Interconnected Levels of Multi-Stage Marketing

A Triadic Approach

Research output: Contribution to journalJournal articleResearchpeer-review

Abstract

Multi-stage marketing gains increasing attention as knowledge of and influence on the customer's customer become more critical for the firm's success. Despite this increasing managerial relevance, systematic approaches for analyzing multi-stage marketing are still missing. This paper conceptualizes different levels of multi-stage marketing and illustrates these stages with a case study. In addition, a triadic perspective is introduced as an analytical tool for multi-stage marketing research. The results from the case study indicate that multi-stage marketing exists on different levels. Thus, managers must not only decide in general on the merits of multi-stage marketing for their firm, but must also decide on which level they will engage in multi-stage marketing. The triadic perspective enables a rich and multi-dimensional understanding of how different business relationships influence each other in a multi-stage marketing context. This understanding assists managers in assessing and balancing different aspects of multi- stage marketing. The triadic perspective also offers avenues for further research.
Original languageEnglish
JournalJournal of Business Marketing Management
Volume5
Issue number1
Pages (from-to)1-20
Number of pages20
Publication statusPublished - 2012

Keywords

  • Multi-Stage Marketing
  • Tradic Relationships
  • Intermediaries
  • Interconnections

Cite this

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title = "Interconnected Levels of Multi-Stage Marketing: A Triadic Approach",
abstract = "Multi-stage marketing gains increasing attention as knowledge of and influence on the customer's customer become more critical for the firm's success. Despite this increasing managerial relevance, systematic approaches for analyzing multi-stage marketing are still missing. This paper conceptualizes different levels of multi-stage marketing and illustrates these stages with a case study. In addition, a triadic perspective is introduced as an analytical tool for multi-stage marketing research. The results from the case study indicate that multi-stage marketing exists on different levels. Thus, managers must not only decide in general on the merits of multi-stage marketing for their firm, but must also decide on which level they will engage in multi-stage marketing. The triadic perspective enables a rich and multi-dimensional understanding of how different business relationships influence each other in a multi-stage marketing context. This understanding assists managers in assessing and balancing different aspects of multi- stage marketing. The triadic perspective also offers avenues for further research.",
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author = "Mette Vedel and Jens Geersbro and Thomas Ritter",
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Interconnected Levels of Multi-Stage Marketing : A Triadic Approach. / Vedel, Mette; Geersbro, Jens; Ritter, Thomas.

In: Journal of Business Marketing Management, Vol. 5, No. 1, 2012, p. 1-20.

Research output: Contribution to journalJournal articleResearchpeer-review

TY - JOUR

T1 - Interconnected Levels of Multi-Stage Marketing

T2 - A Triadic Approach

AU - Vedel, Mette

AU - Geersbro, Jens

AU - Ritter, Thomas

PY - 2012

Y1 - 2012

N2 - Multi-stage marketing gains increasing attention as knowledge of and influence on the customer's customer become more critical for the firm's success. Despite this increasing managerial relevance, systematic approaches for analyzing multi-stage marketing are still missing. This paper conceptualizes different levels of multi-stage marketing and illustrates these stages with a case study. In addition, a triadic perspective is introduced as an analytical tool for multi-stage marketing research. The results from the case study indicate that multi-stage marketing exists on different levels. Thus, managers must not only decide in general on the merits of multi-stage marketing for their firm, but must also decide on which level they will engage in multi-stage marketing. The triadic perspective enables a rich and multi-dimensional understanding of how different business relationships influence each other in a multi-stage marketing context. This understanding assists managers in assessing and balancing different aspects of multi- stage marketing. The triadic perspective also offers avenues for further research.

AB - Multi-stage marketing gains increasing attention as knowledge of and influence on the customer's customer become more critical for the firm's success. Despite this increasing managerial relevance, systematic approaches for analyzing multi-stage marketing are still missing. This paper conceptualizes different levels of multi-stage marketing and illustrates these stages with a case study. In addition, a triadic perspective is introduced as an analytical tool for multi-stage marketing research. The results from the case study indicate that multi-stage marketing exists on different levels. Thus, managers must not only decide in general on the merits of multi-stage marketing for their firm, but must also decide on which level they will engage in multi-stage marketing. The triadic perspective enables a rich and multi-dimensional understanding of how different business relationships influence each other in a multi-stage marketing context. This understanding assists managers in assessing and balancing different aspects of multi- stage marketing. The triadic perspective also offers avenues for further research.

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KW - Tradic Relationships

KW - Intermediaries

KW - Interconnections

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JO - Journal of Business Market Management

JF - Journal of Business Market Management

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