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Author :
Publisher :
ISBN 13 : 9780852270158
Total Pages : pages
Book Rating : 4.2/5 (71 download)
Download or read book The industrial buying decision : implications for the sales approach in industrial marketing written by and published by . This book was released on 1972 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Yoram Wind
Publisher :
ISBN 13 :
Total Pages : 298 pages
Book Rating : 4.F/5 ( download)
Download or read book Industrial Buying Behavior written by Yoram Wind and published by . This book was released on 1966 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Thomas V. Bonoma
Publisher : Marketing Classics Press
ISBN 13 : 1613112319
Total Pages : 164 pages
Book Rating : 4.6/5 (131 download)
Download or read book Organizational Buying Behavior written by Thomas V. Bonoma and published by Marketing Classics Press. This book was released on 2011-10-15 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :
Publisher :
ISBN 13 :
Total Pages : 402 pages
Book Rating : 4.0/5 ( download)
Download or read book Management Decision written by and published by . This book was released on 1982 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt: Beginning in 1971, includes Management decision monograph which is published in separately bound issues but continues the page numbering of Management decision.
Author : Graham Hawkins
Publisher : John Wiley & Sons
ISBN 13 : 1394303068
Total Pages : 343 pages
Book Rating : 4.3/5 (943 download)
Download or read book Deep Selling written by Graham Hawkins and published by John Wiley & Sons. This book was released on 2025-01-13 with total page 343 pages. Available in PDF, EPUB and Kindle. Book excerpt: Develop stronger, more profitable relationships with your buyers in the digital era Right now, how we buy and sell is evolving dramatically. People have fundamentally changed the way they do business. To put it simply: buyers no longer interact with sellers in the same way. To ensure a profitable future, sales leaders and teams need to embrace this transformation. In the face of globalisation, ecommerce, subscription services, and new digital tools for buyers and sellers alike, you need new strategies to generate successful sales and better bottom lines. Deep Selling shares the cutting-edge sales model you need to create a buyer-obsessed, high-performance culture. Your team urgently needs to embrace the growing suite of digital and AI technologies. But new technologies alone won’t solve all your selling problems. To really maximise your success, you need to evolve your selling frameworks and behaviours. You need to use these new tools in smart ways, embedding them into your sales execution models. In this book, you’ll discover how to: Audit the current sales techniques and cycles in your organisation Transform your sales execution models Achieve organisational buy-in through new performance measures and shared goals for success Use data to drive strategy, and revolutionise your selling with the latest digital and AI tools Build deeper buyer relationships that create more value and improve buyer outcomes With Deep Selling, you and your team will learn how to meet buyers on today’s real-world terms — and engage them more fully and successfully than ever before.
Author : James T. Tedeschi
Publisher : Transaction Publishers
ISBN 13 : 9780202365077
Total Pages : 284 pages
Book Rating : 4.3/5 (65 download)
Download or read book Conflict, Power, and Games written by James T. Tedeschi and published by Transaction Publishers. This book was released on 2011-12-31 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: The technological revolution in the social sciences made available a set of research tools and data manipulation techniques that permit the study of complex social processes previously inaccessible or not amenable to our observational powers. One important set of tools took the generic title "experimental games," which were characterized by the interactive protagonists' pursuit of relatively well-defined goals whose achievement is dependent on the behavior of others. James T. Tedeschi, Barry R. Schlenker, and Thomas V. Bonoma, in this work, explicate these highly structured interactions. The grand strategy of scientific inquiry is the development of explanatory systems for natural phenomena. The empirical tactics devised to manipulate, control, observe, and measure events or processes of interest often require as much ingenuity and imagination as theory development itself. Generally the situation is so structured that certain rules govern participant behavior. Within these constraints the social psychological processes of conflict, influence, power, bargaining, and coalition formation can be studied. Concerned with the more formal and technical aspects of games, the authors explain how they are used for purposes of developing and testing scientific theory. The emphasis throughout is on the development and empirical evaluation of a scientific theory of social influence and power in situations where the interests of the interacting parties are in conflict. Experimental games have provided many of the concepts and the preponderance of evidence that have helped to unravel many of the complexities of social behavior. In Conflict, Power, and Games, the authors build a bridge between technical and non-technical approaches in order to shed greater light on interpersonal relations.
