Business-to-business marketing management: strategies, cases, and solutions
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 implem...
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: | DE-634 DE-1043 DE-M347 DE-523 DE-91 DE-473 DE-19 DE-355 DE-703 DE-20 DE-706 DE-824 DE-29 DE-739 DE-1046 Volltext |
| Zusammenfassung: | 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 Seiten) ill |
| ISBN: | 9781780525778 |
Internformat
MARC
| LEADER | 00000nam a2200000 cb4500 | ||
|---|---|---|---|
| 001 | BV048846044 | ||
| 003 | DE-604 | ||
| 005 | 20240102 | ||
| 007 | cr|uuu---uuuuu | ||
| 008 | 230306s2012 xx a||| o|||| 00||| eng d | ||
| 020 | |a 9781780525778 |c £77.95 ; €113.95 ; $144.95 |9 978-1-78052-577-8 | ||
| 024 | 7 | |a 10.1108/S1069-0964(2012)18 |2 doi | |
| 035 | |a (ZDB-1-EPB)bslw08530634 | ||
| 035 | |a (DE-599)BVBBV048846044 | ||
| 040 | |a DE-604 |b ger | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-634 |a DE-1043 |a DE-M347 |a DE-523 |a DE-91 |a DE-473 |a DE-19 |a DE-355 |a DE-703 |a DE-20 |a DE-706 |a DE-824 |a DE-29 |a DE-739 |a DE-1046 | ||
| 245 | 1 | 0 | |a Business-to-business marketing management |b strategies, cases, and solutions |c edited by Mark S. Glynn, Arch G. Woodside |
| 264 | 1 | |a Bingley, U.K. |b Emerald |c 2012 | |
| 300 | |a 1 Online-Ressource (xiv, 355 Seiten) |b ill | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 490 | 0 | |a Advances in business marketing and purchasing |v v. 18 | |
| 505 | 8 | |a 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 | |
| 520 | 3 | |a 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? | |
| 650 | 7 | |a Business & Economics |2 Management | |
| 650 | 7 | |a Business & Economics |2 Marketing | |
| 650 | 4 | |a Sales & marketing management | |
| 650 | 4 | |a Sales & marketing | |
| 650 | 4 | |a Marketing |x Management | |
| 700 | 1 | |a Glynn, Mark S. |e Sonstige |4 oth | |
| 700 | 1 | |a Woodside, Arch G. |e Sonstige |4 oth | |
| 856 | 4 | 0 | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |x Verlag |z URL des Erstveröffentlichers |3 Volltext |
| 912 | |a ZDB-1-EPB | ||
| 943 | 1 | |a oai:aleph.bib-bvb.de:BVB01-034111385 | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-634 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-1043 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-M347 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-523 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-91 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-473 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-19 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-355 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-703 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-20 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-706 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-824 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-29 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-739 |p ZDB-1-EPB |x Verlag |3 Volltext | |
| 966 | e | |u https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |l DE-1046 |p ZDB-1-EPB |x Verlag |3 Volltext | |
Datensatz im Suchindex
| _version_ | 1821342584077811712 |
|---|---|
| adam_text | |
| adam_txt | |
| any_adam_object | |
| any_adam_object_boolean | |
| building | Verbundindex |
| bvnumber | BV048846044 |
| collection | ZDB-1-EPB |
| contents | 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 |
| ctrlnum | (ZDB-1-EPB)bslw08530634 (DE-599)BVBBV048846044 |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>00000nam a2200000 cb4500</leader><controlfield tag="001">BV048846044</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20240102</controlfield><controlfield tag="007">cr|uuu---uuuuu</controlfield><controlfield tag="008">230306s2012 xx a||| o|||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781780525778</subfield><subfield code="c">£77.95 ; €113.95 ; $144.95</subfield><subfield code="9">978-1-78052-577-8</subfield></datafield><datafield tag="024" ind1="7" ind2=" "><subfield code="a">10.1108/S1069-0964(2012)18</subfield><subfield code="2">doi</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ZDB-1-EPB)bslw08530634</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV048846044</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-634</subfield><subfield code="a">DE-1043</subfield><subfield code="a">DE-M347</subfield><subfield code="a">DE-523</subfield><subfield code="a">DE-91</subfield><subfield code="a">DE-473</subfield><subfield code="a">DE-19</subfield><subfield code="a">DE-355</subfield><subfield code="a">DE-703</subfield><subfield code="a">DE-20</subfield><subfield code="a">DE-706</subfield><subfield code="a">DE-824</subfield><subfield code="a">DE-29</subfield><subfield code="a">DE-739</subfield><subfield code="a">DE-1046</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Business-to-business marketing management</subfield><subfield code="b">strategies, cases, and solutions</subfield><subfield code="c">edited by Mark S. Glynn, Arch G. Woodside</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Bingley, U.K.