بازاریابی صنعتی

منابع پیشنهادی برای درس بازاریابی صنعتی در مقطع دکترا:

کتاب‌ها

سیدجوادین، سیدرضا و اسفیدانی، محمدرحیم (۱۳۹۳)، بازاریابی صنعتی، تهران: نگاه دانش

Hutt, Micheal D. and Speh, Thomas W. (2010), Business to Business Marketing Management, USA: Cengage Learning

مقالات

تئوری‌های بازاریایابی صنعتی

Ford, David, & Mouzas, Stefanos. (2013). The theory and practice of business networking. Industrial Marketing Management.

Hadjikhani, Amjad, & LaPlaca, Peter. (2013). Development of B2B marketing theory. Industrial Marketing Management.

Hunt, Shelby D. (2013). A general theory of business marketing: RA theory, Alderson, the ISBM framework, and the IMP theoretical structure. Industrial Marketing Management.

Peters, Linda D, Pressey, Andrew D, Vanharanta, Markus, & Johnston, Wesley J. (2013). Theoretical developments in industrial marketing management: Multidisciplinary perspectives. Industrial Marketing Management.

Wilkinson, Ian F, & Young, Louise C. (2013). The past and the future of business marketing theory. Industrial Marketing Management.

ارتباطات در بازارهای صنعتی

Möller, Kristian. (2013). Theory map of business marketing: Relationships and networks perspectives. Industrial Marketing Management.

Lages, Luis Filipe, Lancastre, Andrew, & Lages, Carmen. (2008). The B2B-RELPERF scale and scorecard: Bringing relationship marketing theory into business-to-business practice. Industrial Marketing Management, 37(6), 686-697.

Lee, Wangen, Lin, Tom MY, Lee, Wenshu, & Lee, Ji-Ren. (2010). Relational and transactional factors as hybrid criteria for buyer project selection (BPS): An exploratory study from industrial suppliers’ perspective. Industrial Marketing Management, 39(4), 605-615.

Whipple, Judith M, Lynch, Daniel F, & Nyaga, Gilbert N. (2010). A buyer’s perspective on collaborative versus transactional relationships. Industrial Marketing Management, 39(3), 507-518.

رفتار خریداران صنعتی

Bello, Daniel C. (1992). Industrial buyer behavior at trade shows: implications for selling effectiveness. Journal of Business Research, 25(1), 59-80.

Borghini, Stefania, Golfetto, Francesca, & Rinallo, Diego. (2006). Ongoing search among industrial buyers. Journal of Business Research, 59(10), 1151-1159.

Brown, Brian P, Zablah, Alex R, Bellenger, Danny N, & Johnston, Wesley J. (2011). When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity. International Journal of Research in Marketing, 28(3), 194-204.

Chambers, Terry M, Anderson, Paul F, & Dunlap, BJ. (1986). Preferences, intentions, and behavior of organizational buyers under different reward conditions. Journal of Business Research, 14(6), 533-547.

Edwards, Ron, Gut, Anne-Marie, & Mavondo, Felix. (2007). Buyer animosity in business to business markets: evidence from the French nuclear tests. Industrial Marketing Management, 36(4), 483-492.

Hawkins, Timothy G, Pohlen, Terrance L, & Prybutok, Victor R. (2013). Buyer opportunism in business-to-business exchange. Industrial Marketing Management.

Hult, G Tomas M, & Nichols Jr, Ernest L. (1996). The organizational buyer behavior learning organization. Industrial Marketing Management, 25(3), 197-207.

Krapfel, Robert E. (1982). An extended interpersonal influence model of organizational buyer behavior. Journal of Business Research, 10(2), 147-157.

Meehan, Joanne, & Wright, Gillian H. (2011). Power priorities: A buyer–seller comparison of areas of influence. Journal of Purchasing and Supply Management, 17(1), 32-41.

Meehan, Joanne, & Wright, Gillian H. (2013). Power priorities in buyer–seller relationships: A comparative analysis. Industrial Marketing Management, 42(8), 1245-1254.

Moon, Junyean, & Tikoo, Surinder. (2002). Buying decision approaches of organizational buyers and users. Journal of Business Research, 55(4), 293-299.

Patton, WE. (1996). Use of human judgment models in industrial buyers’ vendor selection decisions. Industrial Marketing Management, 25(2), 135-149.

قیمت‌‌گذاری در بازارهای صنعتی

Biong, Harald. (2012). Choice of subcontractor in markets with asymmetric information: reputation and price effects. Journal of Business & Industrial Marketing, 28(1), 6-6.

