The Special Issue for 29th Industrial Marketing and Purchasing Group Conference

The chapters in this special e-book originated from the 29th Industrial Marketing and Purchasing Group Conference.

The IMP Conference, which was organised for the first time in Manchester 1984, is now the largest in the world dealing specifically with marketing, purchasing and technological development in a business-to-business context. The style of the IMP conference is always informal. It is structured to maximise the amount and level of discussion and interaction among researchers at all stages of their career, the conference urges participants to present their findings in a challenging but supportive atmosphere. Authors are invited to present results from research at any stage of development. Since early 2000 the IMP Conference has been combined with a Doctorial Consortium, which aims to bring together young and established IMP researchers for knowledge exchange.

A sales process framework to regain B2B customers,Development, production and use in policy initiated innovation,Dynamics in a distribution triad - a case study,Ethical climate and job satisfaction among organizational buyers: an empirical study,IMP2013: building and managing relationships in a global network,Information technology utilization for industrial marketing activities: the IT–marketing gap,Relational development of a service concept: dialogue meets efficiency,The role of knowledge intermediaries in co-managed innovation,Triadic analysis of business relationship’s ending: a case study of a dyad and a third actor

Download our eBook: How to Succeed Using Market Research

Learn how to effectively navigate the market research process to help guide your organization on the journey to success.

Download eBook