Author : Richard E Plank
Publisher : Routledge
ISBN 13 : 1000156826
Total Pages : 314 pages
Book Rating : 4.0/5 (1 download)
Download or read book Fundamentals of Business Marketing Research written by Richard E Plank and published by Routledge. This book was released on 2020-07-24 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get a thorough review of vital research issues! Fundamentals of Business Marketing Research examines recent industrial/business research, evaluates its current effectiveness, and offers suggestions for future use. This unique book includes and is based on “Business Marketing: A Twenty Year Review,” a thorough study of industrial/business research from 1978-1997 with critical commentary from a distinguished panel of business academics and the response of the study's authors. The combination of critiques, insights, and viewpoints will challenge you to think beyond the traditional role of B2B marketing into a future that's anything but business as usual. Through an unusual format that gives you access to critical academic analysis, Fundamentals of Business Marketing Research presents a comprehensive review of vital research areas, including marketing to businesses/institutions/governments; buyer-seller relationships; computer use for business marketing; industrial segmentation; channel management and development; physical distribution; advertising; and public relations. The book’s give-and-take is equally focused on areas that have traditionally received a larger share of the research effort (organizational buyer behavior, business marketing strategy and planning, industrial selling and sales management) and those that have taken a back seat in terms of research attention (computers and ethical business marketing). The original study, its criticisms, and the authors’ subsequent assessment spotlight major themes, individual contributions, and future trends in major topic areas, including: business marketing strategy organizational buying behavior and purchasing management business marketing research methodology products/services pricing management issues distribution/logistics and supply chain management promotion Fundamentals of Business Marketing Research is equally effective as a practical guide for professionals and researchers, and as an academic text for doctoral studies.
Author : Philippe Malaval
Publisher : Springer Science & Business Media
ISBN 13 : 1461517370
Total Pages : 410 pages
Book Rating : 4.4/5 (615 download)
Download or read book Strategy and Management of Industrial Brands written by Philippe Malaval and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 410 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Market Research Society
Publisher :
ISBN 13 :
Total Pages : 684 pages
Book Rating : 4.3/5 (512 download)
Download or read book Journal of the Market Research Society written by Market Research Society and published by . This book was released on 1989 with total page 684 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Jon M. Hawes
Publisher : Springer
ISBN 13 : 3319170554
Total Pages : 714 pages
Book Rating : 4.3/5 (191 download)
Download or read book Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference written by Jon M. Hawes and published by Springer. This book was released on 2015-05-12 with total page 714 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 1989 Academy of Marketing Science (AMS) Annual Conference held in Orlando, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education, and international marketing, among others. 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 : Lawrence J. Gitman
Publisher :
ISBN 13 :
Total Pages : 1455 pages
Book Rating : 4./5 ( download)
Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2024-09-16 with total page 1455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.
