... and find a way forward. Learning organizations Knowledge creation Business-to-business marketing Case studies Lateral thinking Management techniques Creativity calls for innovative thinking and new perspectives which go beyond traditional “taken for granted” views on organisational life...

... Relationship management Volatile business environment Business‐to‐business marketing Business cycles are the most prominent phenomena of business life. For economists they have provided extremely stimulating intellectual exercise but for managers and corporations they are one of the most difficult...

... availability and planned promotions between the brand and resellers in business‐to‐business markets, and therefore ultimately an influence in achieving customer requirements. Design/methodology/approach The study is based on integration of theories from marketing, psychology and operations management...

... for every partner in the network; and facilitate knowledge and exchange of products and services to all network partners simultaneously. Business‐to‐business marketing Partnering Electronic commerce Networks Internet Relationships As well as buying, making, marketing, and selling...

... and determine what markets to serve, what to make, and what to buy with the help of transaction cost and market structure analysis. © MCB UP Limited 2001 Business‐to‐business marketing Vertical marketing systems Horizontal marketing systems Purchasing The intense pressure to improve...

... in Liljander and Strandvik (1995). © MCB UP Limited 1999 Business‐to‐business marketing Customers Quality Perceptions Relationship marketing In studies on industrial relationships and networks within the interaction approach, see Håkansson and Snehota (1995) and Ford (1997), a great...

...A.H. Walle Although the Japanese are often considered invincible, they make mistakes. In the automotive aftermarket, they misjudged the power of channel conflict and suffered as a result. Points to failures of Japanese business‐to‐business marketing strategies in the United States and potentially...