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...
Saved in:
| Other Authors | , |
|---|---|
| Format | eBook |
| Language | English |
| Published |
Bingley, U.K. :
Emerald,
2012.
|
| Series | Advances in business marketing & purchasing ;
v. 18. |
| Subjects | |
| Online Access | Full text |
| ISBN | 9781780525778 |
| ISSN | 1069-0964 ; |
| Physical Description | 1 online zdroj (xiv, 355 p.) : ill. |
Cover
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| 245 | 0 | 0 | |a Business-to-business marketing management |h [elektronický zdroj] : |b strategies, cases, and solutions / |c edited by Mark S. Glynn, Arch G. Woodside. |
| 260 | |a Bingley, U.K. : |b Emerald, |c 2012. | ||
| 300 | |a 1 online zdroj (xiv, 355 p.) : |b ill. | ||
| 490 | 1 | |a Advances in business marketing and purchasing, |x 1069-0964 ; |v v. 18 | |
| 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?. | ||
| 504 | |a Obsahuje bibliografie | ||
| 506 | |a Plný text je dostupný pouze z IP adres počítačů Univerzity Tomáše Bati ve Zlíně nebo vzdáleným přístupem pro zaměstnance a studenty univerzity | ||
| 650 | 4 | |a Marketing |x Management. | |
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| 655 | 9 | |a electronic books |2 eczenas | |
| 700 | 1 | |a Glynn, Mark S. | |
| 700 | 1 | |a Woodside, Arch G. | |
| 776 | 1 | |z 9781780525761 | |
| 830 | 0 | |a Advances in business marketing & purchasing ; |v v. 18. | |
| 856 | 4 | 0 | |u https://proxy.k.utb.cz/login?url=http://www.emeraldinsight.com/1069-0964/18 |
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