Gupta, Manak C, & Di Benedetto, C Anthony. (2007). Optimal pricing and advertising strategy for introducing a new business product with threat of competitive entry. Industrial Marketing Management, 36(4), 540-548.

Lancioni, Richard. (2005). Pricing issues in industrial marketing. Industrial Marketing Management, 34(2), 111-114.

Voeth, Markus, & Herbst, Uta. (2006). Supply-chain pricing—A new perspective on pricing in industrial markets. Industrial Marketing Management, 35(1), 83-90.

Xing, Wei, Wang, Shouyang, & Liu, Liming. (2012). Optimal ordering and pricing strategies in the presence of a B2B spot market. European Journal of Operational Research, 221(1), 87-98

بخش بندی در بازارهای صنعتی

Rezaei, Jafar, & Ortt, Roland. (2013). Supplier segmentation using fuzzy logic. Industrial Marketing Management.

Söllner, Albrecht, & Rese, Mario. (2001). Market segmentation and the structure of competition: applicability of the strategic group concept for an improved market segmentation on industrial markets. Journal of Business Research, 51(1), 25-36.

Weinstein, Art. (2011). Segmenting technology markets: applying the nested approach. Marketing Intelligence & Planning, 29(7), 672-686.

برندینگ در بازارهای صنعتی

Brown, Brian P, Zablah, Alex R, Bellenger, Danny N, & Johnston, Wesley J. (2011). When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity. International Journal of Research in Marketing, 28(3), 194-204.

Campbell, Colin, Papania, Lisa, Parent, Michael, & Cyr, Dianne. (2010). An exploratory study into brand alignment in B2B relationships. Industrial Marketing Management, 39(5), 712-720.

Coleman, Darren, de Chernatony, Leslie, & Christodoulides, George. (2011). B2B service brand identity: Scale development and validation. Industrial Marketing Management, 40(7), 1063-1071.

Erevelles, Sunil, Stevenson, Thomas H, Srinivasan, Shuba, & Fukawa, Nobuyuki. (2008). An analysis of B2B ingredient co-branding relationships. Industrial Marketing Management, 37(8), 940-952.

Kuhn, Kerri-Ann L, Alpert, Frank, & Pope, Nigel K Ll. (2008). An application of Keller’s brand equity model in a B2B context. Qualitative Market Research: An International Journal, 11(1), 40-58.

Leek, Sheena, & Christodoulides, George. (2011a). Brands: Just for consumers? Introduction to the special issue on B2B branding. Industrial Marketing Management, 40(7), 1060-1062.

Leek, Sheena, & Christodoulides, George. (2011b). A literature review and future agenda for B2B branding: Challenges of branding in a B2B context. Industrial Marketing Management, 40(6), 830-837.

Leek, Sheena, & Christodoulides, George. (2012). A framework of brand value in B2B markets: The contributing role of functional and emotional components. Industrial Marketing Management, 41(1), 106-114.

Mudambi, Susan. (2002). Branding importance in business-to-business markets: Three buyer clusters. Industrial Marketing Management, 31(6), 525-533.

Nyadzayo, Munyaradzi W, Matanda, Margaret Jekanyika, & Ewing, Michael T. (2011). Brand relationships and brand equity in franchising. Industrial Marketing Management, 40(7), 1103-1115.

Ohnemus, Lars. (2009). B2B branding: a financial burden for shareholders? Business Horizons, 52(2), 159-166.

Sandbacka, Jenny, Nätti, Satu, & Tähtinen, Jaana. (2013). Branding activities of a micro industrial services company. Journal of Services Marketing, 27(2), 166-177

محصولات جدید در بازارهای صنعتی

Ellis, Scott C, Henke Jr, John W, & Kull, Thomas J. (2012). The effect of buyer behaviors on preferred customer status and access to supplier technological innovation: An empirical study of supplier perceptions. Industrial Marketing Management.

Parket, I Robert. (1972). The effects of product perception on industrial buyer behavior. Industrial Marketing Management, 1(3), 339-345.

تجارت الکترونیکی در بازارهای صنعتی

Zhao, Kexin, Xia, Mu, Shaw, Michael J, & Subramaniam, Chandrasekar. (2009). The sustainability of B2B e-marketplaces: Ownership structure, market competition, and prior buyer–seller connections. Decision Support Systems, 47(2), 105-114.

فروش صنعتی

Biemans, Wim G, Makovec Brenčič, Maja, & Malshe, Avinash. (2010). Marketing–sales interface configurations in B2B firms. Industrial Marketing Management, 39(2), 183-194.

تبلیغات

Jensen, Morten Bach, & Jepsen, Anna Lund. (2007). Low attention advertising processing in B2B markets. Journal of Business & Industrial Marketing, 22(5), 342-348.

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