Organizing Marketing and Sales :: Mastering Contemporary B2B Challenges /
Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization.
Gespeichert in:
| Weitere Verfasser: | , , |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Bingley, UK :
Emerald Publishing Limited,
2018.
|
| Ausgabe: | First edition. |
| Schlagworte: | |
| Online-Zugang: | DE-862 DE-863 |
| Zusammenfassung: | Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization. |
| Beschreibung: | 1 online resource (xiv, 348 pages) : illustrations |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9781787549685 1787549682 9781787549708 1787549704 |
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| 245 | 0 | 0 | |a Organizing Marketing and Sales : |b Mastering Contemporary B2B Challenges / |c edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist. |
| 250 | |a First edition. | ||
| 264 | 1 | |a Bingley, UK : |b Emerald Publishing Limited, |c 2018. | |
| 300 | |a 1 online resource (xiv, 348 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 504 | |a Includes bibliographical references and index. | ||
| 588 | 0 | |a Online resource; title from PDF title page (EBSCO, viewed May 23, 2018). | |
| 505 | 0 | |a Front Cover; Organizing Marketing and Sales: Mastering Contemporary B2B Challenges; Copyright Page; Contents; About the Authors; Foreword; Part I Introduction: Organizing Marketing and Sales; Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations; Introduction; Value Creation in Contemporary B2B Business; What Kind of Challenges?; A Renewed Toolbox; Improving Efficiency and Effectiveness by Changing Organizational Design; Alfa Laval; Cisco; Improving Efficiency and Effectiveness by Utilizing Information Systems' Foremost IT Tools. | |
| 505 | 8 | |a Tacton Inc.'s Use of IT When Operating SalesThermo-Calc Utilizing IT and Social Media; Improving Efficiency and Effectiveness by Developing Staff Including Methods of Follow-up and Motivation; "Weather Forecast" Developing New KPIs; "Electronic Firm" Developing a System for Recommended Learning Path Training Linked with Job Profiles; Improving Efficiency and Effectiveness by Leadership Development; Car Inc. Improving Efficiency from Outsourcing Sales Activities; Conclusions and Connections to Upcoming Chapters. | |
| 505 | 8 | |a Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB RoboticsIntroduction; Marketing Reorganization in ABB Robotics: Background; General Description of the World Market of Industrial Robots; The Organization of Robotics; Organizational Description; Development of Robotics' Business; Competitors; The Customer Approach of Robotics; Perspectives and Opinions of Employees in the Matrix; The Voice and Situation of an Industrial Segment Manager; The Voice and Situation of an LDU Manager in France; The Voice and Situation of an LDU Manager in China. | |
| 505 | 8 | |a The Voice and Situation of a Factory ManagerThe Voice and Situation of a Factory Support Manager; The Voice and Situation of a Manager of Global Partner Programs; The Voice and Situation of the Manager of Marketing and Communication; The Challenges Indicating Measures to Be Taken; Measures Really Taken: What Happened?; Comments on the Case; Chapter 3 Marketing Organization Research and Ideas Revisited; Introduction; 1991: Achrol's View of New Organizational Forms Adapted to Turbulent Environments; 2000: Homburg et al. Draw Attention to the Customer-focused Marketing Organization. | |
| 505 | 8 | |a 2010: Day on the Need for New Marketing Capabilities and Hult Linking Organization Theory and MarketingMarketing Organization Management Issues from 2010: Empirical Observations; New Organizational Circumstances: General Organizational Drivers for Change; Learning from History: Early Marketing Organization Issues; In Parallel: Increased Attention to Marketing Organization Issues in Marketing Management Textbooks; 2015: Continued Interest in Marketing Organization Issues; Adaptation of Business Practice, Marketing Practice and Organization to Business Trends. | |
| 520 | |a Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization. | ||
| 650 | 0 | |a Industrial marketing. |0 http://id.loc.gov/authorities/subjects/sh85065897 | |
| 650 | 6 | |a Marketing industriel. | |
| 650 | 7 | |a Sales & marketing. |2 bicssc | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a Industrial marketing |2 fast | |
| 700 | 1 | |a Andersson, Per, |e editor. | |
| 700 | 1 | |a Axelsson, Björn, |e editor. | |
| 700 | 1 | |a Rosenqvist, Christopher, |e editor. | |
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Datensatz im Suchindex
