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Author: Markus Gaggl Publisher: Anchor Academic Publishing (aap_verlag) ISBN: 3954897679 Category : Business & Economics Languages : en Pages : 50
Book Description
This work deals particularly with the analysis of the buying company in the context of the purchasing process in industrial markets. Additionally, the study addresses the question of whether and how companies conduct these analyses on a practical level.The first section explains the specific characteristics of the industrial goods markets and depicts the influences on the buying- and selling center.The second section includes the buying types which strongly influence the size and the composition of the buying center.The third section deals with the buying center and the buying process as well as the buying center models from the literature. These models are verified in terms of their practical application at the end of the study based on expert surveys. In section four, the sales process as well as the members of the selling company are discussed. Section five represents the most important criteria for a buying center analysis and shows the possibility of a practical implementation by using an example.The last section finally links the previous theoretical fields and displays the results of the qualitative expert interviews.
Author: Markus Gaggl Publisher: Anchor Academic Publishing (aap_verlag) ISBN: 3954897679 Category : Business & Economics Languages : en Pages : 50
Book Description
This work deals particularly with the analysis of the buying company in the context of the purchasing process in industrial markets. Additionally, the study addresses the question of whether and how companies conduct these analyses on a practical level.The first section explains the specific characteristics of the industrial goods markets and depicts the influences on the buying- and selling center.The second section includes the buying types which strongly influence the size and the composition of the buying center.The third section deals with the buying center and the buying process as well as the buying center models from the literature. These models are verified in terms of their practical application at the end of the study based on expert surveys. In section four, the sales process as well as the members of the selling company are discussed. Section five represents the most important criteria for a buying center analysis and shows the possibility of a practical implementation by using an example.The last section finally links the previous theoretical fields and displays the results of the qualitative expert interviews.
Author: Colin L. Campbell Publisher: Springer ISBN: 3319186876 Category : Business & Economics Languages : en Pages : 506
Book Description
This volume includes the full proceedings from the 2009 World Marketing Congress held in Oslo, Norway with the theme Marketing in Transition: Scarcity, Globalism, & Sustainability. The focus of the conference and the enclosed papers is on marketing thought and practices throughout the world. This volume resents papers on various topics including marketing management, marketing strategy and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Author: Michael Kleinaltenkamp Publisher: Springer ISBN: 3319124633 Category : Business & Economics Languages : en Pages : 319
Book Description
This textbook gives a comprehensive overview of the key principles of business marketing. The reader will be introduced into methods and theories in order to understand business markets and marketing better. Not only are the principles of business marketing addressed, but also deep knowledge of organizational buying and market research on business markets. The book sets the stage for developing marketing programs for business markets in their different facets.
Author: Philippe Malaval Publisher: Springer Science & Business Media ISBN: 1461517370 Category : Business & Economics Languages : en Pages : 410
Book Description
Strategy and Management of Industrial Brands is the first book devoted to business-to-business products and services. Looking at numerous companies, this book defines two brand objectives that are specific to the industrial and service sectors and which must be added to the traditional functions of branding: the minimization of risk as perceived by buyers, and the facilitation of the customer company's performance by the supplier brand. Different ways of classifying brands are suggested, providing a better understanding of brand strategies adopted by business-to-business companies, as well as new concepts such as brand `printability', `visibility', and `purchaseability'. Five major brand categories are dealt with in separate chapters: -entering goods brands; -intermediary equipment goods brands; -equipment goods brands; -business-to-business service brands; and -industrial distributor brands. From a practical point of view, the aim of the book is to address the main concerns of managers: How to create and protect brands? What type of visual identity is appropriate? How to manage international brands? An analysis of 1,500 industrial brands as well as 40 case studies are included in this book. These brands are used in both the industrial (automotive, building, aeronautics, IT, etc.) and consumer sectors (clothing, electronics, food packaging, telecommunications, etc.). This book has been written for professors and students of universities and business schools, as well as managers and people working in industry or the service sector.
Author: Mark S. Glynn Publisher: Emerald Group Publishing ISBN: 178052577X Category : Business & Economics Languages : en Pages : 370
Book Description
This book provides knowledge and skill-building training exercises in managing marketing decisions in business-to-business (B2B) contexts.
Author: Thomas Fotiadis Publisher: SAGE ISBN: 1529785596 Category : Business & Economics Languages : en Pages : 527
Book Description
An introductory textbook on industrial marketing and supply chain management that discusses industrial products and pricing, as well as key topics such as co-creation of value, big data, innovation, green practices and CSR. The textbook includes: The marketing philosophy on industrial markets The characteristics of industrial markets The marketing mix and the product life cycle The issues surrounding distribution and operations including value creation, business relationships and networks Case studies and mini case studies (vignettes) This textbook is suitable for students studying industrial marketing and other related courses at undergraduate and graduate levels. Thomas Fotiadis is an Associate Professor of Marketing and Head of the Marketing Laboratory in the Department of Production and Management Engineering, School of Engineering at Democritus University of Thrace, Greece. Adam Lindgreen is Professor and Head of Department of Marketing at Copenhagen Business School, Denmark and Extraordinary Professor at University of Pretoria’s Gordon Institute of Business Science, South Africa. George J. Siomkos is Professor of Marketing at the Athens University of Economics & Business (AUEB), Director of the MSc Program in Services Management and previously Dean of the School of Business, AUEB, Greece. Christina Öberg is Professor at CTF Service Research Center, Karlstad University and associated with the Ratio Institute, Sweden. Dimitris Folinas is Professor in the Department of Supply Chain Management at International Hellenic University, Greece.
Author: Markus Gaggl
Author: Markus Gaggl
Author: Valarie A. Zeithaml
Author: Ben M. Enis
Author: Colin L. Campbell
Author: Michael Kleinaltenkamp
Author: Thomas V. Bonoma
Author: Philippe Malaval
Author: KERIN
Author: Mark S. Glynn
Author: Thomas Fotiadis