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005 20180515082405.0
010   $a1-78754-970-4
010   $a1-78754-968-2
035   $a(CKB)4100000004689801
035   $a(MiAaPQ)EBC5264502
035   $a(UtOrBLW)9781787549685
035   $a(EXLCZ)994100000004689801
100   $a20180515d2018      uy             0
101 0 $aeng
135   $aurun|||||||||
181   $2rdacontent
182   $2rdamedia
183   $2rdacarrier
200 00$aOrganizing marketing and sales $emastering contemporary B2B challenges /$fedited by Per Andersson, Bjo?rn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden
205   $aFirst edition.
210  1$aBingley :$cEmerald Publishing,$d2018.
215   $a1 online resource (363 pages) $cillustrations
300   $aIncludes index.
311   $a1-78754-971-2 
311   $a1-78754-969-0 
320   $aIncludes bibliographical references.
327   $aContemporary developments and challenges in sales organizations: some observations / Bjo?rn Axelsson -- Marketing reorganization in a globalized market: the case of ABB Robotics / Per Andersson, Bjo?rn Axelsson, Kristoffer Jo?nsson and Ebba Laurin -- Marketing organization research and ideas revisited / Per Andersson -- Value-based selling in the service-dominated business landscape: creating, acting, and organizing to improve customer's profits / Bjo?rn Axelsson and Mats Vilgon -- Organizing for sales in VUCA contexts: the transformation process from products to solution sales / Ebba Laurin -- Business maneuvering: a dynamic view of B2B selling processes / Lars-Johan A?ge -- Organizational balancing: an integrated view of sales management / Lars-Johan A?ge -- The other side of the coin: on developments in procurement practices and their implications for sales / Bjo?rn Axelsson -- Successful and value-creating interplay between buyer and seller: organizing mutuality / Bjo?rn Axelsson -- Potential business improvements when utilizing CRM tools: and challenges in making it happen / Dariusz Osowski -- The next generation CRM tools: bridging the gaps between sales needs and CRM tools architecture / Sarah Wikner -- Outside in-to capture in-betweens: organizing the sociotechnical embedding process of new technology / Min Tian -- Creating and delivering sustainable customer solutions: on organizing capabilities in the era of servitization / Lei Huang -- Marketing and sales in ambidextrous organizations: organizational challenges from digitalization? / Per Andersson, Ebba Laurin and Christopher Rosenqvist -- Toward a conceptual model for analyzing marketing reorganization and transition processes / Per Andersson, Christopher Roesnqvist, and Daniel Grenblad -- Organizing marketing and sales in a networked business world / Per Andersson and Bjo?rn Axelsson -- Brand orientation as a method to inspire, change culture, and lead the implementation of solutions business / Cecilia Cederlund -- Future studies of marketing and sales organization / Per Andersson, Bjo?rn Axelsson, and Christopher Rosenqvist.
330   $aOrganizing 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.
606   $aMarketing
606   $aSales
606   $aBusiness & Economics$xMarketing$xGeneral$2bisacsh
606   $aSales & marketing$2bicssc
615  0$aMarketing.
615  0$aSales.
615  7$aBusiness & Economics$xMarketing$xGeneral.
615  7$aSales & marketing.
676   $a658.8
702   $aAndersson$b Per$f1957-
702   $aRosenqvist$b Christopher
801  0$bUtOrBLW
801  1$bUtOrBLW
906   $aBOOK
912   $a9910814380903321
996   $aOrganizing marketing and sales$94123930
997   $aUNINA