Business-to-Business Marketing

Leyland Pitt is the Dennis Culver EMBA Alumni Chair of Business, Beedie School of Business, Simon Fraser University, Vancouver, Canada, and also Affiliate Professor in Industrial Marketing at the Royal Institute of Technology, Stockholm, Sweden. He has also taught on executive and MBA programs at schools such as the Graham School of Continuing Studies (University of Chicago), Columbia University Graduate School of Business, Rotterdam School of Management, and London Business School. His work has been published in such journals, as Information Systems Research, Journal of the Academy of Marketing Science, Sloan Management Review, California Management Review, Communications of the ACM, and MIS Quarterly (which he also served as Associate Editor).

• The Unique Nature of Industrial Marketing Exploring the Customer′s Purchasing OperationHow Organizations Make Buying DecisionsBuilding Customer RelationshipsSegmentation and Targeting of Business MarketsIndustrial Marketing Research and IntelligenceStrategy and the Industrial MarketerInnovation, Entrepreneurship and the Business MarketerMarketing Industrial Products and ServicesA Creative Perspective on Industrial PricingCommunications with Business CustomersEngineering the Promotional MixThe Changing Role of the Sales ForceDistribution and the Value-Added ChainThe Need for AccountabilityControl and the Industrial Marketer