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Is there really a difference between business-to-business marketing and consumer marketing?
This book helps students answer this question by examining views that argue B2B marketing is simply a variant of consumer marketing or is only concerned with inter-organizational relationship management.
Written from an European perspective and recognizing that organizational markets can be very different, the ideas and examples used in this book are based on the latest research and scholarship. Chapters include learning outcomes and objectives, discussion questions and small cases to help readers consolidate their learning.
Business-to-Business Markets and Marketing Buyer Behaviour Inter-Firm Relationships and Networks Business-to-Business Marketing Strategy Researching Business-to-Business Markets Business Market Segmentation Market Communication Relationship Communication Relationship Portfolio Management Managing Product Offerings Routes to Market Price Setting in Business-to-Business Markets