000			03883cam a22004217i 4500
001			20755689
005			20250113004202.0
008			181126s2018 enka b 001 0 eng d
010			_a 2018420012
020			_a9781787549692 (hardcover)
020			_z9781787549685 (online)
020			_z9781787549708 (Epub)
035			_a(OCoLC)on1023608386
040			_aYDX _beng _cDLC _erda _dOCLCF _dLML _dMUX _dSOI _dUKMGB _dDLC
042			_alccopycat
050	0	0	_aHF 5415.1263 _b.O74 2018
082	0	4	_a658.804 _223
100			_aAnderson, Per (ed.)
245	0	0	_aOrganizing marketing and sales : _bmastering contemporary B2B challenges / _cPer Andersson (ed.), Björn Axelsson (ed.), and Christopher Rosenqvist (ed.)
250			_aFirst edition.
264		1	_aUnited Kingdom : _bEmerald Publishing, _c2018
300			_axiv, 348 pages : _billustrations ; _c25 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references (pages 317-332) and index.
505	0		_aContemporary developments and challenges in sales organizations: some observations / Björn Axelsson -- Marketing reorganization in a globalized market: the case of ABB Robotics / Per Andersson, Björn Axelsson, Kristoffer Jönsson and Ebba Laurin -- Marketing organization research and ideas revisited / Per Andersson -- Value-based selling in the service-dominated business landscape: creating, acting, and organizing to improve customer's profits / Björn Axelsson and Mats Vilgon -- Organizing for sales in VUCA contexts: the transformation process from products to solution sales / Ebba Laurin -- Business maneuvering: a dynamic view of B2B selling processes / Lars-Johan Åge -- Organizational balancing: an integrated view of sales management / Lars-Johan Åge -- The other side of the coin: on developments in procurement practices and their implications for sales / Björn Axelsson -- Successful and value-creating interplay between buyer and seller: organizing mutuality / Björn Axelsson -- Potential business improvements when utilizing CRM tools: and challenges in making it happen / Dariusz Osowski -- The next generation CRM tools: bridging the gaps between sales needs and CRM tools architecture / Sarah Wikner -- Outside in-to capture in-betweens: organizing the sociotechnical embedding process of new technology / Min Tian -- Creating and delivering sustainable customer solutions: on organizing capabilities in the era of servitization / Lei Huang -- Marketing and sales in ambidextrous organizations: organizational challenges from digitalization? / Per Andersson, Ebba Laurin and Christopher Rosenqvist -- Toward a conceptual model for analyzing marketing reorganization and transition processes / Per Andersson, Christopher Roesnqvist, and Daniel Grenblad -- Organizing marketing and sales in a networked business world / Per Andersson and Björn Axelsson -- Brand orientation as a method to inspire, change culture, and lead the implementation of solutions business / Cecilia Cederlund -- Future studies of marketing and sales organization / Per Andersson, Björn Axelsson, and Christopher Rosenqvist.
520			_aOrganizing Marketing and Sales offers case studies to demonstrate in detail the kinds of challenges faced by multinational, multiproduct firms. It also draws upon theoretical perspectives in order to examine contemporary challenges in marketing and sales organization.
650		0	_aIndustrial marketing.
650		0	_aSales management.
700	1		_aAndersson, Per, _eeditor.
700	1		_aAxelsson, Björn, _eeditor.
700	1		_aRosenqvist, Christopher, _eeditor.
776	0	8	_iebook version : _z9781787549708
906			_a7 _bcbc _ccopycat _d2 _encip _f20 _gy-gencatlg
942			_2ddc _cBK
999			_c22802 _d22802