Del 0 - SAGE Library in Marketing
Business-to-Business Marketing
Inbunden, Engelska, 2011
12 529 kr
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This four-volume collection is the only detailed survey of business-to-business marketing literature that captures the state of the discipline in its entirety. Business-to-business marketing is fast catching up with business-to-consumer marketing as a subject of study, and in recognition of its widening appeal this collection of seminal articles will be of interest to students, researchers and lecturers of general management, as well as those of marketing.It serves as an intellectual touchstone for academics interested in developing their own research interests further, or who are considering incorporating more business-to-business scholarship. Some of the topics addresses will be familiar, such as marketing channels and relationship marketing, while others are likely to be more novel, like organisational purchasing, supply chains and industrial networks.Assembled and introduced by a team of experts in the field, this collection is an invaluable snapshot of the key theoretical, methodological and managerial issues in this critical and expanding area.
Produktinformation
- Utgivningsdatum2011-01-04
- Mått156 x 234 x 119 mm
- Vikt3 210 g
- FormatInbunden
- SpråkEngelska
- SerieSAGE Library in Marketing
- Antal sidor1 720
- Upplaga1
- FörlagSAGE Publications
- ISBN9781849205467
Tillhör följande kategorier
I have previously taught at the Universities of Leicester, Essex and Strathclyde and my research interests are fairly eclectic. I continue to engage in research related to the history of marketing, with a specific focus on the influence of the Cold War on marketing and advertising theory. An on-going stream of research deals with racism and eugenics in marketing theory, thought and practice. Suffice to say, these are just a sample of what is presently occupying my attention.
- VOLUME ONE: INTRODUCING B2B MARKETINGThe Parameters of B2B MarketingThe Scope of B2B MarketingTrappings vs. Substance in industrial marketing - B.C. AmesWhat is Business and Industrial Marketing? - E.F. CookeLevels of Analysis in Business-to-Business Marketing - R. Wilke and T. RitterOn the study of industrial buying behavior: current practices and future trends - Y. Wind and F. WebsterThe foundations of B2B MarketingSelling as a Dyadic Relationship - a New Approach - F.B. EvansHistorical Evolution of the Purchasing Function - H.E. FearonThe Industrial Buyer - H.T. LewisLegal Foundations and Boundaries of B2B Marketing Regulatory Perceptions of Marketing: Interpreting UK competition authority investigations from 1950 to 2005 - J.K. Ashton and A.D. PresseyThe Antitrust Implications of Relationship Marketing - R.J. Fontenot and M.R. HymanEthical and Legal Foundations of Relational Exchanges - G.T. Gundlach and P.E. MurphyRethinking the Emergence of Relationship Marketing - M. Tadajewski and M. SarenCorporate Governance, Business Strategy and the Dynamics of Networks: A theoretical model and application to the British cotton industry, 1830-1980 - S. Toms and FilatotchevOrganisational Buying BehaviourFoundational Work in OBB What Motivates Business Buyers - D.J. DuncanThe Buying Center: Structure and interaction patterns - W.J. Johnston and T.V. BonomaThe Industrial Purchasing Decision as a Political Process - A.M. PettigrewA Model of Industrial Buyer Behaviour - J.N. ShethA General Model for Understanding Organizational Buying Behavior - F.E. Webster and Y. WindLater Perspectives on OBB Managing Interfaces with Suppliers - L. Araujo, A. Dubois and L-E GaddeSocially Responsible Organizational Buying: How can stakeholders dictate purchasing policies? - I. Maignan and D.T. McAlisterThe Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying - D.H. McQuiston and P.R. DicksonVOLUME TWO: CHANNELS, CHAINS AND INTER-ORGANIZATIONAL RELATIONSHIPSMarketing Channels and Supply ChainsFoundational Work in ChannelsPostponement, Speculation and the Structure of Distribution