IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v14y2005i3p289-305.html
   My bibliography  Save this article

Multilateral organisations and international project marketing

Author

Listed:
  • Welch, Catherine

Abstract

This paper examines the international marketing process of organisations that bid for and supply to projects financed by multilateral organisations (such as the World Bank and Asian Development Bank). The findings of an interview study are discussed in terms of suppliers' package mix, relational mix and strategic mix. Multilateral procurement is found to constitute a distinctive project context in a number of ways, not least because of the structure of the buyer cluster and the institutional rules (multilateral and national) that affect inter-organisational relations.

Suggested Citation

  • Welch, Catherine, 2005. "Multilateral organisations and international project marketing," International Business Review, Elsevier, vol. 14(3), pages 289-305, June.
    • Handle: RePEc:eee:iburev:v:14:y:2005:i:3:p:289-305
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593105000296
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Denis Bansard & Bernard Cova & Robert Salle, 1993. "Project marketing : beyond competitive bidding strategies," Post-Print hal-02312850, HAL.
    2. Cova, Bernard & Mazet, Florence & Salle, Robert, 1996. "Milieu as a pertinent unit of analysis in project marketing," International Business Review, Elsevier, vol. 5(6), pages 647-664, December.
    3. Cova, Bernard & Hoskins, Steven, 1997. "A twin-track networking approach to project marketing," European Management Journal, Elsevier, vol. 15(5), pages 546-556, October.
    4. Bernard Cova & Florence Crespin-Mazet & Robert Salle, 1994. "From competitive tendering to strategic marketing : an inductive approach for theory-building," Post-Print hal-02312711, HAL.
    5. Bernard Cova & Pervez N. Ghauri & Robert Salle, 2002. "Project marketing : Beyond competitive bidding," Post-Print hal-02298023, HAL.
    6. Bansard, Denis & Cova, Bernard & Salle, Robert, 1993. "Project marketing: Beyond competitive bidding strategies," International Business Review, Elsevier, vol. 2(2), pages 125-141.
    7. Lemaire, Jean-Paul, 1996. "International projects' changing patterns: Sales engineers' changing roles," International Business Review, Elsevier, vol. 5(6), pages 603-629, December.
    8. Cova, Bernard & Salle, Robert, 2000. "Rituals in managing extrabusiness relationships in international project marketing: a conceptual framework," International Business Review, Elsevier, vol. 9(6), pages 669-685, December.
    9. Hadjikhani, Amjad, 1996. "Project marketing and the management of discontinuity," International Business Review, Elsevier, vol. 5(3), pages 319-336, June.
    10. Skaates, Maria Anne & Tikkanen, Henrikki & Alajoutsijärvi, Kimmo, 2002. "Social and cultural capital in project marketing service firms: Danish architectural firms on the German market," Scandinavian Journal of Management, Elsevier, vol. 18(4), pages 589-609, December.
    11. Lampel, Joseph & Miller, Roger & Floricel, Serghei, 1996. "Impact of owner involvement on innovation in large projects: Lessons from power plants construction," International Business Review, Elsevier, vol. 5(6), pages 561-578, December.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Alajoutsijärvi, Kimmo & Mainela, Tuija & Salminen, Risto & Ulkuniemi, Pauliina, 2012. "Perceived customer involvement and organizational design in project business," Scandinavian Journal of Management, Elsevier, vol. 28(1), pages 77-89.
    2. Dahlgren, J. & Söderlund, J., 2001. "Managing inter-firm industrial projects -- on pacing and matching hierarchies," International Business Review, Elsevier, vol. 10(3), pages 305-322, June.
    3. Oronzo Trio & Antonio Iazzi, 2017. "Consumers? preferences in the estate market: An explorative research on the residential product," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2017(3), pages 147-167.
    4. Manning, Stephan, 2017. "The rise of project network organizations: Building core teams and flexible partner pools for interorganizational projects," Research Policy, Elsevier, vol. 46(8), pages 1399-1415.
    5. Cova, Bernard & Salle, Robert, 2000. "Rituals in managing extrabusiness relationships in international project marketing: a conceptual framework," International Business Review, Elsevier, vol. 9(6), pages 669-685, December.
    6. Björkman, Ingmar & Kock, Sören, 1995. "Social relationships and business networks: The case of Western companies in China," International Business Review, Elsevier, vol. 4(4), pages 519-535.
    7. Oxana SAVCIUC & Lucia CASAP, 2015. "The impact of project marketing on the projects finality," Eastern European Journal for Regional Studies (EEJRS), Center for Studies in European Integration (CSEI), Academy of Economic Studies of Moldova (ASEM), vol. 1(1), pages 1-85, June.
    8. Andrea Runfola & Simone Guercini & Gianluca Gregori & Andrea Perna, 2013. "Discontinuity in interaction. findings from two cases in the Italian context," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2013(1), pages 53-72.
    9. Mueller, J. D. & Murphy, A. & Ball, D. F., 1996. "The role of process plant contractors in the energy supply industry," Applied Energy, Elsevier, vol. 55(1), pages 21-45, September.
    10. Welch, Denice & Welch, Lawrence & Wilkinson, Ian & Young, Louise, 1996. "Network development in international project marketing and the impact of external facilitation," International Business Review, Elsevier, vol. 5(6), pages 579-602, December.
    11. Pekkarinen, Olli & Salminen, Risto T., 2013. "Developing industrial solution offerings: A framework and management guidelines," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 6(3), pages 143-170.
    12. Sihem Ben Mahmoud-Jouini, 2000. "Innovative supply-based strategies in the construction industry," Construction Management and Economics, Taylor & Francis Journals, vol. 18(6), pages 643-650, December.
    13. Matteo Cinelli & Giovanna Ferraro & Antonio Iovanella, 2022. "Connections matter: a proxy measure for evaluating network membership with an application to the Seventh Research Framework Programme," Scientometrics, Springer;Akadémiai Kiadó, vol. 127(7), pages 3959-3976, July.
    14. Ivona Ivić & Anita Cerić, 2024. "Mitigation Measures for Information Asymmetry between Participants in Construction Projects: The Impact of Trust," Sustainability, MDPI, vol. 16(16), pages 1-27, August.
    15. Fanny Romestant, 2017. "L’écoute des parties prenantes dans une optique de développement durable : continuité ou alternative pour le marketing de projets industriels ?," Post-Print hal-01867786, HAL.
    16. Abosag, Ibrahim & Lee, Joong-Woo, 2013. "The formation of trust and commitment in business relationships in the Middle East: Understanding Et-Moone relationships," International Business Review, Elsevier, vol. 22(3), pages 602-614.
    17. Welch, Catherine L. & Welch, Lawrence S., 2009. "Re-internationalisation: Exploration and conceptualisation," International Business Review, Elsevier, vol. 18(6), pages 567-577, December.
    18. Ryynänen, Harri & Pekkarinen, Olli & Salminen, Risto T., 2012. "Supplier's internal communication in change process to solution business: Challenges and tentative research agenda," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(3), pages 154-172.
    19. Rémi Mencarelli & Arnaud Riviere, 2015. "Perceived value in B2B and B2C: A comparative approach and cross-fertilization," Post-Print halshs-01157807, HAL.
    20. Daniela Andreini & Giuseppe Pedeliento, 2013. "B2B vs. B2C: an empirical attempt to bridge the gap," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2013(1), pages 73-96.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:14:y:2005:i:3:p:289-305. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.