Ryynänen, H. Jalkala, A. and Salminen, R. (2013), ‘Supplier’s internal communication network during the project sales process’, Project Management Journal, 44 (3): 5-20.

An interesting illustration of how business marketing is not just about dealing with external parties – equally important is the handing of internal relationships, particularly for complex solutions.

Kim, H.K. and Kumar, V. (2018), ‘The relative influence of economic and relational direct marketing communications on buying behavior in business-to-business markets’, Journal of Marketing Research, 55 (1): 48-68.

This article develops understanding of how to improve the effectiveness of direct marketing by tailoring value propositions contained in communications messages.