The Sage Handbook of Industrial Marketing (eBook)

Adam Lindgreen, Thomas Fotiadis, Catherine Pardo, C. Anthony Di Benedetto, Dimitris Folinas, Pete Naudé (Herausgeber)

eBook Download: EPUB

2025
1519 Seiten
SAGE Publications Ltd (Verlag)
978-1-0362-2947-4 (ISBN)

Inhalt

Part 1: Field of Business-to-Business Marketing
Chapter 1: C2B2B: The Interplay of Consumer and Business Markets and the Rise of Marketing System - Michael Ehret
Chapter 2: Characteristics of Business-to-Business (B2B) Products and Services (including High Tech) - Thomas Fotiadis, Konstantinos Rotsios, and Dimitris Folinas
Chapter 3: Being a Business-to-Business (B2B) Marketer and what ‘Rules’ an Exchange - Pete Naudé and Katayoun Zafari
Part 2: Business-to-Business Organizations
Chapter 4: Sales and Sales Management for a Changing Digital World - Tobias Schäfers, Michel van der Borgh, and Deva Rangarajan
Chapter 5: Managing International Products and Services in International Business-to-Business (B2B) Setting - Antonija Kvasina Kovacevic and Dario Miocevic
Chapter 6: Customer Success Management - Michael Kleinaltenkamp, Katharina Prohl-Schwenke, and Laura Elgeti
Part 3: Business-to-Business Customer Behavior
Chapter 7: The Business-to-Business Buying Process: Models of Buyer Behavior - Pete Naudé and Katayoun Zafari
Chapter 8: The Transformation of Organizational Buying: From Centers to Systems - Michael Ehret and Rotimi Olaniyan
Chapter 9: Customer Experiences and Customer Journeys in Business-to-Business (B2B) Contexts - Harald Brege, Lisa Lundin, and Daniel Kindström
Chapter 10: Business-to-Business Experience Reengineering through Big Data: Optimizing Interactions and Digital Strategies - Dimitrios P. Reklitis, Thomas Fotiadis, Damianos P. Sakas, Artemis G. Andreou, and Alkistis E. Papadopoulou
Part 4: Business-to-Business Market Research
Chapter 11: Digital transformation in Business-to-Business (B2B) Marketing - Vasiliki Balaska, Ioannis Kansizoglou, Konstantinos A. Tsintotas, and Antonios Gasterators
Chapter 12: Business-to-Business (B2B) Market Research - Aikaterini Vassilikopoulou and Thomas Fotiadis
Part 5: Business Customer Value Proposition
Chapter 13: Fairness and Unfairness in Business Relationships: The Concepts, Its Dimensions, and Performance Outcomes - Tobias Grossmann, Michael Kleinaltenkamp, and Andreas Eggert
Chapter 14: Life-Cycle Costing and Customer Value Analysis: Strategic Tools for Industrial Marketing - Maja Arslanagic-Kalajdzic
Chapter 15: Just-in-Time and Other Inventory Strategies - Dimitris Folinas, Dimitris Aidonis, Naoum Tsolakis, and Thomas Fotiadis
Part 6: Market Segmentation and Positioning
Chapter 16: Business-to-Business (B2B) Marketing Strategic Planning: Aligning Corporate Strategy and Business-to-Business Marketing - Christina Öberg
Chapter 17: Business-to-Business (B2B) Market Segmentation: A Strategic Integrative View on Decisions in the Segmentation Process - Ann Højbjerg Clarke and Per Vagn Freytag
Chapter 18: Business-to-Business (B2B) Target Market Selection - Judy Zolkiewski, Jamie Burton, and Vicky M. Story
Part 7: Product Innovation
Chapter 19: Cross-functional and Strategic Issues in Business-to-Business (B2B) Product Development - Babu L. John-Mariadoss and C. Anthony Di Benedetto
Chapter 20: An Overview of Stage-Gate® New Product Development Processes - Jeffrey B. Schmidt, Kumar Sarangee, and C. Anthony Di Benedetto
Chapter 21: Agile Product Development - Kumar Sarangee, Jeffrey B. Schmidt, and C. Anthony Di Benedetto
Chapter 22: Business-to-Business (B2B) Product Innovation - Konstantinos Z. Vasileiou
Chapter 23: Contextualizing Open Innovation and Coopetition in Business-to-Business Model Innovation: A Narrative Review - Steven Pattinson, David M. Brown, and Nicole El Maalouf
Part 8: Product Management
Chapter 24: Risky Business: A Business-to-Business (B2B) Brand Management Review and Research Agenda - Brian P. Brown, Susan M. Mudambi, and Kunal Swani
Chapter 25: Packaging from the Standpoint of Marketing and Supply Chain Management - Aggeliki Konstantoglou, Dimitris Folinas, Thomas Fotiadis, and Konstantinos Rotsios
Part 9: Marketing Communications
Chapter 26: Advertising in Business Markets - Miriam Guenther and Peter Guenther
Chapter 27: Business-to-Business Advertising - Kostoula Margariti, Leonidas Hatzithomas, and Christina Boutsouki
Chapter 28: Implementation of Customer Success Management through Modularization - Grgo Vukovic, Markus-Florian Seidel, and Selma Kadic-Maglajlic
Chapter 29: Business-to-business (B2B) Marketing: An Integrative Review of Four Conceptual Archetypes - Josefin Wiik
Part 10: Channels of Distribution
Chapter 30: Business-to-Business Distributors - Catherine Pardo and Sophie Michel
Chapter 31: Digitalization and AI in Business-to-Business (B2B) Supply Chain Context - Elviira Saarelma, Tommi Mahlamäki, and Aki Jääskeläinen
Chapter 32: Exploring the Intellectual Foundations of Business-to-Business (B2) Marketing Channel Strategy and the Role of B2B Channel Members - Herbert Kotzab
Chapter 33: Distribution networks within the digital realm - Dimitris Folinas, Rachel Argyropoulou, and Maria ARgyropoulou
Part 11: New Trends
Chapter 34: The Internet of Things: Reshaping Business-to-Business Marketing Relationships - Christine Falkenreck and Ralf Wagner
Chapter 35: Digital Marketing Methods in Blockchain Applications: A Systematic Review - Nikolaos T. Giannakopoulos, Damianos P. Sakas, Thomas Fotiadis, Alkistis E. Papadopoulou, and Artemis G. Andreou
Chapter 36: AI and Business-to-Business Marketing - Paul Smith
Chapter 37: Branding the Nation? Sustainability in Global Value Chains - Peter Lund-Thomsen

Produkt-Details

• Erscheint lt. Verlag: 27.12.2025
• Verlagsort: London
• Sprache: englisch
• Themenwelt: Schulbuch / Wörterbuch ► Lexikon / Chroniken
• Themenwelt: Technik
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
• Schlagworte: B2B customer behavior • Business-to-Business Marketing • Industrial marketing strategies • Market segmentation B2B • Product innovation industrial marketing
• ISBN-10: 1-0362-2947-5 / 1036229475
• ISBN-13: 978-1-0362-2947-4 / 9781036229474