Business-to-business marketing management [electronic resource] : strategies, cases, and solutions / edited by Mark S. Glynn, Arch G. Woodside.
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TextSeries: Advances in business marketing & purchasing ; v. 18.Publication details: Bingley, U.K. : Emerald, 2012Description: 1 online resource (xiv, 355 p.) : illISBN: 9781780525778 (electronic bk.) :Subject(s): Business & Economics -- Management | Business & Economics -- Marketing -- Research | Sales & marketing management | Sales & marketing | Marketing -- ManagementAdditional physical formats: No titleDDC classification: 658.8 LOC classification: HF5415.13 | .B87 2012Online resources: Click here to access online | Item type | Current library | Call number | URL | Status | Date due | Barcode | Item holds |
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| HF5415.127 .C38 2010 Categories in markets | HF5415.129 .B49 2020 Beyond multi-channel marketing : | HF5415.13 .B73 2015 Brand meaning management | HF5415.13 .B87 2012 Business-to-business marketing management | HF5415.13 .E93 2003 Evaluating marketing actions and outcomes | HF5415.13 G48 2009 Getting better at sensemaking | HF5415.13 .S77 2016 Strategic marketing management in Asia : |
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?.
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