ENDÜSTRİYEL PAZARLAMA ALANINDA 2000-2010 YILLARI ARASINDA YAPILAN ÇALIŞMALARIN KATEGORİK OLARAK İNCELENMESİ

Abstract

Keywords

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ENDÜSTRİYEL PAZARLAMA ALANINDA 2000-2010 YILLARI ARASINDA YAPILAN ÇALIŞMALARIN KATEGORİK OLARAK İNCELENMESİ

Abstract

Bu çalışmada, 2000-2010 yılları arasında Endüstriyel Pazarlama alanında yapılan akademik makale çalışmalarının kategorik bir sınıflandırmaya tabi tutularak incelenmesi amaçlanmaktadır. Bu amaçla, konu ile ilgili yerli ve yabancı 13 akademik dergi taranarak; 311’i uygulamalı, 101’i kavramsal olmak üzere toplam 412 tane makale çalışması incelenmiştir. İncelenen çalışmalar, ana ve alt konu başlıklarının yanısıra, yıl, sektör, ülke, kullanılan analiz ve ölçek türleri ile, örneklem hacmi, örneklem çerçevesi ve cevaplanma oranı kriterlerine göre kodlanarak sınıflandırılmıştır. Sonuçlar, çalışılan konuların, firmalar arası ilişki kurma ve yönetme ile, yeni ürünlerin pazarlanması ve yayılması başlıklarında yoğunlaştığını göstermektedir. Ayrıca, çalışmaların büyük kısmında Likert ölçeği ile ölçülen ve LISREL programında, yapısal eşitlik modellemesi ve doğrulayıcı faktör analizleri ile test edilen nicel yöntemlerin kullanıldığı belirlenmiştir.

Keywords

• Endüstriyel pazarlama, literatür taraması, firmalar arası ilişki kurma, yeni ürünlerin pazarlanması, nicel yöntemler

