An introductory textbook on industrial marketing and supply chain management that discusses industrial products and pricing, as well as key topics such as co-creation of value, big data, innovation, green practices and CSR.
The textbook includes:
- The marketing philosophy on industrial markets
- The characteristics of industrial markets
- The marketing mix and the product life cycle
- The issues surrounding distribution and operations including value creation, business relationships and networks
- Case studies and mini case studies (vignettes)
This textbook is suitable for students studying industrial marketing and other related courses at undergraduate and graduate levels.
Thomas Fotiadis is an Associate Professor of Marketing and Head of the Marketing Laboratory in the Department of Production and Management Engineering, School of Engineering at Democritus University of Thrace, Greece.
Adam Lindgreen is Professor and Head of Department of Marketing at Copenhagen Business School, Denmark and Extraordinary Professor at University of Pretoria’s Gordon Institute of Business Science, South Africa.
George J. Siomkos is Professor of Marketing at the Athens University of Economics & Business (AUEB), Director of the MSc Program in Services Management and previously Dean of the School of Business, AUEB, Greece.
Christina Öberg is Professor at CTF Service Research Center, Karlstad University and associated with the Ratio Institute, Sweden.
Dimitris Folinas is Professor in the Department of Supply Chain Management at International Hellenic University, Greece.
Table of Content
Chapter 1: Applying Marketing Philosophies to Industrial Markets
Chapter 2: Differentiation Characteristics of Industrial Markets
Chapter 3: Supply Chain Networks for Manufacturing Products
Chapter 4: Organizational Buying Process, Buying Relations, and Buying Behavior in Industrial Marketing
Chapter 5: The Marketing Mix: Distributing Industrial Products
Chapter 6: Supply Chain Transportation of Manufactured Products
Chapter 7: The Marketing Mix: Promotion and Marketing Communication Channels for Industrial Products
Chapter 8: The Marketing Mix: Industrial Pricing
Chapter 9: The Marketing Mix: The Industrial Product
Chapter 10: Warehousing in the Industrial Market
Chapter 11: Industrial Services
Chapter 12: Modern Trends and Developments in Industrial Marketing
Chapter 13: Industrial Marketing in a High-Tech Context
About the author
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.
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