Relevance of Buying Center Analysis in Industrial Markets
Relevance of Buying Center Analysis in Industrial Markets

Author: Markus Gaggl

Publisher: Anchor Academic Publishing (aap_verlag)

Published: 2014-07-18

Total Pages: 50

ISBN-13: 3954897679

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This work deals particularly with the analysis of the buying company in the context of the purchasing process in industrial markets. Additionally, the study addresses the question of whether and how companies conduct these analyses on a practical level.The first section explains the specific characteristics of the industrial goods markets and depicts the influences on the buying- and selling center.The second section includes the buying types which strongly influence the size and the composition of the buying center.The third section deals with the buying center and the buying process as well as the buying center models from the literature. These models are verified in terms of their practical application at the end of the study based on expert surveys. In section four, the sales process as well as the members of the selling company are discussed. Section five represents the most important criteria for a buying center analysis and shows the possibility of a practical implementation by using an example.The last section finally links the previous theoretical fields and displays the results of the qualitative expert interviews.

Advances in Social Network Analysis
Advances in Social Network Analysis

Author: Stanley Wasserman

Publisher: SAGE

Published: 1994-08-12

Total Pages: 322

ISBN-13: 9780803943032

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Social network analysis, a method for analyzing relationships between social entities, has expanded over the last decade as new research has been done in this area. How can these new developments be applied effectively in the behavioral and social sciences disciplines? In Advances in Social Network Analysis, a team of leading methodologists in network analysis addresses this issue. They explore such topics as ways to specify the network contents to be studied, how to select the method for representing network structures, how social network analysis has been used to study interorganizational relations via the resource dependence model, how to use a contact matrix for studying the spread of disease in epidemiology, and how cohesion and structural equivalence network theories relate to studying social influence. It also offers statistical models for social support networks. Advances in Social Network Analysis is useful for researchers involved in general research methods and qualitative methods, and who are interested in psychology and sociology.

Strategic Marketing For Health Care Organizations
Strategic Marketing For Health Care Organizations

Author: Philip Kotler

Publisher: John Wiley & Sons

Published: 2008-05-09

Total Pages: 576

ISBN-13: 0787984965

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This much-needed text offers an authoritative introduction to strategic marketing in health care and presents a wealth of ideas for gaining the competitive edge in the health care arena. Step by step the authors show how real companies build and implement effective strategies. It includes marketing approaches through a wide range of perspectives: hospitals, physician practices, social marketing, international health, managed care, pharmaceuticals, and biotechnology. With Strategic Marketing for Health Care Organizations, students and future administrators will have a guide to the most successful strategies and techniques, presented ready to apply by the most knowledgeable authors.

Healthcare
Healthcare

Author: Mario Glowik

Publisher: Walter de Gruyter GmbH & Co KG

Published: 2015-05-19

Total Pages: 285

ISBN-13: 3110414910

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Emerging challenges related to socio-demographics and economics require new approaches for academics, politicians, hospital management, clinical staff, public institutions, and firms doing business in the healthcare industries. This book provides valuable insights for understanding modern and complex healthcare market configurations in Europe. Taking a unique cross-country perspective the authors figure out critical success factors for relevant stakeholders. Mario Glowik is Professor of International Strategic Management at the Berlin School of Economics and Law. He holds a Doctorate in Business Administration from the Freie Universität Berlin in Germany and gained his habilitation (post-doctoral qualification) at the Vienna University of Economics and Business, Austria. Slawomir Smyczek is Marketing Professor at the University of Economics in Katowice (Poland), where he earned his Ph.D. In 2010, the Polish Prime Minister awarded his habilitation thesis as the best in the field of economics in the entire country.

Handbook of Business-to-Business Marketing
Handbook of Business-to-Business Marketing

Author: Lilien, Gary L.

Publisher: Edward Elgar Publishing

Published: 2022-07-15

Total Pages: 713

ISBN-13: 1800376871

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This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.

Fundamentals of Business Marketing Research
Fundamentals of Business Marketing Research

Author: Richard E Plank

Publisher: Routledge

Published: 2020-07-24

Total Pages: 314

ISBN-13: 1000156826

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Get a thorough review of vital research issues! Fundamentals of Business Marketing Research examines recent industrial/business research, evaluates its current effectiveness, and offers suggestions for future use. This unique book includes and is based on Business Marketing: A Twenty Year Review, a thorough study of industrial/business research from 1978-1997 with critical commentary from a distinguished panel of business academics and the response of the study's authors. The combination of critiques, insights, and viewpoints will challenge you to think beyond the traditional role of B2B marketing into a future that's anything but business as usual. Through an unusual format that gives you access to critical academic analysis, Fundamentals of Business Marketing Research presents a comprehensive review of vital research areas, including marketing to businesses/institutions/governments; buyer-seller relationships; computer use for business marketing; industrial segmentation; channel management and development; physical distribution; advertising; and public relations. The book’s give-and-take is equally focused on areas that have traditionally received a larger share of the research effort (organizational buyer behavior, business marketing strategy and planning, industrial selling and sales management) and those that have taken a back seat in terms of research attention (computers and ethical business marketing). The original study, its criticisms, and the authors’ subsequent assessment spotlight major themes, individual contributions, and future trends in major topic areas, including: business marketing strategy organizational buying behavior and purchasing management business marketing research methodology products/services pricing management issues distribution/logistics and supply chain management promotion Fundamentals of Business Marketing Research is equally effective as a practical guide for professionals and researchers, and as an academic text for doctoral studies.