Segmenting industrial markets is a key challenge for the marketing field. More than 30 years
of research has not produced comprehensive guidelines for developing robust B2B market …

In the light of the current coronavirus crisis, business-to-business firms face a variety of
challenges in a complex and fast-changing environment. In order to provide structured …

A taxonomy of segmentation bases is presented which builds a multi-disciplinary approach
to the categorization of suppliers. Supplier segmentation, from a purchasing perspective, still …

In a 2000 article in Industrial Marketing Management,“Issues in Supply Chain Management,”
Lambert and Cooper presented a framework for Supply Chain Management (SCM) as well …

When we set our sights on the Sixth Edition, issues surrounding a global health pandemic,
geopolitical instabilities or a container vessel blocking one of the busiest shipping routes in …

Purpose–Increasingly, customer relationship management (CRM) is being viewed as a
strategic, process‐oriented, cross‐functional, value‐creating for buyer and seller, and a …

Despite segmentation's importance for marketing in general and the extensive research
published on the topic over several decades, business-to-business segmentation is still not …

Marinas are a significant part of marine tourism activity and they are complex organizations
having a highly heterogeneous business structure with many different companies trying to …

Over the past few years, the importance of improving the product distribution structure has
increased worldwide. Therefore, distribution prices are now disclosed and product …

Business to business markets are considerably more challenging than consumer markets
and as such demand a more specific skillset from marketers. Buyers, with a responsibility to …