Business-to-Business Marketing

Four Volume Set

Edited by:

Other Titles in:
Business -to-Business Marketing

January 2011 | 1 720 pages | SAGE Publications Ltd

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.

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 Relationships

Trust in Business to Business Relationships: An evaluation of its status

K. Blois

Do Norms Matter in Marketing Relationships?

J.B. Heide and G. John

The Commitment-Trust Theory of Relationship Marketing

R.D. Morgan and S.D. Hunt

Bonding and Commitment in Buyer-Seller Relationships: A preliminary conceptualization

D.T. Wilson and V. Mummalaneni

Managing Relationships

Managing Market Relationships

G.S. Day

Relationships Mean Everything: A typology of small-business relationship strategies in a reflexive context

T. Fuller and J. Lewis

The Dark Side of Long-Term Relationships in Marketing Services

K. Grayson and T. Ambler

Assessing Relationship Quality

P. Naudé and F. Buttle

Theoretical Perspectives on Relationships

Don't all Firms have Relationships?

K.J. Blois

An Organizational Perspective on Changing Buyer-Supplier Relations: A critical review of the evidence

M. Bresnen

Developing Buyer-Seller Relationships

F.R. Dwyer, P.H. Schurr and S. Oh

An Integrated Model of Buyer-Seller Relationships

D.T. Wilson

VOLUME THREE: INDUSTRIAL NETWORKS AND B2B MARKETING STRATEGY

Industrial Networks

Networks and Relationship Management

Changes in the Theory of Interorganizational Relations in Marketing: Toward a network paradigm

R.S. Achrol

Dyadic Business Relationships Within a Business Network Context

J.C. Anderson, H. Håkansson and J. Johanson

No Business is an Island: The network concept of business strategy

H. Håkansson and I. Snehota

Interaction, Relationships and Networks in Business Markets: An evolving perspective

P. Turnbull, D. Ford and M. Cunningham

Conceptual and Methodological Network Issues

Networks in Socioeconomic Systems: A critical review

L. Araujo and G. Easton

Marketing Identities: Shifting circles of identification in inter-organizational relationships

N. Ellis and S. Ybema

Network Pictures: Building an holistic representation of a dyadic business-to-business relationship

S. Leek and K. Mason

Heading Toward a Society of Networks: Empirical developments and theoretical challenges

J. Raab and P. Kenis

B2B Marketing Strategy

Marketing Planning and Market Segmentation

Industrial Market Segmentation

Y. Wind and R. Cardozo

Assessing Response to Industrial Marketing Strategy

J-M Choffray and G.L. Lilien

Environment, Structure and P0erformance in Interfirm Exchange

R. Dahlstrom, F.R. Dwyer and M. Chandrashekaran

Value in B2B exchanges

Customer Value Assessment in Business Markets

J.C. Anderson, D.C. Jain and P.K. Chintagunta

Exploring the Phenomenon of Customers' Desired Value Change in a Business-to-Business Context

D.J. Flint, R.B. Woodruff and S.F. Gardial

Value Creation in Buyer - Seller Relationships: Theoretical considerations and empirical results from a supplier's perspective

A. Walter, T. Ritter and H.G. Germ nden

Relational Strategies

Beyond Guanxi: Network contingencies in Taiwanese business groups

C-N Chung

The Relational View: Cooperative strategy and sources on inter-organizational competitive advantage

J. Dyer and H. Singh

Collaborate with your Competitors - and Win

G. Hamel, Y.L. Doz and C.K. Pralahad

Pie-Expansion Efforts: Collaboration processes in buyer-seller relationships

S.D. Jap

Marketing management practice

Inter-Organizational Relationships and Strategy Development in an Evolving Industrial Network: Mapping structure and process

N. Ellis and R. Mayer

Organizational Mating and Industrial Marketing Conservatism - Some Reasons Why Industrial Marketing Managers Resist Marketing Theory

P.B.L Guillet de Monthoux

The Marketing Strategy Center: Diagnosing the industrial marketer's interdisciplinary role

M.D. Hutt and T.W. Speh

Exploring the Accuracy of SME Managers' Network Perceptions

G.G. Ottessen, L. Foss and K. Grønhaug

VOLUME FOUR: B2B MARKETING PROGRAMMES

Untitled

Business Products and NPD

Overhauling the New Product Process

R.G. Cooper

Differences in Attribute Importance for Different Industrial Products

D.R. Lehmann and J. O'Shaughnessy

High-tech, Innovative Products: Identifying and meeting customers' value needs

A. Lindgreen, M. Antioco, R. Palmer and T. van Heesch

Managing Supplier Involvement in New Product Development: A portfolio approach

F. Wynstra and E. ten Pierick

Business Services

New Industrial Service Development: Scenario for success and failure

U. De Bretani

Relationships Between Providers and Users of Market Research: The dynamics of trust within and between organisations

C. Moorman, G. Zaltman and R. Deshpande

Forming Successful Business-to-Business Services in Goods-Dominant Firms

W.A. Neu and S.W. Brown

Service Delivery Encounters in Business-to-Business Contexts as a Source of Innovation - a Conceptual and Explorative Study

D. Neumann and H.H. Holzm ller

Pricing in B2B markets

Manufacturer Price Reduction Pressure and Supplier Relations

J.W. Henke, R. Parameswaran and R.M. Pisharodi

Price-Setting in Business-to-Business Markets

R. Brennan, L. Canning and R. McDowell

Industrial Pricing to Meet Customer Needs

B.P. Shapiro and B.B. Jackson

B2B Marketing Communications

Communications and Industrial Selling

T. Levitt

The Power of Emotion: Brand communication in business to business markets

J. Lynch and L. de Chernatony

Communication Strategies in Marketing Channels: A theoretical perspective

J. Mohr and J.R. Nevin

The Role of Communication in Business Relationships and Networks

R. Olkkonen, H. Tikkanen and K. Alajoutsijärvi

Personal Selling and B2B Sales Management

The Role of Social and Self-Conscious Emotions in the Regulation of Business-to-Business Relationships in Salesperson-Customer Interactions

R.P. Bagozzi

The Determinants of Salesperson Performance: A meta-analysis

G.A. Churchill, N.M. Ford, S. Hartley and O.C. Walker

From Key account Selling to Key Account Management

T. Millman and K. Wilson

The Mediating Role of Sales Behaviors: An alternative perspective on sales performance and effectiveness

R.E. Plank and D.A. Reid

Managing Key Business-to-Business Relationships: What marketing can learn from supply chain management

L.J. Ryals and A.S. Humphries

Information Technology and B2B Marketing

Internet Usage within B2B Relationships and its Impact on Value Creation: A conceptual model and research propositions

D.E. Boyd and R.E. Spekman

Business to Business Marketing and the World Wide Web: Planning, managing and assessing websites

J.R. Evans and V.E. King

E-Hubs: The new B2B marketplaces

S. Kaplan and M. Sawhney

The Antitrust Implications of Electronic Business-to-Business Marketplaces

A.D. Pressey and J.K. Ashton

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