Organizing Marketing and Sales - Mastering Contemporary B2B Challenges

The prerequisites for efficient and effective marketing and sales organizing have changed. Continued internationalization and richer access to information means that both customer firms and suppliers cover greater geographical space, and they have generally become more coordinated and sophisticated. Increased competence and maturity among customer firms has changed how those firms relate to their suppliers. Accordingly, there has been increased attention to how business relations can enhance value-creation. This introduces a whole new set of organizational challenges for marketing and sales. Organizing Marketing and Sales addresses a number of themes related to this development, both empirically and conceptually. It offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms, and it also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization.

Riassunto

Organizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization.

Dettagli sul prodotto

• Autori: Per J. Andersson
• Con la collaborazione di: Per (Stockholm School of Economics Andersson (Editore), Per (Stockholm School of Economics Sweden) Andersson (Editore), Per J. Andersson (Editore), Bjoern Axelsson (Editore), Bjoern (Stockholm School of Economics Axelsson (Editore), Bjorn Axelsson (Editore), Björn Axelsson (Editore), Bjorn (Stockholm School of Economics Axelsson (Editore), Bjorn (Stockholm School of Economics Sweden) Axelsson (Editore), Bjrn Axelsson (Editore), Christopher Rosenqvist (Editore), Christopher (Stockholm School of Economics Rosenqvist (Editore), Christopher (Stockholm School of Economics Sweden) Rosenqvist (Editore)
• Editore: Emerald Publishing Limited
• Lingue: Inglese
• Formato: Copertina rigida
• Pubblicazione: 31.05.2018
• EAN: 9781787549692
• ISBN: 978-1-78754-969-2
• Pagine: 364
• Dimensioni: 170 mm x 246 mm x 24 mm
• Peso: 770 g
• Categoria: Scienze sociali, diritto, economia > Economia > Management