Author: Kristian K. Möller
Publisher: Springer Science & Business Media
ISBN: 9780792395041
Category : Business & Economics
Languages : en
Pages : 666
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Book Description
Changing Views of Business Marketing This book aims to provide an in-depth understanding of long-term busi in industrial markets. During the late 1980s our view ness relationships on business marketing changed remarkably. From a single-transaction oriented, market mechanism-based description of marketing and purchas ing, we are moving into domestic and international buyer-seller relation ships. In academic terms, we are experiencing a broadening of the para digms that describe how companies interact. This change in focus has its roots in the recognition that business marketing is frequently characterized by long-term interaction, coopera tion, and coalitions between participant firms. The forces of quality, total cost management, and the need to decrease response times in new prod uct/service development all are combining to accelerate the trend to wards strategic relationships. In increasingly global markets, different forms of strategic alliances provide ways of joining forces in attempts to reach goals beyond any single firm's resources. Also, our way of seeing the corporate environment is changing. In stead of the traditional view of markets or industries as constituted by independent companies operating mainly through market competition, we are starting to realize that markets can be more realistically defined and described as networks of interlinked organizations. The network view offers a highly promising tool for describing and analyzing the rapidly integrating global marketplace. For instance, strategic alliances can be seen as moves of establishing positions in a network or as ways of changing the whole network.
Author: Antonella La Rocca
Publisher: Springer Nature
ISBN: 3030409937
Category : Business & Economics
Languages : en
Pages : 214
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Book Description
This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research – studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology – the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships. Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors’ mutually perceived identities – continuously emergent and relationship-specific – are the main factor in the development of business relationships and discusses the implications for management practice and research.
Author: Ross Brennan
Publisher: SAGE
ISBN: 1446247783
Category : Business & Economics
Languages : en
Pages : 409
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Book Description
The Second Edition of this bestselling B2B marketing textbook offers the same accessible clarity of insight, combined with updated and engaging examples. Each chapter contains a detailed case study to further engage the reader with the topics examined. - Featuring updated case studies and a range of new examples. - Incorporating additional coverage of B2B branding and the B2B strategic marketing process, and issues of sustainability. - Extended coverage of Key Account Management - Online lecturer support including PowerPoint slides and key web links Drawing on their substantial experience of business-to-business marketing as practitioners, researchers and educators, the authors make this exciting and challenging area accessible to advanced undergraduate and to postgraduate students of marketing, management and business studies. Praise for the Second Edition: 'I found that the first edition of Brennan, Canning and McDowell's text was excellent for raising students' awareness and understanding of the most important concepts and phenomena associated with B2B marketing. The second edition should prove even more successful by using several new case studies and short 'snapshots' to illustrate possible solutions to common B2B marketing dilemmas, such as the design and delivery of business products and services, the selection of promotional tools and alternative routes to market. The new edition also deals clearly with complex issues such as inter-firm relationships and networks, e-B2B, logistics, supply chain management and B2B branding' - Michael Saren, Professor of Marketing, University of Leicester 'This textbook makes a unique contribution to business-to-business teaching: not only does it provide up-to-date cases and issues for discussion that reach to the heart of business-to-business marketing; it also brings in the latest academic debates and makes them both relevant and accessible to the readers. A fantastic addition to any library or course' - Dr Judy Zolkiewski, Senior Lecturer in Business-to-Business Marketing, Manchester Business School 'The advantage of the approach taken by Brennan and his colleagues is that this book manages to convey both the typical North American view of B2B marketing as the optimisation of a set of marketing mix variables, and the more emergent European view of B2B Marketing as being focused on the management of relationships between companies. This updated second edition sees the addition of a number of 'snapshots' in each chapter that bring the subject alive through the description of current examples, as well as some more expansive end-of-chapter case studies. It is truly a most welcome addition to the bookshelves of those students and faculty interested in this facet of marketing' - Peter Naudé, Professor of Marketing, Manchester Business School 'The strength of this text lies in the interconnection of academic theory with real world examples. Special attention has been given to the role that relationships play within the Business-to business environment, linking these to key concepts such as segmentation, targeting and marketing communications, which importantly encompasses the role personal selling as relationshipmmunications building and not just order taking. With good coverage of international cultural differences this is a valuable resource for both students of marketing and sales' - Andrew Whalley, Lecturer in Business-to-Business Marketing, Royal Holloway University of London 'The text provides an authoritative, up-to-date review of organisational strategy development and 'firmographic' market segmentation. It provides a comprehensive literature review and empiric examples through a range of relevant case studies. The approach to strategy formulation, ethics and corporate social responsibility are especially strong' - Stuart Challinor, Lecturer in Marketing, Newcastle University 'This revised second edition offers an excellent contemporary view of Business-to-Business Marketing. Refreshingly, the text is packed with an eclectic mix of largely European case studies that make for extremely interesting reading. It is a 'must read' for any undergraduate or postgraduate Marketing student' - Dr Jonathan Wilson, Senior Lecturer, Ashcroft International Business School, Anglia Ruskin University, Cambridge
Author:
Publisher: WSB-NLU
ISBN:
Category :
Languages : en
Pages : 156
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Book Description
Author: Jan-Åke Törnroos
Publisher: Emerald Group Publishing
ISBN: 1789739799
Category : Business & Economics
Languages : en
Pages : 195
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Book Description
Introducing the innovative concept of Interactive Network Branding (INB), this book offers academics and professionals a theoretical framework, alongside practical examples, to develop INB in the context of small and medium-sized enterprises (SMEs).
