uu.seUppsala University Publications
Change search
ReferencesLink to record
Permanent link

Direct link
Development of B2B marketing theory
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
2013 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 42, no 3, 294-305 p.Article in journal (Refereed) Published
Abstract [en]

Despite the practice of B2B marketing dating back several thousand years, B2B marketing studies did not exist in significant numbers prior to the last three decades and we are now in the a stage of accelerated theory development. Contributions to B2B theory began at the end of the 1800s and in the early 1900s, but developments in the last decades have inspired this paper to study how the B2B marketing theory has evolved. The transition from an economic foundation to one built on the behavioral sciences and the recent wider applicability of B2B marketing theory towards other marketing fields is viewed in this paper as an exciting journey and is the focus of this paper. A historic development of the contributions reveals new knowledge on B2B research development and its applicability which is beneficial not only for researchers in B2B marketing research and industrial firms, but also other marketing fields.

Place, publisher, year, edition, pages
2013. Vol. 42, no 3, 294-305 p.
Keyword [en]
B2B marketing, Historic development, Exchange and economic theory, Behavioral theory applications
National Category
Social Sciences
URN: urn:nbn:se:uu:diva-204177DOI: 10.1016/j.indmarman.2013.03.011ISI: 000320298500004OAI: oai:DiVA.org:uu-204177DiVA: diva2:637886
Available from: 2013-07-23 Created: 2013-07-23 Last updated: 2013-07-23Bibliographically approved

Open Access in DiVA

No full text

Other links

Publisher's full text

Search in DiVA

By author/editor
Hadjikhani, Amjad
By organisation
Department of Business Studies
In the same journal
Industrial Marketing Management
Social Sciences

Search outside of DiVA

GoogleGoogle Scholar
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

Altmetric score

Total: 570 hits
ReferencesLink to record
Permanent link

Direct link