Implemented strategies in business-to-business contexts
This chapter documents the contributions in the business-to-business (B2B) marketing-buying literature that focus on implemented strategies in specific contexts. Research on implemented strategies often includes thick descriptions of how things actually get done over a period of weeks, months, or ye...
| Main Authors: | , , |
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| Format: | Journal Article |
| Published: |
2012
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| Online Access: | http://hdl.handle.net/20.500.11937/53446 |
| _version_ | 1848759145976561664 |
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| author | Woodside, Arch Pattinson, H. Montgomery, D. |
| author_facet | Woodside, Arch Pattinson, H. Montgomery, D. |
| author_sort | Woodside, Arch |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | This chapter documents the contributions in the business-to-business (B2B) marketing-buying literature that focus on implemented strategies in specific contexts. Research on implemented strategies often includes thick descriptions of how things actually get done over a period of weeks, months, or years including how decision makers make sense of situations, go about processing information, make choices, interact with other decision makers, participate in specific actions, and interpret events and outcomes. Research on implemented strategies favors "direct research" (Mintzberg, 1979) that includes multiple face-to-face interviews of the same and different participants in B2B processes over the course of days, week, months, or years. Direct research is inherently inductive theory-building and casebased data driven in its theory-empirical approach. Direct research includes applying a number of possible research methods and results in a number of advances in B2B implemented-strategy-in-context theory. |
| first_indexed | 2025-11-14T09:55:14Z |
| format | Journal Article |
| id | curtin-20.500.11937-53446 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T09:55:14Z |
| publishDate | 2012 |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-534462017-10-24T06:24:24Z Implemented strategies in business-to-business contexts Woodside, Arch Pattinson, H. Montgomery, D. This chapter documents the contributions in the business-to-business (B2B) marketing-buying literature that focus on implemented strategies in specific contexts. Research on implemented strategies often includes thick descriptions of how things actually get done over a period of weeks, months, or years including how decision makers make sense of situations, go about processing information, make choices, interact with other decision makers, participate in specific actions, and interpret events and outcomes. Research on implemented strategies favors "direct research" (Mintzberg, 1979) that includes multiple face-to-face interviews of the same and different participants in B2B processes over the course of days, week, months, or years. Direct research is inherently inductive theory-building and casebased data driven in its theory-empirical approach. Direct research includes applying a number of possible research methods and results in a number of advances in B2B implemented-strategy-in-context theory. 2012 Journal Article http://hdl.handle.net/20.500.11937/53446 10.1108/S1069-0964(2012)0000018018 restricted |
| spellingShingle | Woodside, Arch Pattinson, H. Montgomery, D. Implemented strategies in business-to-business contexts |
| title | Implemented strategies in business-to-business contexts |
| title_full | Implemented strategies in business-to-business contexts |
| title_fullStr | Implemented strategies in business-to-business contexts |
| title_full_unstemmed | Implemented strategies in business-to-business contexts |
| title_short | Implemented strategies in business-to-business contexts |
| title_sort | implemented strategies in business-to-business contexts |
| url | http://hdl.handle.net/20.500.11937/53446 |