The Sage Handbook of Industrial Marketing

Adam Lindgreen, Thomas Fotiadis, Catherine Pardo, C. Anthony Di Benedetto, Dimitris Folinas, Pete Naudé

• Publisher: SAGE Publications Ltd
• Year: 2025
• Print ISBN:
  9781036201272
• Edition: 1
• eBook ISBN:
  9781036229474
• Topic: Business
• Subtopic: Business General
• Index: Business

The Sage Handbook of Industrial Marketing addresses the dynamic and complex landscape of industrial marketing, emphasizing the unique challenges and opportunities within business-to-business transactions. In an era marked by technological advancements and globalization, this handbook offers a comprehensive resource that defines the industrial marketing field, captures its historical foundations, and charts a course for its future. It aims to be a benchmark, offering both retrospective and prospective international perspectives to frame, assess, and synthesize the current state of industrial marketing.

Emphasizing the industrial context, the handbook defines the boundaries of industrial marketing, differentiating it from consumer-focused approaches. It explores the distinctive characteristics of business-to-business products and services within industrial markets, acknowledging the specialized nature of these transactions.

The edited collection aims for a holistic view of industrial marketing, encompassing organizational aspects, customer behavior, market research, customer value proposition, market segmentation, product innovation, product management, marketing communications, channels of distribution, and emerging industrial trends. This breadth ensures that readers gain a deep understanding of the multifaceted nature of industrial marketing.

Recognizing the global nature of industrial markets, the handbook brings together leading scholars from around the world. This inclusivity ensures diverse perspectives, addressing global variations and challenges inherent in industrial marketing practices.

The handbook is thematically organized into sections, each dedicated to a crucial aspect of industrial marketing. This structure allows for an in-depth exploration of specific topics, ensuring a nuanced examination of both traditional and contemporary industrial marketing issues. A dedicated section explores emerging industrial trends, ensuring the collection remains relevant in the face of evolving technologies and market dynamics specific to the industrial context.

The Sage Handbook of Industrial Marketing is an essential resource for scholars, practitioners, and students seeking to navigate the complexities of industrial marketing and leverage opportunities within business-to-business transactions.

Part 1: Field of Business-to-Business Marketing
Part 2: Business-to-Business Organizations
Part 3: Business-to-Business Customer Behavior
Part 4: Business-to-Business Market Research
Part 5: Business Customer Value Proposition
Part 6: Market Segmentation and Positioning
Part 7: Product Innovation
Part 8: Product Management
Part 9: Marketing Communications
Part 10: Channels of Distribution
Part 11: New Trends

 

Table of contents

• Cover
• Half Title
• Title Page
• Copyright Page
• Illustration List
• Illustration List
• Notes on Editors and Contributors
• Introduction
• 1 C2B2B: The Interplay of Consumer and Business Markets and the Rise of Marketing Systems
• 2 Characteristics of Business-to-Business (B2B) Products and Services (Including High-Tech)
• 3 Being a Business-to-Business (B2B) Marketer and What ‘Rules’ an Exchange?
• 4Sales and Sales Management for a Changing Digital World
• 5 Managing International Products and Services in International Business-to-Business (B2B) Setting
• 6 Customer Success Management
• 7 The B2B Buying Process: Models of Buyer Behaviour
• 8 The Transformation of Organizational Buying – From Centers to Systems
• 9 Customer Experiences and Customer Journeys in B2B Contexts
• 10 B2B Experience Reengineering Through Big Data: Optimizing Interactions and Digital Strategies
• 11 Digital Transformation in B2B Marketing
• 12 Business-to-Business (B2B) Market Research
• 13 Fairness and Unfairness in Business Relationships: The Concept, Its Dimensions and Performance Outcomes
• 14 Life-Cycle Costing and Customer Value Analysis: Strategic Tools for Industrial Marketing
• 15 Just-in-Time and Other Inventory Strategies
• 16 Business-to-Business Marketing Strategic Planning: Aligning Corporate Strategy and Business-to-Business Marketing
• 17 B2B Market Segmentation: A Strategic Integrative View on Decisions in the Segmentation Process
• 18 B2B Target Market Selection
• 19 Cross-Functional and Strategic Issues in B2B Product Development
• 20 An Overview of Stage-Gate® NPD Processes
• 21 Agile Product Development
• 22 Business-to-Business (B2B) Product Innovation
• 23 Contextualising Open Innovation and Coopetition in Business-to-Business Business Model Innovation: A Narrative Review
• 24 Risky Business: A Business-to-Business (B2B) Brand Management Review and Research Agenda
• 25 Packaging from the Standpoint of Marketing and Supply Chain Management
• 26 Advertising in Business Markets
• 27 Business-to-Business Advertising
• 28 Implementation of Customer Success Management Through Modularization
• 29 B2B Influencer Marketing – An Integrative Review of Four Conceptual Archetypes
• 30 B2B Distributors
• 31 Digitalization and AI in B2B Supply Chain Context
• Acknowledgements
• 32 Exploring the Intellectual Foundations of B2B Marketing Channel Strategy and the Role of B2B Channel Members
• 33 Distribution Networks Within the Digital Realm
• 34 The Internet of Things – Reshaping Business to Business Marketing Relationships
• 35 Digital Marketing Methods in Blockchain Applications: A Systematic Review
• 36 AI and B2B Marketing
• 37 Branding the Nation? Sustainability in Global Value Chains1
• Index