Christian Homburg Quotes

[Strategic account management programs include] special activities... such as pricing, products, services, distribution, and information sharing’ and that they involve ‘in addition to marketing and sales, functional groups such as manufacturing, research and development, and finance.

Norms guide market-oriented behaviors within organizations. More specifically, we focus on market orientation as the concrete object of these norms. If, for example, the members of an organization share the value of openness of internal communication, a specific norm related to that value is the openness of market-related internal communication. As another example, the norm of market-related responsibility of employees is a specification of the more general shared value of responsibility of the employees... The difference between values and norms is that norms guide behaviors in a specific context, whereas values represent general guidelines.

Industrial marketing should be understood as a relationship-specific rather than a transaction-specific construct.