Useful resources
Here you will find all of the resources referenced in the M2B best practice factfiles - by author - along with other useful resources.
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References and resources
Aaker, D.A. (1998) Strategic marketing management. 6th Edition. Chichester, John Wiley and Sons.
Alanko, J. (2000) Case for integration in B2B marketing. Admap, September, pp. 31-34.
An examination of the subtle differences between consumer and business to business integration.
Ambler, T. (1997) How much of brand equity is explained by trust? Management Decision, Vol. 35 (4), pp. 283-292.
Ambler, T. (1997) Measures of marketing success. Journal of Marketing Management, Vol. 13 (7), pp. 665-378.
Ambler, T. (1998) Measuring marketing performance. Journal of Targeting, Measurement and Analysis for Marketing, Vol. 6 (3), pp. 233-246.
Ambler, T. (1999) Marketing performance assessment: An exploratory investigation into current practice and the role of firm orientation. Report no. 99-114, MA, Marketing Science Institute.
Summary available at http://www.msi.org/msi/insights/ins99f.cfm
Anon (1998) Mastering marketing. Financial Times, September 17th 1998, pp. 1-11.
Bennett, P.D. (1988) Marketing. Maidenhead, McGraw-Hill.
Bitner, M. J. (1995) Building service relationships: It?s all about promises. Journal of the Academy of Marketing Science. Vol. 23 (4), pp. 246-251.
Bonoma, T.V. and Shapiro, B.P. (1983) Segmenting the industrial market. US, Lexington Books.
Cann, S.W. (1998) Eight steps to building a business to business relationship. Journal of Business & Industrial Marketing. Vol. 13 (4/5), pp. 393-392.
A fundamental description of the steps to build a strong relationship. The process begins inside the organisation and ends with a commitment between buyer and seller to maintain a relationship over time. The steps start with aligning the internal culture with the market requirements and move logically through social bonding to building interdependency by adding value to the relationship.
Cheverton, P. (1999) Key account management: The route to profitable key supplier status. London, Kogan Page.
A practical and detailed description of how to do Key Account Management with many instructive examples, this book describes the whole process in considerable detail with the all the theory as well. It contains practical tools to enable identification of key accounts and implementing the strategy to keep them, profitably.
Christopher, M., Payne, A. and Ballantyne, D. (1991) Relationship marketing: Bringing quality, customer service and marketing together. Oxford, Butterworth Heinmann.
Cooper, R. G. (2001) Winning at new products: Accelerating the process from idea to launch. US, Perseus Publishing.
Dibb, S. and Simkin, L..P. (1997) Program for implementing market segmentation. Journal of Business & Industrial Marketing. Vol. 12 (1), pp.51-65.
This paper presents a segmentation program that has been designed to overcome some of the implementation barriers associated with segmentation strategies. The program is based on a process which has been developed in conjunction with management teams at four international companies.
Doyle, P. (2002) Marketing management and strategy. 3rd Edition. Harlow, FT/Prentice Hall.
Dwyer, F.R. and Tanner, J.F. (1999) Business marketing: Connecting strategy, relationships and learning. United States, McGraw-Hill.
Contains a useful section on integrating marketing communications and how it differs for business marketers.
Ellwood, I. (2002) Essential brand book: Over 100 techniques to increase brand value. London, Kogan Page.
Ford, D. (1998) Managing business relationships. Chichester, John Wiley.
This book examines the different relationships between a company and its suppliers, customers and distributors. It provides frameworks for analysing these relationships and highlights their importance for the strength of the business.
Freidman, L.G. and Furey, T.R. (1999) Channel advantage: Going to market with multiple sales channels to reach more customers, sell more products, make more profit. Oxford, Butterworth Heinemann.
Freytag, P.V. and Clarke, A.H. (2001) Business to business market segmentation. Industrial Marketing Management, Vol. 30 (6), pp. 473-486.
This article discusses the characteristics of industrial markets in relation to some of the major industrial market segmentation models. It describes a scale with simple market transactions at one end and complex relationship management at the other, and suggests that the segmentation approach must be different at each end of the spectrum.
Hague, P. and Jackson, P. (1994) Power of industrial brands: An effective routes to competitive advantage. Maidenhead, McGraw-Hill.
An approachable guide to the key issues and advantages of building brands in both commodity and specialist markets.
Hamel, G. (1996) Strategy as revolution. Harvard Business Review, July/August, pp. 69-82.
Hart, N. (1997) Business to business marketing communications. 6th Edition. London, Kogan Page.
Practical guidance and tips for effective B2B marketing communications.
Hlavacek, J.D. and Reddy, H.M. (1986) Identifying and qualifying industrial market segments. European Journal of Marketing, Vol. 20 (2), pp. 8-21.
Jeans, R. et al (1997) Developments in business-to-business communications. Admap, October, pp. 58-60.
Summary of the research conducted with B2B marketing directors with the University of Strathclyde.
Jeans, R. et al (1998) Doing the business. Admap, December, pp. 17-35.
Collection of useful articles covering B2B communications.
Johnson, G., and Scholes, K. (2002) Exploring corporate strategy. 6th Edition. Harlow, FT/Prentice Hall.
