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English
Sage Publications Ltd
19 December 2022
An introductory textbook on industrial marketing and supply chain management that discusses industrial products and pricing, as well as key topics such as co-creation of value, big data, innovation, green practices and CSR.

The textbook includes:

The marketing philosophy on industrial markets The characteristics of industrial markets The marketing mix and the product life cycle The issues surrounding distribution and operations including value creation, business relationships and networks Case studies and mini case studies (vignettes)

This textbook is suitable for students studying industrial marketing and other related courses at undergraduate and graduate levels.

Thomas Fotiadis is an Associate Professor of Marketing and Head of the Marketing Laboratory in the Department of Production and Management Engineering, School of Engineering at Democritus University of Thrace, Greece.

Adam Lindgreen is Professor and Head of Department of Marketing at Copenhagen Business School, Denmark and Extraordinary Professor at University of Pretoria's Gordon Institute of Business Science, South Africa.

George J. Siomkos is Professor of Marketing at the Athens University of Economics & Business (AUEB), Director of the MSc Program in Services Management and previously Dean of the School of Business, AUEB, Greece.

Christina OEberg is Professor at CTF Service Research Center, Karlstad University and associated with the Ratio Institute, Sweden.

Dimitris Folinas is Professor in the Department of Supply Chain Management at International Hellenic University, Greece.
By:   , , , ,
Imprint:   Sage Publications Ltd
Country of Publication:   United Kingdom
Dimensions:   Height: 232mm,  Width: 186mm, 
Weight:   880g
ISBN:   9781529778540
ISBN 10:   1529778549
Pages:   400
Publication Date:  
Audience:   College/higher education ,  Primary
Format:   Hardback
Publisher's Status:   Unspecified
Chapter 1: Applying Marketing Philosophies to Industrial Markets Chapter 2: Differentiation Characteristics of Industrial Markets Chapter 3: Supply Chain Networks for Manufacturing Products Chapter 4: Organizational Buying Process, Buying Relations, and Buying Behavior in Industrial Marketing Chapter 5: The Marketing Mix: Distributing Industrial Products Chapter 6: Supply Chain Transportation of Manufactured Products Chapter 7: The Marketing Mix: Promotion and Marketing Communication Channels for Industrial Products Chapter 8: The Marketing Mix: Industrial Pricing Chapter 9: The Marketing Mix: The Industrial Product Chapter 10: Warehousing in the Industrial Market Chapter 11: Industrial Services Chapter 12: Modern Trends and Developments in Industrial Marketing Chapter 13: Industrial Marketing in a High-Tech Context

