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This list relates to the year Semester 2, 2017 which ended on 20/10/2017
This list has been archived
  1. Week 1: - Introduction to Business to Business Marketing 4 items
    1. We are all business marketers now - J. David Lichtenthal, Gopalkrishnan R. Iyer, Paul S. Busch, Thomas Tellefsen 12/2006

      Article  Journal of Business and Industrial Marketing, 21(7): 414-421.

    2. Rethinking the 4 P's - Ettenson, Richard Conrado, Eduardo Knowles, Jonathan 2013

      Article  Harvard Business Review, Jan-Feb, 2013, Vol.91(1-2), p.26(1)

    3. The Marketing Mix Revisited: Towards the 21st Century Marketing - E. Constantinides 04/2006

      Article  Journal of Marketing Management. 22: 407-438.

    4. It's all B2B…and beyond: Toward a systems perspective of the market - Stephen L. Vargo, Robert F. Lusch 2011-2

      Article  Industrial Marketing Management, 40: 181-187.

  2. Week 2: A Business Marketing Perspective - Theory 1 item
  3. Week 3: Organization Buying Behavior 1 item
    1. A General Model for Understanding Organizational Buying Behavior. - Webster Jr., Frederick E., Wind, Yoram 1972

      Article  Journal of Marketing 36(2). 12-19.

  4. Week 4: Managing Innovation and New Product Development 3 items
    1. When Is a Disruptive Innovation Disruptive? - Glen M. Schmidt, Cheryl T. Druehl 07/2008

      Article  Journal of Product Innovation Management, 25, pp 347-369

    2. Perspective: The Stage-Gate Idea-to-Launch Process—Update, What's New, and NexGen Systems - Robert G. Cooper 05/2008

      Article  Journal of Product Innovation Management, 2008, Vol.25(3), pp.213-232

    3. Developing nations of Africa and Asia receive new ultrasound for maternal health - World Health Assembly (WHA) in Geneva, Switzerland 7/5/2015

      Audio-visual document  [Accessed 24 January 2017]

  5. Week 5: Managing Services for Business Markets 1 item
    1. Rethinking Customer Solutions: From Product Bundles to Relational Processes - Kapil R. Tuli, Ajay K. Kohli and Sundar G. Bharadwaj 2007

      Article  Journal of Marketing, 1 July 2007, Vol.71(3), pp.1-17

  6. Week 6: Business Networks 5 items
    1. Marketing in the Network Economy. - Achrol, Ravi S. and Kotler, Philip

      Article  Journal of Marketing, 63: 146-163.

    2. Interaction, relationships and networks in business markets: an evolving perspective - Peter Turnbull, David Ford, Malcolm Cunningham 06/1996

      Article  Journal of Business and Industrial Marketing, 11(3/4): 44-62.

    3. Actors, resources, activities and commitments - Peter Lenney, Geoff Easton 2009-7

      Article  Industrial marketing management, Jul 2009, Vol.38(5), pp.553-561

  7. Week 7: Managing Business Marketing Channels and Supply Chain Management 2 items
    1. Channel Selection for New Industrial Products: A Framework, Method, and Application. - Rangan, V. Kasturi and Menezes, Melvyn A. J. and Maier, E. P. 1992

      Article  Journal of Marketing, Jul 1, 1992, Vol.56(3), p.69

    2. Supply Chain Challenges: Building Relationships. 2003

      Article  Harvard Business Review. July 2003, Vol. 81 Issue 7, pp. 64-73.

  8. Week 8 1 item
    1. Reverse auctions in industrial marketing and buying - Larry R. Smeltzer, Amelia Carr 2002-3

      Article  Business Horizons, Volume 45, Issue 2, March–April 2002, Pages 47-52

  9. Week 9: Pricing 2 items
    1. Pricing strategy and management - Roger A. Kerin, Robert A. Peterson

      Chapter  Chapter 8 pp. 383 - 457. This includes the Case Study: Texas Instruments – Global pricing in the semiconductor Industry.

    2. The Effects of Ingredient Branding Strategies on Host Brand Extendibility. - Desai, Kalpesh Kaushik and Keller, Kevin Lane 2002

      Article  Journal of Marketing, 1 January 2002, Vol.66(1), pp.73-93

  10. Week 10: Branding 1 item
    1. The GMS: A Broad Conceptualization of Global Marketing Strategy and Its Effect on Firm Performance. - Zou, Shaoming and Cavusgil, S. Tamer 2002

      Article  Journal of Marketing, Oct 2002, Vol.66(4), pp.40-56 [

  11. Week 11: Global Marketing 0 items
  12. Week 12 0 items
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