Business-to-Business Marketing: A Strategic Approach

Earl D. Honeycutt · Michael H. Morris · LEYLAND F. PITT

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Marketing and Advertising Strategies Customer Service Quality and Loyalty Consumer Behavior and Marketing Influence

Abstract

The Unique Nature of Industrial Marketing Exploring the Customer's Purchasing Operation How Organizations Make Buying Decisions Building Customer Relationships Segmentation and Targeting of Business Markets Industrial Marketing Research and Intelligence Strategy and the Industrial Marketer Innovation, Entrepreneurship and the Business Marketer Marketing Industrial Products and Services A Creative Perspective on Industrial Pricing Communications with Business Customers Engineering the Promotional Mix The Changing Role of the Sales Force Distribution and the Value-Added Chain The Need for Accountability Control and the Industrial Marketer

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2021Familiness and innovation outcomes in family firms: The mediating role of entrepreneurial orientation 2004Modelling distributor performance index using system dynamics approach 2015Science mapping in industrial marketing 2008Commentary on “The Essence of Business Marketing Theory, Research and Tactics: Contributions by the Journal of Business-to-Business Marketing ,” by Lichtenthal, Mummalaneni, and Wilson: A Paradigm Shift and Prospection Through Expanded Roles of Buyers and Sellers

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