Thomas Fotiadis is an Associate Professor of Marketing and Head of the Marketing Laboratory at the Department of Production Engineering and Management of the Democritus University of Thrace. He holds a post-doctoral degree in modern advanced statistical methods for the science of marketing and a Ph.D. in marketing (High Technology). In addition, he holds an M.Sc. in business administration, and an M.Sc. in business computing. His first degree is in economic science. He has more than 22 years of teaching experience at both undergraduate and postgraduate level, in Greek and International Universities and Higher Technological Institutions. Thomas Fotiadis’ scientific work has been published in international scientific journals, including the Journal of World Business, the Journal of Tourism Management, the Journal of International Marketing, the Journal of International Business Review, the Psychology & Marketing Journal, and the Journal of Applied Business Research.  He has published more than 100 articles in journals, international conferences and book chapters. Additionally, he has published Strategic Marketing for High Technology Products: An Integrated Approach (Routledge, 2018), Marketing and Supply Chain Management: A Systemic Approach (Routledge, 2017), The Customer Value Chain: Integrating Marketing and Supply Chain Management (Routledge, 2021), and he has edited and authored numerous scientific books in the field of marketing (in the Greek language).   Adam Lindgreen has completed studies in chemistry and physics (Copenhagen University) and engineering (the Engineering Academy of Denmark. He obtained a M.Sc. in food science and technology at the Technical University of Denmark; his eight-month long M.Sc. thesis was undertaken in collaboration with Danida in Denmark and Banco de Semillas Forestales in Nicaragua. He then earned an MBA at the University of Leicester. He received his Ph.D. in marketing from Cranfield University, with 18 months spent at University of Auckland’s Business School.  Adam Lindgreen’s first appointments were with the Catholic University of Louvain and Eindhoven University of Technology. Subsequently, he served as Professor of Marketing at Hull University’s Business School; at the University of Birmingham’s Business School, where he also was the research director in the Department of Marketing; and at the University of Cardiff’s Business School. Under his leadership, the Department of Marketing and Strategy at Cardiff Business School ranked first among all research-intensive marketing departments in Australia, Canada, New Zealand, the United Kingdom, and the United States. Since 2016, Adam Lindgreen has been Professor of Marketing at Copenhagen Business School, where he also heads the Department of Marketing. Under his leadership, the department’s number of AJG 3/4/4* journal articles and that of AJG 4/4* journal articles have increased with 925% and 600% respectively. Since 2018, Adam Lindgreen is Extraordinary Professor with University of Pretoria’s Gordon Institute of Business Science where he also is International Research Advisor.  Adam Lindgreen’s publications have appeared in academic journals, including Business Strategy and the Environment, the California Management Review, Entrepreneurship and Regional Development, Industrial Marketing Management, the International Journal of Management Reviews, the Journal of Advertising, the Journal of Business Ethics, the European Journal of Marketing, the Journal of Marketing Management, the Journal of the Academy of Marketing Science, the Journal of Product Innovation Management, the Journal of World Business, Organization Studies, Psychology & Marketing, and Supply Chain Management: An International Journal, among others.  Adam Lindgreen’s 31 books include The Emergence and Rise of Relationship Marketing (published Ph.D. thesis; 2000), A Stakeholder Approach to Corporate Social Responsibility (with Kotler, Vanhamme, and Maon; 2012), How to Fast-Track Your Academic Career (with Di Benedetto, Vanhamme, and Nicholson; 2021), Managing Market Relationships (2008), Public Value (with Koenig-Lewis, Kitchener, Brewer, Moore, and Meynhardt; 2019), and Sustainable Value Chain Management (with Maon, Vanhamme, and Sen; 2013). The recipient of the “Outstanding Article 2005” award from Industrial Marketing Management and the runner-up for the same award in 2006, Adam Lindgreen is co-editor-in-chief of Industrial Marketing Management. Furthermore, he is co-editor-in-chief of Routledge’s Food and Agricultural Marketing, a series of highly managerially relevant books published by Routledge.  Since 2016, Adam Lindgreen is a member of the International Scientific Advisory Panel of the New Zealand Food Safety Science and Research Centre (a partnership among government, industry organizations, and research institutions); since 2017, of the Chartered Association of Business Schools’ Academic Journal Guide (AJG) Scientific Committee in the field of marketing; and since 2020, of Det videnskabelige Råd for Lex.dk. George J. Siomkos is Professor of Marketing at the Athens University of Economics & Business (AUEB). He is also the Director of the MSc Program in Services Management (MSM) (www.msmfull.aueb.gr), and Director of “Agora” (Market Analysis & Consumer Behavior Laboratory). He has served as Dean of AUEB’s School of Business (2013-2021) and the Chairman of AUEB’s Business Administration Department, Deputy Chair and Chair of the University of Macedonia’s Business Administration Department, and University Senate member of the aforementioned universities. He has served as the Vice President of the Management Committee of the University of Peloponnese.  For many years he has been a member of the management committees of AUEB’s MBA-International and Interdepartmental MBA Programs. George J. Siomkos holds a BSc (cum laude) in Marketing and Management, an MBA in Finance, an MSc in Statistics & Operations Research, an MPhil in Marketing, and a PhD in Marketing and Corporate Strategy, all from Stern School of Business, New York University (NYU).  He has taught at Stern School of Business - New York University, Long Island University, the Athens Laboratory of Business Administration (ALBA), the University of Piraeus, the University of Macedonia, and the Hellenic Open University (in which he is “Marketing II” module coordinator for 12 years).  In 1988 he was a Doctoral Consortium Fellow - American Marketing Association (at the University of California – Berkeley).  For his teaching he has received many teaching excellence awards. His research and publishing interests include: consumer behavior and analysis, customer experience (CX) management, marketing research, services marketing, strategic marketing and planning, and product-harm crisis management. George J. Siomkos is the author of 12 textbooks in marketing and has published over 80 articles in academic journals, including Journal of Retailing, European Journal of Marketing, Journal of Consumer Behaviour, Journal of Business Strategy, Long Range Planning, Advances in Consumer Research, Industrial and Environmental Crisis Quarterly, Disaster Recovery Journal, Journal of Business & Psychology, Journal of Business & Industrial Marketing, Journal of Internet Banking & Commerce, European Journal of Innovation Management, and Journal of Internet Marketing. He has served as a member of the organizing and scientific committees of several international scientific conferences as well as a member of the editorial boards of various scientific journals.  Christina Öberg is professor in marketing at Karlstad University and associated with the Ratio Institute, Sweden. Her research interests include business relationships and networks, mergers and acquisitions, and new ways to conduct businesses. She is also interested in new research methods and one of the directors of the Network of Digital Methods. Dr. Folinas Dimitris is a Professor at International Hellenic University in the Department of Supply Chain Management. He holds a Ph.D. in Applied Informatics from the University of Macedonia, Thessaloniki, Greece, and a Master of Information Systems from the same Institution. For more than 20 years, he has held various teaching posts with the Liverpool University (UK), Hellenic Open University (Greece), and the University of Macedonia (Greece), teaching mainly Information Systems, Enterprise Information Systems, and Logistics and Supply Chain Management. He is the author and co-author of over 280 research publications, 10 books, and as a researcher, he has prepared, submitted, and managed a number of projects funded by National and European Union research entities such as Attracting Leading Scientists to Russian Educational Institutions, Eurostars Programme, FRS-FNRS. His research interests and working experiences refer to enterprise information systems, as well as, logistics & supply chain management and technologies.

