... content marketing Industrial marketing B2B marketing Content Instagram Social platforms Marketing communication Marketing planning B2B sector Today, the customers use digital media to search answers to their problems, and to meet this need it is crucial for the corporates to be found...

... Industry 4.0 Digitalization Industrial marketing Resource interaction Sandvik Machining Solutions (SMS) and Cibes Lift Group (CLG) are technology-driven companies operating in an industry currently undergoing dramatic changes in its production logic. Firms have been forced to invest...

... relationships can be considered without neglecting the reality of intense competition in global industrial markets. Channel effectiveness may be defined as the perceived match of the channel used and customer preferences regarding the modes of interaction (Mohr et al., 1996). Although the most...

.... The effectiveness of the model and system needs to be tested in a wider range of cases and situations.. Practical implications Techniques of customer targeting based in consumer marketing need to be adapted appropriately for transfer to industrial marketing, and this paper offers one case in point. Shortage...

...Keith J. Blois An investigation which collected information within four countries sought to understand the views of marketing managers in industrial markets regarding their relationships with their organizational customers. The managers interviewed showed little awareness of the formal concept...

...Paul Herbig; Bradley O’Hara; Frederick A. Palumbo Although trade shows are a major portion of the marketing mix in the industrial marketplace, second only to personal selling and above advertising, very little has been researched on their function in industrial marketing. This paper reports...

...James D. Hlavacek; N. Mohan Reddy This article exposes common pitfalls in the practice of segmenting industrial markets and shows how previous industrial segmentation research has been of limited managerial value. An operational approach to conducting industrial market segmentation is presented...

... opportunities. It is possible that, in all the applications except the last‐named, the control of the portfolio rests principally with the “portfolio manager”. In the case of customers, recent work in demonstrating the interactive nature of supplier/customer relationships, particularly in industrial markets...