Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Notes © The McGraw−Hill
Companies, 2002770 Notes
of Accountability on Symbolic Information Search and Information
Analysis by Organizational Buyers,” Journal of the Academy of Marketing
Science, Winter 1996, pp. 57–65; Thomas G. Ponzurick, “International
Buyers Perspective Toward Trade Shows and Other Promotional Meth-
ods,” Journal of Marketing Theory & Practice, Winter 1996, pp. 9–19;
Mark A. Farrell and Bill Schroder, “Influence Strategies in Organiza-
tional Buying Decisions,” Industrial Marketing Management, July 1996, pp.
293–303; R. Venkatesh, Ajay K. Kohli, and Gerald Zaltman, “Influence
Strategies in Buying Centers,” Journal of Marketing, October 1995, pp.
71–82; Richard G. Newman, “Monitoring Price Increases With Eco-
nomic Data: A Practical Approach,” International Journal of Purchasing &
Materials Management, Fall 1997, pp. 35–40; Barbara Kline and Janet
Wagner, “Information Sources and Retailer Buyer Decision-Making: The
Effect of Product-Specific Buying Experience,” Journal of Retailing,Spring
1994, p. 75; Ellen Day and Hiram C. Barksdale, Jr., “How Firms Select
Professional Services,” Industrial Marketing Management,May 1992, pp.
85–92; H. Michael Hayes and Steven W. Hartley, “How Buyers View
Industrial Salespeople,” Industrial Marketing Management18, no. 2 (1989),
pp. 73–80; Peter Banting et al., “Similarities in Industrial Procurement
Across Four Countries,” Industrial Marketing Management,May 1985, pp.
133–44; Edward F. Fern and James R. Brown, “The Industrial/Consumer
Marketing Dichotomy: A Case of Insufficient Justification,” Journal of
Marketing,Spring 1984, pp. 68–77; Rowland T. Moriarty, Jr. and Robert
E. Spekman, “An Empirical Investigation of the Information Sources
Used During the Industrial Buying Process,” Journal of Marketing
Research,May 1984, pp. 137–47.
8.“Strong Brands Lure Web Buyers,” Investor’s Business Daily, May
30, 2001, p. A5; “With Promise of Big Savings, Net Bill Paying Could
Soon Win Fans among U.S. Businesses,” Investor’s Business Daily, Febru-
ary 26, 2001, p. A7; “How Baxter, PNC, Pratt & Whitney Make the
Internet Work for Them,” Investor’s Business Daily, February 12, 2001, p.
A1; “Look, Ma, No Humans,” Business Week E.Biz, November 20, 2000,
p. EB132; “Hewlett-Packard’s Slick Procurement System,” Ecompany,
November 2000, pp. 236–38; “Schools Are Buying Online; The Savings
Could Add Up,” Investor’s Business Daily, July 7, 2000, p. A4; “E-Pur-
chasing Saves Businesses Billions,” USA Today, February 7, 2000, p.
1Bff.; “Supply Side,” The Wall Street Journal,November 15, 1999, p. R22;
“Purchasing in Packs,” Business Week E.Biz, November 1, 1999, pp.
EB32–EB38; “From Regineering to E-Engineering,” Business Week E.Biz,
March 22, 1999, pp. EB14–EB18; “Setting Standards for Corporate Pur-
chasing on the Internet,” Fortune,September 8, 1997, pp. 156–58;
“Invoice? What’s an Invoice?” Business Week,June 10, 1996, pp. 110–12;
“On-Line Service Offers Fast Lane to Small Businesses,” The Wall Street
Journal,October 11, 1994, p. B2; Earl D. Honeycutt, Theresa B. Flaherty,
and Ken Benassi, “Marketing Industrial Products on the Internet,” Indus-
trial Marketing Management, January 1998, pp. 63–72; A. C. Samli, James
R. Wills, and Paul Herbig, “The Information Superhighway Goes Inter-
national: Implications for Industrial Sales Transactions,” Industrial
Marketing Management, January 1997, pp. 51–58; Barbara C. Perdue,
“The Size and Composition of the Buying Firm’s Negotiation Team in
Rebuys of Component Parts,” Journal of the Academy of Marketing Science,
Spring 1989, pp. 121–28.
9.“The New Golden Rule of Business,” Fortune,February 21, 1994,
pp. 60–64; Janet L. Hartley and Thomas Y. Choi, “Supplier Develop-
ment: Customers As a Catalyst of Process Change,” Business Horizons,
July–August 1996, pp. 37–44; Theodore P. Stank, Margaret A. Emmel-
hainz, and Patricia J. Daugherty, “The Impact of Information on Supplier
Performance,” Journal of Marketing Theory & Practice, Fall 1996, pp.
94–105.
10.“The Push to Streamline Supply Chains,” Fortune,March 3, 1997,
pp. 108C-R; “Push from Above,” The Wall Street Journal,May 23, 1996,
p. R24; “The New Golden Rule of Business,” Fortune,February 21, 1994,
pp. 60–64.
11.Much of the discussion in this section is based on research reported
in Joseph P. Cannon and William D. Perreault, Jr., “Buyer-Seller Rela-
tionships in Business Markets,” Journal of Marketing Research,November
1999; Joseph P. Cannon, “Buyer-Supplier Relationships and Customer
Firm Costs,” Journal of Marketing, January 2001, pp. 29–44; Alexandra J.
