Business-to-business marketing management: strategies, cases, and solutions
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 buyi...
Gespeichert in:
| Format: | Elektronisch E-Book |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Bingley, U.K.
Emerald
2012
|
| Schriftenreihe: | Advances in business marketing and purchasing
v. 18 |
| Schlagworte: | |
| Online-Zugang: | FHN01 FWS01 FWS02 UEI01 UER01 Volltext |
| Zusammenfassung: | 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: | 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 |
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| spellingShingle | Business-to-business marketing management strategies, cases, and solutions bisacsh bicssc Business & Economics / Management Business & Economics / Marketing / Research Sales & marketing management Sales & marketing Marketing / Management Business-to-Business-Marketing (DE-588)4631075-7 gnd Management (DE-588)4037278-9 gnd |
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| 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 | bisacsh bicssc Business & Economics / Management Business & Economics / Marketing / Research Sales & marketing management Sales & marketing Marketing / Management Business-to-Business-Marketing (DE-588)4631075-7 gnd Management (DE-588)4037278-9 gnd |
| topic_facet | bisacsh Business & Economics / Management Business & Economics / Marketing / Research Sales & marketing management Sales & marketing Marketing / Management Business-to-Business-Marketing Management Aufsatzsammlung |
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