Reviews for Industrial Marketing

This is probably the most comprehensive textbook on industrial marketing and supply chain management. It brings together a wide range of literatures and provides readers with a thorough overview of topics pertinent for manufacturing firms and other companies in industrial markets. -- Professor Christian Kowalkowski A welcome new and innovative book from four well-established and well-published scholars in the field. The complexities of the subject are nicely teased out throughout the book, with excellent use being made of numerous tables and graphs to add extra insight. What I particularly liked was the way in which the book sits at the interface of Industrial Marketing and Supply Chain Management, and also the way that it uses a range of case studies from around the globe to support the points being made. Definitely a book to add to the shelves of any scholars in the field! -- Peter Naude This new and up-to-date textbook provides a fresh view on industrial marketing. Bringing together established frameworks and latest research insights from two streams of literature, industrial marketing and supply chain management, it develops a unique perspective on the marketing, selling, and purchasing of industrial goods and services. With its chapter on data, information, and technology, and its insights on socially responsible marketing approaches, it offers a timely perspective on the art and science of industrial marketing. Highly recommended! -- Professor Andreas Eggert The business ecosystems in which companies operate are strongly shaped by industrial relationships. It is therefore fundamental to understand what industrial marketing-as the activity of creating and managing these industrial relationships-covers. This is the objective of this book, which succeeds perfectly in producing an integrated vision of industrial marketing and supply chain management in their essential role of value creation. Therefore, if some chapters seem usual in an industrial marketing book, others are less so (transportation of goods, warehousing, etc.) and all contribute greatly to producing this new vision of industrial marketing. For students, who sometimes find it difficult to figure out what are industrial relationships, this is the ideal book. It will show students the richness of these relationships and the nature of the multiple activities that industrial marketing is made of. For researchers interested in industrial marketing, they will find a very integrated vision of the various themes related to industrial relations, which will allow them to finely situate their research issues. Finally, practitioners will not fail to find in this book the precision of their daily activities in marketing and SCM and will fully benefit from the perspectives it offers. -- Catherine Pardo This book is a welcome and timely addition to the business and academic community with heightened interest on industrial marketing issues and the increasing importance of supply chain management around the globe. It covers key issues in industrial marketing and addresses the main challenges in the area in a competent fashion and without making it difficult for the reader to follow. The examples, case studies, and vignettes that accompany the book are particularly useful in helping the reader develop a critical understanding of the challenges, realities, and developments in industrial marketing and supply chain management and learn how to appropriately apply related concepts. Highly recommended. -- Professor Constantinos N. Leonidou I am delighted to recommend this new text which will be suitable for either graduate or undergraduate classes in business-to-business marketing. Professors Fotiadis, Lindgreen, Siomkos, OEberg, and Folinas bring a wealth of experience and scholarship in B2B teaching and research to this book. The business-to-business marketing landscape is rapidly changing with the emergence of new technologies, which have affected all aspects of marketing, from customer research to product innovation, marketing communications, and supply chain and logistics. This text provides a fresh and updated perspective on the issues and challenges currently facing the B2B marketing professional. -- Professor C. Anthony Di Benedetto Industrial Marketing provides an important contemporary perspective. It is research and practice informed textbook, which has the potential to become seminal. While the primary audience is undergraduate students in the field of B2B marketing, it also is highly relevant to students in related areas including innovation, entrepreneurship, product management, and supply chain management or logistics. The viewpoints will also be of interest to students in the broader fields of business administration, management, and economics in general. Scholars, researchers, and practitioners working in the marketing or logistics will also find this text useful. -- Roderick J. Brodie This enlightening textbook brings together industrial marketing and supply chain management, and this is achieved in a succinct, holistic, and integrated manner. I am impressed by the breadth of topics covered, which reflects successfully the contemporary, dynamic, and volatile business environment. A very much welcomed book, which will support students, scholars, and practitioners in their attempt to understand better the links and interrelationships between industrial marketing and supply chain management. -- Professor Michael Bourlakis It is timely exciting to see the new textbook on Industrial Marketing by Fotiadis, Lindgreen, Siomkos, OEberg, and Folinas. In a constantly evolving global landscape industrial markets are key contributors to the global economy. Industrial marketing is cornerstone of any marketers' arsenal. This text covers critically relevant material in a deep and engaging way. This text will equip aspiring industrial marketers with a deep appreciation of the exciting field of Industrial Marketing and prepare them to make their way in this highly competitive and dynamic field. -- Professor Aron O'Cass This is a comprehensive, contemporary, and well-structured textbook, providing an excellent coverage of the various facets of the industrial marketing process. It offers a balanced combination between theoretical and practical aspects of industrial marketing, while also putting together classic knowledge on the subject with recent developments in the field. Enriched with multiple case studies, practical examples, and useful illustrations, it provides a systematic pedagogic approach that helps to have an all-round and in-depth understanding of the various concepts, techniques, and tools related to modern industrial marketing. -- Dr. Leonidas C. Leonidou


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