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:
| Weitere Verfasser: | , |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Bingley, U.K. :
Emerald,
2012.
|
| Schriftenreihe: | Advances in business marketing & purchasing ;
v. 18. |
| Schlagworte: | |
| Online-Zugang: | 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 resource (xiv, 355 pages) : illustrations |
| ISBN: | 9781780525778 178052577X 1780525761 9781780525761 |
| ISSN: | 1069-0964 ; |
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| 300 | |a 1 online resource (xiv, 355 pages) : |b illustrations | ||
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| 505 | 0 | |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 | |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 | 0 | |a Marketing |x Management. |0 http://id.loc.gov/authorities/subjects/sh85081339 | |
| 650 | 6 | |a Marketing |x Gestion. | |
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| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
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| 650 | 7 | |a Gestion d'entreprises. |2 eclas | |
| 650 | 7 | |a Marketing |x Management |2 fast | |
| 700 | 1 | |a Glynn, Mark S. |0 http://id.loc.gov/authorities/names/no2009155104 | |
| 700 | 1 | |a Woodside, Arch G. |0 http://id.loc.gov/authorities/names/n50013173 | |
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| author2 | Glynn, Mark S. Woodside, Arch G. |
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| author_GND | http://id.loc.gov/authorities/names/no2009155104 http://id.loc.gov/authorities/names/n50013173 |
| author_facet | Glynn, Mark S. Woodside, Arch G. |
| author_sort | Glynn, Mark S. |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HF5415 |
| callnumber-raw | HF5415.13 .B87 2012 |
| callnumber-search | HF5415.13 .B87 2012 |
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| 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 | (OCoLC)792749287 |
| dewey-full | 658.8 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8 |
| dewey-search | 658.8 |
| dewey-sort | 3658.8 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | ZDB-4-EBA-ocn792749287 |
| illustrated | Illustrated |
| indexdate | 2024-11-27T13:18:22Z |
| institution | BVB |
| isbn | 9781780525778 178052577X 1780525761 9781780525761 |
| issn | 1069-0964 ; |
| language | English |
| oclc_num | 792749287 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (xiv, 355 pages) : illustrations |
| psigel | ZDB-4-EBA |
| publishDate | 2012 |
| publishDateSearch | 2012 |
| publishDateSort | 2012 |
| publisher | Emerald, |
| record_format | marc |
| series | Advances in business marketing & purchasing ; |
| 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 resource (xiv, 355 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier Advances in business marketing and purchasing, 1069-0964 ; 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? Marketing Management. http://id.loc.gov/authorities/subjects/sh85081339 Marketing Gestion. Sales & marketing management. bicssc Sales & marketing. bicssc Business & Economics Management. bisacsh Business & Economics Marketing Research. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh BUSINESS & ECONOMICS Marketing General. bisacsh Gestion d'entreprises. eclas Marketing Management fast Glynn, Mark S. http://id.loc.gov/authorities/names/no2009155104 Woodside, Arch G. http://id.loc.gov/authorities/names/n50013173 has work: Business-to-business marketing management (Text) https://id.oclc.org/worldcat/entity/E39PCGT9mXgPXqgX6gHRDk9ppq https://id.oclc.org/worldcat/ontology/hasWork Print version: 9781780525761 Advances in business marketing & purchasing ; v. 18. http://id.loc.gov/authorities/names/n00012597 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=450152 Volltext |
| spellingShingle | Business-to-business marketing management : strategies, cases, and solutions / Advances in business marketing & purchasing ; 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. Marketing Management. http://id.loc.gov/authorities/subjects/sh85081339 Marketing Gestion. Sales & marketing management. bicssc Sales & marketing. bicssc Business & Economics Management. bisacsh Business & Economics Marketing Research. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh BUSINESS & ECONOMICS Marketing General. bisacsh Gestion d'entreprises. eclas Marketing Management fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85081339 |
| 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 | Marketing Management. http://id.loc.gov/authorities/subjects/sh85081339 Marketing Gestion. Sales & marketing management. bicssc Sales & marketing. bicssc Business & Economics Management. bisacsh Business & Economics Marketing Research. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh BUSINESS & ECONOMICS Marketing General. bisacsh Gestion d'entreprises. eclas Marketing Management fast |
| topic_facet | Marketing Management. Marketing Gestion. Sales & marketing management. Sales & marketing. Business & Economics Management. Business & Economics Marketing Research. BUSINESS & ECONOMICS Distribution. BUSINESS & ECONOMICS Marketing General. Gestion d'entreprises. Marketing Management |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=450152 |
| work_keys_str_mv | AT glynnmarks businesstobusinessmarketingmanagementstrategiescasesandsolutions AT woodsidearchg businesstobusinessmarketingmanagementstrategiescasesandsolutions |