Business-To-Business Marketing

Four-Volume Set Auflage
ISBN: 978-1-84920-546-7
Verlag: Sage Publications

Buch, Englisch, 1720 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 3143 g

Reihe: SAGE Library in Marketing

This four-volume collection is the only detailed survey of business-to-business marketing literature that captures the state of the discipline in its entirety. Business-to-business marketing is fast catching up with business-to-consumer marketing as a subject of study, and in recognition of its widening appeal this collection of seminal articles will be of interest to students, researchers and lecturers of general management, as well as those of marketing. It serves as an intellectual touchstone for academics interested in developing their own research interests further, or who are considering incorporating more business-to-business scholarship. Some of the topics addresses will be familiar, such as marketing channels and relationship marketing, while others are likely to be more novel, like organisational purchasing, supply chains and industrial networks. Assembled and introduced by a team of experts in the field, this collection is an invaluable snapshot of the key theoretical, methodological and managerial issues in this critical and expanding area.

Autoren/Hrsg.

Ellis, Nick

Tadajewski, Mark

Pressey, Andrew

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

VOLUME ONE: INTRODUCING B2B MARKETING
The Parameters of B2B Marketing
The Scope of B2B Marketing
Trappings vs. Substance in industrial marketing - B.C. Ames
What is Business and Industrial Marketing? - E.F. Cooke
Levels of Analysis in Business-to-Business Marketing - R. Wilke and T. Ritter
On the study of industrial buying behavior: current practices and future trends - Y. Wind and F. Webster
The foundations of B2B Marketing
Selling as a Dyadic Relationship - a New Approach - F.B. Evans
Historical Evolution of the Purchasing Function - H.E. Fearon
The Industrial Buyer - H.T. Lewis
Legal Foundations and Boundaries of B2B Marketing
Regulatory Perceptions of Marketing: Interpreting UK competition authority investigations from 1950 to 2005 - J.K. Ashton and A.D. Pressey
The Antitrust Implications of Relationship Marketing - R.J. Fontenot and M.R. Hyman
Ethical and Legal Foundations of Relational Exchanges - G.T. Gundlach and P.E. Murphy
Rethinking the Emergence of Relationship Marketing - M. Tadajewski and M. Saren
Corporate Governance, Business Strategy and the Dynamics of Networks: A theoretical model and application to the British cotton industry, 1830-1980 - S. Toms and Filatotchev
Organisational Buying Behaviour
Foundational Work in OBB
What Motivates Business Buyers - D.J. Duncan
The Buying Center: Structure and interaction patterns - W.J. Johnston and T.V. Bonoma
The Industrial Purchasing Decision as a Political Process - A.M. Pettigrew
A Model of Industrial Buyer Behaviour - J.N. Sheth
A General Model for Understanding Organizational Buying Behavior - F.E. Webster and Y. Wind
Later Perspectives on OBB
Managing Interfaces with Suppliers - L. Araujo, A. Dubois and L-E Gadde
Socially Responsible Organizational Buying: How can stakeholders dictate purchasing policies? - I. Maignan and D.T. McAlister
The Effect of Perceived Personal Consequences on Participation and Influence in Organizational Buying - D.H. McQuiston and P.R. Dickson
VOLUME TWO: CHANNELS, CHAINS AND INTER-ORGANIZATIONAL RELATIONSHIPS
Marketing Channels and Supply Chains
Foundational Work in Channels
Postponement, Speculation and the Structure of Distribution Channels - L.P. Bucklin
The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel - J.F. Gaski and J.R. Nevin
Distribution Channels as Political Economies: A Framework for comparative analysis - L.W. Stern and T. Reve
Later perspectives on Channels
A Model of Distributor Firm and Manufacturer Firm Working Partnerships - J.C. Anderson and J.A. Narus
Exchange Relationships and Interfirm Power in Channels of Distribution - G.L. Frazier and K.D. Antia
Influence in Marketing Channels: A sense-making investigation - G.C. Hopkinson
Understanding the 'New' Distribution Reality Through 'Old' Concepts: A renaissance for transvection and sorting - K. Hulthén and L-E Gadde
Supply Chain Management
The Agile Supply Chain: Competing in volatile markets - M. Christopher
In Search of 'Interfirm Management' in Supply Chains: Recognizing contradictions of language and power by listening - A. Faria and R. Wensley
Collaborative Supply-Chain Partnerships Built Upon Trust and Electronically Mediated Exchange - N. Myhr and R.E. Spekman
Holistic and Cross-disciplinary Deficiencies in the Theory Generation of Supply Chain Management - G. Svensson
Inter-Organisational Relationships
Historical Relational Scholarship
Forces Impinging on Long Term Business to Business Relationships in the United States: An historical perspective - W.W. Keep, S.C. Hollander and R. Dickinson
Relationship Marketing Theory: Its roots and direction - K. Möller and A. Halinen
The Foundations of Relationship Marketing: Reciprocity and trade relations - M. Tadajewski
Trust, Commitment and Norms in

Über Autor(innen)

Tadajewski, Mark
I have previously taught at the Universities of Leicester, Essex and Strathclyde and my research interests are fairly eclectic. I continue to engage in research related to the history of marketing, with a specific focus on the influence of the Cold War on marketing and advertising theory. An on-going stream of research deals with racism and eugenics in marketing theory, thought and practice. Suffice to say, these are just a sample of what is presently occupying my attention.