دانلود Designing the marketing-sales interface in B2B firms

Designing the marketing-sales interface in B2B firms

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 17
حجم فایل: 2217 کیلوبایت
قیمت: 20000 تومان

توضیحات:
مقاله علمی انگلیسی با عنوان Designing the marketing-sales interface in B2B firms، در حجم 17 صفحه. مقاله مربوط به سال 2007 است.

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دانلود D elphi study about the future of B2B marketplaces in Germany

D elphi study about the future of B2B marketplaces in Germany

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 18
حجم فایل: 138 کیلوبایت
قیمت: 20000 تومان

Abstract:      

Electronic business-to-business (B2B) marketplaces have been one of the most discussed topics in recent times. In the beginning they were seen euphorically, but today many observers are skeptical. In order to dissolve this uncertainty we conducted a Delphi survey after the E-Commerce Hype. The results are used to establish a reliable forecast about the development of electronic B2B marketplaces in Germany by comparing them with theoretical expectations. As theoretically assumed, it is predicted that this phenomenon will play a major role within intercompany coordination in selected areas. It is anticipated that streamlining information processes will be so beneficial for companies that they will not be able to afford not having this new institution.

Keywords:      Electronic marketplaces; B2B; Intercompany coordination; Forecast; German Delphi study

Author(s):      Hartmut H. Holzmu¨ller, Jan Schlu¨chter

Source:           Electronic Commerce Research and Applications 1 (2002) 2–19

Subject مدیریت بازاریابی          :

Category:            مقاله مجله

Release Date: 2002

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دانلود A Strategic Marketing Management Approach Of The Relationship Between Companies On B2B Field

A Strategic Marketing Management Approach Of The Relationship Between Companies On B2B Field

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 14
حجم فایل: 380 کیلوبایت
قیمت: 20000 تومان

Abstract:      

The main objective of this paper is to identify a conceptual model to integrate the strategic marketing management instruments in the relationship between the organization on the B2B market in Romania and its suppliers. In order to be able to see the way in which the conceptual model of integration of strategic marketing in the relationship with suppliers can be applied by Romanian companies on B2B field, a quantitative research has been undertaken, having as main objectives to identify which are the main criteria used by organizations in segmenting, targeting and positioning their suppliers and also to identify what type of relationship exists between companies in the B2B field in Romania and their main suppliers. The whole marketing theory resides on the idea of customer and market orientation, and starting from this the concept organizations are as successful as much as they adapt their reactions to the evolutions and changes in the marketing environment. As a consequence to this the marketing theory developed by placing in the centre of its scientific methodology and instruments the market and the relationship of the company with its customers. Our research, has led us to the conclusion that, especially on B2B markets, organizations focus their marketing activities not only on the relationship with their customers, but on the relationship with their suppliers as well. In the supply chain, companies appear as buyers and also as clients for the suppliers of goods, financial resources and of work force. The classical model that describes the relationship of a company with its suppliers presents the acquiring company as a “passive” one, the “active” role being the one of the supplier for which the buying organization appears like customer. Although in numerous occasions the buying company has an “active” role, thus being able to discuss about a different strategic approach (an active one).

Keywords:      marketing management, strategic marketing management, B2B, marketing mix, positioning

Author(s):      Cescutefan Claudiu

Source:           Procedia Social and Behavioral Sciences 24 (2011) 387–400

Subject:             مدیریت بازاریابی

Category:          مقاله مجله

Release Date: 2011

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دانلود B2B e-marketplace: an e-marketing framework for B2B commerce

B2B e-marketplace: an e-marketing framework for B2B commerce

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 20
حجم فایل: 110 کیلوبایت
قیمت: 20000 تومان

Abstract:      

Purpose – The purpose of this paper is to provide a clear understanding of the performance of business-to-business (B2B) e-marketplace in conducting  e-marketing in the global business environment. The proposed framework is intended to be used as a guide for B2B firms especially small and medium sized enterprises (SMEs) who wish to adopt a proactive approach in the use of information and communication technology for business efficiency and   competitive advantage, and those who wish to explore the internet technologies for marketing activities.

Keywords:      Small to medium-sized enterprises, Business-to-business marketing, Marketing, Internet, Communication technologies, Competitive advantage

Author(s):      Woon Kian Chong, Mathew Shafaghi, Christopher    Woollaston and Vincent Lui

Source:            Marketing Intelligence & Planning. Vol. 28 No. 3, 2010

Subject:             مدیریت بازاریابی

Category:          مقاله مجله

Release Date: 2010

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دانلود Partner selection in B2B information service markets

Partner selection in B2B information service markets

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 11
حجم فایل: 572 کیلوبایت
قیمت: 20000 تومان

Abstract:      

This study investigates the impact of selection criteria associated with interpersonal interaction (such as good personal relationships) on supplier consideration. More specifically, it examines how the importance of these criteria depends upon service-related dimensions. This is an experimental study among client firms in the market research industry, which combines a conjoint and between-subjects design to lead to several new insights. First, while good personal relationships play an important role in the selection of a service provider, their impact increases if the service offering is subjective in nature, but it decreases if it is strategically important. Second, enriching the service offering with interpretation and advice is more important for subjective as well as for strategically important service offerings. Third, as to other selection criteria, the study results show some interesting differences between consideration and choice. Price has a substantive impact on choice alone, while a strong brand name is helpful for the service provider only in the consideration stage.

Keywords:      Partner selection, Embedded exchange, Consideration and choice, Conjoint experiment, B2B marketing, Marketing research industry

Author(s):      Stefan Wuyts , Peter C. Verhoef , Remco Prins

Source:           Intern. J. of Research in Marketing 26 (2009) 41–51

Subject:                  مدیریت بازاریابی

Category:            مقاله مجله

Release Date: 2011

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