Industrial Marketing under Employee Participation

Suggests that, although a number of European countries have introduced different forms of employee participation in decision making using more or less tight legislation, the most rigid, perhaps, was passed in Sweden in 1976. This law sets aside management's ‘right to lead and divide the work’ and ‘declares any and all matters of company decision making bargainable items’. Points out that, for instance, the USA have not moved towards this latitude at all. Maintains that present trends in company decision making are standard, though employee participation in this will differ from country to country. Chronicles that this trend is here to stay and that this may change the nature of industrial marketing and organisational buying behaviour. Uses empirical data from Sweden to reflect new situations for buyers and sellers on industrial markets. Summarizes by saying that the trend seems quite clear and that the correct direction seems to be the Swedish one.