... Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Business-to-business marketing Solutions Networks Digital platforms Boundary spanners Boundary interfaces Digitalization has become a transformative shaping force of business-to-business (B2B) relationships...

... 04 2020 09 04 2020 09 04 2020 © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only --> Digital marketing Relationship marketing Business-to-business marketing Digitalization Digitalization is a pervasive force...

... 03 2018 31 05 2018 13 11 2018 27 11 2018 © Emerald Publishing Limited 2019 Emerald Publishing Limited Licensed re-use rights only Relationship marketing Customer engagement Brand trust Brands Business-to-Business marketing Content marketing Digital content...

... marketing Corporate branding Business‐to‐business marketing Organisational identity Identity studies have, in recent years, attracted an increasing amount of attention, particularly in the field of marketing research (Melewar et al., 2005 ; Tsai, 2008 ; Balmer, 2009 ; Halliburton...

... that is conducted in this sector. The study demonstrates both the influence of a strong brand image in B2B marketing but also how customers might acquire such an image. © Emerald Group Publishing Limited 2010 Business‐to‐business marketing Brand identity Training management Customer satisfaction...

... performance. There has been a shortage of research into branding in business‐to‐business markets specifically, in contrast to the amount of work published on consumer brands. In the past few years, however, an increasing output of relevant conceptual and empirical papers has included Special Issues...

... many topics that we may get to none in depth given the typical length of a module. The course represented by this book usually comes in advanced undergraduate stages where perhaps we can expect more of the students. In my view, it is not just enough to compare the business‐to‐business marketing...

... marketing Entrepreneurialism Business‐to‐business marketing This new anthology prepared by Lagrosen and Svensson is intended as companion reading for European students whose introductory marketing texts tend to be American‐designed, managerially‐focused and consumer‐oriented. The editors set out...

... Relationship marketing Trust Culture Business‐to‐business marketing Services A consensus seems to have emerged in marketing (e.g. Anderson and Narus, 1990 ; Doney and Cannon, 1997 ; Dwyer and Oh, 1987 ; Ganesan, 1994 ; Kumar et al., 1994 ; Scheer and Stern, 1992) that trust...

... inter‐personal and inter‐organizational relationships. The paper considers a number of other possibilities and argues that there is a need to look at reliance as an incremental intellectual lens on business relationships. Research limitations/implications Within a business‐to‐business marketing...

...: © Emerald Group Publishing Limited 2007 Business‐to‐business marketing Selling Team working European Union The Netherlands Slovenia I do sales during the daytime and marketing in the car and in bed at night. In the majority of Slovenian firms in our sample (6 out of 10...

.... Practical implications The model is explained in some depth, and its practical implications explained via the case study. Originality/value The development of a model of marketing action in networks based upon a network/option view of business‐to‐business marketing. © Emerald Group Publishing Limited...

...). Indeed the IMP Group states that “the atmosphere” is one of the four basic elements that it uses when analysing industrial marketing and purchasing situations. The IMP Group suggests that: Relationship marketing Business‐to‐business marketing Measurement Macneil's (1980) view that norms...

...Judy Zolkiewski; Peter Turnbull; Stephan C. Henneberg; Stefanos Mouzas; Pete Naudé Purpose There has recently been an increase in interest in the notion of “network pictures” amongst researchers in the field of business‐to‐business marketing. Network pictures are managers' subjective mental...

... management cannot be simply academically prescribed – because of the heterogeneity and subjectivity of actors’ perceptions and the heterogeneity of the networks themselves. The final paper, by Fletcher and Fang, returns to one of the core themes of business-to-business marketing: that of its...

... and methodological strategy is then discussed in detail, before the findings are presented. Finally, the results are considered in terms of their theoretical and practical implications before a short conclusion is reached. Relationship marketing Business‐to‐business marketing Buyer‐seller...

...Karin A. Venetis; Pervez N. Ghauri The study extends the existing knowledge by taking a relationship perspective to study the effect of service quality on customer retention. We integrate business‐to‐business marketing literature with service quality literature to develop a model to capture...

... theories, which were considered to be inadequate in explaining the reality of business marketing. Business markets or industrial markets are characterized by a higher degree of stability instead of change, long lasting relationships instead of short business transactions, and closeness instead of distance...

...D. Ross Brennan; Peter W. Turnbull; David T. Wilson Competitive success in business‐to‐business markets often depends upon the ability of the firm to adapt specifically to the needs of a single customer organization. Research into buyer‐seller relationships in industrial markets has shown that both...

... processes. The implications of these findings are discussed and proposals made concerning the need for further research. © MCB UP Limited 2003 Internet Business‐to‐business marketing Relationship marketing Small firms United Kingdom The scale of influence of the Internet on the world...