Handbook of Business-to-Business Marketing:
Gespeichert in:
| Format: | Elektronisch E-Book |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Cheltenham [u.a.]
Elgar
2012
|
| Schlagworte: | |
| Beschreibung: | Description based upon print version of record This insightful Handbook provides a comprehensive state of the art review of business to business marketing. Comprised of 38 chapters, written by internationally renowned contributors, each chapter provides: perspectives of a particular area or issue both from an academic and a managerial perspective (state of theory and state of practice); a concise state-of-art review summarizing what we know about the area; and a research agenda for the domain. This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a complete overview of the academic state of |
| Beschreibung: | 1 Online-Ressource (XXII, 772 S.) |
| ISBN: | 9781781002445 |
Internformat
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| 245 | 1 | 0 | |a Handbook of Business-to-Business Marketing |c ed. by Gary L. Lilien ... |
| 264 | 1 | |a Cheltenham [u.a.] |b Elgar |c 2012 | |
| 300 | |a 1 Online-Ressource (XXII, 772 S.) | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 500 | |a Description based upon print version of record | ||
| 500 | |a This insightful Handbook provides a comprehensive state of the art review of business to business marketing. Comprised of 38 chapters, written by internationally renowned contributors, each chapter provides: perspectives of a particular area or issue both from an academic and a managerial perspective (state of theory and state of practice); a concise state-of-art review summarizing what we know about the area; and a research agenda for the domain. This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a complete overview of the academic state of | ||
| 505 | 0 | |a Cover; Copyright; Contents; About the editors; Contributors; Acknowledgments; PART I INTRODUCTION AND OVERVIEW; 1 Business-to-business marketing: looking back, looking forward; PART II PERSPECTIVES IN B2B RESEARCH; 2 A high-level overview: a value perspective on the practice of business-to-business marketing; 3 Applications of agency theory in B2B marketing: review and future directions; 4 Progress and prospects for governance value analysis in marketing: when Porter meets Williamson; 5 Network governance; 6 Marketing capabilities for B2B firms | |
| 505 | 0 | |a 7 Gaining competitive advantage with service-dominant logic8 Coordinating marketing and sales in B2B organizations; 9 Competitor intelligence: enabling B2B marketing strategy; PART III B2B MARKETING MIX AND STRATEGY; 10 B2B marketing communication in a transformational marketplace; 11 Business-to-business market segmentation; 12 Branding in B2B firms; 13 Trade shows in the business marketing communications mix; 14 Value-based pricing: a state-of-the-art review; PART IV INTER-FIRM RELATIONSHIPS IN B2B MARKETS; 15 Evolution of buyer-seller relationships; 16 Relationship marketing | |
| 505 | 0 | |a 17 Customer relationship management in business markets18 Trust, distrust and confi dence in B2B relationships; 19 Strategic alliances in a business-to-business environment; 20 Learning in coopetitive relationships; 21 The organizational buying center: innovation, knowledge management and brand; 22 B2B relationship underpinnings of outsourcing; PART V PERSONAL SELLING AND SALES MANAGEMENT; 23 Salesperson effectiveness: a behavioral perspective; 24 Boundary work and customer connectivity in B2B front lines; 25 Key account management | |
| 505 | 0 | |a 26 Sales force compensation: research insights and research potential27 Sales force performance: a typology and future research priorities; 28 Building a winning sales force in B2B markets: a managerial perspective; 29 The impact of the Internet on B2B sales force size and structure; PART VI TECHNOLOGY AND B2B MARKETING; 30 Toward a theory of technology marketing: review and suggestions for future research; 31 Key questions on innovation in the B2B context; 32 The Stage-Gate system for product innovation in B2B firms; 33 B2B e-commerce; 34 Designing B2B markets | |
| 505 | 0 | |a PART VII METHODOLOGICAL ISSUES35 Qualitative research methods for investigating business-to-business marketing questions; 36 Case study research in business-to-business contexts: theory and methods; 37 Survey research in B2B marketing: current challenges and emerging opportunities; 38 Marketing metrics for B2B firms; Name index; Subject index | |
| 650 | 4 | |a Direct marketing | |
| 650 | 4 | |a Direct selling | |
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| 653 | |a Industrial marketing | ||
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| 689 | 0 | 1 | |a Business-to-Business-Marketing |0 (DE-588)4631075-7 |D s |
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| 700 | 1 | |a Lilien, Gary L. |d 1946- |e Sonstige |0 (DE-588)133632148 |4 oth | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe, Hardcover |z 978-1-84980-142-3 |
| 912 | |a ZDB-89-EBL | ||
| 999 | |a oai:aleph.bib-bvb.de:BVB01-025993372 | ||
Datensatz im Suchindex
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| any_adam_object | |
| author_GND | (DE-588)133632148 |
| building | Verbundindex |
| bvnumber | BV041015805 |
| classification_rvk | QP 621 QP 600 |
