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Business to Business - Buying Behavior
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Bachelor Thesis from the year 2012 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, grade: 1,3, Christian-Albrechts-University of Kiel, language: English, abstract: Selling and buying behavior in business to business markets has rapidly changed over the past decades as markets become more competitive, technology evolves fast and customer expectations have changed. Thus, the focus changed from the buyer or seller to being the sole individual responsible for handling business relationships. Nowadays, everybody in a company who can provide an input to the process is actively involved as the boundaries of different horizontal and vertical levels are fading which used to determine the scope of responsibility in the past. Therefore, the general terms of 'Buying Center' and 'Selling Center' have become important as they define the people being involved in a purchase. The aim of this dissertation is to provide an overview of the significant determinants of a buying and a selling center, the roles the individuals play in a purchase and the influences on buying and selling behavior on different levels. Additionally, the buying and selling process and the collaboration of the respective centers in the process are being considered. The first chapter focuses on the major changes of selling and buying in the past decades. Chapter three provides the general definitions of B2B markets, the goods being purchased and the terms of buying and selling centers. In addition, the major characteristics that determine a buying situation are being described. In the subsequent chapters, buying and selling behavior is being analyzed separately. Hence, chapter four outlines the roles in a buying center and analyzes who is likely to occupy these roles. After that, a model of the buying decision process is established to illustrate who is involved at which stage. With the purpose of surveying the preliminarily established assumptions of buying behavior, an interview with a buyer is conducted. At the end of the fourth chapter, the findings are summarized and implications for further research are provided. The fifth chapter elaborates the selling side of a purchase. Implications from the fourth chapter are included as the roles of the selling center and the seller's decision process are depicted. Subsequently, analogue to the previous chapter, theory is revised on the base of an interview with a selling agent. In the sixth chapter the two sides of a purchase and their members are considered jointly. Concluding, the key findings are outlined, implications for the management are evolved and recommendations for potential future research are made.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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Analysis of GIS-Software - a GIS software marke...
29,90 CHF *
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Bachelor Thesis from the year 2007 in the subject Business economics - Marketing, Corporate Communication, CRM, Market Research, Social Media, grade: 2,0, Vienna University of Economics and Business (Institut für Wirtschaftsinformatik und BWL), course: Vertiefungskurs VI - Spezialisierung E-Commerce, 74 entries in the bibliography, language: English, abstract: This Bachelor thesis deals with geographic information system software in the traditional GIS-Desktop SW range. The idea of this literature work and qualitative field study is to arrange the concept of a 'criteria catalogue' as a decisive base for the acquisition of the market segment, 'professional GIS-Desktop SW systems' of Business to Consumer (B2C) and Business to Business enterprise (B2B) serves. A basis for the production of a criterion catalogue was the analysis of the extracts of the GIS-Research study of the company Daratech, Inc from the year 2006 [Dara06]. This criteria catalogue should be developed for Business to consumer (B2C) companies that have this GIS-applications already in use or decide towards this market segment in the close future. For these B2C companies the criterion cata-logue was created in this work and should become an important high-class instrument for future purchase decisions of the market segment, 'Professional Desktop GIS-Software' (Prof. Desktop GIS-SW). In accordance to the current scientific literature relating to the 'criteria catalogue' the raw and fine criteria do not to date exist (publicly not accessibly) on the segment 'Prof. Desktop GIS-SW' systems that developed 'criterion catalogue' summarises on a research basis on qualitative interviews (primary research) and literature studies (secondary analysis) to be based on. This work contains the following main chapters: 'Introduction' (chapter 5), 'project description' (chapter. 6), 'GIS-SW Market Overview' (chapter. 7.1), 'GIS-Software systems overview' (chapter 7.4), 'developing process of the criteria catalogue' (chapter 7.5), 'Discussion about the results of the primary research phase' (chapter 7.6) and 'Analyzed reference Prof. GIS-Desktop Systems' (chapter 7.7). The final chapter 'Conclusion and views forward' (chapter 8) sums up the main parts of this work and shows cognition results of the primary research phase as well as other modelling and design possibilities of the introduced criteria catalogue.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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E-Commerce Strategic Matrix
11,90 CHF *
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Essay from the year 2010 in the subject Business economics - Supply, Production, Logistics, grade: 85.00, University of Phoenix, course: Supply Chain Management Online, language: English, abstract: Various types of organizations use e-commerce as part of their business strategy. Depending upon the type of industry and the prospective customer base identifies the appropriate e-commerce model. In the do-it-yourself home improvement retail market, organizations like Ace Hardware, Home Depot, and Lowe's use various forms of e-business commerce. The two e-commerce models to be reviewed in this paper are the business-to-business (B2B) model and the business-to-consumer (B2C) model. However, any e-business model relates to the flow of information and processes among enterprises and their underlying Enterprise Information System (EIS). E-businesses purpose is to facilitate supply, distribution, and customer information exchange, coordination and collaboration between multiple trading partners. In this paper, I will compare and contrast B2B and B2C e-commerce elements within the retail do-it-yourself home improvement market. Among the elements to be compared are cost, consumer exposure, customer service, differences in website structure, access rights, audience, and security

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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Social Media Analytics: Effective Tools for Bui...