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| contents | Front Cover; Organizing Marketing and Sales: Mastering Contemporary B2B Challenges; Copyright Page; Contents; About the Authors; Foreword; Part I Introduction: Organizing Marketing and Sales; Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations; Introduction; Value Creation in Contemporary B2B Business; What Kind of Challenges?; A Renewed Toolbox; Improving Efficiency and Effectiveness by Changing Organizational Design; Alfa Laval; Cisco; Improving Efficiency and Effectiveness by Utilizing Information Systems' Foremost IT Tools. Tacton Inc.'s Use of IT When Operating SalesThermo-Calc Utilizing IT and Social Media; Improving Efficiency and Effectiveness by Developing Staff Including Methods of Follow-up and Motivation; "Weather Forecast" Developing New KPIs; "Electronic Firm" Developing a System for Recommended Learning Path Training Linked with Job Profiles; Improving Efficiency and Effectiveness by Leadership Development; Car Inc. Improving Efficiency from Outsourcing Sales Activities; Conclusions and Connections to Upcoming Chapters. Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB RoboticsIntroduction; Marketing Reorganization in ABB Robotics: Background; General Description of the World Market of Industrial Robots; The Organization of Robotics; Organizational Description; Development of Robotics' Business; Competitors; The Customer Approach of Robotics; Perspectives and Opinions of Employees in the Matrix; The Voice and Situation of an Industrial Segment Manager; The Voice and Situation of an LDU Manager in France; The Voice and Situation of an LDU Manager in China. The Voice and Situation of a Factory ManagerThe Voice and Situation of a Factory Support Manager; The Voice and Situation of a Manager of Global Partner Programs; The Voice and Situation of the Manager of Marketing and Communication; The Challenges Indicating Measures to Be Taken; Measures Really Taken: What Happened?; Comments on the Case; Chapter 3 Marketing Organization Research and Ideas Revisited; Introduction; 1991: Achrol's View of New Organizational Forms Adapted to Turbulent Environments; 2000: Homburg et al. Draw Attention to the Customer-focused Marketing Organization. 2010: Day on the Need for New Marketing Capabilities and Hult Linking Organization Theory and MarketingMarketing Organization Management Issues from 2010: Empirical Observations; New Organizational Circumstances: General Organizational Drivers for Change; Learning from History: Early Marketing Organization Issues; In Parallel: Increased Attention to Marketing Organization Issues in Marketing Management Textbooks; 2015: Continued Interest in Marketing Organization Issues; Adaptation of Business Practice, Marketing Practice and Organization to Business Trends. |
| ctrlnum | (OCoLC)1037014202 |
| dewey-full | 658.804 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.804 |
| dewey-search | 658.804 |
| dewey-sort | 3658.804 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | First edition. |
| format | Electronic eBook |
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| illustrated | Illustrated |
| indexdate | 2025-03-18T14:28:04Z |
| institution | BVB |
| isbn | 9781787549685 1787549682 9781787549708 1787549704 |
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| publisher | Emerald Publishing Limited, |
| record_format | marc |
| spelling | Organizing Marketing and Sales : Mastering Contemporary B2B Challenges / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist. First edition. Bingley, UK : Emerald Publishing Limited, 2018. 1 online resource (xiv, 348 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references and index. Online resource; title from PDF title page (EBSCO, viewed May 23, 2018). Front Cover; Organizing Marketing and Sales: Mastering Contemporary B2B Challenges; Copyright Page; Contents; About the Authors; Foreword; Part I Introduction: Organizing Marketing and Sales; Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations; Introduction; Value Creation in Contemporary B2B Business; What Kind of Challenges?; A Renewed Toolbox; Improving Efficiency and Effectiveness by Changing Organizational Design; Alfa Laval; Cisco; Improving Efficiency and Effectiveness by Utilizing Information Systems' Foremost IT Tools. Tacton Inc.'s Use of IT When Operating SalesThermo-Calc Utilizing IT and Social Media; Improving Efficiency and Effectiveness by Developing Staff Including Methods of Follow-up and Motivation; "Weather Forecast" Developing New KPIs; "Electronic Firm" Developing a System for Recommended Learning Path Training Linked with Job Profiles; Improving Efficiency and Effectiveness by Leadership Development; Car Inc. Improving Efficiency from Outsourcing Sales Activities; Conclusions and Connections to Upcoming Chapters. Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB RoboticsIntroduction; Marketing Reorganization in ABB Robotics: Background; General Description of the World Market of Industrial Robots; The Organization of Robotics; Organizational Description; Development of Robotics' Business; Competitors; The Customer Approach of Robotics; Perspectives and Opinions of Employees in the Matrix; The Voice and Situation of an Industrial Segment Manager; The Voice and Situation of an LDU Manager in France; The Voice and Situation of an LDU Manager in China. The Voice and Situation of a Factory ManagerThe Voice and Situation of a Factory Support Manager; The Voice and Situation of a Manager of Global Partner Programs; The Voice and Situation of the Manager of Marketing and Communication; The Challenges Indicating Measures to Be Taken; Measures Really Taken: What Happened?; Comments on the Case; Chapter 3 Marketing Organization Research and Ideas Revisited; Introduction; 1991: Achrol's View of New Organizational Forms Adapted to Turbulent Environments; 2000: Homburg et al. Draw Attention to the Customer-focused Marketing Organization. 