Author: Marian Jones
Publisher: Edward Elgar Publishing
ISBN: 1845420632
Category : Business & Economics
Languages : en
Pages : 395
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Book Description
Emerging Paradigms in International Entrepreneurship consists of 15 articles organised into six broad themes of interest to scholars. . . which are likely to remain of interest for some time. Ben Oviatt, Journal of International Business Studies International entrepreneurship as a field of study is not necessarily confined to the internationalisation phenomenon, and recently advanced definitions suggest significant scope for the development and establishment of, as yet, undetermined parameters. Emerging Paradigms in International Entrepreneurship identifies key themes that collectively demonstrate the convergence of thinking at the interface between the disciplines of international business and entrepreneurship. These are: development of the field and the effects of international entrepreneurship on a new economy conceptual and paradigmatic developments international entrepreneurship and the internet as a developing research agenda contacts links and networks as process driven internationalisation cross-sectoral, cross-national and cross-cultural comparisons of entrepreneurship the experiential emphasis in entrepreneurial internationalisation. Explaining the complexities of enterprise in an international and sometimes global environment, this book is distinguished by the cross-disciplinary nature of its contributors and their efforts to develop new paradigmatic approaches in an area characterised by theoretical diversity and convergence. Appealing to researchers, academics and policymakers working in international business particularly the international growth and development of small firms and for entrepreneurship and small firm scholars this book is a must-have. Lecturers and students on post-graduate programmes would also be interested in the book as a reader.
Author: Arch G. Woodside
Publisher: Emerald Group Publishing
ISBN: 184855172X
Category : Business & Economics
Languages : en
Pages : 488
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Book Description
Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to the creation, marketing, and purchasing of superior value in products and services.
Author: Christian Nielsen
Publisher: Routledge
ISBN: 100051840X
Category : Business & Economics
Languages : en
Pages : 147
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Book Description
Internationalisation has been a binding request for firms dealing with the challenges of the present-day realities. Extant international business publications have recently begun to point out the relationship between the notions of ‘business model’ and ‘internationalisation’, yet the filed needs considerably more attention. The core aim of this book is to provide a comprehensive analysis of the ways in which business models and internationalisation impact one another in the process of initiating and expanding international business activities. The analysis makes it feasible to detect the core issues of the interdependences between business models and internationalisation to facilitate management decision-making and implementation of pertinent firm internationalisation incorporating the application of appropriate business models. In this book, the business model is applied to explore the specifics and aspects of firm internationalisation processes. Innovating the business model is analysed as a persuasive means for augmenting the propensities of firms to internationalise. The book enriches the comprehension of the significance of business model innovation as an enabler of firm internationalisation, in view that scares in what manners business model innovation facilitate firm internationalisation. The book chapters address a broad range of issues encompassing: the general roles of business model in firm internationalisation, the relationships between digital business models and platforms on one side and firm internationalisation on another, how business models determine the internationalisation of services firms, the interplay between business models and firm internationalisation in specific contexts. It will, therefore, be of interest to researchers, academics and advanced students in the fields of international business and management.
Author: Helle Neergaard
Publisher: Edward Elgar Publishing
ISBN: 1849809879
Category : Business & Economics
Languages : en
Pages : 463
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Book Description
One of the most challenging tasks in the research design process is choosing the most appropriate data collection and analysis technique. This Handbook provides a detailed introduction to five qualitative data collection and analysis techniques pertinent to exploring entrepreneurial phenomena. Techniques for collecting and analysing data are rarely addressed in detail in published articles. In addition, the constant development of new tools and refinement of existing ones has meant that researchers often face a confusing range from which to choose. The experienced and expert group of contributors to this book provide detailed, practical accounts of how to conduct research employing focus groups, critical incident technique, repertory grids, metaphors, the constant comparative method and grounded theory. This Handbook will become the starting point for any research project. Scholars new to entrepreneurship and doctoral students as well as established academics keen to extend their research scope will find this book an invaluable and timely resource.
Author: Robyn Keast
Publisher: Routledge
ISBN: 113501325X
Category : Business & Economics
Languages : en
Pages : 233
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Book Description
Networks have been described in terms of metaphors, governance arrangements and structural or institutional arrangements. These different perspectives of networks come out of a variety of disciplines, including political science, public administration, urban affairs, social welfare, public management and organizational/sociological research. This wealth of research, while contributing to a deeper understanding of networks, presents a dilemma which is addressed by this book. That is the question of whether there is a theory of public networks that informs networks in their various forms, and is there a need for a new theory of networks? More importantly, is network research still relevant to practice? Does network theory improve the process of governance? Are different terms and/or approaches actually the same or different? What do these different approaches mean to theory? This book deeply explores and integrates existing network theory and related theories from a number of perspectives, levels and jurisdictions to develop a framework to guide network design, governance and management. The book focuses on the important issue of network performance, looking at networks as bounded and consciously arranged; the actors who participate in them design the relationships among a bounded set of individual organizations to purse common objectives. Finally, the chapters tease out the variety of governance modes or regimes that intersect with network governance. This book offers a comprehensive, integrative, interdisciplinary approach that enables specialists, practitioners and administrators across a wide array of interests and fields to formulate and work on problems using a common language, analytical framework and theoretical basis.
