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Project marketing : Beyond competitive bidding

Author

Listed:
  • Bernard Cova

    (ESCP-EAP - ESCP-EAP - Ecole Supérieure de Commerce de Paris)

  • Pervez N. Ghauri

    (Manchester School of Management, University of Manchester [Manchester])

  • Robert Salle

    (EM - EMLyon Business School)

Abstract

This book is the first English language book that focuses specifically on this important, emerging subject. Project marketing relates to the various marketing activities that take place prior to winning a contract. It deals with marketing of large and complex projects such as the construction of buildings and power stations. Features: - The authors are all leading international figures in the field of project marketing. Bernard Cova is co-founder and leader of The European Network on Project Marketing and System Selling. - The book provides models and methods that are necessary to develop a constructive approach to project marketing. - It contains more than 20 short cases drawn from a wide variety of industries e.g. aerospace, construction, engineering, transport and energy. The cases are truly international with examples from Europe, Asia, USA and Africa. Project Marketing: Beyond Competitive Bidding can be used a textbook for MBA and other masters-level courses in project marketing and project management. It will also be highly relevant for practitioners and participants in executive and in-company training programs.

Suggested Citation

  • Bernard Cova & Pervez N. Ghauri & Robert Salle, 2002. "Project marketing : Beyond competitive bidding," Post-Print hal-02298023, HAL.
    • Handle: RePEc:hal:journl:hal-02298023
    as

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    Citations

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    Cited by:

    1. 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.
    2. 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.
    3. Erbe, Anita, 2013. "Evaluating main order contract forms for Major Industrial Plant Projects (MIPP) with respect to completion and performance of design risk allocation," Freiberg Working Papers 2013/03, TU Bergakademie Freiberg, Faculty of Economics and Business Administration.
    4. Giovanni Esposito & Andrea Terlizzi, 2023. "Governing wickedness in megaprojects: discursive and institutional perspectives," Policy and Society, Darryl S. Jarvis and M. Ramesh, vol. 42(2), pages 131-147.
    5. Matthyssens, Paul & Buyl, Tine, 2005. "From Product to Total Solution: An Enriched Channel Perspective," Research Papers 24172, University of Antwerp, Faculty of Applied Economic Sciences.
    6. Welch, Denice & Welch, Catherine, 2015. "How global careers unfold in practice: Evidence from international project work," International Business Review, Elsevier, vol. 24(6), pages 1072-1081.
    7. Welch, Catherine, 2005. "Multilateral organisations and international project marketing," International Business Review, Elsevier, vol. 14(3), pages 289-305, June.
    8. 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.
    9. Catherine L. Welch & Denice E. Welch, 2012. "What Do HR Managers Really Do?," Management International Review, Springer, vol. 52(4), pages 597-617, August.
    10. Hurtak, Stefan & Kashyap, Vishal & Ehret, Michael, 2022. "Lightening the dark side of customer participation – The mitigating role of relationship performance in business-to-business project contexts," Journal of Business Research, Elsevier, vol. 140(C), pages 220-231.
    11. 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.
    12. Christophe Benaroya & Christine Fèvre-Pernet, 2014. "Le naming : facilitateur de management de grands projets industriels ?," Post-Print halshs-00972031, HAL.

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