Organizing marketing and sales : mastering contemporary B2B challenges / / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden

• Pubblicazione: Bingley : , : Emerald Publishing, , 2018
• Edizione: First edition.
• Descrizione fisica: 1 online resource (363 pages) : illustrations
• Disciplina: 658.8
• Soggetto topico: Marketing; Sales; Business & Economics - Marketing - General; Sales & marketing
• Persona (resp. second.): AnderssonPer <1957->; RosenqvistChristopher
• Note generali: Includes index.
• Nota di bibliografia: Includes bibliographical references.
• Nota di contenuto: Contemporary developments and challenges in sales organizations: some observations / Björn Axelsson -- Marketing reorganization in a globalized market: the case of ABB Robotics / Per Andersson, Björn Axelsson, Kristoffer Jönsson 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 / Björn 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 Åge -- Organizational balancing: an integrated view of sales management / Lars-Johan Åge -- The other side of the coin: on developments in procurement practices and their implications for sales / Björn Axelsson -- Successful and value-creating interplay between buyer and seller: organizing mutuality / Björn 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 Björn 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, Björn Axelsson, and Christopher Rosenqvist.
• Sommario/riassunto: Organizing 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.
• Titolo autorizzato: Organizing marketing and sales
• ISBN: 1-78754-970-4; 1-78754-968-2
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910814380903321
• Lo trovi qui: Univ. Federico II