Author : Thomas Fotiadis
Publisher : SAGE
ISBN 13 : 1529785596
Total Pages : 527 pages
Book Rating : 4.5/5 (297 download)
Download or read book Industrial Marketing written by Thomas Fotiadis and published by SAGE. This book was released on 2022-12-08 with total page 527 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Kenneth D. Bahn
Publisher : Springer
ISBN 13 : 3319170465
Total Pages : 556 pages
Book Rating : 4.3/5 (191 download)
Download or read book Proceedings of the 1988 Academy of Marketing Science (AMS) Annual Conference written by Kenneth D. Bahn and published by Springer. This book was released on 2015-05-08 with total page 556 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 1988 Academy of Marketing Science (AMS) Annual Conference held in Montreal, Canada. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education, and international marketing, among others. 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 : Victoria L. Crittenden
Publisher : Springer
ISBN 13 : 3319132482
Total Pages : 546 pages
Book Rating : 4.3/5 (191 download)
Download or read book Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference written by Victoria L. Crittenden and published by Springer. This book was released on 2015-03-13 with total page 546 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 1992 Academy of Marketing Science (AMS) Annual Conference held in San Diego, California. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behavior, international marketing, retailing, marketing education, among others. 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 : Uwe G. Seebacher
Publisher : Springer Nature
ISBN 13 : 3030542920
Total Pages : 754 pages
Book Rating : 4.0/5 (35 download)
Download or read book B2B Marketing written by Uwe G. Seebacher and published by Springer Nature. This book was released on 2021-05-03 with total page 754 pages. Available in PDF, EPUB and Kindle. Book excerpt: This unique book comprehensively presents the current state of knowledge, theoretical and practical alike, in the field of business-to-business (B2B) marketing. More than 30 of the best and most recognized B2B marketers address the most relevant theoretical foundations, concepts, tried and tested approaches and models from entrepreneurial practice. Many of those concepts are published for the first time ever in this book. The book not only builds on the existing classic literature for industrial goods marketing but also – and much more importantly – finally closes the gap towards the rapidly growing ecosystem of modern B2B marketing terms, instruments, products, and topics. Technical terms such as Account-Based Marketing, Buyer Journey, ChatBots, Content AI, Marketing Automation, Marketing Canvas, Social Selling, Touchpoint Sensitivity Analysis, and Predictive Intelligence are explained and examined in detail, especially in terms of their applicability and implementation. The book as a whole reflects the B2B marketing journey so that the readers can directly connect the content to their own experience and use the book as a guide in their day-to-day work for years to come.
Author : Michael H. Morris
Publisher : SAGE
ISBN 13 : 9780803959644
Total Pages : 564 pages
Book Rating : 4.9/5 (596 download)
Download or read book Business-to-Business Marketing written by Michael H. Morris and published by SAGE. This book was released on 2001-03-29 with total page 564 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thoroughly updated, this much anticipated new edition provides students with a comprehensive, state-of-the-art view of business to business marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life cycles; new processes for selling, distribution, and customer service; an increase in entrepreneurial firms; and the need to create and sustain long-term customer relationships.
Author : Robert Hinson
Publisher : CRC Press
ISBN 13 : 0429683936
Total Pages : 409 pages
Book Rating : 4.4/5 (296 download)
Download or read book Health Service Marketing Management in Africa written by Robert Hinson and published by CRC Press. This book was released on 2019-12-06 with total page 409 pages. Available in PDF, EPUB and Kindle. Book excerpt: Health Service Marketing Management in Africa (978-0-429-40085-8, K402492) Shelving Guide: Business & Management / Marketing Management The application of marketing to healthcare is a fascinating field that will likely have more impact on society than any other field of marketing. It’s been theorized that an intrinsically unstable environment characterizes this very relevant emerging field, hence raising new questions. Changing regulations, discoveries, and new health treatments continuously appear and give rise to such questions. Advancements in technology not only improve healthcare delivery systems but also provide avenues for customers to seek information regarding their health conditions and influence their participatory behaviors or changing roles in the service delivery. Increasingly, there is a shift from a doctor-led approach to a more patient-centered approach. In Africa, the importance of marketing-driven practices in improving the delivery of healthcare services cannot be overemphasized. The issue of healthcare delivery and management is significant for policymakers, private sector players, and consumers of health-related services in developing economy contexts. Scholars have strongly argued in favor of marketing and value creation in healthcare service delivery in Africa. Each country in Africa has its own issues. For example, long waiting times, unavailable medications, and unfriendly staff are just a sampling of issues affecting the acceptability of healthcare services. These examples highlight the need to utilize marketing and value creation tools in the delivery of healthcare services. Furthermore, there is a need for the integration of service marketing and management principles to enhance the delivery of quality healthcare across Africa and other developing economies which is the critical focus of this book. This book responds to calls for quality healthcare service management practices or processes from developing economy perspectives. Focusing primarily on African and other developing economy contexts, this book covers seven thematic areas: strategy in healthcare; marketing imperatives in healthcare management; product and pricing management in healthcare; distribution and marketing communications in healthcare; managing people in healthcare; physical evidence and service quality management in healthcare; and process management in healthcare.
