Field guide to case study research in business-to -business marketing and purchasing / / edited by Arch G. Woodside, Hugh M. Pattinson, Roger Marshall ; contributors Ronny Behrens [and twenty five others]

• Pubblicazione: Bingley, England : , : Edward Elgar, , 2014; ©2014
• Edizione: First edition.
• Descrizione fisica: 1 online resource (305 p.)
• Disciplina: 658.8
• Soggetto topico: Industrial marketing - Research; Purchasing - Research; Marketing research
• Soggetto genere / forma: Electronic books.
• Persona (resp. second.): WoodsideArch G.; PattinsonHugh M.; MarshallRoger; BehrensRonny
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references at the end of each chapters.
• Nota di contenuto: FRONT COVER; FIELD GUIDE TO CASE STUDY RESEARCH IN BUSINESS-O-USINESS MARKETING AND PURCHASING; COPYRIGHT PAGE; CONTENTS; LIST OF CONTRIBUTORS; PREFACE; The Argument for Case Study Research; The Case Studies in This Book; Short-Form Storytelling; Longer Stories; Cases Concerned with Theory Development; Research Explaining the Use of Case Study Methods; References; DEAL-MAKING NEGOTIATIONS BY GOVERNMENTS AND MAJOR PRODUCT SUPPLIERS: A CASE STUDY OF THE U.S. DEPARTMENT OF DEFENSE AND AIRBUS VERSUS BOEING; Theory; The Competing Companies: Airbus and Boeing; Historical Background; 2003; 2008 ; The Situation Since 2010Analysis; Discussion; References; THE PARABLE OF A LITTLE RESEARCH: MAKING MONEY FROM AN INTERNET TRADING PORTAL; Setting the Scene; The Main Characters and their Early Story; The Research Approach; Guidance from the Literature; General Internet Scene; The Emergence of Online Exchanges; Research Strategy; Research Questions; Research Method; Survey Research; Interviewing Selected Exporters Members; Interviewing Selected Academics; Competitor Analysis; Results; Survey; Interviews with Selected Members; Problems, Points of Pain; Confirmation of Required Services ; Competitor AnalysisStrategic and Operational Consequences; Tactics; Industry Focus; Content Development; Integration Platform; Revenue Model; What Happened?; Lessons from the Experience; References; BUILDING RELATIONSHIPS FOR SURVIVAL: COPING MEDIA INDUSTRY DYNAMICS; Introduction and Theoretical Framework; The Structure of the Printing and Graphics Arts Industry; Method; Results and Discussion; Vertical Integration, Relationships, and the Graphics Arts Industry; Effects of Vertical and Horizontal Relationships; Long-Term Effect of Digital Channels and the Democratization of Channels ; Concluding RemarksAcknowledgments; References; BARRIERS TO INNOVATION DIFFUSION IN INDUSTRIAL NETWORKS: A SYSTEMATIC COMBINING APPROACH; Introduction; Theoretical Background; Method; Findings; Discussion; Conclusion; Lessons Learned; Acknowledgment; References; USING DISCOURSE ANALYSIS IN CASE STUDY RESEARCH IN BUSINESS-TO-BUSINESS CONTEXTS; Introduction; Discourse Analysis in Business Case Study Research; The Case of Indian Business Networks; A Discursive Methodology; Some Indicative Findings and Analysis; Repertoire (i) - Questioning Globalization ; Repertoire (ii) - Past and Present Management PracticesRepertoire (iii) - Professionalism; Repertoire (iv) - India versus China; Repertoire (v) - Nature of Exchange; Discussion - The Contribution of Discourse Analysis; Lessons Learned; Acknowledgment; References; ETHNOGRAPHIC RESEARCH IN SERVICE MARKETING: THEORY, METHODS, AND PRACTICE; The Ethnographic Approach; Methods for Data Collection on the Development Project's Use of Customer Information; Participant Observation; Face-to-Face Observation (FTFO); Telephone Observation (TO); Face-to-Face and Telephone Observation (FTFO/TO) ; Informal Discussion and Interview
• Sommario/riassunto: This new volume is a must for B2B scholars and executives. This volume is for readers who demand findings and modeling at the individual case level that are readily transferable and adaptable for alternative contexts.
• Titolo autorizzato: Field guide to case study research in business-to -business marketing and purchasing
• ISBN: 1-78441-079-9
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910459740703321
• Lo trovi qui: Univ. Federico II
• Serie: Advances in business marketing & purchasing ; ; Volume 21.