Download or read book Business to Business Marketing written by Ross Brennan and published by SAGE. This book was released on 2010-10-20 with total page 409 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Download or read book Business to business Marketing written by Ray Wright and published by Pearson Education. This book was released on 2004 with total page 540 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business-to-business markets are markets where one business markets and sells products and services for an organisation's own use or to sell on to other businesses for their own use. This text provides an overview of business-to-business marketing.
Download or read book Business to Business Marketing Management written by Alan Zimmerman and published by Routledge. This book was released on 2017-09-25 with total page 697 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business to business markets are considerably more challenging than consumer markets and as such demand a more specific skillset from marketers. Buyers, with a responsibility to their company and specialist product knowledge, are more demanding than the average consumer. Given that the products themselves may be highly complex, this often requires a sophisticated buyer to understand them. Increasingly, B2B relationships are conducted within a global context. However all textbooks are region-specific despite this growing move towards global business relationships – except this one. This textbook takes a global viewpoint, with the help of an international author team and cases from across the globe. Other unique features of this insightful study include: placement of B2B in a strategic marketing setting; full discussion of strategy in a global setting including hypercompetition; full chapter on ethics and CSR early in the text; and detailed review of global B2B services marketing, trade shows, and market research. This new edition has been fully revised and updated with a full set of brand new case studies and features expanded sections on digital issues, CRM, and social media as well as personal selling. More selective, shorter, and easier to read than other B2B textbooks, this is ideal for introduction to B2B and shorter courses. Yet, it is comprehensive enough to cover all the aspects of B2B marketing any marketer needs, be they students or practitioners looking to improve their knowledge.
Download or read book Handbook of Business to Business Marketing written by Lilien, Gary L. and published by Edward Elgar Publishing. This book was released on 2022-07-15 with total page 713 pages. Available in PDF, EPUB and Kindle. Book excerpt: This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Download or read book Digital and Social Media Marketing written by Nripendra P. Rana and published by Springer Nature. This book was released on 2019-11-11 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.
Download or read book Business to Business Marketing written by Ross Brennan and published by SAGE Publications Limited. This book was released on 2024-02-08 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written from a European perspective, this comprehensive and regularly updated textbook covers both the theory and practice of global business-to-business (b2b) marketing. New to this sixth edition: · Increased and updated coverage covering digital transformation and responsible business as well as new content on small firms · New organizational coverage, including companies and brands such as Airspares Unlimited, Optel Group, Pfizer, Royal FloraHolland, Toyota, Trellebord,ValCo Engineering Ltd and Volkswagen · Updated online resources for instructors to use and share in their teaching with students, including PowerPoint slides, a testbank, and an instructor’s manual containing guidance and links to online content such as video material, reports, websites and relevant journal articles for each chapter. The textbook is suitable for students taking a b2b/industrial marketing module at undergraduate or postgraduate levels. It will also be useful to researchers and practitioners involved in b2b/industrial marketing. Ross Brennan was the former professor of industrial marketing at the University of Hertfordshire, UK. Louise Canning is Associate Professor of Marketing at Kedge Business School, Marseille France. Helen McGrath is Lecturer in Marketing at University College Cork, Ireland.
Download or read book Social Marketing to the Business Customer written by Paul Gillin and published by John Wiley & Sons. This book was released on 2010-12-15 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first book devoted entirely to B2B social marketing B2B markets are fundamentally different from consumer markets. Decisions are made on value, not impulse. Buying cycles are complex, often with many stakeholders involved. Relationships and support are critical. Bet-the-business decisions demand discipline, knowledge, and lots of information. This hands-on guide covers topics unique to this segment, including cost justification, prospecting and lead generation, matching tools to the sales funnel, building, B2B search engine optimization, social media monitoring, social media policy development, long-term client relationships, gaining stakeholder support, building a more transparent organization, and what's coming next. Features plentiful examples, case studies, and best practices Focuses on the channels that are most effective for B2B marketers Builds on the authors' more than 30 years of combined experience in the new media/social media space, as well as two previous successful books Leverage the vast business-to-business potential of Facebook, LinkedIn, Twitter, and many other social media platforms today with Social Marketing to the Business Customer!
Download or read book Advances in Digital Marketing and eCommerce written by Francisco J. Martínez-López and published by Springer Nature. This book was released on 2021-05-26 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book highlights the latest research articles presented at the second Digital Marketing & eCommerce Conference in June 2021. Papers include a diverse set of digital marketing and eCommerce-related topics such as user psychology and behavior in social commerce, influencer marketing in social commerce, social media monetization strategies, social commerce characteristics and their impact on user behavior, branding on social media, social media-based business models, user privacy and security protection on social media, social video marketing and commerce, among other topics.