Campbell, “What Affects Expectations of Mutuality in Business Rela-
tionships?” Journal of Marketing Theory & Practice, Fall 1997, pp. 1–11;
James C. Anderson, Hakan Hakansson, and Jan Johanson, “Dyadic Busi-
ness Relationships Within a Business Network Context,” Journal of
Marketing, October 1994, pp. 1–15; Patricia M. Doney and Joseph P.
Cannon, “An Examination of the Nature of Trust in Buyer-Seller Rela-
tionships,” Journal of Marketing, April 1997, pp. 35–51; James M. Comer
and B.J. Zirger, “Building a Supplier-Customer Relationship Using Joint
New Product Development,” Industrial Marketing Management,March
1997, pp. 203–11; Arun Sharma and Jagdish N. Sheth, “Supplier Rela-
tionships: Emerging Issues and Challenges,” Industrial Marketing
Management, March 1997, pp. 91–100; William W. Keep, Stanley C.
Hollander, and Roger Dickinson, “Forces Impinging on Long-Term Busi-
ness-to-Business Relationships in the United States: An Historical
Perspective,” Journal of Marketing, April 1998, pp. 31–45.
12.“Purchasing’s New Muscle,” Fortune,February 20, 1995, pp. 75–83;
Rosemary P. Ramsey and Ravipreet S. Sohi, “Listening to Your Cus-
tomers: The Impact of Perceived Salesperson Listening Behavior on
Relationship Outcomes,” Journal of the Academy of Marketing Science,
Spring 1997, pp. 127–37.
13.For more on outsourcing, see “Why Some Sony Gear Is Made in
Japan—by Another Company,” The Wall Street Journal,June 14, 2001, p.
A1ff.; “Inside Out-Sourcing,” Fortune/CNET Technology Review, Sum-
mer 2001, pp. 85–92; “Taiwan Goes after the World’s Chip Business,”
Fortune, May 14, 2001, pp. 216T–HH; “Outsourcing as a Strategic
Option: It’s about More than Saving Money,” Investor’s Business Daily,
May 7, 2001, p. A1; “The Tech Slump’s Next Victim?” Business Week,
March 5, 2001, pp. 104–105; “Solectron, All Along the Chain Except
the Ends,” Fortune, October 30, 2000, pp. T208T–Z; “You Order It,
They’ll Make It,” Business Week,May 29, 2000, pp. 218D–J; “The Low-
Tech King of High Tech,” Fortune, October 25, 1999, pp. 339–43; “New
Saturn Is Heavy on Outsourcing,” USA Today,July 5, 1996, p. 1Bff. For
more on supplier speeds and costs, see “When Cool Heads Prevail,” Busi-
ness Week,June 11, 2001, p. 114; “Should Suppliers Be Partners?”
Business Week,June 4, 2001, pp. 30B–D; “Machete Time,” Business
Week,April 9, 2001, pp. 42–43; “Can Chrysler Get Blood from a Sup-
plier?” Business Week,December 25, 2000, p. 56; “Chrysler’s Checks to
Suppliers, Shoppers to Shrink,” The Wall Street Journal,December 8,
2000, p. B4; “Firms Boost Suppliers’ Speeds, Win Investors’ Hearts,” The
Wall Street Journal,April 6, 1998, p. A20; “Stores’ Demands Squeeze
Apparel Companies,” The Wall Street Journal,July 15, 1997, p. B1ff.;
“Hardball Is Still GM’s Game,” Business Week,August 8, 1994, p. 26;
“Big Customers’ Late Bills Choke Small Suppliers,” The Wall Street Jour-
nal,June 22, 1994, p. B1. For more on JIT, see “As Christmas
Approaches, Parts Shortages Plague Electronic Makers,” TheWall Street
Journal, October 10, 2000, p. B1ff.; “Parts Shortages Hamper Electronics
Makers,” The Wall Street Journal,July 7, 2000, p. B5. For some excellent
examples, see “The Web at Work: Clorox Co.” The Wall Street Journal,
October 9, 2000, p. B21; “Kimberly-Clark Keeps Costco in Diapers,
Absorbing Costs Itself,” The Wall Street Journal,September 7, 2000, p.
A1ff.; “At Ford, E-Commerce Is Job 1,” Business Week,February 28,
2000, pp. 74–78; “Where ‘Build to Order’ Works Best,” Fortune, April
26, 1999, pp. 160C-V. See also John Ramsay, “The Case Against Pur-
chasing Partnerships,” International Journal of Purchasing & Materials
Management, Fall 1996, pp. 13–19; George S. Day, “Managing Market
Relationships,” Journal of the Academy of Marketing Science, Winter 2000,
pp. 24–31; John V. Petrof, “Relationship Marketing—the Emperor in
Used Clothes,” Business Horizons, March–April 1998, pp. 79–82;
Shankar Ganesan, “Determinants of Long-Term Orientation in Buyer-
Seller Relationships,” Journal of Marketing, April 1994, pp. 1–19; Brian
K. H. Low, “Long-Term Relationship in Industrial Marketing: Reality or
Rhetoric?” Industrial Marketing Management, January 1996, pp. 23–35;
Allan J. Magrath and Kenneth G. Hardy, “Building Customer Partner-
ships,” Business Horizons,January–February 1994, pp. 24–28; Paul Dion,
Debbie Easterling, and Shirley Jo Miller, “What is Really Necessary in