Business & Economics Books:

Individuals in B2B Marketing

Sensemaking and Action in Context
Click to share your rating 0 ratings (0.0/5.0 average) Thanks for your vote!

Format:

Hardback
$405.99
Releases

Pre-order to reserve stock from our first shipment. Your credit card will not be charged until your order is ready to ship.

Available for pre-order now

Buy Now, Pay Later with:

4 payments of $101.50 with Afterpay Learn more

Pre-order Price Guarantee

If you pre-order an item and the price drops before the release date, you'll pay the lowest price. This happens automatically when you pre-order and pay by credit card.

If paying by PayPal, Afterpay, Zip or internet banking, and the price drops after you have paid, you can ask for the difference to be refunded.

If Mighty Ape's price changes before release, you'll pay the lowest price.

Availability

This product will be released on

Delivering to:

It should arrive:

  • 28 Jun - 5 Jul using International Courier

Description

The business world consists of interlinked entities, which require acting cooperatively in order to reach the desired aims. Individuals are at the core of business-to-business (B2B) marketing and are responsible for making decisions, negotiating, networking, branding, and all other of the firm’s vital processes. Especially in SMEs, the role of individuals is important, as those in charge of the SMEs are often the face and the mind of a company. However, the role of the individual in B2B marketing literature has often been overlooked. This book covers the gap by providing a variety of novel perspectives that involve individuals as central figures in the B2B marketing environment. The book will provide practical implications on the topics in focus, which will bring the role and importance of individuals to the fore in the understanding on how B2B marketing works. It introduces readers to the role of embedded individual managers in developing and changing business systems and networks and consists of three core sections; cognition (individual sensemaking within a business environment), action (decision-making in business networks), and finally, contextualization (interrelation between micro- and macro- levels). Each section is supported with case studies to exemplify the research ideas presented. Individuals in B2B Marketing offers a comprehensive investigation into this much overlooked topic and will be a valuable resource for marketing, entrepreneurship and international business scholars and graduate students in particular.

Author Biography:

Maria Ivanova-Gongne is an Assistant Professor at the Department of International Marketing at Åbo Akademi Maria Ivanova-Gongne works as an Associate Professor in International Marketing at Åbo Akademi University. Her research interests include business-to-business marketing management and migrant entrepreneurship, particularly the aspects of cross-cultural interaction and communication, as well as managerial sensemaking in international business. Another special interest lies in understanding sustainability in business from a cross-cultural and individual level perspective. Her works have appeared amongst all in such journals as Industrial Marketing Management, Critical Perspectives on International Business, European Management Journal, Journal of Business and Industrial Marketing, Journal of Small Business & Entrepreneurship and Scandinavian Journal of Management. Lasse Torkkeli is Principal Lecturer at LAB University of Applied Sciences and Adjunct Professor of International Business in the Turku School of Economics at the University of Turku. His research interests are in the international entrepreneurship field and include the role of sustainability and digitalization in internationalization of small- and medium-sized enterprises. He has published in journals such as International Business Review, International Marketing Review, and Industrial Marketing Management, among other journals and publishers. Nikolina Koporcic is a Principal Researcher at Laurea University of Applied Sciences and an Academy Research Fellow at the Academy of Finland. Nikolina also holds the title of a Docent (Adjunct Professor) at the University of Turku and acts as Associate Editor of Business Ethics, the Environment & Responsibility Journal. Her research focuses on the role of individuals in corporate branding, entrepreneurship, and the co-creation of value in business-to-business relationships and networks. In particular, she is studying the importance of Interactive Network Branding for SMEs in business markets. Wilhelm Barner-Rasmussen (PhD) is Professor at Åbo Akademi University, School of Business and Economics, Finland. His research focuses on knowledge sharing and communication, especially in international contexts and with a focus on issues related to language. He has published in outlets including International Business Review, Industrial Marketing Management, Journal of Management Studies, Journal of International Business Studies, Journal of World Business, and Journal of International Management.
Release date Australia
June 21st, 2024
Audience
  • Tertiary Education (US: College)
Contributors
  • Edited by Lasse Torkkeli
  • Edited by Maria Ivanova-Gongne
  • Edited by Nikolina Koporcic
  • Edited by Wilhelm Barner-Rаsmussen
Illustrations
8 Tables, black and white; 12 Line drawings, black and white; 5 Halftones, black and white; 17 Illustrations, black and white
Pages
280
ISBN-13
9781032482200
Product ID
38545660

Customer previews

Nobody has previewed this product yet. You could be the first!

Write a Preview

Help & options

Filed under...