Download or read book The Business of Getting Business written by Joe Manausa and published by . This book was released on 2020-02-06 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: The internet is shrinking the world; local brick and mortar businesses are finding more competition than ever before, primarily from 'out of towners' who conduct their business online. Consumers are thrilled with this change, empowered with information; no longer requiring a salesperson to start the buying process. So how does a local business compete in a world that has gone digital? The Business of Getting Business will educate and lead business owners to a different way of generating and converting business opportunities using digital marketing concepts and processes. It provides need-to-know information about digital marketing in easy-to-understand terms, so any business owner will walk away with a true understanding of what they need to do online to make their business succeed. Furthermore, it provides an implementation guide that runs through the specific technologies and the steps required to be productive with a digital marketing solution to build a better future.
Download or read book The Business Plan Reference Manual for IT Businesses written by Fernando Almeida and published by CRC Press. This book was released on 2022-09-01 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a great worldwide desire to launch new technology-based business. In this sense, and increasingly, entrepreneurship courses have arisen in several universities and many of the courses in the management, administration and engineering areas already offer entrepreneurship curricular units. Throughout those programs, the teams develop key integrated competencies in innovation, entrepreneurship and technology that will ultimately enable the students to create and develop new technology-based businesses. The Business Plan Reference Manual for IT Businesses provides a reference manual for undergraduate and graduate students that intend to launch their start-up business in the IT field. It helps them to create and model the business plan of their business. Therefore, this manual is mainly aimed at instructors who want to offer a practical view of the process of modeling, designing and developing an IT start-up. Additionally, it can be individually used by entrepreneurs who wish to launch their start-up businesses in IT field. The structure of the book was defined taking into account different approaches to the construction of the business plan, which basically consider a disaggregation of some of these chapters in others smaller (e.g., marketing plan into products/services and market, financial plan into investment plan and economic-financial projections). We chose to aggregate these dimensions into a single chapter, which in our view facilitates the process of analyzing a business plan. It is also relevant to mention the inclusion of “Chapter V – Prototype description” which is innovative and intends to take into account the application of this business plan template to the information technology sector.
Download or read book Marketing Communications and Brand Development in Emerging Markets Volume II written by Ogechi Adeola and published by Springer Nature. This book was released on 2022-05-24 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advances in technology and changes in consumer buying patterns have forced businesses to alter their traditional marketing approach to incorporate contemporary ideologies that will drive customer satisfaction, meet societal expectations, and boot business performance for competitive advantage. The unplanned ravaging effects of the covid-19 pandemic, the vulnerability of our planet due to unsustainable living, and the changing digital landscape require that businesses are strategically aligned to these realities in order to adapt and effectively communicate their offerings. The second of this two-volume work examines marketing communications and brand development in an uncertain and changing world. With specific focus on the covid-19 pandemic, social responsibilities, and emerging technologies, this book examines how organisations in emerging economies can effectively engage in marketing communications and brand activity challenges posed by a changing world. Meanwhile, Volume I provides insight into contemporary issues in marketing such as brand avoidance, health and personal branding, and offers a futuristic perspective on marketing communications. Taken together, this two-volume works is a definitive resource for scholars and students or marketing, branding and international business.
Download or read book Sustainable Digital Economy Entrepreneurship and Blockchain Technology role in Industrial Organizational Psychology written by Muddassar Sarfraz and published by Frontiers Media SA. This book was released on 2022-08-11 with total page 267 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Strengthening Sustainable Digitalization of Asian Economy and Society written by Ordóñez de Pablos, Patricia and published by IGI Global. This book was released on 2024-03-27 with total page 458 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the ongoing evolution of Asia's economy and society, there is a crucial need to explore innovative conceptual frameworks, empirical studies, and case analyses. These endeavors aim to unravel the intricate relationship between digital transformation and the imperative for fostering a greener, more circular, and climate-neutral Asian economy. Strengthening Sustainable Digitalization of Asian Economy and Society explores the intersection between digital technologies, knowledge management, and sustainable development. The book addresses the challenges and opportunities the digital age poses, examining how advanced information technologies, including artificial intelligence, IoT, and machine learning, coupled with practical knowledge management, can catalyze a transformative journey. Strengthening Sustainable Digitalization of Asian Economy and Society unravels how these digital tools and solutions impact the realization of the Sustainable Development Goals (SDGs) by 2030, offering invaluable insights for academics, researchers, industry players, policymakers, and stakeholders. This book emphasizes the ASEAN region, providing an understanding of the regional nuances in the digital transition by presenting comparative regional studies, including Asia, Europe, the USA, Latin America, Africa, and the Gulf Region.
