國立高雄大學圖資館 |

Language: English

Back

Business-to-business marketing manag...

Glynn, Mark S.

Business-to-business marketing managementstrategies, cases, and solutions /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Business-to-business marketing managementedited by Mark S. Glynn, Arch G. Woodside.
Reminder of title:	strategies, cases, and solutions /
other author:	Glynn, Mark S.
Published:	Bingley, U.K. :Emerald,2012.
Description:	1 online resource (xiv, 355 p.) :ill.
Subject:	MarketingManagement.
Online resource:	http://www.emeraldinsight.com/1069-0964/18
ISBN:	9781780525778 (electronic bk.)

Business-to-business marketing managementstrategies, cases, and solutions /
Business-to-business marketing managementstrategies, cases, and solutions /[electronic resource] :edited by Mark S. Glynn, Arch G. Woodside. - Bingley, U.K. :Emerald,2012. - 1 online resource (xiv, 355 p.) :ill. - Advances in business marketing and purchasing,v. 181069-0964 ;. - Advances in business marketing & purchasing ;v. 16..

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?.

ISBN: 9781780525778 (electronic bk.)Subjects--Topical Terms:

200067
Marketing
--Management.

LC Class. No.: HF5415.13 / .B87 2012

Dewey Class. No.: 658.8

Universal Decimal Class. No.: 658.8

Business-to-business marketing managementstrategies, cases, and solutions /
LDR:02999nmm a2200265Ia 4500 001 387706
003 UtOrBLW
005 20130815114127.0
006 m d
007 cr un|||||||||
008 130905s2012 enka o 000 0 eng d
020 $a 9781780525778 (electronic bk.)
020 $a 9781780525761
035 $a bslw08530634
040 $a UtOrBLW $c UtOrBLW
050 4 $a HF5415.13 $b .B87 2012
080 $a 658.8
082 0 4 $a 658.8 $2 23
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?.
650 0 $a Marketing $x Management. $3 200067
700 1 $a Glynn, Mark S. $3 482357
700 1 $a Woodside, Arch G. $3 221060
776 1 $z 9781780525761
830 0 $a Advances in business marketing & purchasing ; $v v. 16. $3 534199
856 4 0 $u http://www.emeraldinsight.com/1069-0964/18