Field guide to case study research in business-to -business marketing and purchasing /

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This new volume is a must for B2B scholars and executives. This volume is for readers who demand findings and modeling at the individual case level that are readily transferable and adaptable for alternative contexts.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Otros Autores: Woodside, Arch G. (Editor ), Pattinson, Hugh M. (Editor ), Marshall, Roger (Editor ), Behrens, Ronny (Contribuidor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Bingley, England : Edward Elgar, 2014.
Edición:First edition.
Colección:Advances in business marketing & purchasing ; Volume 21.
Temas:
Industrial marketing > Research.
Purchasing > Research.
Marketing research.
Marketing industriel > Recherche.
Achat > Recherche.
Marketing > Recherche.
Sales & marketing.
Business & Economics > Marketing > Industrial.
Industrial marketing > Research
Marketing research
Purchasing > Research
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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).

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