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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Yes, you can access Business-to-Business Marketing Management by Mark S. Glynn, Arch G. Woodside, Mark S. Glynn, Arch G. Woodside in PDF and/or ePUB format, as well as other popular books in Business & Sales. We have over one million books available in our catalogue for you to explore.

Information

Publisher

Emerald Group Publishing Limited

Year

2012

ISBN

9781780525778

Topic

Business

Subtopic

Sales

Index

Business

FRONT COVER
BUSINESS-TO-BUSINESS MARKETING MANAGEMENT: STRATEGIES, CASES, AND SOLUTIONS
COPYRIGHT PAGE
CONTENTS
LIST OF CONTRIBUTORS
EDITORIAL REVIEW BOARD
ABOUT THE EDITORS
PREFACE
CHAPTER 1 INTRODUCTION TO BUSINESS-TO-BUSINESS MARKETING MANAGEMENT: STRATEGIES, CASES, AND SOLUTIONS
CHAPTER 2 A NOTE ON KNOWLEDGE DEVELOPMENT IN MARKETING
CHAPTER 3 THE ORGANIZATIONAL BUYING CENTER AS A FRAMEWORK FOR EMERGENT TOPICS IN BUSINESS-TO-BUSINESS MARKETING
CHAPTER 4 MONITORING SEGMENTED MARKETS: RELATIONAL AND TRANSACTIONAL PERSPECTIVES
CHAPTER 5 AVAILABILITY OF RESOURCES THROUGH BUYER–SELLER RELATIONSHIPS
CHAPTER 6 MULTISTAGE MARKETING
CHAPTER 7 INTERACTION: COHERENCE TO A FUTURE
CHAPTER 8 SWITCHING COSTS: A KEY TO UNDERSTANDING AND MANAGING BUSINESS CONSULTING RELATIONSHIP LONGEVITY
CHAPTER 9 EMERGING TRANSFORMATIONS IN THE BUSINESS-TO-BUSINESS GLOBAL SALESFORCE
CHAPTER 10 ANALYZING THE B2B BRAND VALUE CHAIN
CHAPTER 11 WHAT’S A BUSINESS-TO-BUSINESS COMPANY? B2B KNOWLEDGE OF FUTURE BUSINESS LEADERS
CHAPTER 12 ECONOMIC VALUE, FRAMES OF REFERENCE, AND THE IMPACT OF FRAMED POSITIONING STRATEGIES IN BUSINESS-TO-BUSINESS MARKETS
CHAPTER 13 IMPLEMENTED STRATEGIES IN BUSINESS-TO-BUSINESS CONTEXTS