Dale of Norway Case-Marketing Management

Citations and References A Short Guide for Students .Based on APA 6th ed.

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All students at university level are expected to handle sources in a proper way and to cite them correctly.

The main reasons for citing sources are:

- to let the reader know what the student’s own contributions are and what is taken from others

- to permit the reader to find the item cited

- to acknowledge the contributions of the original authors

- to let the student share their knowledge about the subject and what is written about it.

BI Norwegian Business School recommends the author-date system from American Psychological Association (APA).

This system handles every reference with a simple in-text citation, which guides the reader to a more

comprehensive reference list at the end of the assignment.

IN-TEXT CITATIONS The citation in the text of a document is briefly indicated by author’s last name and year of publication, in parentheses.

Reference to a specific place in a larger document must be located by page(s).

If the name of the author appears in the text, place only the year in parentheses next to the author’s name.

Peter Lorange’s (1993) analysis suggests that ….

If the name of the author does not appear in the text, place the author surname and year in parenthesis, separated by

a comma.

... is important in the strategic process (Lorange, 1993).

When citing specific pages:

On the contrary, Fred Selnes (1998, pp. 320-321) concludes that ….

When a work has two authors, use the surnames of all authors every time you cite.

(Kotler & Armstrong, 2008)

When a work has three to five authors, use the surnames of all authors the first time you cite the work.

In subsequent citations, use only the surname of the first author followed by et al. (“and others”).

(Lunnan et al., 2005) List all authors in the reference list.

Two or more works by the same author(s) in the same year must be differentiated by the addition of a, b, etc. If

a publication has no author, use the organization responsible for the publication as author.

Quotations

Quotations must be correctly cited and have references. Always refer to the specific page on which the quote

appears.

Short quotations are incorporated in the sentence and put in quotation marks.

Michael Porter (1985, p. 3) states that "value is what customers are willing to pay."

Longer quotations should be handled as paragraphs with indentation. Quotation marks are then omitted. A longer

quotation, according to APA, consists of more than 40 words.

Secondary Sources

Citing from secondary sources is generally to be discouraged as you are expected to have read the works you cite. If

you must, it has to be clear that you have read a secondary source. Name the original source in the text, while the in

text-citation in parenthesis should be to what you have read, i.e. the secondary source. You have read about

Pettersen’s research in a book by Hansen:

In the text: … Pettersen (1950), cited in Hansen (2007, p. 45), states that ….

In the reference list you should list Hansen’s book only, i.e the source you have read.

THE REFERENCE LIST The reference list should include only the sources cited, and appear as one single list at the end of the document.

Each reference should be arranged in alphabetical order by the author’s surname. Invert all author names. Use

indentation if the reference is more than one line. All items in a reference list must be consistent in style. BI Library 02.02.17

Examples: References to different types of publications Books

Surname, initials first name. (Year). Title. Place of publication: Name of publisher.

Kotler, P., & Armstrong, G. (2008). Principles of marketing (12th ed.). Englewood Cliffs, NJ.: Prentice-Hall.

Reve, T., Lensberg, T., & Grønhaug, K. (1992). Et konkurransedyktig Norge. Oslo: Tano.

Editors

Brønn, P., & Berg, R. (Eds.). (2005). Corporate communication: A strategic approach to building reputation (2nd

ed.). Oslo: Gyldendal Akademisk.

E-books should be cited in the same way, but omit the information about publisher and place. Add "Retrieved

from www…"(url) at the end.

Book Articles

Surname, initials first name. (Year). Chapter title. In Editor name (Ed.), Book title, (pp.xx-xx). Place of publication:

Name of publisher.

In the reference list, list the page range for the whole article. In the text, list the specific page(s) consulted.

Solberg, C. A. (2006). Market research and information through networks in international markets. In F. Asche (Ed.),

Primary industries facing global markets, (pp. 21-43). Oslo: Universitetsforlaget.

Journal Articles Surname, initials first name. (Year) . Article title. Journal Title, volume number(issue number), pages. doi:

xxxx…

Electronic articles that are analogous to printed articles, should be cited similarly to their print counterparts

Add a DOI (Digital Object Indentifier) for electronic articles if the journal lists one.

In the reference list, list the page range for the whole article. In the text, list the specific page(s) consulted.

Dysvik, A., Kuvaas, B., & Buch, R. (2016). Perceived investment in employee development and taking charge. Journal

of Managerial Psychology, 31(1), 50-60. doi:10.1108/JMP-04-2013-0117

Newspaper Articles

Surname, initials first name. (Year, date). Article title. Journal Title , pp. xx-

xx.

Palmisano, S. (2008, May 6). Global consumer gives small companies a big reach. Financial Times, pp. 3-4.

Did you find the article online? Cite the article like this:

Palmisano, S. (2008, May 6). Global consumer gives small companies a big reach. Financial Times. Retrieved from

www.ft.com

Personal Communication (lectures, conversations, letters, e-mails, etc.) is generally cited in the running text.

In an email from the general manager of XX 8.11. 2016, it is confirmed that…. Presentations (from lectures a.o.) the same. Prefer to cite published works rather than informal presentations.

Websites

Is the source actually a website? Could it be a journal article, a report or a newspaper article you found online? If so,

you should cite it as that kind of document. To cite a webpage in general, you can simply write the url in the running

text, and no entry in the reference list.

As you can see on Statoil`s website (www.statoil.com/en), … If you cite a certain page/document from a website, include both a reference list entry and an in-text citation. *If

there is no information about year of publication, use the year you read it. Include retrieved date only for webpages

that are changed frequently. Cite date, month and year in relation to the url: "Retrieved 4th of August 2016 from

http://www.nnn.nn".

Author or company/organization. (*Year). Title. Retrieved from URL

Transparency International. (2016). Corruption Perceptions Index 2015. Retrieved from

https://www.transparency.org/whatwedo/publication/cpi_2015