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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]
| 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] |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Bingley, England : , : Edward Elgar, , 2014 |
| Descrizione fisica | 1 online resource (305 p.) |
| Disciplina | 658.8 |
| Collana | Advances in Business Marketing and Purchasing |
| Soggetto topico |
Industrial marketing - Research
Purchasing - Research Marketing research |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-78441-079-9 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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 |
| Record Nr. | UNINA-9910459740703321 |
| Bingley, England : , : Edward Elgar, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Field guide to case study research in business-to-business marketing and purchasing [[electronic resource] /] / edited by Hugh M. Pattinson, Roger Marshall, Arch G. Woodside
| Field guide to case study research in business-to-business marketing and purchasing [[electronic resource] /] / edited by Hugh M. Pattinson, Roger Marshall, Arch G. Woodside |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Bingley, England : , : Edward Elgar, , 2014 |
| Descrizione fisica | 1 online resource (305 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) |
WoodsideArch G
PattinsonHugh MarshallRoger |
| Collana | Advances in business marketing and purchasing |
| Soggetto topico |
Business & Economics - Marketing - Industrial
Sales & marketing Industrial marketing - Research Purchasing - Research Marketing research |
| ISBN | 1-78441-079-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Deal-making negotiations by governments and major product suppliers : a case study of the U.S. Department of Defense and Airbus vs. Boeing / Michael Kleinaltenkamp, Ronny Behrens, Stefanie Reh -- The parable of a little research : making money from an internet trading portal / Roger Marshall, Poh Tze Peng -- Building relationships for survival : coping media industry dynamics / Thomas Mejtoft -- Barriers to innovation diffusion in industrial networks : a systematic combining approach / Juho-Petteri Huhtala ... [et al.] -- Using discourse analysis in case study research in business-to-business contexts / Nick Ellis, Michel Rod -- Ethnographic research in service marketing : theory, methods, and practice / Catharina von Koskull -- A primer to the general theory of behavioral : strategies in business-to-business marketing / Arch G. Woodside -- B2B interactions at trade fairs and relationship quality : a conceptual approach / Maria Sarmento, Cláudia Simõnes, Minhoo Farangmehr -- Implementing strategic changes to generate sustainable competitive advantage / Rubén Llop, Iñaki García-Arrizabalaga -- Making sense of marketing decision systems through pictorial representation : decision system analysis / Roger Marshall, David Bibby, WoonBong Na -- New B2B methods, techniques, and technologies for capturing insights of major account managers : developing B2B communities for energy supply / Suresh C. Sood, Hugh M. Pattinson -- Factors driving manufacturing flexibility : the Taiwanese case / Wen-Hsiang Lai, Roger Marshall -- Using case based research for agent-based modelling / Sharon Purchase, Sara Denize, Doina Olaru. |
| Record Nr. | UNINA-9910787072503321 |
| Bingley, England : , : Edward Elgar, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Field guide to case study research in business-to-business marketing and purchasing / / edited by Hugh M. Pattinson, Roger Marshall, Arch G. Woodside
| Field guide to case study research in business-to-business marketing and purchasing / / edited by Hugh M. Pattinson, Roger Marshall, Arch G. Woodside |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Bingley, England : , : Edward Elgar, , 2014 |
| Descrizione fisica | 1 online resource (305 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) |
WoodsideArch G
PattinsonHugh MarshallRoger |
| Collana | Advances in business marketing and purchasing |
| Soggetto topico |
Business & Economics - Marketing - Industrial
Sales & marketing Industrial marketing - Research Purchasing - Research Marketing research |
| ISBN | 1-78441-079-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Deal-making negotiations by governments and major product suppliers : a case study of the U.S. Department of Defense and Airbus vs. Boeing / Michael Kleinaltenkamp, Ronny Behrens, Stefanie Reh -- The parable of a little research : making money from an internet trading portal / Roger Marshall, Poh Tze Peng -- Building relationships for survival : coping media industry dynamics / Thomas Mejtoft -- Barriers to innovation diffusion in industrial networks : a systematic combining approach / Juho-Petteri Huhtala ... [et al.] -- Using discourse analysis in case study research in business-to-business contexts / Nick Ellis, Michel Rod -- Ethnographic research in service marketing : theory, methods, and practice / Catharina von Koskull -- A primer to the general theory of behavioral : strategies in business-to-business marketing / Arch G. Woodside -- B2B interactions at trade fairs and relationship quality : a conceptual approach / Maria Sarmento, Cláudia Simõnes, Minhoo Farangmehr -- Implementing strategic changes to generate sustainable competitive advantage / Rubén Llop, Iñaki García-Arrizabalaga -- Making sense of marketing decision systems through pictorial representation : decision system analysis / Roger Marshall, David Bibby, WoonBong Na -- New B2B methods, techniques, and technologies for capturing insights of major account managers : developing B2B communities for energy supply / Suresh C. Sood, Hugh M. Pattinson -- Factors driving manufacturing flexibility : the Taiwanese case / Wen-Hsiang Lai, Roger Marshall -- Using case based research for agent-based modelling / Sharon Purchase, Sara Denize, Doina Olaru. |
| Record Nr. | UNINA-9910819616803321 |
| Bingley, England : , : Edward Elgar, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Incompetency and Competency Training : Improving Executive Skills in Sensemaking, Framing Issues, and Making Choices / / by Arch Woodside, Rouxelle de Villiers, Roger Marshall
| Incompetency and Competency Training : Improving Executive Skills in Sensemaking, Framing Issues, and Making Choices / / by Arch Woodside, Rouxelle de Villiers, Roger Marshall |
| Autore | Woodside Arch |
| Edizione | [1st ed. 2016.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2016 |
| Descrizione fisica | 1 online resource (XIV, 281 p. 62 illus., 49 illus. in color.) |
| Disciplina | 658.3 |
| Soggetto topico |
Personnel management
Industrial psychology Marketing Labor economics Human Resource Management Industrial and Organizational Psychology Labor Economics |
| ISBN | 3-319-39108-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1 Foundations for Theory and Practice of Competence and Incompetence Training -- 2 Incompetency Training: Theory, Practice, and Remedies -- 3 Understanding and Modeling Configural Causality -- 4 Laboratory Experiments of Configural Modeling -- 5 Analytics and Findings for Overall Competency -- 6 Analytics and Findings for Competency and Confidence -- 7 Delimiting Performance Outcomes -- 8 Contributions to Theory, Method, and Practice. |
| Record Nr. | UNINA-9910254948403321 |
Woodside Arch
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| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||