Channels - L.P. BucklinThe Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel - J.F. Gaski and J.R. NevinDistribution Channels as Political Economies: A Framework for comparative analysis - L.W. Stern and T. ReveLater perspectives on Channels A Model of Distributor Firm and Manufacturer Firm Working Partnerships - J.C. Anderson and J.A. NarusExchange Relationships and Interfirm Power in Channels of Distribution - G.L. Frazier and K.D. AntiaInfluence in Marketing Channels: A sense-making investigation - G.C. HopkinsonUnderstanding the ′New′ Distribution Reality Through ′Old′ Concepts: A renaissance for transvection and sorting - K. Hulthén and L-E GaddeSupply Chain ManagementThe Agile Supply Chain: Competing in volatile markets - M. ChristopherIn Search of ′Interfirm Management′ in Supply Chains: Recognizing contradictions of language and power by listening - A. Faria and R. WensleyCollaborative Supply-Chain Partnerships Built Upon Trust and Electronically Mediated Exchange - N. Myhr and R.E. SpekmanHolistic and Cross-disciplinary Deficiencies in the Theory Generation of Supply Chain Management - G. SvenssonInter-Organisational RelationshipsHistorical Relational ScholarshipForces Impinging on Long Term Business to Business Relationships in the United States: An historical perspective - W.W. Keep, S.C. Hollander and R. DickinsonRelationship Marketing Theory: Its roots and direction - K. Möller and A. HalinenThe Foundations of Relationship Marketing: Reciprocity and trade relations - M. TadajewskiTrust, Commitment and Norms in RelationshipsTrust in Business to Business Relationships: An evaluation of its status - K. BloisDo Norms Matter in Marketing Relationships? - J.B. Heide and G. JohnThe Commitment-Trust Theory of Relationship Marketing - R.D. Morgan and S.D. HuntBonding and Commitment in Buyer-Seller Relationships: A preliminary conceptualization - D.T. Wilson and V. MummalaneniManaging RelationshipsManaging Market Relationships - G.S. DayRelationships Mean Everything: A typology of small-business relationship strategies in a reflexive context - T. Fuller and J. LewisThe Dark Side of Long-Term Relationships in Marketing Services - K. Grayson and T. AmblerAssessing Relationship Quality - P. Naudé and F. ButtleTheoretical Perspectives on RelationshipsDon′t all Firms have Relationships? - K.J. BloisAn Organizational Perspective on Changing Buyer-Supplier Relations: A critical review of the evidence - M. BresnenDeveloping Buyer-Seller Relationships - F.R. Dwyer, P.H. Schurr and S. OhAn Integrated Model of Buyer-Seller Relationships - D.T. WilsonVOLUME THREE: INDUSTRIAL NETWORKS AND B2B MARKETING STRATEGYIndustrial NetworksNetworks and Relationship ManagementChanges in the Theory of Interorganizational Relations in Marketing: Toward a network paradigm - R.S. AchrolDyadic Business Relationships Within a Business Network Context - J.C. Anderson, H. Håkansson and J. JohansonNo Business is an Island: The network concept of business strategy - H. Håkansson and I. SnehotaInteraction, Relationships and Networks in Business Markets: An evolving perspective - P. Turnbull, D. Ford and M. CunninghamConceptual and Methodological Network Issues Networks in Socioeconomic Systems: A critical review - L. Araujo and G. EastonMarketing Identities: Shifting circles of identification in inter-organizational relationships - N. Ellis and S. YbemaNetwork Pictures: Building an holistic representation of a dyadic business-to-business relationship - S. Leek and K. Mason Heading Toward a Society of Networks: Empirical developments and theoretical challenges - J. Raab and P. KenisB2B Marketing Strategy Marketing Planning and Market SegmentationIndustrial Market Segmentation - Y. Wind and R. CardozoAssessing Response to Industrial Marketing Strategy - J-M Choffray and G.L. LilienEnvironment, Structure and P0erformance in Interfirm Exchange - R. Dahlstrom, F.R. Dwyer and M. ChandrashekaranValue in B2B exchangesCustomer Value Assessment in Business Markets - J.C. Anderson, D.C. Jain and