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...

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Bibliographic Details
Other Authors: Glynn, Mark S., Woodside, Arch G.
Format: Electronic
Language: English
Published: Bingley, U.K. : Emerald, 2012.
Series: Advances in business marketing & purchasing ; v. 18.
Subjects:
Business & Economics > Management.
Business & Economics > Marketing > Research.
Sales & marketing management.
Sales & marketing.
Marketing > Management.
elektronické knihy
electronic books
ISBN: 9781780525778 (electronic bk.) :
Physical Description: 1 online resource (xiv, 355 p.) : ill.

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Table of contents

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008 120430s2012 enka o 000 0 eng d
020 |a 9781780525778 (electronic bk.) :  |c £77.95 ; €113.95 ; $144.95 
040 |a UtOrBLW  |c UtOrBLW 
080 |a 658.8 
245 0 0 |a Business-to-business marketing management  |h [electronic resource] :  |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 resource (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?. 
588 0 |a Print version record 
650 7 |a Business & Economics  |x Management.  |2 bisacsh 
650 7 |a Business & Economics  |x Marketing  |x Research.  |2 bisacsh 
650 7 |a Sales & marketing management.  |2 bicssc 
650 7 |a Sales & marketing.  |2 bicssc 
650 0 |a Marketing  |x Management. 
655 7 |a elektronické knihy  |7 fd186907  |2 czenas 
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=https://doi.org/10.1108/S1069-0964(2012)18  |y Full text 

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