Advances in Business Marketing and Purchasing

ISSN: 1069-0964
Series editor(s): Professor Arch Woodside

Subject Area: Marketing

Content: Series Volumes | Current Volume RSS

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Volume 18 - Business-to-Business Marketing Management: Strategies, Cases, and Solutions

ISBN: 978-1-78052-576-1
eISBN: 978-1-78052-577-8
Edited by: Mark S. Glynn, Arch G. Woodside
Published: 2012

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Chapters
Chapter Id:	Chapter Information:
17021878	Preface Mark S. Glynn, Arch G. Woodside (pp. xiii - xiv) Article type: Editorial Please login \| Abstract [ HTML & PDF (107kb) ] \| Reprints & permissions
17021892	Business-to-Business Marketing Management: Strategies, Cases, and Solutions Article type: Editorial Board Please login \| Abstract [PDF (40kb) ] \| Reprints & permissions
17021893	Advances in Business Marketing & Purchasing Article type: Editorial Board Please login \| Abstract [PDF (42kb) ] \| Reprints & permissions
17021894	Advances in Business Marketing & Purchasing Article type: Editorial Board Please login \| Abstract [PDF (143kb) ] \| Reprints & permissions
17021876	Editorial Review Board Article type: Editorial Board Please login \| Abstract [PDF (104kb) ] \| Reprints & permissions
17021875	List of Contributors (pp. vii - viii) Article type: Index Please login \| Abstract [PDF (109kb) ] \| Reprints & permissions
17021895	Copyright Page Article type: Miscellaneous Please login \| Abstract [PDF (116kb) ] \| Reprints & permissions
17021877	About the Editors Article type: Personal Report Please login \| Abstract [ HTML & PDF (104kb) ] \| Reprints & permissions
17021879	Chapter 1 Introduction to Business-to-Business Marketing Management: Strategies, Cases, and Solutions Mark S. Glynn, Arch G. Woodside (pp. 1 - 9) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (156kb) & EPUB ] \| Reprints & permissions
17021880	Chapter 2 A Note on Knowledge Development in Marketing Amjad Hajikhani, Peter LaPlaca (pp. 11 - 39) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (1601kb) & EPUB ] \| Reprints & permissions
17021881	Chapter 3 The Organizational Buying Center as a Framework for Emergent Topics in Business-to-Business Marketing Jennifer D. Chandler, Wes Johnston (pp. 41 - 87) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (888kb) & EPUB ] \| Reprints & permissions
17021882	Chapter 4 Monitoring Segmented Markets: Relational and Transactional Perspectives Ann H. Clarke, Per V. Freytag (pp. 89 - 118) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (460kb) & EPUB ] \| Reprints & permissions
17021883	Chapter 5 Availability of Resources through Buyer–Seller Relationships Roger Baxter (pp. 119 - 140) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (352kb) & EPUB ] \| Reprints & permissions
17021884	Chapter 6 Multistage Marketing Michael Kleinaltenkamp, Michael Rudolph, Matthias Classen (pp. 141 - 174) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (4687kb) & EPUB ] \| Reprints & permissions
17021885	Chapter 7 Interaction: Coherence to a Future Christopher J. Medlin, Michael Saren (pp. 175 - 192) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (845kb) & EPUB ] \| Reprints & permissions
17021886	Chapter 8 Switching Costs: A Key to Understanding and Managing Business Consulting Relationship Longevity Melvin Prince, Robert F. Everett (pp. 193 - 217) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (221kb) & EPUB ] \| Reprints & permissions
17021887	Chapter 9 Emerging Transformations in the Business-to-Business Global Salesforce Arun Sharma (pp. 219 - 244) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (382kb) & EPUB ] \| Reprints & permissions
17021888	Chapter 10 Analyzing the B2B Brand Value Chain Mark S. Glynn (pp. 245 - 261) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (252kb) & EPUB ] \| Reprints & permissions
17021889	Chapter 11 What's a Business-to-Business Company? B2B Knowledge of Future Business Leaders Waldemar Pfoertsch, Hendrik Scheel (pp. 263 - 282) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (664kb) & EPUB ] \| Reprints & permissions
17021890	Chapter 12 Economic Value, Frames of Reference, and the Impact of Framed Positioning Strategies in Business-to-Business Markets Gerald E. Smith (pp. 283 - 322) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (838kb) & EPUB ] \| Reprints & permissions
17021891	Chapter 13 Implemented Strategies in Business-to-Business Contexts Arch G. Woodside, Hugh M. Pattinson, David B. Montgomery (pp. 323 - 355) Article type: Chapter Item Please login \| Abstract & purchase [ HTML & PDF (1393kb) & EPUB ] \| Reprints & permissions

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