Marketing through a joint commercial product portfolio : business drivers, benefits and challenges
Mustonen, Erno; Härkönen, Janne; Haapasalo, Harri (2020-04-01)
Mustonen, E., Harkonen, J. and Haapasalo, H. (2020), "Marketing through a joint commercial product portfolio: business drivers, benefits and challenges", Journal of Business & Industrial Marketing, Vol. 35 No. 11, pp. 1673-1683. https://doi.org/10.1108/JBIM-11-2018-0331
© Emerald Publishing Limited. This manuscript version is made available under the CC-BY-NC 4.0 license http:/creativecommons.org/licenses/by-nc/4.0/
https://creativecommons.org/licenses/by-nc/4.0/
https://urn.fi/URN:NBN:fi-fe202101081284
Tiivistelmä
Abstract
Purpose:This study aims to improve understanding of companies’ motives and concerns in relation to cooperation through a joint commercial product portfolio.
Design/methodology/approach:The qualitative research method was used to study 17 companies based on two case projects.
Findings:The joint commercial product portfolio is introduced as a new type of co-marketing. The possible business drivers, targeted benefits and perceived challenges of small and medium-sized enterprises (SMEs) in relation to cooperation through a joint commercial product portfolio are identified. The companies seem to be motivated by and concerned about similar issues that also apply to other forms of co-marketing.
Research limitations/implications:The study consisted of two case projects in the same country and, thus, share fairly similar business environments and cultures. Therefore, the same results may not be obtained for a study that is conducted in a different location.
Practical implications:Managers of SMEs can benefit from the results of this study by improving their understanding of co-marketing opportunities through the creation of a joint commercial product portfolio with suitable companies. In addition, the results provide managers with insights into the challenges that should be considered when planning marketing cooperation.
Originality/value:The study provides new perspectives on the existing co-marketing literature by discussing the creation of a joint commercial product portfolio as a vehicle to support companies’ business objectives. The study contributes to the increasing business-to-business co-marketing literature by presenting the business drivers, targeted benefits and perceived challenges related to SMEs cooperation through a joint commercial product portfolio.
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