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150. Indounas, Kostis (2009) "Successful Industrial Service Pricing", Journal of Business & Industrial Marketing, 24 (2): 86 – 97
151. Ivens, Bjoern Sven (2005). "Flexibility in industrial service relationships: The construct, antecedents, and performance outcomes." Industrial Marketing Management 34(6): 566-576.
152. Janda, Swinder ve Srivatsa Seshadri (2001) "The Influence Of Purchasing Strategies On Performance", Journal of Business & Industrial Marketing, 16 (4): 294 – 308
153. Janda, Swinder, Jeff B. Murray ve Scot Burton (2002). "Manufacturer-supplier relationships: An empirical test of a model of buyer outcomes." Industrial Marketing Management 31(5): 411-420.
154. Jantan, M. Asri, Earl D. Honeycutt, Shawn T. Thelen ve Ashraf M. Attia (2004). "Managerial perceptions of sales training and performance." Industrial Marketing Management 33(7): 667-673.
155. Jensen, Morten Bach ve Anna Lund Jepsen (2007) "Low Attention Advertising Processing In B2B Markets", Journal of Business & Industrial Marketing, 22 (5): 342 – 348
156. Jones, Eli, Paul Busch ve Peter Dacin (2003) “Firm Market Orientation And Salesperson Customer Orientation: Interpersonal And Intrapersonal Influences On Customer Service And Retention In Business-To-Business Buyer-Seller Relationships,” Journal of Business Research, 56 (4): 323-340
157. Jones, Stephen C., Tami L. Knotts ve Gerald G. Udell (2008) "Market Orientation For Small Manufacturing Suppliers: The Importance Of Product-Related Factors", Journal of Business & Industrial Marketing, 23 (7): 443 – 453
158. Kalafatis, Stavros P. (2002). "Buyer-seller relationships along channels of distribution." Industrial Marketing Management 31(3): 215-228.
159. Kale, Sudhir H. (2010) “Cross-Cultural Study Of Channel Relationship Factors -- Antecedents Of Satisfaction In A Retail Setting: A Commentary Essay,” Journal of Business Research, 63 (4): 439-441,
160. Kaleka, Anna (2002). "Resources and capabilities driving competitive advantage in export markets: guidelines for industrial exporters." Industrial Marketing Management 31(3): 273-283.
161. Kandemir, Destan, Roger Calantone ve Rosanna Garcia (2006) "An Exploration Of Organizational Factors In New Product Development Success", Journal of Business & Industrial Marketing, 21 (5): 300 – 310
162. Katsikeas, Constantine S., Nicholas G. Paparoidamis ve Eva Katsikea (2004). "Supply source selection criteria: The impact of supplier performance on distributor performance." Industrial Marketing Management 33(8): 755-764.
163. Kaynak, Erdener ve Ali Kara (2004). "Market orientation and organizational performance: A comparison of industrial versus consumer companies in mainland China using market orientation scale (MARKOR)." Industrial Marketing Management 33(8): 743-753.
164. Keh, Hean Tat ve Yi Xie (2009). "Corporate reputation and customer behavioral intentions: The roles of trust, identification and commitment." Industrial Marketing Management 38(7): 732-742.
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166. Kim, Keysuk (2001) “On the Effects Of Customer Conditions On Distributor Commitment And Supplier Commitment In Industrial Channels Of Distribution,” Journal of Business Research, 51 (2): 87-99
167. Kim, Kyung Kyu, Seung-Hoon Park, Sung Yul Ryoo ve Sung Kook Park (2010) “Inter-Organizational Cooperation In Buyer-Supplier Relationships: Both Perspectives,” Journal of Business Research, 63 (8): 863.
168. Kim, Stephen Keysuk (2007) “Relational Behaviors In Marketing Channel Relationships: Transaction Cost Implications,” Journal of Business Research, 60 (11): 1125-1134,
169. King, Stephen F. ve Thomas F. Burgess (2008). "Understanding success and failure in customer relationship management." Industrial Marketing Management 37(4): 421-431.
170. Kirchgeorg, Manfred, Christiane Springer ve Evelyn Kästner, (2009) "Objectives For Successfully Participating In Trade Shows", Journal of Business & Industrial Marketing, 25 (1): 63 – 72
171. Kirmani, Amna ve Akshay R. Rao (2000). "No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality." The Journal of Marketing 64(2): 66-79.
172. Kleinaltenkamp, Michael ve Frank Jacob (2002) “German Approaches To Business-To-Business Marketing Theory: Origins And Structure,” Journal of Business Research, 55 (2): 149- 155
173. Kleinaltenkamp, Michael ve Michael Ehret (2006) "The Value Added By Specific Investments: A Framework For Managing Relationships In The Context Of Value Networks", Journal of Business & Industrial Marketing, 21 (2): 65 – 71.
174. Kumar, Anand ve Douglas B. Grisaffe (2004) “Effects of Extrinsic Attributes on Perceived Quality, Customer Value, and Behavioral Intentions in B2B Settings: A Comparison Across Goods and Service Industries”, Journal of Business-to-Business Marketing, 11 (4): 43 — 74
175. Kumar, V., Timothy R. Bohling ve Rajendra N. Ladda (2003). "Antecedents and consequences of relationship intention: Implications for transaction and relationship marketing." Industrial Marketing Management 32(8): 667-676.
176. Laaksonen, Toni, Kalle Pajunen ve Harri I. Kulmala (2008). "Co-evolution of trust and dependence in customer-supplier relationships." Industrial Marketing Management 37(8): 910-920.
177. Lackman, Conway L. (2007) "Forecasting Sales For A B2B Product Category: Case Of Auto Component Product", Journal of Business & Industrial Marketing, 22 (4): 228 – 235
178. Lages, Luis Filipe, Andrew Lancastre ve Carmen Lages (2008). "The B2B-RELPERF scale and scorecard: Bringing relationship marketing theory into business-to-business practice." Industrial Marketing Management 37(6): 686-697.
179. Lambe, C. Jay, Robert E. Morgan, Shibin Sheng and Gopal Kutwaroo (2009) “Alliance-Based New Product Development Success: The Role of Formalization in Exploration and Exploitation Contexts”, Journal of Business-to-Business Marketing, 16 (3): 242 — 275
180. Lancioni, Richard A., Michael F. Smith ve Terence A. Oliva (2000). "The Role of the Internet in Supply Chain Management." Industrial Marketing Management 29(1): 45-56.
