B2B research and managerial relevance:
B2B Services Marketing:Research Results From The Middle East Eappen Thiruvattal
Serviceorientierung und partnerschaftliches Handeln im B2B-Vertrieb:Gabler Research. Auflage 2010 Alexander Kittinger
Essay from the year 2016 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, grade: 78, University of Brighton (Business School), course: Digital marketing, language: English, abstract: The aim of this paper is to analyse existing academic literature and researches and to discuss the role of social media in B2B field. The second, this paper proposes the evidence of social media importance for B2B companies. The third, it illustrates online tendencies in social media for B2B companies. The forth, this study explains why B2B companies are lagging B2C companies on social media activities.
Environmental Sustainability as a complementary B2B Marketing Message:Research focused on the Austrian mechanical engineering industry Michael Buchberger
For the first time in book form, B2B Customer Insight: The Proven Path to Growth, will reveal how customer insight surveys tailored to B2B relationships generate significant strategic data; data that, when properly applied, enables company management to expand their share of existing markets as well as successfully penetrate new ones. When these surveys are regularly conducted and implemented, they lead to increased long-term profits and sustainable growth. This book will appeal to virtually anyone wanting to learn about the hidden dynamics of B2B transactions, and how to make those dynamics work in a suppliers favor in their customer relationships and overall business development. In my 20 years of consulting with large manufacturing companies in a variety of industries, Ive been able to develop a tested and proven customer insight methodology that I will share for the first time in this book. Utilizing real-life case studies with clients who have agreed to participate in this project, I will also discuss how this research process should never stop with the numbers. Instead, it should provide practical and impactful solutions to specific business dilemmas. The advantage of offering actual case studies of companies who successfully made significant changes (of course based on our PMG customer insight surveys) will also differentiate us from other B2B business books that lack hard, fact-based guidance as well as multiple examples of genuine and significant application.
The Digital Age has brought with it a host of marketing and sales tools. When these tools were still new, they were remarkably successful, but today, e-marketing campaigns are no longer generating the cut-through they once enjoyed. Sales teams are struggling with a shrinking number of prospects and have become conditioned to work almost exclusively with late-cycle prospects-those who are ready to buy now. These prospects are savvier than yesterdays prospects: they have done all their research online, they know the competition, and they know what they should expect to pay. In many cases, they have already decided what product they are going to buy and from whom. Theyre merely speaking to suppliers as part of their due diligence. To win these sales, todays B2B organisations are lowering their prices, which is placing substantial pressure on margins and on the business as a whole. Its time to change the paradigm. The Ultimate Guide to B2B Sales Prospecting introduces a powerful prospecting strategy that brings person-to-person conversation back where it belongs: at the heart of the sales process.
This book presents a systematic literature review of 156 published papers on business model innovation (BMI). The aim is to identify and integrate the different theoretical perspectives, analytical levels, and empirical contexts in order to deepen understanding of this complex phenomenon. The authors conduct an inductive thematic analysis based on an informal ontological classification that identifies 56 key themes. Within each theme, discussion focuses on thematic patterns, potential inconsistencies and debates, and future directions and opportunities for research. The book makes a number of significant contributions to the field. First, it offers a deeper understanding of the evolution of research on BMI through an ontological map that identifies the key thematic areas in the literature. Second, a multilevel model is developed that clarifies the concept of BMI by identifying its drivers, contingencies, and outcomes. Third, the authors identify clear and specific directions for further research and offer suggestions on research design, creating an informative road map for the future. The book will be of value both to scholars and researchers and to practitioners. Daniela Andreini , PhD, is an Associate Professor in Marketing at the University of Bergamo (Italy). Her research has included business model innovation, social media marketing, multichannel retailing, sponsorship, brand management in B2B, and brand management in B2C. Her work has appeared in journals such as Industrial Marketing Management , Journal of Business Ethics , International Journal of Innovation Management , and Management Decision . She has developed and taught several innovative courses related to Marketing Management, Digital Marketing, and Management Consulting to both graduate and undergraduate students. Cristina Bettinelli , PhD, is an Assistant Professor in Management at the University of Bergamo (Italy). Her research has included business model innovation, corporate entrepreneurship, family business, and corporate governance. Her works have appeared in journals such as Small Business Economics, Family Business Review , Futures , Journal of Family Business Strategy , and International Business Review . She teaches entrepreneurship and international business in both graduate and undergraduate courses.
Aufgaben: -Marktanalyse -Durchführung von B2B-Nachforschung in ganz Europa; Identifizierung und Aufbau von Markttrends und Marktprofilen -Analyse und Interpretation von Daten und relevanten Trends und deren Auswirkungen -Unterstützung des Sales Teams
Geschäftsmodell-Innovation:Grundlagen, bestehende Ansätze, methodisches Vorgehen und B2B-Geschäftsmodelle Research. Auflage 2013 Daniel Schallmo