Industrial Marketing 1st Edition

List of Case Studies and VignettesOnline ResourcesAbout the AuthorsAcknowledgementsRoadmap1 Applying Marketing Philosophies to Industrial MarketsLearning ObjectivesMarketingLooking Back…Consumer and Industrial MarketingIndustrial Products: Approaches to Their Classification and Component PartsIndustrial ProductsIndustrial Component Materials and PartsClassification ApproachesClassification of Industrial Products by Their Integration Level in the Final ProductShapiro and Murphy & Enis Approaches to the Classification of Industrial ProductsStrategic Implications Related to the Nature of Industrial ProductsIndustrial BuyersInstitutional BuyersGovernmental Buyers2 Differentiation Characteristics of Industrial MarketsLearning ObjectivesSpecific Characteristics for Differentiating Industrial MarketsDerived DemandAccelerator EffectMarket ConcentrationInternational Character of Industrial MarketsFinancial ProductsComplexity of the Purchasing ProcessProduct ComplexityDepartmental InterdependenceNumber of CustomersSignificance of the CustomerRelationships Between Buyers and SellersReciprocity in the Relationship of Purchase and Sale AgreementsDemand: Axes, Dimensions, and ElasticityLife Cycle of Industrial ProductsDifferences between Industrial and Consumer Marketing3 Supply Chain Networks for Manufacturing ProductsLearning ObjectivesIntroduction to Supply Chain ManagementWhat Is Different in Industrial Supply Chains?Logistics Chains and Supply ChainsIndustrial Supply Chain: Key DecisionsKey PlayersStrategies4 Organizational Buying Process, Buying Relations, and Buying Behavior in Industrial MarketingLearning ObjectivesGeneral Framework of Relationships Between Industrial Buyers and Industrial SellersOrganizational Purchasing ProcessesFramework for Establishing Relationships Between Industrial Buyers and SellersDeterminants of Buyer Behavior in Industrial MarketingFactors Determining Seller Behavior in Industrial MarketingRelationship Between Industrial Buyers and Sellers as a Determinant of PurchaseOrganizational Purchasing Behavior ModelsThe BUYGRID ModelThe Anderson, Chu, and Weitz ModelThe Webster and Wind Model: Factors That Influence the Organizational Process of Purchase Decisions5 The Marketing Mix: Distributing Industrial ProductsLearning ObjectivesDistribution, Distribution Networks, and Competitive AdvantageAdded ValueRelationships with Other Functions: Consequences of Distribution PlanningPush and Pull Strategies in DistributionBasic Marketing Functions Fulfilled by IntermediariesTypes of Intermediaries in the Industrial Business FieldAgents/RepresentativesBrokersIndustrial WholesalersDrop ShippersAdvantages and Disadvantages of Using IntermediariesTypes of Industrial Distribution ChannelsDirect Distribution ChannelsIndirect Distribution ChannelsMultichannel and System ApproachesActivities in Indirect ChannelsIndustrial Electronic Distribution NetworksKey Points When Selling to IntermediariesDistribution Channel DesignIdentification of Customer PreferencesDemarcating Distribution Channel GoalsFactors Affecting Channel DesignIdentification of Tasks Within the Distribution ChannelIdentification and Evaluation of Alternative ChannelsDistribution Channel AdministrationEnrolling IntermediariesIntermediary Training/SupportEvaluation of IntermediariesControl in the Distribution Channel and Intra-Channel ConflictSupplier and Intermediary Perspectives on Relationship IssuesIntermediary PerspectiveSupplier PerspectiveDistribution Efficiency6 Supply Chain Transportation of Manufactured ProductsLearning ObjectivesTransportations of GoodsExternal Transportation FeaturesPhysical Distribution of Manufactured Products: Challenges and OpportunitiesTransportation Means and SystemsMeans of TransportationTransportation 4.0 and E-FulfillmentAutomatic Vehicle Location IdentificationVehicle Troubleshooting IdentificationAutonomous Vehicle NavigationIncoterms®: Standardizing Global Transportation Systems7 The Marketing Mix: Promotion and Marketing Communication Channels for Industrial ProductsLearning ObjectivesCommunicationMarketing Interactions in Industrial Business EnvironmentsCommunication ModelMarketing Communications ToolboxPromotion