</subfield><subfield code="b">Emerald</subfield><subfield code="c">2012</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 Online-Ressource (xiv, 355 Seiten)</subfield><subfield code="b">ill</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="0" ind2=" "><subfield code="a">Advances in business marketing and purchasing</subfield><subfield code="v">v. 18</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">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</subfield></datafield><datafield tag="520" ind1="3" ind2=" "><subfield code="a">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?</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Business & Economics</subfield><subfield code="2">Management</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Business & Economics</subfield><subfield code="2">Marketing</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales & marketing management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales & marketing</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Marketing</subfield><subfield code="x">Management</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Glynn, Mark S.</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Woodside, Arch G.</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="x">Verlag</subfield><subfield code="z">URL des Erstveröffentlichers</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-1-EPB</subfield></datafield><datafield tag="943" ind1="1" ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-034111385</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-634</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-1043</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-M347</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-523</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-91</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-473</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-19</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-355</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-703</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-20</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-706</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-824</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-29</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-739</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18</subfield><subfield code="l">DE-1046</subfield><subfield code="p">ZDB-1-EPB</subfield><subfield code="x">Verlag</subfield><subfield code="3">Volltext</subfield></datafield></record></collection> |
| id | DE-604.BV048846044 |
| illustrated | Illustrated |
| index_date | 2024-07-03T21:39:04Z |
| indexdate | 2025-01-15T19:00:43Z |
| institution | BVB |
| isbn | 9781780525778 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-034111385 |
| open_access_boolean | |
| owner | DE-634 DE-1043 DE-M347 DE-523 DE-91 DE-BY-TUM DE-473 DE-BY-UBG DE-19 DE-BY-UBM DE-355 DE-BY-UBR DE-703 DE-20 DE-706 DE-824 DE-29 DE-739 DE-1046 |
| owner_facet | DE-634 DE-1043 DE-M347 DE-523 DE-91 DE-BY-TUM DE-473 DE-BY-UBG DE-19 DE-BY-UBM DE-355 DE-BY-UBR DE-703 DE-20 DE-706 DE-824 DE-29 DE-739 DE-1046 |
| physical | 1 Online-Ressource (xiv, 355 Seiten) ill |
| psigel | ZDB-1-EPB |
| publishDate | 2012 |
| publishDateSearch | 2012 |
| publishDateSort | 2012 |
| publisher | Emerald |
| record_format | marc |
| series2 | Advances in business marketing and purchasing |
| 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 Seiten) ill c rdamedia cr rdacarrier Advances in business marketing and purchasing v. 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 Business & Economics Marketing Sales & marketing management Sales & marketing Marketing Management Glynn, Mark S. Sonstige oth Woodside, Arch G. Sonstige oth https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 Verlag URL des Erstveröffentlichers Volltext |
| spellingShingle | 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 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 Business & Economics Management Business & Economics Marketing Sales & marketing management Sales & marketing Marketing Management |
| 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_exact_search_txtP | 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 Business & Economics Marketing Sales & marketing management Sales & marketing Marketing Management |
| topic_facet | Business & Economics Sales & marketing management Sales & marketing Marketing Management |
| url | https://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18 |
| work_keys_str_mv | AT glynnmarks businesstobusinessmarketingmanagementstrategiescasesandsolutions AT woodsidearchg businesstobusinessmarketingmanagementstrategiescasesandsolutions |