Milieu as a pertinent unit of analysis in project marketing |
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Authors: | Bernard Cova Florence Mazet Robert Salle |
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Affiliation: | aEAP, European School of Management, 6, Av. de la Porte de Champerret, 75017 Paris, France;bIRE, Groupe ESC Lyon, 23 Av. Guy de Collongue, Ecully Cedex 69132, France |
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Abstract: | The purpose of this article is to shift gear from the purely economic to the socioeconomic level in project marketing and consequently to demonstrate that project marketing consists, to a certain extent, in the management of a firm's relationships to a local network of business and non-business actors, named the milieu. This networking action forms the basis of a proactive approach aiming at anticipating bids and at maximizing the firm's chances of success on on-going projects. |
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Keywords: | Social Relationships Milieu Networks Projects |
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