Business-to-business marketing
Author(s)
Bibliographic Information
Business-to-business marketing
SAGE, 2017
4th ed
- : pbk
- : [hbk]
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Note
Previous ed.: 2014
Includes bibliographical references (p. [356]-382) and index
Description and Table of Contents
Description
'This textbook stands out from others by combining multiple approaches to B2B marketing theory with up-to-date examples from practice. The inclusion of many international examples makes it invaluable for faculty and students worldwide. It is a must read for students and a truly refreshing addition to any marketing course.' - Catherine Sutton-Brady, Associate Professor of Marketing, The University of Sydney Business School
Taking in both European and US approaches to form a balanced, global-minded text and covering both the theory and practice of global business-to-business marketing, the new Fourth Edition:
Includes new coverage of digital and social media marketing in the B2B environment, to reflect online developments
Is updated to reflect the effects and impact of global changes such as the legally binding deal signed at the Paris Climate Conference (Dec. 2015)
Includes new 'scenario' boxes which provide reflective decision-based situations for students to think through, helping them prepare for future roles.
The book is complemented by a companion website featuring a range of tools and resources for lecturers and students, including PowerPoint slides, tutor guide sample exam questions, SAGE journal articles, quizzes, web links and selected author videos to make the examples in each chapter come to life.
Suitable for all students taking B2B marketing modules.
Table of Contents
PART I Fundamentals of Business-to-Business Marketing
Chapter 1 Business-to-Business Markets and Marketing
Chapter 2 Buyer Behaviour
Chapter 3 Inter-Firm Relationships and Networks
PART II Business-to-Business Marketing Analysis and Strategy
Chapter 4 Responsible Business-to-Business Strategy
Chapter 5 Researching Business-to-Business Markets
Chapter 6 Business Market Segmentation
PART III Communicating and Interacting with Customers
Chapter 7 Market Communication
Chapter 8 Relationship Communication
Chapter 9 Relationship Portfolios and Key Account Management
Part IV Managing Marketing Processes
Chapter 10 Managing Product Offerings
Chapter 11 Routes to Market
Chapter 12 Price-Setting in Business- to-Business Markets
Glossary
References
by "Nielsen BookData"
