Business Marketing An Interaction And Network Perspective

Author : Kristian K. Möller,David T. Wilson
Publisher : Springer Science & Business Media
Page : 666 pages
File Size : 43,8 Mb
Release : 1995-11-30
Category : Business & Economics
ISBN : 0792395042

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Business Marketing: An Interaction and Network Perspective by Kristian K. Möller,David T. Wilson Pdf

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 : David Ford
Publisher : Unknown
Page : 556 pages
File Size : 54,9 Mb
Release : 1990
Category : Electronic
ISBN : OCLC:658001860

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Understanding Business Markets by David Ford Pdf

Author : Antonella La Rocca
Publisher : Springer Nature
Page : 214 pages
File Size : 40,8 Mb
Release : 2020-03-14
Category : Business & Economics
ISBN : 9783030409937

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Customer-Supplier Relationships in B2B by Antonella La Rocca Pdf

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 : Mark S. Glynn,Arch G. Woodside
Publisher : Emerald Group Publishing
Page : 370 pages
File Size : 41,9 Mb
Release : 2012-04-04
Category : Business & Economics
ISBN : 9781780525761

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Business-to-Business Marketing Management by Mark S. Glynn,Arch G. Woodside Pdf

This book provides knowledge and skill-building training exercises in managing marketing decisions in business-to-business (B2B) contexts.

Author : Arch G. Woodside
Publisher : Emerald Group Publishing
Page : 514 pages
File Size : 46,8 Mb
Release : 2010-08-18
Category : Business & Economics
ISBN : 9780857243058

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Organizational Culture, Business-to-Business Relationships, and Interfirm Networks by Arch G. Woodside Pdf

Provides in-depth understanding about business-to-business (B2B) and organizational relationships. This title includes descriptions on how B2B networks form, function and develop and is for readers who want to delve into how B2B relationships actually work and, frequently, do not work.

Author : Mark Gabbott,Gillian Hogg
Publisher : Routledge
Page : 188 pages
File Size : 48,9 Mb
Release : 2014-02-25
Category : Business & Economics
ISBN : 9781135228972

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Service Industries Marketing by Mark Gabbott,Gillian Hogg Pdf

This book covers a wide spectrum of topics, service contexts and methodologies and reflects the broad range of current services research. Its aim is to provide an eclectic overview of services marketing by including papers that demonstrate the breadth and depth of research in this area, and it reflects the international scope and the strength of the discipline as we enter the new millennium.

Author : Maria Ivanova-Gongne,Lasse Torkkeli,Nikolina Koporcic,Wilhelm Barner-Rаsmussen
Publisher : Taylor & Francis
Page : 219 pages
File Size : 47,7 Mb
Release : 2024-06-21
Category : Business & Economics
ISBN : 9781040051191

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Individuals in B2B Marketing by Maria Ivanova-Gongne,Lasse Torkkeli,Nikolina Koporcic,Wilhelm Barner-Rаsmussen Pdf

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.

Author : Mario Glowik,Sarah Maria Bruhs
Publisher : Routledge
Page : 324 pages
File Size : 50,9 Mb
Release : 2014-06-05
Category : Business & Economics
ISBN : 9781317807735

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Business-to-Business by Mario Glowik,Sarah Maria Bruhs Pdf

Contemporary business-to-business (B2B) industries consist of networks of customers, competitors and other stakeholders. Firms which manage their relationships with these important stakeholders are more likely to enjoy a sustained competitive advantage in the international business environment. This book is the first to provide a comprehensive overview of the field from a broad and accessible perspective. The authors bring an authoritative, scholarly understanding to the subject, taking readers through the entire process of creating, developing and maintaining B2B networks. Case studies illustrating each chapter include: Apple, Panasonic, Johnson & Johnson, Epson and Samsung. In providing a single and explicit established academic framework for understanding business networks in a global setting, this book is vital reading for students and researchers involved with international management, international marketing and strategic management.

Author : Peter Thilenius,Cecilia Pahlberg,Virpi Havila
Publisher : Springer
Page : 381 pages
File Size : 47,7 Mb
Release : 2016-04-30
Category : Business & Economics
ISBN : 9781137537652

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Extending the Business Network Approach by Peter Thilenius,Cecilia Pahlberg,Virpi Havila Pdf

Contributing pioneering new research, this innovative book proposes new ways and directions in which to extend the influential ‘business networks perspective’ approach to doing business. While previous research has focused upon relationships with customers and suppliers, the authors argue that there is a need to expand the outlook to include other stakeholders. Taking a stand in a broad management perspective, chapters relate contemporary issues within industrial and international marketing, product innovation, and information systems. Challenging existing views and proposing elaborate alternatives; this volume examines a range of examples that have inspired researchers to extend the business network. To provide further understanding, Extending the Business Network Approach relates current and new research to territories, technologies and terms to reveal novel insights, and to encourage further directions for research.