51,90 CHF *
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Align Strategy With Metrics Using Social Monitoring Best Practices 'Two or three years from now, every public relations firm that wants to be taken seriously in the C-suite and/or a lead marketing role will have someone like Marshall in its senior leadership ranks, a chief analytics officer responsible for ensuring that account leaders think more deeply about analytics and that thfirm works with the best available outside suppliers to integrate analytics appropriately.' -Paul Holmes, The Holmes Report 'Marshall has provided much-needed discipline to our newest marketing frontier-a territory full of outlaws, medicine men, dot com tumbleweeds, and snake oil.' -Ryan Rasmussen, VP Research, Zócalo Group 'Marshall Sponder stands apart from the crowd with this work. His case study approach, borne of real-world experience, provides the expert and the amateur alike with bibliography, tools, links, and examples to shortcut the path to bedrock successes. This is a reference work for anyone who wants to explore the potential of social networks.' -W. Reid Cornwell, Ph.D., Chief Scientist, The Center for Internet Research 'Marshall is a solutions design genius of unparalleled knowledge and acumen, and when he applies himself to the business of social media, the result is a timely and important commentary on the state of research capabilities for social media.' -Barry Fleming, Director, Analytics & Insights, WCG, and Principal, DharmaBuilt.com About the Book Practically overnight, social media has become a critical tool for every marketing objective-from outreach and customer relations to branding and crisis management. For the most part, however, the data collected through social media is just that: data. It usually seems to hold little or no meaning on which to base business decisions. But the meaning is there . . . if you're applying the right systems and know how to use them. With Social Media Analytics, you'll learn how to get supremely valuable information from this revolutionary new marketing tool. One of the most respected leaders in his field and a pioneer in Web analytics, Marshall Sponder shows how to: Choose the best social media platforms for your needs Set up the right processes to achieve your goals Extract the hidden meaning from all the data you collect Quantify your results and determine ROI Filled with in-depth case studies from a range of industries, along with detailed reviews of several social-monitoring platforms, Social Media Analytics takes you beyond 'up-to-date' and leads you well into the future-and far ahead of your competition. You will learn how to use the most sophisticated methods yet known to find customers, create relevant content (and track it), mash up data from disparate sources, and much more. Sponder concludes with an insightful look at where the field will likely be going during the next few years. Whether your social media marketing efforts are directed at B2B, B2C, C2C, nonprofit, corporate, or public sector aims, take them to the next step with the techniques, strategies, and methods in Social Media Analytics-the most in-depth, forward-looking book on the subject.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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Account-Based Marketing
47,90 CHF *
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Account-Based Marketing is changing the discipline of marketing--Why? Business-to-business (B2B) companies spend $40 Billion on marketing each year, and they embrace tech-driven innovations, yet the traditional model for lead generation has not changed for decades. Why? In addition to the techniques being outdated, they create friction and distrust between marketing and sales teams. ABM has quickly gained traction with leading B2B companies because it aligns sales and marketing teams around the accounts that will have the most business impact. Instead of chasing a large volume of lower-quality, generic leads, ABM helps sales and marketing professionals coordinate their efforts against a specific set of target accounts. Despite the clear advantages of ABM, there continues to be much confusion around just how to implement it. Written by the leaders behind the successful marketing firm Demandbase, Account-Based Marketing explains how to execute a world-class ABM strategy from start to finish. * Find out exactly how highly successful B2B companies are using Account-Based Marketing to grow their customer base * Develop an effective strategy to adapt ABM principles for your own organization with its own unique needs * Integrate your sales and marketing processes into an efficient, cohesive workflow * Locate and attract the ideal clients for your business to increase revenue and open up new opportunities From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for the strategy, you'll find it all in this authoritative guide.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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Startup - Its a Blood Sport
41,90 CHF *
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Selecting great baseball players is just as hard as picking which startup is going to be successful. The movie Moneyball showed the world the power of statistical analysis; to select a small-market team by buying and selling players (based on a base percentage score), which was an approach never considered by managers previously. (The science) Conversely Trouble With the Curve is the anti-Moneyball film that showed the value of 'intangibles' and 'instincts' in selecting players that traditional assessments failed to do. (The art) This book combines both the science and the art/experience in defining what makes a startup special and capable enough to jump the commercial chasm. Extrapolating out the Lean Canvas, this book introduces the Six Success Themes to enable and empower investors and entrepreneurs to focus on what is important; how to qualify a startup, source funds, operate the business to jump chasms, and prepare for an exit. The Six Success Themes include: Corporate Strategy Innovation Engineering Growth Fiscal and Operations People and Performance The book focuses on assisting startups with a B2B or B2B2C business model as there are vast differences in approaches from that of a B2C startup. One thing for sure is true if you wish be part of a startup: Get Ready. It's a Blood Sport.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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The Art of Social Selling: Finding and Engaging...
