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Business-to-Business Marketing

Business-to-Business Marketing

by RossBrennan (Author), Louise E Canning (Author), RaymondMcDowell (Author)

  • Used

    Paperback 2014

    $3.47
Synopsis

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.

$3.47

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More Information

Format: Paperback
 Pages: 408
 Edition: Third Edition
 Publisher: SAGE Publications Ltd
Published: 23 Apr 2014
ISBN 10: 1446273733
ISBN 13: 9781446273739

Media Reviews

'The advantage of the approach taken by this textbook is that it manages to convey both the typical North American view of b2b marketing as the optimisation of a set of marketing mix variables, and the more emergent European view of b2b marketing as being focused on the management of relationships between companies. It is truly a most welcome addition to the bookshelves of those students and faculty interested in this facet of marketing.'

-- Peter Naude

`This textbook stands out from others by combining multiple approaches to b2b marketing theory with up-to-date examples from practice. The inclusion of many international examples makes it invaluable for faculty and students worldwide. It is a must read for students and a truly refreshing addition to any marketing course.'

-- Catherine Sutton-Brady
Author Bio
Dr Ross Brennan is Professor of Industrial Marketing at the Hertfordshire Business School, University of Hertfordshire. His research interests are in business-to-business marketing strategy, macromarketing, cross-cultural marketing and marketing pedagogy. Ross Brennan's research has been published in a wide range of academic journals including the European Journal of Marketing, Industrial Marketing Management, the Journal of Macromarketing, the Journal of Marketing Education, the Journal of Marketing Management, and the Journal of Business & Industrial Marketing. Dr Brennan is active within the UK Academy of Marketing and the International Marketing & Purchasing Group (IMP) research networks, and is a member of the editorial board at five international academic journals, including Industrial Marketing Management and the Journal of Business to Business Marketing. Having formerly worked in business-to-business marketing and strategic management roles with BT plc, Dr Brennan's professional interest in B2B relationships was further developed through a PhD investigating inter-firm buyer-seller relationships undertaken at the University of Manchester Institute of Science & Technology. His most recently published research addresses the implications of social media for B2B relationships. Dr Louise Canning held international sales and marketing posts in the steel and engineering industries before moving into higher education as an ESCRC teaching fellow at UWE Bristol and completing her doctoral investigation of environmental adaptation in buyer-supplier relationships. Louise's continued interest in sustainability and the interface between business and consumer markets has most recently included the examination of human disposition. Besides sustainability, Louise's other research interests include business market communication and small business development, her work having been published in leading journals such as European Journal of Marketing, Journal of Business and Industrial Marketing, Journal of Marketing Management, and Journal of Services Marketing. Louise is an active member of the International Marketing and Purchasing (IMP) research group and regular reviewer for various publications, including Industrial Marketing Management. Louise was appointed Associate Professor at Kedge Business School, France in September 2013 having previously worked at the University of Birmingham, UK. Ray McDowell is the Associate Dean of Resources and Planning, Bristol Business School, University of the West of England, UK. The Department numbers about 100 permanent staff across the range of management disciplines and means that Ray is managing business-to-business relationships pretty much every day of the week. This comes as no surprise to him; all business is about managing relationships and he learnt that very early in his professional life. That professional life began in the private sector and before pursuing an academic career he occupied positions at GEC-Marconi leading the company's involvement in a collection of international research collaborations. Those professional experiences fostered a particular interest in business-to-business marketing and relationships in particular that he has pursued ever since and which was magnified ten-fold as a consequence of his involvement with the work of the IMP Group of researchers. Despite a role at the university that precludes as active an engagement with students as he used to have and that allows for as much involvement in business to business research as he'd probably prefer, he still gets a tremendous buzz from talking to companies about the sorts of business to business relationships they have. He is constantly amazed at the number of times he hears company directors describe the relationship they would like to have (rather than recognising the relationship they actually have) and bemoan the fact that counterparts don't seem to treat them as they'd prefer. If only they all read business-to-business marketing books like this one.