StrategiesPersonal SalesDirect MarketingPublic RelationsTrade Fairs and ExhibitionsAdvertisingSales PromotionCommunication and Corporate Social ResponsibilityCategories of Industrial SellersMotivation of Staff for Industrial SalesThe Process of Personal SellingDetermining the Number of Sales Personnel RequiredCriteria for Organizing Sales Personnel in Industrial Enterprises8 The Marketing Mix: Industrial PricingLearning ObjectivesPrice and PricingDetermining the Price Level: Benefits and SacrificesPricing Existing Industrial ProductsIdentification of GoalsAnalyzing DemandCost AnalysisCompetitive AnalysisConsequences for the Company’s Product PortfolioLegal ConsiderationsMethods Used to Determine the Price LevelCalculating the Price Level According to CostsCalculating the Price Level According to DemandCalculating the Price Level According to CompetitionPricing for New Industrial ProductsManaging and Adjusting to the Chosen Pricing PolicyBidding ContestsManagement Errors in Pricing in Industrial EnterprisesGeneral Model of Price Determination for Technical ProductsE-Industrial Marketing and Pricing PoliciesPricing Strategy and Online Business-to-Business Transactions9 The Marketing Mix: The Industrial ProductLearning ObjectivesThe Industrial ProductCharacteristics of Industrial Products and Offering Superior ValueProduct PolicyProduct Life CycleImportance of Using the Product Life Cycle ConceptIndustrial Product Portfolio Analysis: The BCG MatrixProduct Development and Business CultureSuccess Factors for a New Industrial ProductReasons New Industrial Products FailCommunication Between Marketing and R&D Departments10 Warehousing in the Industrial MarketLearning ObjectivesThe Warehouse Is the Heart of Any Supply Chain SystemWarehousing Manufactured ProductsReceivingTransfer and Put AwayOrder Picking/SelectionAccumulation/SortingCross-DockingShippingStock InventoryWarehousing 4.0Automation of Warehousing ProcessesRobots and Cellular Transport SystemsPick by VoicePick by LightPick by VisionEmbedded SystemsDronesInformation (Real-Time) VisibilityAuto-ID TechnologiesIntelligent SensorsAugmented Reality and Smart GlassesReal-Time Location SystemsBig Data AnalysisBusiness IntelligenceOptimization of ResourcesArtificial IntelligenceSimulationLabor Management SystemsInterconnectivity of ResourcesInternet-of-ThingsCloud ComputingSmartphones11 Industrial ServicesLearning ObjectivesIntroduction to ServicesDistinction of Services from Material GoodsSpecial Features of ServicesIntangibilityInseparabilityPerishabilityHeterogeneityA Wider Classification of ServicesPeople ProcessingPossession ProcessingMental Stimulus ProcessingInformation ProcessingAdapting the Marketing MixProductPricePlace or DistributionPromotion or Marketing CommunicationsPeopleProcessPhysical EvidenceServices in the Industrial Market Framework12 Modern Trends and Developments in Industrial MarketingLearning ObjectivesDevelopments: Technology, Information, Databases, and Database MarketingTechnologyInformationBig Data, Databases, and MarketingContemporary Marketing Trends in Industrial SettingsConnected Customers and Digital CulturesPromotional Channels, Digital Marketing, and Content MarketingThe Global EconomySocial Consciousness and EthicsGreen/Environmental/Sustainable Practices in MarketingSocial Marketing, Socially Responsible Marketing, Marketing Ethics, and Fair TradeImpacts of Moral, Social, and Environmental Conscientiousness onB2B PracticesSystems Theory and Interfunctional IntegrationCoopetition: Competition through CooperationEmotional Intelligence in Modern Industrial Marketing13 Industrial Marketing in a High-Tech ContextLearning ObjectivesDefinition of High Technology and Determination through Knowledge AttributesHigh Technology: Definitions and FeaturesDefinition Based on Knowledge Attributes: Common Features of High-Tech MarketsMarketing Strategies for High-Tech MarketsBusiness Culture and Strategies for High-Technology BusinessesStrategic Challenges and ApproachesStrategic Recommendations to Avoid the Transformation of Core Benefits into Core RigiditiesInnovative Culture in High-Tech EnterprisesComposition of Strategic Approaches/Cultural ApproachesBibliographyIndex