Organizational Marketing

Front Cover
Cengage Learning EMEA, 1999 - Business & Economics - 299 pages
0 Reviews
Organizational Marketing is a diverse and complex field embracing all forms of exchange relationships between organizations, as opposed to marketing between organizations and consumers. Obviously, there are many differences between industrial and consumer markets, with important implications for the theory and practice of marketing. However, many of the concerns of organizational marketing overlap increasingly, not only with issues in consumer marketing but also with the concerns of other management functions, such as production management. . Organizational Marketing is a diverse and complex field embracing all forms of exchange relationships between organizations, as opposed to marketing between organizations and consumers. Obviously, there are many differences between industrial and consumer markets, with important implications for the theory and practice of marketing. However, many of the concerns of organizational marketing overlap increasingly, not only with issues in consumer marketing but also with the concerns of other management functions, such as production management. .
 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Introduction
3
Introduction
125
Purchasing management
170
An interaction approach
214
Introduction
239
Product development in reality
259
Minicases
274
Just some of the issues in newtask buying faced by a car manufacturer
275
Goods receiving and payment systems in a UK car manufacturer
279
A report on windscreen problems by a quality inspector
281
a The problems of costbased pricing
282
b and of marketbased pricing
283
Uncooperative suppliercustomer relationships in the US automobile industry
285
Mielbon Vitte telesales staff replace field sales representatives
286
How IBM and Dove Computers won major hospital contracts
288
Purchasing and inventory management at Jimmys
289

Energy purchasing at the Big Building Society
276
Adapting and compromising over product specification
277

Common terms and phrases

References to this book

All Book Search results »

About the author (1999)

Dominic Wilson lectures in Marketing and Strategy at UMIST. In this book he draws on his previous experience in the public and private sectors in the UK and Australia, and on his extensive research conducted over the last twelve years with colleagues from the Manchester School of Management at UMIST.

Bibliographic information