B2B MARKETING: MAPPING ACADEMIC PAPERS IN BRAZIL FROM 1998 TO 2007

Abstract

The Marketing discipline is influenced by several areas like Economics, Sociology and Psychology. However, it's still looking for an own theory. The scientific classification of papers becomes an important tool to find the way Marketing has been studied on last years in Brazil, as well as to find trends in this area. Understanding the organizational buying characteristics is mandatory in order to create efficient marketing programs that meet industry's buyers. This occurs because those buyers don't have the same behavior as individual consumers, despite the goal of a buying operation be the same - satisfaction of a need. The goals and politics of a particular organization offer restrictions on buying decision of organizational buyer. (KERIN et al., 2007). So, this paper tried to identify Business-to-Business (B2B) Marketing work published on EnANPADs, RAE, RAC, READ e RAUSP between 1998 and 2007. Results point that, despite the small amount of papers, the number is increasing and, following the literature trend, research are focusing on organizational relationship marketing.