Business Marketing Management: B2B, 13th Edition

This e-book addresses the concept of services business markets (SBMs). The guest editors raise the point that SBMs are more uncertain, complex, and interdependent than B2B markets; yet there is no comprehensive, critical literature review of services business markets, nor is there a publication outlet which focuses solely on SBMs which would provide a locus for dialogue. Therefore this e-book has been designed to begin to fill those gaps. The accepted papers were empirical and conceptual, qualitative and quantitative, and their authors were from the USA, Belgium, Germany, Australia, Scandinavia and the UK, but their contextual range is global. The range of papers selected cover the issues which the editors deem paramount when discussing SBMs – these are: 1. Implicit to explicit, or off stage to center stage; 2. local/national to international and multi-national/cross cultural; 3. well-known, visible sectors to less well-known sectors; 4. uni-disciplinary to multi-disciplinary approaches; 5. general approach to focus on relationships, relationship variables, interactions, networks and relationship marketing; 6. retail services conceptualizations; 7. distribution channels to on-line, eBusiness and eCommerce channels.