Kotler, P. (1988) Marketing management: Analysis, planning, implementation and control. 6th Edition. US, Prentice Hall.
Kotler, P. (1999) Marketing management: The millennium edition. 10th edition. US, Prentice Hall.
Kotler, P., Armstrong, G., Saunders, J. and Wong, V. (2001), Principles of marketing, 3rd European Edition. Harlow, FT/Prentice Hall.
Lauterborn, R. (1991) New marketing litany. Advertising Age, Vol. 61 (41) October, pp.26.
McDonald, M.H.B. and Dunbar, I. (1998) Market segmentation: How to do it; how to profit from it. 2nd Edition. Basingstoke, Macmillan.
Millier, P. (2000) Intuition can help in segmenting industrial markets. Industrial Marketing Management, Vol. 29 (3), pp.147-155.
Miller, R.B., Heiman, S.E. and Tuleja, T. (1988) Strategic selling: Secrets of the complex sale. London, Kogan Page.
A key book in the field of managing the sales force and relationships with customers. Miller and Heiman is a manual on how to structure the relationships with the customer organisation, how to make a complex sale, how to focus the sales force so as to provide a smoother flow of orders. It is practical and immediately applicable to improve the effectiveness of an industrial sales force. There is considerable focus on the person-to-person relationships and how these must be developed.
Mitchell, C. (2002) Selling the brand inside. Harvard Business Review, January, pp.99-105.
An excellent guide to the benefits and practicalities of effective internal communications.
Mitchell, V.W. and Wilson, D. (1998) Balancing theory and practice: A reappraisal of business-to-business segmentation. Industrial Marketing Management., Vol. 27 (5), pp. 429-445.
Ody, P. (2001) Vendors extend their net over mid-market. Financial Times, October 17th 2001, pp. 5.
Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1985) A conceptual model of service quality and its implications for future research. Journal of Marketing, Vol. 49 (4), pp.41-50.
Peppers, D. and Rogers, M. (2001) One to one B2B: Customer development strategies for the business-to-business world. Oxford, Capstone Publishing.
Piercy, N., (2002) Market-led strategic change. 3rd Edition. Oxford, Butterworth-Heinemann.
Porter, M.E. (1985) Competitive advantage: creating and sustaining superior performance. New York, Free Press.
Porter, M.E. (1988) Competitive strategy: Techniques for analysing industries and competitors. New York, Free Press.
Ramaswamy, V., Gatignon, H. and Reibstein, D.J. (1994) Competitive marketing behaviour in industrial markets. Journal of Marketing, Vol. 58 (2), pp. 45-55.
Rangan, V.K. (1995) Business marketing strategy. US, Irwin.
Robertson, T.S. and Barich, H. (1992) A successful approach to segmenting industrial markets. Planning Review, Vol. 48, November-December, pp.4-12.
Schultz, D. and Schultz, H. (2001) Business-to-business branding: Building the brand powerhouse. Houston, American Productivity and Quality Center.
Summary available at http://www.apqc.org/pubs/summaries/CMB2BBRAND.pdf
Shaw, Robert and Mazur, Laura (1997) Marketing accountability and improving business performance. London, Financial Times.
Simkin, L..P. and Dibb, S. (1998) Prioritising target markets. Marketing Intelligence and Planning, Vol. 16 (7), pp.407-417.
Storey, C. (2001) Teaching note: Services marketing, case business school, adapted from Gronroos, C. (1990) Services management and marketing. London, Pearson Education. (pp. 62).
Superbrands (2000) Business superbrands: An insight into Britain?s strongest brands. Available from: http://www.superbrands.org [Accessed September 2002]
Turnbull, P.W. (2000) The management of supplier-customer relationships in business-to-business marketing.
Udell, Jon G. (1968) The perceived importance of the elements of strategy. Journal of Marketing, Vol. 32 (1), pp. 34-40.
Vandenbempt, K. and Matthyssens, P. (1998) Creating competitive advantage in industrial services. Journal of Business and Industrial Marketing, Vol. 13 (4/5), pp. 339-355.
Wang, Z. and Rao, C.P. (1995) Evaluating alternative segmentation strategies in standard industrial markets. European Journal of Marketing. Vol. 29 (2), pp. 58-75.
This paper provides a good theoretical background to market segmentation and builds on previous research work and examines the linkage between two alternative segmentation strategies, the traditional and benefit segmentation approaches.
Weber, J.A. (1997) Exploring for competitive advantages in business. Industrial Marketing Management, Vol. 26 (6), pp.531-554.
Wilson, K. (1999) Developing key account relationships: The integration of the Millman-Wilson relationship development model with the problem centred (PPF) model of buyer seller interaction in business to business markets. Journal of Selling & Major Account Management, Vol. 1 (4), pp. 11-32.
A seminal article in relationship marketing theory. A conceptual framework for the development of competitive strategies which focus on managing relationships rather than products. It argues that identifying and solving problems for customers to help them compete better can create competitive advantage.
Yorke, D.A. and Droussiotis, G. (1994) Use of customer portfolio theory: An impirical survey. Journal of Business and Industrial Marketing, Vol. 9 (3), pp.6-18.
Customer Portfolio Analysis, and its application to the allocation of resources in relation to value or potential value of the customer.
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