| collection | ZDB-89-EBL |
| contents | Cover; Copyright; Contents; About the editors; Contributors; Acknowledgments; PART I INTRODUCTION AND OVERVIEW; 1 Business-to-business marketing: looking back, looking forward; PART II PERSPECTIVES IN B2B RESEARCH; 2 A high-level overview: a value perspective on the practice of business-to-business marketing; 3 Applications of agency theory in B2B marketing: review and future directions; 4 Progress and prospects for governance value analysis in marketing: when Porter meets Williamson; 5 Network governance; 6 Marketing capabilities for B2B firms 7 Gaining competitive advantage with service-dominant logic8 Coordinating marketing and sales in B2B organizations; 9 Competitor intelligence: enabling B2B marketing strategy; PART III B2B MARKETING MIX AND STRATEGY; 10 B2B marketing communication in a transformational marketplace; 11 Business-to-business market segmentation; 12 Branding in B2B firms; 13 Trade shows in the business marketing communications mix; 14 Value-based pricing: a state-of-the-art review; PART IV INTER-FIRM RELATIONSHIPS IN B2B MARKETS; 15 Evolution of buyer-seller relationships; 16 Relationship marketing 17 Customer relationship management in business markets18 Trust, distrust and confi dence in B2B relationships; 19 Strategic alliances in a business-to-business environment; 20 Learning in coopetitive relationships; 21 The organizational buying center: innovation, knowledge management and brand; 22 B2B relationship underpinnings of outsourcing; PART V PERSONAL SELLING AND SALES MANAGEMENT; 23 Salesperson effectiveness: a behavioral perspective; 24 Boundary work and customer connectivity in B2B front lines; 25 Key account management 26 Sales force compensation: research insights and research potential27 Sales force performance: a typology and future research priorities; 28 Building a winning sales force in B2B markets: a managerial perspective; 29 The impact of the Internet on B2B sales force size and structure; PART VI TECHNOLOGY AND B2B MARKETING; 30 Toward a theory of technology marketing: review and suggestions for future research; 31 Key questions on innovation in the B2B context; 32 The Stage-Gate system for product innovation in B2B firms; 33 B2B e-commerce; 34 Designing B2B markets PART VII METHODOLOGICAL ISSUES35 Qualitative research methods for investigating business-to-business marketing questions; 36 Case study research in business-to-business contexts: theory and methods; 37 Survey research in B2B marketing: current challenges and emerging opportunities; 38 Marketing metrics for B2B firms; Name index; Subject index |
| ctrlnum | (OCoLC)779828521 (DE-599)BVBBV041015805 |
| dewey-full | 658.804 658.8/4 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.804 658.8/4 |
| dewey-search | 658.804 658.8/4 |
| dewey-sort | 3658.804 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| indexdate | 2024-07-10T00:37:12Z |
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| isbn | 9781781002445 |
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| spelling | Handbook of Business-to-Business Marketing ed. by Gary L. Lilien ... Cheltenham [u.a.] Elgar 2012 1 Online-Ressource (XXII, 772 S.) txt rdacontent c rdamedia cr rdacarrier Description based upon print version of record This insightful Handbook provides a comprehensive state of the art review of business to business marketing. Comprised of 38 chapters, written by internationally renowned contributors, each chapter provides: perspectives of a particular area or issue both from an academic and a managerial perspective (state of theory and state of practice); a concise state-of-art review summarizing what we know about the area; and a research agenda for the domain. This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a complete overview of the academic state of Cover; Copyright; Contents; About the editors; Contributors; Acknowledgments; PART I INTRODUCTION AND OVERVIEW; 1 Business-to-business marketing: looking back, looking forward; PART II PERSPECTIVES IN B2B RESEARCH; 2 A high-level overview: a value perspective on the practice of business-to-business marketing; 3 Applications of agency theory in B2B marketing: review and future directions; 4 Progress and prospects for governance value analysis in marketing: when Porter meets Williamson; 5 Network governance; 6 Marketing capabilities for B2B firms 7 Gaining competitive advantage with service-dominant logic8 Coordinating marketing and sales in B2B organizations; 9 Competitor intelligence: enabling B2B marketing strategy; PART III B2B MARKETING MIX AND STRATEGY; 10 B2B marketing communication in a transformational marketplace; 11 Business-to-business market segmentation; 12 Branding in B2B firms; 13 Trade shows in the business marketing communications mix; 14 Value-based pricing: a state-of-the-art review; PART IV INTER-FIRM RELATIONSHIPS IN B2B MARKETS; 15 Evolution of buyer-seller relationships; 16 Relationship marketing 17 Customer relationship management in business markets18 Trust, distrust and confi dence in B2B relationships; 19 Strategic alliances in a business-to-business environment; 20 Learning in coopetitive relationships; 21 The organizational buying center: innovation, knowledge management and brand; 22 B2B relationship underpinnings