Advances in International Marketing
Volume 3

Edited by S. Tamer Cavusgil
The Eli Broad Graduate School of Management
Michigan State University
and
D. Deo Sharma
Department of Business Studies, Uppsala University

Volume 5, Industrial Networks
1993, 261 pp.
ISBN 1-55938-407-7

CONTENTS:

• Preface, S. Tamer Cavusgil.
• Introduction: Industrial Networks in Marketing, D. Deo Sharma.

PART I. CONCEPTUAL ISSUES.

• Industrial Functions of Business Relationships, HåkaN Hakansson and Jan Johanson.
• Evolution Processes in Distribution Networks, Lars-Erik Gadde.
• Language, Metaphors, and Networks, Geoff Easton and Luis Araujo.
• Structure and Change: The Industrial Field Approach, Bo Hellgren, Helif Melin and Anders Pettersson.
• The Cultural Factor and the Formation of International Business Relationships in Industrial Markets, Jan-Ake Tornroos and Kristian E. Moller.

PART II. FORMAL COOPERATION IN NETWORKS.

• Forms of Association in Business Markets: The Impact of Inter-Organizational Information Systems, Chris Holland and Geoff Lockett.
• Image Technology in Sweden, Anders Lundgren.
• Technological Development in the Mobile Communications Sector, Dale Littler and Fiona Leverick.
• Make, Buy, or Cooperate Decisions with Respect to Research and Development in International Business Networks, F.A.J. van den Bosch and P.C. Elfferich.

PART III. INFORMAL COOPERATION IN NETWORKS.

• Technology, Networks, and Purchasing Strategy, Malcolm Cunningham and David Ford.
• Understanding Industrial Systems: Critical Issues in Describing, Analyzing, and Acting in Business Networks, Bjorn Axelsson.
• Exporting in a Network: Relationship Between Technical Consultancy and the Sources of Procurement, D. Deo Sharma and Robert Keller.
• International Business: Distribution Chains or Triadic Units?, Virpi Havila and Madelene Sandstrom.