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006			m d
007			cr un|||||||||
008			120430s2012 enka o 000 0 eng d
020			_a9781780525778 (electronic bk.) : _c£77.95 ; €113.95 ; $144.95
040			_aUtOrBLW _cUtOrBLW
050		4	_aHF5415.13 _b.B87 2012
072		7	_aKJMV7 _2bicssc
072		7	_aKJS _2bicssc
072		7	_aBUS0430000 _2bisacsh
072		7	_aBUS041000 _2bisacsh
072		7	_aBUS043060 _2bisacsh
080			_a658.8
082	0	4	_a658.8 _223
245	0	0	_aBusiness-to-business marketing management _h[electronic resource] : _bstrategies, cases, and solutions / _cedited by Mark S. Glynn, Arch G. Woodside.
260			_aBingley, U.K. : _bEmerald, _c2012.
300			_a1 online resource (xiv, 355 p.) : _bill.
490	1		_aAdvances in business marketing and purchasing, _x1069-0964 ; _vv. 18
505	0		_aPreface / 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			_aThis 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		_aPrint version record
650		7	_aBusiness & Economics _xManagement. _2bisacsh
650		7	_aBusiness & Economics _xMarketing _xResearch. _2bisacsh
650		7	_aSales & marketing management. _2bicssc
650		7	_aSales & marketing. _2bicssc
650		0	_aMarketing _xManagement.
700	1		_aGlynn, Mark S.
700	1		_aWoodside, Arch G.
776	1		_z9781780525761
830		0	_aAdvances in business marketing & purchasing ; _vv. 18.
856	4	0	_uhttps://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2012)18
999			_c31011 _d31011