B2B Marketing Category
1985 AMA Educators’ Proceedings
The 1985 AMA Educators’ Proceedings contains papers presented at the annual educators’ conference of the American Marketing Association. The 93 papers are compiled into six tracks: Public Policy and Metamarketing; Marketing Strategy, Planning, and Control; Research Methodology; Marketing Management and Institutions, Buyer Behavior; and, Marketing Education. These papers provide a historical review of marketing academics. Also featured is a white paper entitled, “Policy on Marketing Conference,” in 1984 for the AMA education council.
1988 AMA Educators’ Proceedings: Efficiency and Effectiveness in Marketing
The 1988 AMA Educators’ Proceedings: Efficiency and Effectiveness in Marketing is a collection of papers edited by Gary Frazier, Charles Ingene, David Aaker, Avijit Ghosh, Tom Kinnear, Sidney Levy, Richard Staelin, and John Summers. The papers are a product of some eminent academic marketers with deep knowledge in efficient and effective marketing. The papers are consolidated into six tracks – Marketing Strategy, Buyer Behavior, Marketing Education, Marketing Management, Public Policy, and Research Methods. This volume also contains the papers presented at six special sessions on diversified topics such as in-store information search in retail marketing, the future of post-positivist methods in marketing, and American-European perspectives in the buyer-seller relationship.
1988 AMA Winter Educators’ Conference: Marketing: A Return to Broader Dimensions
The 1988 Winter Educators’ Proceedings: Marketing: A Return to the Broader Dimensions is edited by Stanley Shapiro and A.H. Walle. This volume contains papers by eminent marketing scholars on broader dimensions of marketing, which encompasses both atypical methodologies and several aspects of marketing that transcend from marketing management to marketing orientation.
A Strategic Approach to Business Marketing
A Strategic Approach to Business Marketing was edited by Robert E. Spekman and David T. Wilson. This work is a compilation of proceedings presented at a two-day winter workshop in 1984. These papers were presented by eminent academics, engaged in business-to-business (B2B) marketing and research. The papers cover a full array of activities, products, and services that exist within the business sector, not just industrial marketing.
Effective Marketing Coordination: Proceedings of the Forty-Fourth National Conference of the America
Effective Marketing Coordination was edited by George L. Baker, Jr. This work is a collection of proceedings from the 1961 National Conference of the AMA. These conference papers revolve around the theme of effective marketing coordination. Divided in five parts, the papers present the need and use of coordination in every dimension of marketing. The first part elaborates on coordination within marketing segments such as agriculture marketing, banking and finance marketing, defense marketing, pharmaceutical marketing, and public utility marketing. The second part explains the coordination needed during various stages of marketing planning for consumer and industrial goods and services. The third part explains coordination through control, i.e., while using controllable variables like advertising, packaging, and distribution. The fourth part is all about coordination through uncontrollable variables such as marketing regulation and business atmosphere. Finally, the volume explains the importance of coordination in marketing research be it government data or various form of research such as motivational, attitude, or operations. Also featured is an historic perspective of marketing in the 1970s.
Marketing 2000 and Beyond
Marketing 2000 and Beyond was written by Dr. William Lazer, Dr. Priscilla La Barbera, Dr. James M. MacLachlan, and Dr. Allen E. Smith in 1990. This work provides an outlook on the changing marketing environment in the twenty-first century. It incorporates insights from CEOs, academics, and futurists on possible trends, as well as changes and challenges in marketing and their management implications. Also featured is an extensive review of the relevant futures literature and ideas on the future organization and deployment of marketing resources.
Marketing Communications – Theory and Research
Marketing Communications: Theory and Research was written by Michael J. Houston and Richard J. Lutz. This work is a collection of papers presented at the AMA’s 1985 Winter Marketing Educators Conference. The papers reflect the diversity of thinking on a variety of topics such as issues, theories, research procedures, and individuals involved in marketing communications.
Organizational Buying Behavior
Organizational Buying Behavior is a collection of papers edited by Thomas V. Bonoma and Gerald Zaltman. These papers were presented at a workshop on organizational buying behavior held in April 1976. The papers discuss various aspects in organizational buying and industrial marketing with respect to the purchasing agent, the buying center, professionalism and community among the purchasers, as well as organizational and environmental effects on the buying process.
Winning Back Your Market
Winning Back Your Market presents nine fundamental strategies for regenerating corporate efforts with tactical options for the service, consumer, and industrial sectors.
Each strategy demonstrates case histories of successful revitalization of services and products, or plans for putting into practice the strategic options.
Table of Contents
- Star-Making Strategies
- Entrenching the Existing Business
- Switching from End Users to Intermediaries
- Creating Mandatory Consumption
- Going International
- Broadening the Product Horizon
- Finding New Applications
- Finding New Situations
- Redefining Markets
- Putting It All Together