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Marketing’s Roles in Innovation in Business-to-Business Firms: Status, Issues and Research Agenda

Authors/Editors: Griffin, A.
Josephson, B.W.
Lilien, G.
Wiersema, F.
Bayus, B.
Chandy, R.
Dahan, E.
Gaskin, S.
Kohli, A.
Miller, Ch.
Oliva, R.
Spanjol, J.
Published: 2013
Type: Articles in Refereed Journals (International)
ISBN/ISSN: 0923-0645
Published by: Marketing Letters, 24 (4), 323-337
Additional information: Lead article in issue


A project funded by the Institute for the Study of Business Markets to develop an understanding of the current state of business-to-business marketing and a research agenda for the field identified a lack of understanding of how the marketing function can or should best contribute to firms' innovation efforts as the top priority. A workshop of senior academics and research-oriented practitioners explored this topic further, identifying four specific themes: (1) improving customer needs understanding and customer involvement in developing new products, (2) innovating beyond the lab, (3) disseminating and implementing research findings in firms, and (4) marketing's overall role in innovation. This article defines these themes, sketches the current status of knowledge about each theme, frames practitioners' issues with them, and proposes research agendas for each theme to move the field forward. The goal is to encourage rigorously executed academic research that can also help firms innovate more successfully.

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