The Sage Handbook of Industrial Marketing

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. 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).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.

A landmark achievement. The Sage Handbook of Industrial Marketing is a critical resource for the business-to-business marketing scholar. The book goes beyond mere important topics and engages with the complexities of the modern era. The organisation of the topics is logical yet allows the reader to explore phenomena often neglected in mainstream science. It deserves reading with intention and assists its audience in their strive for greater insight. Destined for a permanent place on my desk.

• Part 1: Field of Business-to-Business MarketingChapter 1: C2B2B: The Interplay of Consumer and Business Markets and the Rise of Marketing System - Michael EhretChapter 2: Characteristics of Business-to-Business (B2B) Products and Services (including High Tech) - Thomas Fotiadis, Konstantinos Rotsios, and Dimitris FolinasChapter 3: Being a Business-to-Business (B2B) Marketer and what ‘Rules’ an Exchange - Pete Naudé and Katayoun ZafariPart 2: Business-to-Business OrganizationsChapter 4: Sales and Sales Management for a Changing Digital World - Tobias Schäfers, Michel van der Borgh, and Deva RangarajanChapter 5: Managing International Products and Services in International Business-to-Business (B2B) Setting - Antonija Kvasina Kovacevic and Dario MiocevicChapter 6: Customer Success Management - Michael Kleinaltenkamp, Katharina Prohl-Schwenke, and Laura ElgetiPart 3: Business-to-Business Customer BehaviorChapter 7: The Business-to-Business Buying Process: Models of Buyer Behavior - Pete Naudé and Katayoun ZafariChapter 8: The Transformation of Organizational Buying: From Centers to Systems - Michael Ehret and Rotimi OlaniyanChapter 9: Customer Experiences and Customer Journeys in Business-to-Business (B2B) Contexts - Harald Brege, Lisa Lundin, and Daniel KindströmChapter 10: Business-to-Business Experience Reengineering through Big Data: Optimizing Interactions and Digital Strategies - Dimitrios P. Reklitis, Thomas Fotiadis, Damianos P. Sakas, Artemis G. Andreou, and Alkistis E. PapadopoulouPart 4: Business-to-Business Market ResearchChapter 11: Digital transformation in Business-to-Business (B2B) Marketing - Vasiliki Balaska, Ioannis Kansizoglou, Konstantinos A. Tsintotas, and Antonios GasteratorsChapter 12: Business-to-Business (B2B) Market Research - Aikaterini Vassilikopoulou and Thomas FotiadisPart 5: Business Customer Value PropositionChapter 13: Fairness and Unfairness in Business Relationships: The Concepts, Its Dimensions, and Performance Outcomes - Tobias Grossmann, Michael Kleinaltenkamp, and Andreas EggertChapter 14: Life-Cycle Costing and Customer Value Analysis: Strategic Tools for Industrial Marketing - Maja Arslanagic-KalajdzicChapter 15: Just-in-Time and Other Inventory Strategies - Dimitris Folinas, Dimitris Aidonis, Naoum Tsolakis, and Thomas FotiadisPart 6: Market Segmentation and PositioningChapter 16: Business-to-Business (B2B) Marketing Strategic Planning: Aligning Corporate Strategy and Business-to-Business Marketing - Christina ÖbergChapter 17: Business-to-Business (B2B) Market Segmentation: A Strategic Integrative View on Decisions in the Segmentation Process - Ann Højbjerg Clarke and Per Vagn FreytagChapter 18: Business-to-Business (B2B) Target Market Selection - Judy Zolkiewski, Jamie Burton, and Vicky M. StoryPart 7: Product InnovationChapter 19: Cross-functional and Strategic Issues in Business-to-Business (B2B) Product Development - Babu L. John-Mariadoss and C. Anthony Di BenedettoChapter 20: An Overview of Stage-Gate® New Product Development Processes - Jeffrey B. Schmidt, Kumar Sarangee, and C. Anthony Di BenedettoChapter 21: Agile Product Development - Kumar Sarangee, Jeffrey B. Schmidt, and C. Anthony Di BenedettoChapter 22: Business-to-Business (B2B) Product Innovation - Konstantinos Z. VasileiouChapter 23: Contextualizing Open Innovation and Coopetition in Business-to-Business Model Innovation: A Narrative Review - Steven Pattinson, David M. Brown, and Nicole El MaaloufPart 8: Product ManagementChapter 24: Risky Business: A Business-to-Business (B2B) Brand Management Review and Research Agenda - Brian P. Brown, Susan M. Mudambi, and Kunal SwaniChapter 25: Packaging from the Standpoint of Marketing and Supply Chain Management - Aggeliki Konstantoglou, Dimitris Folinas, Thomas Fotiadis, and Konstantinos RotsiosPart 9: Marketing CommunicationsChapter 26: Advertising in Business Markets - Miriam Guenther and Peter GuentherChapter 27: Business-to-Business Advertising - Kostoula Margariti, Leonidas Hatzithomas, and Christina BoutsoukiChapter 28: Implementation of Customer Success Management through Modularization - Grgo Vukovic, Markus-Florian Seidel, and Selma Kadic-MaglajlicChapter 29: Business-to-business (B2B) Marketing: An Integrative Review of Four Conceptual Archetypes - Josefin WiikPart 10: Channels of DistributionChapter 30: Business-to-Business Distributors - Catherine Pardo and Sophie MichelChapter 31: Digitalization and AI in Business-to-Business (B2B) Supply Chain Context - Elviira Saarelma, Tommi Mahlamäki, and Aki JääskeläinenChapter 32: Exploring the Intellectual Foundations of Business-to-Business (B2) Marketing Channel Strategy and the Role of B2B Channel Members - Herbert KotzabChapter 33: Distribution networks within the digital realm - Dimitris Folinas, Rachel Argyropoulou, and Maria ARgyropoulouPart 11: New TrendsChapter 34: The Internet of Things: Reshaping Business-to-Business Marketing Relationships - Christine Falkenreck and Ralf WagnerChapter 35: Digital Marketing Methods in Blockchain Applications: A Systematic Review - Nikolaos T. Giannakopoulos, Damianos P. Sakas, Thomas Fotiadis, Alkistis E. Papadopoulou, and Artemis G. AndreouChapter 36: AI and Business-to-Business Marketing - Paul SmithChapter 37: Branding the Nation? Sustainability in Global Value Chains - Peter Lund-Thomsen