P.K. ChintaguntaExploring the Phenomenon of Customers′ Desired Value Change in a Business-to-Business Context - D.J. Flint, R.B. Woodruff and S.F. GardialValue Creation in Buyer - Seller Relationships: Theoretical considerations and empirical results from a supplier′s perspective - A. Walter, T. Ritter and H.G. Germ ndenRelational StrategiesBeyond Guanxi: Network contingencies in Taiwanese business groups - C-N ChungThe Relational View: Cooperative strategy and sources on inter-organizational competitive advantage - J. Dyer and H. SinghCollaborate with your Competitors - and Win - G. Hamel, Y.L. Doz and C.K. PralahadPie-Expansion Efforts: Collaboration processes in buyer-seller relationships - S.D. JapMarketing management practiceInter-Organizational Relationships and Strategy Development in an Evolving Industrial Network: Mapping structure and process - N. Ellis and R. MayerOrganizational Mating and Industrial Marketing Conservatism - Some Reasons Why Industrial Marketing Managers Resist Marketing Theory - P.B.L Guillet de MonthouxThe Marketing Strategy Center: Diagnosing the industrial marketer′s interdisciplinary role - M.D. Hutt and T.W. SpehExploring the Accuracy of SME Managers′ Network Perceptions - G.G. Ottessen, L. Foss and K. GrønhaugVOLUME FOUR: B2B MARKETING PROGRAMMESUntitledBusiness Products and NPDOverhauling the New Product Process - R.G. CooperDifferences in Attribute Importance for Different Industrial Products - D.R. Lehmann and J. O′ShaughnessyHigh-tech, Innovative Products: Identifying and meeting customers′ value needs - A. Lindgreen, M. Antioco, R. Palmer and T. van HeeschManaging Supplier Involvement in New Product Development: A portfolio approach - F. Wynstra and E. ten PierickBusiness ServicesNew Industrial Service Development: Scenario for success and failure - U. De BretaniRelationships Between Providers and Users of Market Research: The dynamics of trust within and between organisations - C. Moorman, G. Zaltman and R. DeshpandeForming Successful Business-to-Business Services in Goods-Dominant Firms - W.A. Neu and S.W. BrownService Delivery Encounters in Business-to-Business Contexts as a Source of Innovation - a Conceptual and Explorative Study - D. Neumann and H.H. Holzm llerPricing in B2B marketsManufacturer Price Reduction Pressure and Supplier Relations - J.W. Henke, R. Parameswaran and R.M. PisharodiPrice-Setting in Business-to-Business Markets - R. Brennan, L. Canning and R. McDowellIndustrial Pricing to Meet Customer Needs - B.P. Shapiro and B.B. JacksonB2B Marketing CommunicationsCommunications and Industrial Selling - T. LevittThe Power of Emotion: Brand communication in business to business markets - J. Lynch and L. de ChernatonyCommunication Strategies in Marketing Channels: A theoretical perspective - J. Mohr and J.R. NevinThe Role of Communication in Business Relationships and Networks - R. Olkkonen, H. Tikkanen and K. AlajoutsijärviPersonal Selling and B2B Sales ManagementThe Role of Social and Self-Conscious Emotions in the Regulation of Business-to-Business Relationships in Salesperson-Customer Interactions - R.P. BagozziThe Determinants of Salesperson Performance: A meta-analysis - G.A. Churchill, N.M. Ford, S. Hartley and O.C. WalkerFrom Key account Selling to Key Account Management - T. Millman and K. WilsonThe Mediating Role of Sales Behaviors: An alternative perspective on sales performance and effectiveness - R.E. Plank and D.A. ReidManaging Key Business-to-Business Relationships: What marketing can learn from supply chain management - L.J. Ryals and A.S. HumphriesInformation Technology and B2B MarketingInternet Usage within B2B Relationships and its Impact on Value Creation: A conceptual model and research propositions - D.E. Boyd and R.E. SpekmanBusiness to Business Marketing and the World Wide Web: Planning, managing and assessing websites - J.R. Evans and V.E. KingE-Hubs: The new B2B marketplaces - S. Kaplan and M. SawhneyThe Antitrust Implications of Electronic Business-to-Business Marketplaces - A.D. Pressey and J.K. Ashton