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Project marketing : beyond competitive bidding strategies

Author

Listed:
  • Denis Bansard
  • Bernard Cova

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

  • Robert Salle

    (EM - EMLyon Business School)

Abstract

No abstract is available for this item.

Suggested Citation

  • Denis Bansard & Bernard Cova & Robert Salle, 1993. "Project marketing : beyond competitive bidding strategies," Post-Print hal-02312850, HAL.
    • Handle: RePEc:hal:journl:hal-02312850
    as

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    Citations

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    Cited by:

    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    6. Welch, Catherine, 2005. "Multilateral organisations and international project marketing," International Business Review, Elsevier, vol. 14(3), pages 289-305, June.

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