181. Lancioni, Richard, Hope Jensen Schau ve Michael F. Smith (2005). "Intraorganizational influences on business-to-business pricing strategies: A political economy perspective." Industrial Marketing Management 34(2): 123-131.
182. Langerak, Fred (2001) “Effect of Customers” and Suppliers” Perceptions of the Market Orientation of Manufacturing Firms on Channel Relationships and Financial Performance”, Journal of Business-to-Business Marketing, 8 (2): 35 — 63
183. LaPlaca, Peter J. ve Jerome M. Katrichis (2009) “Relative Presence of Business-to-Business Research in the Marketing Literature”, Journal of Business-to-Business Marketing, 16 (1): 1 — 22
184. Lau, Geok Theng ve Hsueh Wei Chin (2003) “Trustworthiness of Salespeople in the Business-toBusiness Market: The Five C”s”, Journal of Business-to-Business Marketing, 10 (3): 1 — 33
185. Lau, Geok Theng, Mohammed A. Razzaque ve Angeline Ong (2003) "Gatekeeping In Organizational Purchasing: An Empirical Investigation", Journal of Business & Industrial Marketing, 18 (1): 82 – 103
186. Lee, Chang Hyun ve Sang Yong Kim (2008). "Differential effects of determinants on multidimensions of trade show performance: By three stages of pre-show, at-show, and post-show activities." Industrial Marketing Management 37(7): 784-796.
187. Lee, Don Y. (2003) "CASES Segmentation And Promotional Strategies For Selling Carb Bearings In China", Journal of Business & Industrial Marketing, 18 (3): 258 – 269
188. Lee, Gregory John (2010) “Employee Flow as an Integrated and Qualitative System: Impact on Businessto- Business Service Quality”, Journal of Business-to-Business Marketing, 17 (1): 1 — 28
189. Lee, Yew-Wing ve Steven Bellman (2008) “An Augmented Model of Customer Loyalty for Organizational Purchasing of Financial Services”, Journal of Business-to-Business Marketing, 15 (3): 290
190. Leek, Sheena, Peter W. Turnbull ve Peter Naudé (2004). "A comparison of manufacturers and financial services suppliers' and buyers' use of relationship management methods." Industrial Marketing Management 33(3): 241-249.
191. Lefaix-Durand, Aurelia, Robert Kozak, Robert Beauregard and Diane Poulin (2009) "Extending Relationship Value: Observations From A Case Study Of The Canadian Structural Wood Products Industry", Journal of Business & Industrial Marketing, 24 (5/6): 389 – 407
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193. Leonidou, Leonidas C. (2005) "Industrial Buyers’ Influence Strategies: Buying Situation Differences", Journal of Business & Industrial Marketing, 20 (1): 33 – 42
194. Leonidou, Leonidas C., Bradley R. Barnes ve Michael A. Talias (2006). "Exporter-importer relationship quality: The inhibiting role of uncertainty, distance, and conflict." Industrial Marketing Management 35(5): 576
195. Lewin, Jeffrey E. ve Jeffrey K. Sager (2007) “A Process Model Of Burnout Among Salespeople: Some New Thoughts,” Journal of Business Research, 60 (12): 1216-1224
196. Lichtenthal, J. David ve David Shani (2000) “Fostering Client-Agency Relationships: A Business Buying Behavior Perspective,” Journal of Business Research, 49 (3): 213-228
197. Lichtenthal, J. David(2000) 'Literature Reviews and the State of the Discipline', Journal of Business-to-Business Marketing, 7: 2, 1-7.
198. Lichtenthal, J. David, Venkatapparao Mummalaneni and David T. Wilson (2008) “The Essence Of Business Marketing Theory, Research, and Tactics: Contributions from the Journal of Business-to-Business Marketing”, Journal of Business-to-Business Marketing, 15 (2): 91— 179
199. Lichtenthal, J. David, Vivek Yadav ve Naveen Donthu (2006). "Outdoor advertising for business markets." Industrial Marketing Management 35(2): 236-247.
200. Lindgreen, Adam ve Finn Wynstra (2005). "Value in business markets: What do we know? Where are we going?" Industrial Marketing Management 34(7): 732-748.
201. Ling-yee, Li (2007) "The Effects Of Firm Resources On Trade Show Performance: How Do Trade Show Marketing Processes Matter?", Journal of Business & Industrial Marketing, 23 (1): 35 – 47
202. Ling-yee, Li (2010) "Antecedents And Effect Of Internet Implementation For Trade Shows", Journal of Business & Industrial Marketing, 25 (4): 272 – 283
203. Liu, Annie H. (2006) "Customer Value And Switching Costs In Business Services: Developing Exit Barriers Through Strategic Value Management", Journal of Business & Industrial Marketing, 21 (1): 30 – 37
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205. Lohtia, Ritu, Daniel C. Bello ve Constance Elise Porter (2009). "Building trust in US-Japanese business relationships: Mediating role of cultural sensitivity." Industrial Marketing Management 38(3): 239-252.
206. López Sánchez, José Ángel, María Leticia Santos Vijande ve Juan Antonio Trespalacios Gutiérrez (2010) “The Impact of Relational Variables on Value Creation in Buyer-Seller Business Relationships”, Journal of Business-to-Business Marketing, 17 (1): 62 — 94
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208. Lucero, Carrete (2008) "A Relationship Model Between Key Problems Of International Purchasing And The Post-Purchase Behavior Of Industrial Firms", Journal of Business & Industrial Marketing, 23 (5): 332 – 341
209. Lukas, Bryan A. ve Simon J. Bell (2000). "Strategic Market Position and R&D Capability in Global Manufacturing Industries: Implications for Organizational Learning and Organizational Memory." Industrial Marketing Management 29(6): 565-574.
210. Lutz, Salla ve Thomas Ritter (2009). "Outsourcing, supply chain upgrading and connectedness of a firm's competencies." Industrial Marketing Management 38(4): 387-393.
211. Lynn, Gary S., Sharon M. Lipp, Ali E. Akgün ve Alexander Cortez (2002). "Factors Impacting the Adoption and Effectiveness of the World Wide Web in Marketing." Industrial Marketing Management 31(1).
212. Malshe, Avinash, Jamal A. Al-Khatib, and John J. Sailors, (2010) “Business-to-Business Negotiations: The Role of Relativism, Deceit, and Opportunism”, Journal of Businessto-Business Marketing, 17 (2): 173.
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