Organizing marketing and sales: mastering contemporary B2B challenges
Gespeichert in:
| Weitere Verfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Bingley
Emerald Publishing
2018
|
| Ausgabe: | First edition |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Inhaltsverzeichnis |
| Beschreibung: | xiv, 348 Seiten Diagramme |
| ISBN: | 9781787549692 |
Internformat
MARC
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Datensatz im Suchindex
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|---|---|
| adam_text | Contents
About the Authors ix
Foreword xiii
PARTI
INTRODUCTION: ORGANIZING MARKETING AND SALES
1. Contemporary Developments and Challenges in Sales Organizations:
Some Observations
Björn Axelsson 3
2. Marketing Reorganization in a Globalized Market: The Case of
ABB Robotics
Per Anderssony Björn Axelsson, Kristoffer Jönsson and Ebba Laurin 23
3. Marketing Organization Research and Ideas Revisited
Per Andersson 43
PART II
SALES MANAGEMENT AND ORGANIZATION REVISITED
4. Value-based Selling in the Service-dominated Business Landscape:
Creating, Acting, and Organizing to Improve Customer’s Profits
Björn Axelsson and Mats Vilgon 77
5. Organizing for Sales in VUCA Contexts: The Transformation Process
from Products to Solution Sales
Ebba Laurin 95
vi Contents
6. Business Maneuvering: A Dynamic View of B2B Selling Processes
£
Lars-Johan Age
7. Organizational Balancing: An Integrated View of Sales Management
O
Lars-Johan Age
PART III
ORGANIZING INTERACTIONS WITH CUSTOMERS
8. The Other Side of the Coin: On Developments in Procurement
Practices and Their Implications for Sales
Bjorn Axels son
9. Successful and Value-creating Interplay between Buyer and
Seller: Organizing Mutuality
Björn Axelsson
10. Potential Business Improvements when Utilizing CRM Tools:
and Challenges in Making It Happen
Dariusz Osowski
11. The Next Generation CRM Tools: Bridging the Gaps between
Sales Needs and CRM Tools Architecture
Sarah Wikner
PART IV
ORGANIZING FOR BUSINESS DEVELOPMENT AND
EXTENDED CUSTOMER OFFERINGS
12. Outside in — To Capture the In-betweens: Organizing the
Sociotechnical Embedding Process of New Technology
Min Tian
13. Creating and Delivering Sustainable Customer Solutions: On
Organizing Capabilities in the Era of Servitization
Lei Huang
Contents vii
14. Marketing and Sales in Ambidextrous Organizations:
Organizational Challenges from Digitalization?
Per Andersson, Ebba Laurin and Christopher Rosenqvist 241
PART V
NEW PERSPECTIVES ON MARKETING ORGANIZING PROCESSES
15. Toward a Conceptual Model for Analyzing Marketing
Reorganization and Transition Processes
Per Andersson, Christopher Rosenqvist, and Daniel Grenblad 255
16. Organizing Marketing and Sales in a Networked Business World
Per Andersson and Björn Axelsson 269
17. Brand Orientation as a Method to Inspire, Change Culture, and
Lead the Implementation of Solutions Business
Cecilia Cederlund 285
18. Future Studies of Marketing and Sales Organization
Per Andersson, Björn Axelsson, and Christopher Rosenqvist 307
References 317
Index 333
|
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| discipline | Wirtschaftswissenschaften |
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| spelling | Andersson, Per 1957- (DE-588)134173562 edt Organizing marketing and sales mastering contemporary B2B challenges edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist (Stockholm School of Economics, Stockholm, Sweden) First edition Bingley Emerald Publishing 2018 xiv, 348 Seiten Diagramme txt rdacontent n rdamedia nc rdacarrier Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Organisation (DE-588)4043774-7 gnd rswk-swf Internationalisierung (DE-588)4162106-2 gnd rswk-swf Absatz (DE-588)4000201-9 gnd rswk-swf Industrial marketing BUSINESS & ECONOMICS / Industrial Management BUSINESS & ECONOMICS / Management BUSINESS & ECONOMICS / Management Science BUSINESS & ECONOMICS / Organizational Behavior (DE-588)4143413-4 Aufsatzsammlung gnd-content Business-to-Business-Marketing (DE-588)4631075-7 s Absatz (DE-588)4000201-9 s Internationalisierung (DE-588)4162106-2 s Organisation (DE-588)4043774-7 s DE-604 Axelsson, Björn 1948- (DE-588)17081761X edt Rosenqvist, Christopher Sonstige oth Erscheint auch als Online-Ausgabe, EPUB 978-1-78754-970-8 Erscheint auch als Online-Ausgabe 978-1-78754-968-5 V:DE-601;B:DE-206 application/pdf http://www.gbv.de/dms/zbw/1018708510.pdf Inhaltsverzeichnis Inhaltsverzeichnis Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030401023&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Organizing marketing and sales mastering contemporary B2B challenges Business-to-Business-Marketing (DE-588)4631075-7 gnd Organisation (DE-588)4043774-7 gnd Internationalisierung (DE-588)4162106-2 gnd Absatz (DE-588)4000201-9 gnd |
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| title | Organizing marketing and sales mastering contemporary B2B challenges |
| title_auth | Organizing marketing and sales mastering contemporary B2B challenges |
| title_exact_search | Organizing marketing and sales mastering contemporary B2B challenges |
| title_full | Organizing marketing and sales mastering contemporary B2B challenges edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist (Stockholm School of Economics, Stockholm, Sweden) |
| title_fullStr | Organizing marketing and sales mastering contemporary B2B challenges edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist (Stockholm School of Economics, Stockholm, Sweden) |
| title_full_unstemmed | Organizing marketing and sales mastering contemporary B2B challenges edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist (Stockholm School of Economics, Stockholm, Sweden) |
| title_short | Organizing marketing and sales |
| title_sort | organizing marketing and sales mastering contemporary b2b challenges |
| title_sub | mastering contemporary B2B challenges |
| topic | Business-to-Business-Marketing (DE-588)4631075-7 gnd Organisation (DE-588)4043774-7 gnd Internationalisierung (DE-588)4162106-2 gnd Absatz (DE-588)4000201-9 gnd |
| topic_facet | Business-to-Business-Marketing Organisation Internationalisierung Absatz Aufsatzsammlung |
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