Ross Brennan, Louise Canning, Raymond McDowell

Business-To-Business Marketing

• Gebundenes Buch

Produktbeschreibung

This comprehensive yet concise text covers both the theory and practice of business-to-business (B2B) marketing from a European perspective in a globalised world. New to this edition: * More coverage of digital marketing and social media in relation to B2B * More coverage of issues relating to sustainability and corporate social responsibility * More visual features and an update of the 'B2B Snapshots' * New international examples and case studies including Zara, eBay, DHL, LinkedIn, and the horsemeat scandal This new edition also includes more extensive online resources including full lecturer materials with new exam questions and further materials for students including video links, further case studies, a quiz and open access links to relevant SAGE journal articles per chapter. The text is relevant to all students taking a university module in B2B marketing at undergraduate or postgraduate levels. It will also be relevant to researchers and practitioners in the area of B2B marketing. Electronic inspection copies are available for instructors.

Produktdetails

• Verlag: Orient Blackswan Pvt Ltd
• 3rd edition
• Seitenzahl: 408
• Erscheinungstermin: 15. Mai 2014
• Englisch
• Abmessung: 229mm x 188mm x 25mm
• Gewicht: 771g
• ISBN-13: 9781446273722
• ISBN-10: 1446273725
• Artikelnr.: 40622056

Autorenporträt

Ross Brennan PhD was the former Professor of Industrial Marketing at the University of Hertfordshire. His areas of research interest included relationships and networks in business markets, macromarketing, social marketing and marketing education. Ross's work has been published in journals such as Journal of Business Research, Journal of Advertising Research, Marketing Theory, European Journal of Marketing, Industrial Marketing Management, Journal of Business and Industrial Marketing, Journal of Business-to-Business Marketing, Journal of Macromarketing and Journal of Marketing Education.

Inhaltsangabe

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

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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: Marketing 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