Business-to-business marketing management: strategies, cases, and solutions
Gespeichert in:
| Format: | Elektronisch E-Book |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Bingley, U.K.
Emerald
2012
|
| Schriftenreihe: | Advances in business marketing & purchasing
18 |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Beschreibung: | Preface / Mark S. Glynn, Arch G. Woodside -- ch. 1. Introduction to business-to-business marketing management : strategies, cases, and solutions / Mark S. Glynn, Arch G. Woodside -- ch. 2. A note on knowledge development in marketing / Amjad Hajikhani, Peter LaPlaca -- ch. 3. The organizational buying center as a framework for emergent topics in business-to-business marketing / Jennifer D. Chandler, Wes Johnston -- ch. 4. Monitoring segmented markets : relational and transactional perspectives / Ann H. Clarke, Per V. Freytag -- ch. 5. Availability of resources through buyer-seller relationships / Roger Baxter -- ch. 6. Multistage marketing / Michael Kleinaltenkamp, Michael Rudolph, Matthias Classen -- ch. 7. Interaction : coherence to a future / Christopher J. Medlin, Michael Saren -- ch. 8. Switching costs : a key to understanding and managing business consulting relationship longevity / Melvin Prince, Robert F. Everett -- ch. 9. Emerging transformations in the business-to-business global salesforce / Arun Sharma -- ch. 10. Analyzing the B2B brand value chain / Mark S. Glynn -- ch. 11. what's a business-to-business company? : b2b knowledge of future business leaders / Waldemar Pfoertsch, Hendrik Scheel -- ch. 12. Economic value, frames of reference, and the impact of framed positioning strategies in business-to-business markets / Gerald E. Smith -- ch. 13. Implemented strategies in business-to-business contexts / Arch G. Woodside, Hugh M. Pattinson, David B. Montgomery This book provides knowledge and skill-building training exercises in managing marketing decisions in business-to-business (B2B) contexts. The topic coverage is broad and deep. The intent is for the book to help answer four questions: (1) what questions should executives ask when crafting and implementing effective strategies in B2B contexts; (2) what tentative answers may be useful for executives to consider to these questions; (3) what skills in crafting strategies and decisions are necessary for executives to excel in for achieving effective outcomes consistently; and how should the B2B go about acquiring these skills? |
| Beschreibung: | 1 Online-Ressource (xiv, 355 p.) |
| ISBN: | 9781780525778 178052577X 9781780525761 |
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Datensatz im Suchindex
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| dewey-full | 658.8 |
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| dewey-ones | 658 - General management |
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| isbn | 9781780525778 178052577X 9781780525761 |
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| spelling | Business-to-business marketing management strategies, cases, and solutions edited by Mark S. Glynn ; Arch G. Woodside Bingley, U.K. Emerald 2012 1 Online-Ressource (xiv, 355 p.) txt rdacontent c rdamedia cr rdacarrier Advances in business marketing & purchasing 18 Preface / Mark S. Glynn, Arch G. Woodside -- ch. 1. Introduction to business-to-business marketing management : strategies, cases, and solutions / Mark S. Glynn, Arch G. Woodside -- ch. 2. A note on knowledge development in marketing / Amjad Hajikhani, Peter LaPlaca -- ch. 3. The organizational buying center as a framework for emergent topics in business-to-business marketing / Jennifer D. Chandler, Wes Johnston -- ch. 4. Monitoring segmented markets : relational and transactional perspectives / Ann H. Clarke, Per V. Freytag -- ch. 5. Availability of resources through buyer-seller relationships / Roger Baxter -- ch. 6. Multistage marketing / Michael Kleinaltenkamp, Michael Rudolph, Matthias Classen -- ch. 7. Interaction : coherence to a future / Christopher J. Medlin, Michael Saren -- ch. 8. Switching costs : a key to understanding and managing business consulting relationship longevity / Melvin Prince, Robert F. Everett -- ch. 9. Emerging transformations in the business-to-business global salesforce / Arun Sharma -- ch. 10. Analyzing the B2B brand value chain / Mark S. Glynn -- ch. 11. what's a business-to-business company? : b2b knowledge of future business leaders / Waldemar Pfoertsch, Hendrik Scheel -- ch. 12. Economic value, frames of reference, and the impact of framed positioning strategies in business-to-business markets / Gerald E. Smith -- ch. 13. Implemented strategies in business-to-business contexts / Arch G. Woodside, Hugh M. Pattinson, David B. Montgomery This book provides knowledge and skill-building training exercises in managing marketing decisions in business-to-business (B2B) contexts. The topic coverage is broad and deep. The intent is for the book to help answer four questions: (1) what questions should executives ask when crafting and implementing effective strategies in B2B contexts; (2) what tentative answers may be useful for executives to consider to these questions; (3) what skills in crafting strategies and decisions are necessary for executives to excel in for achieving effective outcomes consistently; and how should the B2B go about acquiring these skills? Business & Economics / Management bisacsh Business & Economics / Marketing / Research bisacsh Sales & marketing management bicssc Sales & marketing bicssc BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Marketing / Management fast Gestion d'entreprises eclas Wirtschaft Marketing Management Management (DE-588)4037278-9 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf 1\p (DE-588)4143413-4 Aufsatzsammlung gnd-content Business-to-Business-Marketing (DE-588)4631075-7 s Management (DE-588)4037278-9 s 2\p DE-604 Glynn, Mark S. Sonstige (DE-588)138648743 oth Woodside, Arch G. 1943- Sonstige (DE-588)134100727 oth Advances in business marketing & purchasing 18 (DE-604)BV023055115 18 http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=450152 Aggregator Volltext 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Business-to-business marketing management strategies, cases, and solutions Advances in business marketing & purchasing Business & Economics / Management bisacsh Business & Economics / Marketing / Research bisacsh Sales & marketing management bicssc Sales & marketing bicssc BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Marketing / Management fast Gestion d'entreprises eclas Wirtschaft Marketing Management Management (DE-588)4037278-9 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd |
| subject_GND | (DE-588)4037278-9 (DE-588)4631075-7 (DE-588)4143413-4 |
| title | Business-to-business marketing management strategies, cases, and solutions |
| title_auth | Business-to-business marketing management strategies, cases, and solutions |
| title_exact_search | Business-to-business marketing management strategies, cases, and solutions |
| title_full | Business-to-business marketing management strategies, cases, and solutions edited by Mark S. Glynn ; Arch G. Woodside |
| title_fullStr | Business-to-business marketing management strategies, cases, and solutions edited by Mark S. Glynn ; Arch G. Woodside |
| title_full_unstemmed | Business-to-business marketing management strategies, cases, and solutions edited by Mark S. Glynn ; Arch G. Woodside |
| title_short | Business-to-business marketing management |
| title_sort | business to business marketing management strategies cases and solutions |
| title_sub | strategies, cases, and solutions |
| topic | Business & Economics / Management bisacsh Business & Economics / Marketing / Research bisacsh Sales & marketing management bicssc Sales & marketing bicssc BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Marketing / Management fast Gestion d'entreprises eclas Wirtschaft Marketing Management Management (DE-588)4037278-9 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd |
| topic_facet | Business & Economics / Management Business & Economics / Marketing / Research Sales & marketing management Sales & marketing BUSINESS & ECONOMICS / Distribution BUSINESS & ECONOMICS / Marketing / General Marketing / Management Gestion d'entreprises Wirtschaft Marketing Management Management Business-to-Business-Marketing Aufsatzsammlung |
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