Evans, J.R. and King, V.E. (1999), "Business-to-business marketing and the Worldwide web: planning, managing, and assessing web sites", Industrial Marketing Management, Vol. 28 No. 4, pp. 343-58.

Fink, D. and Laupase, R. (2000), "Perceptions of web site design characteristics: a Malaysian/Australian comparison", Internet Research: Electronic Networking Applications and Policy, Vol. 10 No. 1, pp. 44-55.

Foster, T. (2004), "Into the depths of the I-E-I framework: using the internet to create value in supply chain relationships", manuscript submitted for publication.

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Gummesson, E. (2000), Qualitative Methods in Management Research, Sage Publications, London.

Gummesson, E. (2002), "Relationships marketing and a new economy: it's time for de-programming", Journal of Services Marketing, Vol. 16 No. 7, pp. 585-9.

Hoey, C. (1998), "Maximizing the effectiveness of web-based marketing communications", Marketing Intelligence & Planning, Vol. 16 No. 1, pp. 31-7.

Honeycutt, E.D. Jr, Flaherty, T.B. and Benassi, K. (1998), "Marketing industrial products on the internet", Industrial Marketing Management, Vol. 27 No. 1, pp. 63-72.

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Ling, R.R. and Yen, D.C. (2001), "Extranet: a new wave of internet", SAM Advance Management Journal, Vol. 66 No. 2, pp. 39-44.

Lord, K.R. and Collins, A.F. (2002), "Supplier web-page design and organizational buyer preferences", Journal of Business & Industrial Marketing, Vol. 17 Nos 2/3, pp. 139-50.

McCune, J.C. (1998), "The ins and outs of extranets", Management Review, Vol. 87 No. 7, pp. 23-5.

MacDonald, J.B. and Smith, K. (2004), "The effects of technology-mediated communication on industrial buyer behavior", Industrial Marketing Management, Vol. 33 No. 2, pp. 107-16.

McGuffog, T. (1997), "The obligation to keep value chain managements simple and standard", Supply Chain Management, Vol. 2 No. 4, pp. 124-33.

Miles, M.B. and Huberman, M.A. (1994), Qualitative Data Analysis, 2nd ed., Sage Publications, London.

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Payne, A. and Holt, S. (2001), "Diagnosing customer value: integrating the value process and relationship marketing", British Journal of Management, Vol. 12 No. 2, pp. 159-82.

Perry, M. and Bodkin, C. (2000), "Content analysis of Fortune 100 company web sites", Corporate Communications: An International Journal, Vol. 5 No. 2, pp. 87-96.

Phairor, K. and Hanmer-Lloyd, S. (2002), "Rethinking channel communications: an emerging role for the extranets within distribution channels", Marketing Theory and Applications, American Marketing Association, Winter 2002 Educators' Conference, Vol. 13, pp. 16-22.

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