Marketing by, for and of the project: project marketing by three types of organizations

Purpose:

The purpose of this paper is to place project marketing within the framework of organizational project management. There has been an ongoing discussion in the project marketing literature about whether project marketing is part of project management or project management is part of project marketing. Marketing is done by organizations to create a demand for products or services that have value for customers. The authors identify three types of organization involved in the management of projects, the project, the initiator and the contractor, and review current thinking on how they market their products and services, and create networks and dialogs to bring value to stakeholders.

Design/methodology/approach:

The authors review the literature on project marketing, and develop new models based on an organizational perspective. The authors develop propositions as a basis for further research.

Findings:

Marketing is done by three types of organization. The authors label these as marketing BY the project, marketing FOR the project by the contractor, and marketing OF the investment made by the project by the investor. The authors draw links with marketing theory, and introduce the service-dominant logic as a new perspective on organizational project marketing.

Research limitations/implications:

Traditionally, project marketing theory has taken the perspective of the overlap between project management and project marketing. The authors take an organizational perspective, and identify avenues for research into how the types of organization involved in the management of projects create dialog with their customers and stakeholders to exchange products and services that have value for them.

Practical implications:

Project managers have not traditionally viewed project marketing as having relevance to them. The authors show that providing a service to stakeholders is an essential part of the management of projects.

Originality/value:

The authors develop directions for research into project marketing as part of organizational project management.