Bücher der Reihe Advances in Business Marketing and Purchasing

The three papers in Volume 17 report new theory and in-depth descriptions of interfirm network behavior. Each paper includes extensive reviews of the relevant literature on interfirm network behavior as well as data analysis using empirical positivistic and/or case study research methods.

Chapter 1 examines the relationships between absorptive capacity and effective knowledge management through the analysis of quantitative data drawn from managers and employees in residential aged care organizations in Western Australia. Chapter 2 provides an application of system dynamics modelling in firms in the poultry industry in Bangladesh.

This book recognizes the uniqueness of the moment; the number of new users of e-services will double during 2015-2018 (moving from 2 billion users mostly from developed nations to an additional 2 billion mostly from developing nations). This radical embrace of new e-service technologies will improve the quality of lives for residents globally.

Game Strategies for Business Integration in the Digital Economy reveals the essence, features and benefits of various strategies for business integration in the digital economy.

New Insights on Trust in Business-to-Business Relationships provides readers with advanced original insights on trust antecedents, processes and consequences within the B2B marketing context and offers practical tools alongside suggestions for future research.

This book describes tools that are useful for decision-makers to improve their understanding of what is likely to happen in different configurations of contexts and decisions and to improve their forecasting abilities substantially.

Where do brilliant executive wisdom and actions come from? Making Tough Decisions Well and Badly (MTDWB) assesses the literature that examines executives' conscious and non-conscious actions in decision making, implementation and assessment of outcomes.

Volume 23B includes two chapters covering problems and implementations of solutions in e-services adoption processes in developing nations. These are exciting and useful chapters for executives and researchers seeking knowledge and theory of how to influence e-service adoptions in developing nations!

This new volume is a must for B2B scholars and executives. This volume is for readers who demand findings and modeling at the individual case level that are readily transferable and adaptable for alternative contexts.

This book provides knowledge and skill-building training exercises in managing marketing decisions in business-to-business (B2B) contexts.

Presents the thinking from preeminent pricing thought leaders from North America, Europe, and Asia who originally came together many years ago to encourage the development of pricing. In this book, they assess the present and future destiny of pricing, pricing innovation, and pricing paradigms that are influencing the evolution of pricing.

What does it take to craft and maintain successful radical NPD programs? This book explains why both manufacturing and customer firms usually reject new technologies and how competitors new to the industry become successful by focusing on unnoticed customers and offering higher performance with lower costs via the radically new technologies.

Focuses on sensemaking, decisions, actions, and evaluating outcomes relating to managing business-to-business brands including product and service brands. This book features chapters that address aspects of the marketing mix for business-to-business and industrial marketers. It includes papers that provide brand management insights for managers.

The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships.

Provides in-depth understanding about business-to-business (B2B) and organizational relationships. This title includes descriptions on how B2B networks form, function and develop and is for readers who want to delve into how B2B relationships actually work and, frequently, do not work.

This volume presents a collection of papers written by senior marketing scholars based on their presentations upon receiving the "Society for Marketing Advances Distinguished Marketing Scholar Award".

Most universities do not teach meta-thinking so it is logical that company thinkers may not really understand how to think and decide upon important issues. This volume explores how such thinking can be employed to improve the thinking of those who are responsible for core performance.

Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to the creation, marketing, and purchasing of superior value in products and services.

Intended for marketing executives, new product/service managers, and marketing research professionals, this work focuses on design and market testing issues/solutions for new business-to-business products and services. It includes more than 50 diagrams, tables and figures which support the text.

Includes 16 contributions that fill the mind with knowledge, skills, and insights useful for improving the executive's ability to do what needs to be done, such as: scan environments better to find the weak signals on breakthrough technologies; shifts in customers' attitudes and behaviors; and, changes in behaviors of suppliers and governments.

Offers skill-building case exercises written to improve your sensemaking abilities. This book deals with the process of improving our sensemaking capabilities into how to: scan environments actively to gather data that is relevant to pressing issues; interpret usefully what we see; and evaluate well what we have done and what has occurred.

Aims to help increase knowledge, skills and insights into making effective decisions in the 'bigger hall' of marketing management. This book covers setting strategic direction; product and customer portfolio analysis; product development; advertising; pricing; channel management; environmental scanning; and measuring strengths and weaknesses.