of outsourcing; PART V PERSONAL SELLING AND SALES MANAGEMENT; 23 Salesperson effectiveness: a behavioral perspective; 24 Boundary work and customer connectivity in B2B front lines; 25 Key account management 26 Sales force compensation: research insights and research potential27 Sales force performance: a typology and future research priorities; 28 Building a winning sales force in B2B markets: a managerial perspective; 29 The impact of the Internet on B2B sales force size and structure; PART VI TECHNOLOGY AND B2B MARKETING; 30 Toward a theory of technology marketing: review and suggestions for future research; 31 Key questions on innovation in the B2B context; 32 The Stage-Gate system for product innovation in B2B firms; 33 B2B e-commerce; 34 Designing B2B markets PART VII METHODOLOGICAL ISSUES35 Qualitative research methods for investigating business-to-business marketing questions; 36 Case study research in business-to-business contexts: theory and methods; 37 Survey research in B2B marketing: current challenges and emerging opportunities; 38 Marketing metrics for B2B firms; Name index; Subject index Direct marketing Direct selling Investitionsgütermarketing (DE-588)4072915-1 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Electronic books Industrial marketing (DE-588)4143413-4 Aufsatzsammlung gnd-content Investitionsgütermarketing (DE-588)4072915-1 s Business-to-Business-Marketing (DE-588)4631075-7 s b DE-604 Lilien, Gary L. 1946- Sonstige (DE-588)133632148 oth Erscheint auch als Druck-Ausgabe, Hardcover 978-1-84980-142-3 |
| spellingShingle | Handbook of Business-to-Business Marketing Cover; Copyright; Contents; About the editors; Contributors; Acknowledgments; PART I INTRODUCTION AND OVERVIEW; 1 Business-to-business marketing: looking back, looking forward; PART II PERSPECTIVES IN B2B RESEARCH; 2 A high-level overview: a value perspective on the practice of business-to-business marketing; 3 Applications of agency theory in B2B marketing: review and future directions; 4 Progress and prospects for governance value analysis in marketing: when Porter meets Williamson; 5 Network governance; 6 Marketing capabilities for B2B firms 7 Gaining competitive advantage with service-dominant logic8 Coordinating marketing and sales in B2B organizations; 9 Competitor intelligence: enabling B2B marketing strategy; PART III B2B MARKETING MIX AND STRATEGY; 10 B2B marketing communication in a transformational marketplace; 11 Business-to-business market segmentation; 12 Branding in B2B firms; 13 Trade shows in the business marketing communications mix; 14 Value-based pricing: a state-of-the-art review; PART IV INTER-FIRM RELATIONSHIPS IN B2B MARKETS; 15 Evolution of buyer-seller relationships; 16 Relationship marketing 17 Customer relationship management in business markets18 Trust, distrust and confi dence in B2B relationships; 19 Strategic alliances in a business-to-business environment; 20 Learning in coopetitive relationships; 21 The organizational buying center: innovation, knowledge management and brand; 22 B2B relationship underpinnings of outsourcing; PART V PERSONAL SELLING AND SALES MANAGEMENT; 23 Salesperson effectiveness: a behavioral perspective; 24 Boundary work and customer connectivity in B2B front lines; 25 Key account management 26 Sales force compensation: research insights and research potential27 Sales force performance: a typology and future research priorities; 28 Building a winning sales force in B2B markets: a managerial perspective; 29 The impact of the Internet on B2B sales force size and structure; PART VI TECHNOLOGY AND B2B MARKETING; 30 Toward a theory of technology marketing: review and suggestions for future research; 31 Key questions on innovation in the B2B context; 32 The Stage-Gate system for product innovation in B2B firms; 33 B2B e-commerce; 34 Designing B2B markets PART VII METHODOLOGICAL ISSUES35 Qualitative research methods for investigating business-to-business marketing questions; 36 Case study research in business-to-business contexts: theory and methods; 37 Survey research in B2B marketing: current challenges and emerging opportunities; 38 Marketing metrics for B2B firms; Name index; Subject index Direct marketing Direct selling Investitionsgütermarketing (DE-588)4072915-1 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd |
| subject_GND | (DE-588)4072915-1 (DE-588)4631075-7 (DE-588)4143413-4 |
| title | Handbook of Business-to-Business Marketing |
| title_auth | Handbook of Business-to-Business Marketing |
| title_exact_search | Handbook of Business-to-Business Marketing |
| title_full | Handbook of Business-to-Business Marketing ed. by Gary L. Lilien ... |
| title_fullStr | Handbook of Business-to-Business Marketing ed. by Gary L. Lilien ... |
| title_full_unstemmed | Handbook of Business-to-Business Marketing ed. by Gary L. Lilien ... |
| title_short | Handbook of Business-to-Business Marketing |
| title_sort | handbook of business to business marketing |
| topic | Direct marketing Direct selling Investitionsgütermarketing (DE-588)4072915-1 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd |
| topic_facet | Direct marketing Direct selling Investitionsgütermarketing Business-to-Business-Marketing Aufsatzsammlung |
| work_keys_str_mv | AT liliengaryl handbookofbusinesstobusinessmarketing |