Download or read book Individuals in B2B Marketing written by Maria Ivanova-Gongne and published by Taylor & Francis. This book was released on 2024-06-21 with total page 219 pages. Available in PDF, EPUB and Kindle. Book excerpt: The business world consists of interlinked entities, which require acting cooperatively in order to reach the desired aims. Individuals are at the core of business-to-business (B2B) marketing and are responsible for making decisions, negotiating, networking, branding, and all other of the firm’s vital processes. Especially in small and medium-sized enterprises (SMEs), the role of individuals is important, as those in charge of the SMEs are often the face and the mind of a company. However, the role of the individual in B2B marketing literature has often been overlooked. This book covers the gap by providing a variety of novel perspectives that involve individuals as central figures in the B2B marketing environment. This book will provide practical implications on the topics in focus, which will bring the role and importance of individuals to the fore in the understanding of how B2B marketing works. It introduces readers to the role of embedded individual managers in developing and changing business systems and networks and consists of three core sections: cognition (individual sensemaking within a business environment), action (decision-making in business networks), and finally, contextualization (interrelation between micro- and macro-levels). Each section is supported with case studies to exemplify the research ideas presented. Individuals in B2B Marketing offers a comprehensive investigation into this much overlooked topic and will be a valuable resource for marketing, entrepreneurship, and international business scholars and graduate students in particular.
Download or read book Financial Determinants of SME Activity in Developing Countries written by Piotr Łasak and published by Cognitione Foundation. This book was released on 2022-01-01 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: PURPOSE: The traditional sources of financing (bank loans) cannot be treated as an essential source of financing for SMEs in developing countries. For this reason, this group of entities uses many alternative sources, from bootstrapping to microfinance and crowdfunding. During the last decade, a significant contribution in this area has been done by financial technology. The purpose of this study is threefold: 1) to present the role of financial technologies in financing SMEs, 2) to examine the role of entities based on financial technology in financing SMEs in developing countries, and 3) to consider other non-bank aspects of financing SMEs, leading to the improvement of the financial situation of these entities. The in-depth analysis of these entrepreneurial finance practices will be developed in the following papers presented in this Issue. METHODOLOGY: This study employs a theoretical approach based on a narrative literature review. The primary attention is focused on applying financial technology as a stimulant for the finance of SMEs in developing countries. FINDINGS: As a consequence of the financing gap for SMEs within the traditional financial system, these entities use non-bank financing based on financial technology. The research confirms that financial technology plays a crucial role in fostering the financial situation of SMEs in developing countries and providing greater financial inclusion for these entities. Both, financial technology and enterprises based on this technology contribute significantly to the improvement of efficiency of financing SMEs in emerging markets. They also provide a broader range of services, than were offered by the traditional financial sector. Regarding the other aspects of SME finance, it is essential to implement such ways of financing like microfinance services and crowdfunding. Such funding mechanisms, together with the budget process and the compliance under the conditions of e-tax systems, are important determinants of current entrepreneurial finance. IMPLICATIONS: The paper describes the financing of SMEs in developing countries. The in-depth picture of the SME’s financial situation, focusing on the technological development in this area, provides essential insight into this still poorly explored area. It also offers important premises for shaping the post-pandemic policy to support their further growth. ORIGINALITY/VALUE: Despite growing theoretical and empirical literature about entrepreneurial finance, this study aims to contribute to the role of financial technology in this area. The impact of financial technologies and the role of fintech-based entities on SME activity in developing countries are still poorly researched. Moreover, the research provides a brief overview of other SME funding sources and their determinants in this group of countries.
Download or read book Sustainable Luxury written by Claudia E. Henninger and published by Springer Nature. This book was released on 2022-08-11 with total page 307 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book addresses the issue of sustainability in the luxury industry, which has become a major topic of concern for brand managers, scholars, policy-makers, the media, and academia. Spanning 13 chapters, the authors provide insights from developed and developing countries, whilst at the same time exploring a variety of issues within sustainable luxury, the hidden value of secondhand, eco-luxury, circular economy principles and perceptions, ethical sourcing and eco-label strategies. All of which can be linked to the broader theme of SDG12: Responsible Production and Consumption. Thus, the book not only has a wide geographical scope but also brings together a collection of scholars spanning many disciplines such as marketing, management, textiles, fashion, economics, and digital media. Offering a combination of empirical and conceptual works, the book also provides important insights for future research enquiries.
