168 The Marketing Book
Metcalf, L. E., Frear, C. R. and Krishman, R.
(1992) Buyer–Seller Relationships: An Appli-
cation of the IMP Interaction Model, European
Journal of Marketing, 26 (2), 22–46.
Michel, D., Naud ́e, P. and Salle, R. (2002)
Business to Business Marketing.Palgrave Mac-
millan, London.
Newall, J. (1977) Industrial Buyer Behaviour: A
Model of the Implications of Risk Handling
Behaviour for Communication Policies in
Industrial Marketing, European Journal of
Marketing, 1.
Olsen, R. F. and Ellram, L. M. (1997) A Portfolio
Approach to Supplier Relationships, Indus-
trial Marketing Management, 26 , 101–113.
Robinson, P., Faris, C. and Wind, Y. (1967)
Industrial Buying and Creative Marketing,
Allyn & Bacon, New York.
Shankleman, E. (1970) Study of Industrial
Buying Decisions, New Scientist, September.
Shapiro, B. P., Rangan, V. K., Moriarty, R. T. and
Ross, E. B. (1987) Manage Customers for
Profits (Not Just for Sales), Harvard Business
Review, September/October, 101–108.
Sheth, J. (1973) A Model of Industrial Buyer
Behaviour, Journal of Marketing, 37 (4), October.
Spencer, R. and Valla, J. P. (1989) The Inter-
nationalization of the Firm: An International
Development Network Approach, 15th Euro-
pean International Business Association’s Annual
Conference, Helsinki, 17–19 December.
Strauss, G. (1962) Tactics of Lateral Relationship
- The Purchasing Agent, Administrative Sci-
ence Quarterly, 7 , September.
Thain, D. H. (1959) How Industry Buys–With
Conclusion and Recommendations on Marketing
to Industry, National Industrial Advertisers
Association of Canada.
Tosi, H. L. (1966) The Effects of Expectation
Level of Role Consensus on the Buyer–Seller
Dyad,Journal of Business, October.
Turnbull, P. W. and Cunningham, M. T. (1981)
International Marketing and Purchasing, Mac-
millan, London.
Turnbull, P. W. and Valla, J. P. (eds) (1986a)
Strategies for International Industrial Marketing,
Croom Helm, London.
Turnbull, P. W. and Valla, J. P. (1986b) Strategic
Planning in Industrial Markets – An Inter-
action Approach, European Journal of Market-
ing, 20 (7).
Turnbull, P. W. and Zolkiewski, J. M. (1997)
Profitability in Customer Portfolio Planning,
in Ford, D. (ed.) (1997), Understanding Business
Markets, 2nd edn, Dryden Press, London.
Turnbull, P. W., Ford, D. and Cunningham, M.
(1996) Interaction, Relationships and Net-
works in Business Markets: An Evolving
Perspective,Journal of Business and Industrial
Marketing Management, 11 (3/4), 44–62.
Wallace, A. (1976) A Study of the Buying
Process for New Products by Intermediate
Marketing Organizations in the Channels of
Distribution for Grocery Products, unpub-
lished PhD thesis, UMIST.
Walton, R. E. and McKenzie, R. B. (eds) (1965) A
Behavioral Theory of Labour Negotiations,
McGraw-Hill, New York.
Webster, F. C. (1965) Modelling the Industrial
Buying Process, Journal of Marketing Research,
2 , November.
Webster, F. E. (1992) The Changing Role of
Marketing in the Corporation, Journal of
Marketing, 56 , October, 1–17.
Webster, F. and Wind, Y. (1972a) A General
Model for Understanding Organizational
Buyer Behaviour, Journal of Marketing, 36 (2),
April.
Webster, F. and Wind, Y. (1972b) Organizational
Buyer Behaviour, Prentice-Hall, Englewood
Cliffs, NJ.
Weigand, R. (1968) Why Studying the Purchas-
ing Agent is not Enough, Journal of Marketing,
32 (1), January.
White, J. (1969) Some Aspects of the Marketing
of Machine Tools in Great Britain, unpub-
lished PhD thesis, UMIST.
Wilson, D. T. and Mummalaneni, V. (1986)
Bonding and Commitment in Buyer–Seller
Relationships: A Preliminary Conceptualisa-
tion,Journal of Industrial Marketing and Pur-
chasing, 1 (3), 44–58.
Wind, Y. and Robinson, P. (1968) Generalized
Simulation of the Industrial Buying Process,