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Paper info: How to approach purchasing and marketing practices in the Danishpine furniture industry?

Title


How to approach purchasing and marketing practices in the Danishpine furniture industry?

Authors


Marisa Dohrup and
Salla Lutz
Copenhagen Business School
Denmark
Salla Lutz

Place of Publication


The paper was published at the 21st IMP-conference in Rotterdam, Netherlands in 2005.

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Abstract


The aim of this paper is to give practical focus in research relationships, looking at the challengesfaced by researchers using inductive approach in order to define the research area and collect data. Itis based on the researchers’ experience to penetrate an environment without tradition for academicresearch.The subjects of study are 9 companies in the pine furniture industry in Denmark, of which 1 is asupplier of pinewood components in the industry. These companies decided to partially finance 2PhD-projects in order to increase their level of understanding in two areas: Purchasing and Marketing.The fact that the companies are direct competitors and have short-term pragmatic expectations fromthis project has added significant pressure in the research relationship. For this reason, it has beennecessary to direct attention to the trustful relationship between the researchers and their objects ofstudy as it is the main door of access to the data for the project. And as a result assure the quality ofthe research, as it is dependent on the type of information the companies are willing to disclose.