18,90 CHF *
zzgl. 3,50 CHF Versand

Social media platforms such as Facebook, Twitter, LinkedIn, and Pinterest are changing the way consumers make purchasing decisions . . . and tapping into these online communities has become a necessary part of any integrated sales strategy. Citing enlightening research and real-world examples, this smart, practical guide presents readers with a detailed methodology for growing sales and expanding their customer base using social media. Readers will learn how to: • Use content and conversations to build online relationships that transition to sales • Execute realistic sales strategies for each of the major social media platforms • Spot social media trends that may influence future buying behaviors • Sell online in B2B and B2C environments • Turn social shares (likes, favorites, +1s) into social sales • Set tangible goals • Use online tools and analytics to track social influencers and identify relevant conversations as they are happening Complete with a chapter dedicated to capturing mobile sales—a segment poised to explode as the adoption of smartphones and tablets grows—The Art of Social Selling is essential reading for every sales professional.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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Account-Based Marketing
24,00 CHF *
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Account-Based Marketing is changing the discipline of marketing--Why? Business-to-business (B2B) companies spend $40 Billion on marketing each year, and they embrace tech-driven innovations, yet the traditional model for lead generation has not changed for decades. Why? In addition to the techniques being outdated, they create friction and distrust between marketing and sales teams. ABM has quickly gained traction with leading B2B companies because it aligns sales and marketing teams around the accounts that will have the most business impact. Instead of chasing a large volume of lower-quality, generic leads, ABM helps sales and marketing professionals coordinate their efforts against a specific set of target accounts. Despite the clear advantages of ABM, there continues to be much confusion around just how to implement it. Written by the leaders behind the successful marketing firm Demandbase, Account-Based Marketing explains how to execute a world-class ABM strategy from start to finish. * Find out exactly how highly successful B2B companies are using Account-Based Marketing to grow their customer base * Develop an effective strategy to adapt ABM principles for your own organization with its own unique needs * Integrate your sales and marketing processes into an efficient, cohesive workflow * Locate and attract the ideal clients for your business to increase revenue and open up new opportunities From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for the strategy, you'll find it all in this authoritative guide.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
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Account-Based Marketing
24,00 CHF *
ggf. zzgl. Versand

Account-Based Marketing is changing the discipline of marketing--Why? Business-to-business (B2B) companies spend $40 Billion on marketing each year, and they embrace tech-driven innovations, yet the traditional model for lead generation has not changed for decades. Why? In addition to the techniques being outdated, they create friction and distrust between marketing and sales teams. ABM has quickly gained traction with leading B2B companies because it aligns sales and marketing teams around the accounts that will have the most business impact. Instead of chasing a large volume of lower-quality, generic leads, ABM helps sales and marketing professionals coordinate their efforts against a specific set of target accounts. Despite the clear advantages of ABM, there continues to be much confusion around just how to implement it. Written by the leaders behind the successful marketing firm Demandbase, Account-Based Marketing explains how to execute a world-class ABM strategy from start to finish. * Find out exactly how highly successful B2B companies are using Account-Based Marketing to grow their customer base * Develop an effective strategy to adapt ABM principles for your own organization with its own unique needs * Integrate your sales and marketing processes into an efficient, cohesive workflow * Locate and attract the ideal clients for your business to increase revenue and open up new opportunities From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for the strategy, you'll find it all in this authoritative guide.

Anbieter: Orell Fuessli CH
Stand: 21.10.2020
Zum Angebot