2010: Day on the Need for New Marketing Capabilities and Hult Linking Organization Theory and MarketingMarketing Organization Management Issues from 2010: Empirical Observations; New Organizational Circumstances: General Organizational Drivers for Change; Learning from History: Early Marketing Organization Issues; In Parallel: Increased Attention to Marketing Organization Issues in Marketing Management Textbooks; 2015: Continued Interest in Marketing Organization Issues; Adaptation of Business Practice, Marketing Practice and Organization to Business Trends. Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization. Industrial marketing. http://id.loc.gov/authorities/subjects/sh85065897 Marketing industriel. Sales & marketing. bicssc BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Industrial marketing fast Andersson, Per, editor. Axelsson, Björn, editor. Rosenqvist, Christopher, editor. has work: Organizing Marketing and Sales (Text) https://id.oclc.org/worldcat/entity/E39PCGTMWdy4Jtmj3rHf8rF8Q3 https://id.oclc.org/worldcat/ontology/hasWork Print version: Organizing Marketing and Sales. First edition. Bingley, UK : Emerald Publishing Limited, 2018 1787549690 9781787549692 (OCoLC)1023608386 |
| spellingShingle | Organizing Marketing and Sales : Mastering Contemporary B2B Challenges / Front Cover; Organizing Marketing and Sales: Mastering Contemporary B2B Challenges; Copyright Page; Contents; About the Authors; Foreword; Part I Introduction: Organizing Marketing and Sales; Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations; Introduction; Value Creation in Contemporary B2B Business; What Kind of Challenges?; A Renewed Toolbox; Improving Efficiency and Effectiveness by Changing Organizational Design; Alfa Laval; Cisco; Improving Efficiency and Effectiveness by Utilizing Information Systems' Foremost IT Tools. Tacton Inc.'s Use of IT When Operating SalesThermo-Calc Utilizing IT and Social Media; Improving Efficiency and Effectiveness by Developing Staff Including Methods of Follow-up and Motivation; "Weather Forecast" Developing New KPIs; "Electronic Firm" Developing a System for Recommended Learning Path Training Linked with Job Profiles; Improving Efficiency and Effectiveness by Leadership Development; Car Inc. Improving Efficiency from Outsourcing Sales Activities; Conclusions and Connections to Upcoming Chapters. Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB RoboticsIntroduction; Marketing Reorganization in ABB Robotics: Background; General Description of the World Market of Industrial Robots; The Organization of Robotics; Organizational Description; Development of Robotics' Business; Competitors; The Customer Approach of Robotics; Perspectives and Opinions of Employees in the Matrix; The Voice and Situation of an Industrial Segment Manager; The Voice and Situation of an LDU Manager in France; The Voice and Situation of an LDU Manager in China. The Voice and Situation of a Factory ManagerThe Voice and Situation of a Factory Support Manager; The Voice and Situation of a Manager of Global Partner Programs; The Voice and Situation of the Manager of Marketing and Communication; The Challenges Indicating Measures to Be Taken; Measures Really Taken: What Happened?; Comments on the Case; Chapter 3 Marketing Organization Research and Ideas Revisited; Introduction; 1991: Achrol's View of New Organizational Forms Adapted to Turbulent Environments; 2000: Homburg et al. Draw Attention to the Customer-focused Marketing Organization. 2010: Day on the Need for New Marketing Capabilities and Hult Linking Organization Theory and MarketingMarketing Organization Management Issues from 2010: Empirical Observations; New Organizational Circumstances: General Organizational Drivers for Change; Learning from History: Early Marketing Organization Issues; In Parallel: Increased Attention to Marketing Organization Issues in Marketing Management Textbooks; 2015: Continued Interest in Marketing Organization Issues; Adaptation of Business Practice, Marketing Practice and Organization to Business Trends. Industrial marketing. http://id.loc.gov/authorities/subjects/sh85065897 Marketing industriel. Sales & marketing. bicssc BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Industrial marketing fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85065897 |
| 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. |
| title_fullStr | Organizing Marketing and Sales : Mastering Contemporary B2B Challenges / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist. |
| title_full_unstemmed | Organizing Marketing and Sales : Mastering Contemporary B2B Challenges / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist. |
| title_short | Organizing Marketing and Sales : |
| title_sort | organizing marketing and sales mastering contemporary b2b challenges |
| title_sub | Mastering Contemporary B2B Challenges / |
| topic | Industrial marketing. http://id.loc.gov/authorities/subjects/sh85065897 Marketing industriel. Sales & marketing. bicssc BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Industrial marketing fast |
| topic_facet | Industrial marketing. Marketing industriel. Sales & marketing. BUSINESS & ECONOMICS Industrial Management. BUSINESS & ECONOMICS Management. BUSINESS & ECONOMICS Management Science. BUSINESS & ECONOMICS Organizational Behavior. Industrial marketing |
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