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This paper identi®es the major marketing challenges small software ®rms face during their growth and internationalization processes. It starts with an analysis of small software company activities along a continuum from`project business' tòproduct business.' This is followed by a brief analysis of the two major schools of thought in marketing, in which… (More)
This study explores the role and nature of purchasing and supplier relationship management in the specific, complex industry setting. The purpose is to develop concepts to describe, conceptualise and analyse the emerging software component market from the point of view of the industrial buyer. The theoretical discussion on the market is concluded with a… (More)
The purpose of this paper is to enhance our understanding of business relationships conducted in digital environment by creating a preliminary framework to study the digitalization of business relationships. Although digital environments allow companies new ways to conduct business, they are still merely seen as facilitating technologies not as… (More)
The paper analyses the change of a software subcontractor's view to competence management from a content-driven to an organisational approach, in the context of project relationships. A model is proposed to describe the main patterns of the change.
Studying business relationships in different contexts has been one of the major themes in the industrial marketing and purchasing literature for several years. Much emphasis has been given especially on interpreting and making sense of the development of the complex business relationships. One of the recent key areas of interest, arriving from the research… (More)