Author : David Ford
Publisher : Unknown
Page : 128 pages
File Size : 53,6 Mb
Release : 1995
Category : Electronic
ISBN : OCLC:1280736544

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Understanding Business Markets by David Ford Pdf

Author : Arch G. Woodside,Roger Baxter
Publisher : Emerald Group Publishing
Page : 380 pages
File Size : 53,5 Mb
Release : 2013-07-10
Category : Business & Economics
ISBN : 9781781908594

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Deep Knowledge of B2B Relationships Within and Across Borders by Arch G. Woodside,Roger Baxter Pdf

The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships.

Author : U. Holm,M. Forsgren,J. Johanson
Publisher : Springer
Page : 483 pages
File Size : 46,5 Mb
Release : 2015-05-12
Category : Business & Economics
ISBN : 9781137508829

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Knowledge, Networks and Power by U. Holm,M. Forsgren,J. Johanson Pdf

This book presents more than four decades of research in international business at the Department of Business Studies, Uppsala University. Gradually, this research has been recognized as 'The Uppsala School'. The work in Uppsala over the years reflects a broad palette of issues and approaches.

Author : Camille P Schuster,Phil Harris
Publisher : Routledge
Page : 107 pages
File Size : 49,9 Mb
Release : 2014-04-08
Category : Business & Economics
ISBN : 9781317789567

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Newer Insights into Marketing by Camille P Schuster,Phil Harris Pdf

Through Newer Insights Into Marketing: Cross-Cultural and Cross-National Perspectives, you will discover the need for an integration of perspectives as an essential ingredient for successfully managing increased globalization amid an increasing emphasis on cultural identity. In this compelling volume, the authors examine the European as well as the US approaches to cultural understanding. As a result, this book identifies issues that need further study and resolution so you can integrate this new knowledge into your marketing strategy. From this insightful book you will discover new marketing strategy models, including the sequence of steps and description of tools. Most importantly, this book discusses the integration of information required by the use of the tools to provide you with an excellent method for creating unique insights about the marketplace and the potential for competitive marketing strategies. Through Newer Insights Into Marketing you will discover enlightening new ideas to help you improve your marketing strategies by: examining the process of adaptation to build successful relationships in organizational networks among firms with headquarters in different countries discovering what the authors found when they investigated the effects of cigarette advertising and anti-smoking advertising in Australia and Malaysia analyzing case studies of buyer-seller relationships from the telecommunications industry to illustrate buyer-seller adaptations processes at work providing you with the basis for speculation on the forces governing inter-firm adaptation realizing the importance of investigating not only cultural differences by country but cultural differences by other groupings of consumers as well, such as age and socio economic status With Newer Insights Into Marketing: Cross-Cultural and Cross-National Perspectives, you will discover the importance of including cultural differences in your research design to better understand the relationship between globalization and ethnic perspectives. This excellent collection of articles provides you with a framework for acknowledging cultural differences, studying and understanding cultural differences, and integrating that knowledge so you can improve your international and cross-cultural business techniques.

Author : Dawn Iacobucci
Publisher : SAGE Publications
Page : 465 pages
File Size : 54,7 Mb
Release : 1996-08-07
Category : Business & Economics
ISBN : 9781452248738

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Networks in Marketing by Dawn Iacobucci Pdf

Written by a group of top American and international scholars, Networks in Marketing provides an overview of what networks are and how they are used in marketing management practices. This timely volume examines a variety of topics, including customer-to-customer and business-to-business networks, relationships as investment opportunities, and strategic alliances. It also looks at market dynamics, specifically brand switching and the structure of consumer networks. In addition to these major topics, a stellar cast of marketing scholars--Lou Stern, Robert Spekman, Joseph Galaskiewicz, and others--contributes mini chapters that reflect on their own research and expertise. The final chapter explores several advanced methodological issues and discusses directions for future research. Researchers and professionals in marketing, consumer behavior, relationship marketing, and methodologists will find the information provided in this volume valuable. This book may also be of interest to organizational networkers and traditional social network scholars.

Author : Geoffrey Wood,Mehmet Demirbag
Publisher : Edward Elgar Publishing
Page : 641 pages
File Size : 42,7 Mb
Release : 2012-01-01
Category : Business & Economics
ISBN : 9781849807692

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Handbook of Institutional Approaches to International Business by Geoffrey Wood,Mehmet Demirbag Pdf

'The latest generation of research in comparative institutional analysis of business is impressively captured in this volume; readers find depth in theory development, breadth in application to practice and policy, and insight on the big research issues ahead. Both generalist and specialist readers will find much of value here.' – Bruce Evan Kaufman, Georgia State University, US This inspiring Handbook brings together alternative perspectives from a range of disciplines to shed light on the nature of institutions and their relationship to firm-level practices and outcomes across a wide range of national settings. Expertly written by leading scholars from a range of different starting points, this compendium presents a synthesis of recent work relating to institutionally-informed accounts from transitional and emerging markets, as well as from mature economies. It specifically focuses on the linkage between institutions and what goes on inside firms, and the relationship between setting, strategic choice and systemic outcomes. The Handbook is explicitly multi-disciplinary, encompassing perspectives from a range of the functional areas of management studies. It will prove invaluable for postgraduate students and faculty in international business, and the wider research community in the areas of international business, corporate governance, socio-economics, and comparative HRM.