Business-to-Business Marketing: An African Perspective: How to Understand and Succeed in Business Marketing in an Emerging Africa is a comprehensive application of the most current research results, concepts and frameworks to the African business-to-business (B-to-B) context. The chapters are designed to provide the reader with a thorough analysis of b-to-b. Important aspects like competitive strategy in B-to-B, marketing mix strategies, relationship management and collaboration, business services, big data analysis, and emerging issues in B-to-B are discussed with African examples and cases. As a result, the book is easy to read and pedagogical. It is suitable for courses at universities and other tertiary levels, undergraduate and graduate courses, MBA and professional B-to-B marketing programmes. Working managers will find it a useful reference for practical insights and as a useful resource to develop and implement successful strategies.
Collectively the four authors have over 60 years of teaching and research in B-to-B marketing and management in and outside Africa. They have the managerial and consulting experience that has enabled them to combine theory with practice. Their experience and knowledge provide the needed background to uniquely integrate teaching and research with the realities of the African B-to-B market. Their command of and insight into the subject are unparalleled.
TABLE OF CONTENTS
part 1|53 pages
Characte Ristics of the Business-to-Business Market
part 2|48 pages
Marketing And Purchasing in the Business-To-Business Market
part 3|77 pages
Competitive Aspects of the Business-To-Business Market
part 4|50 pages
Strategic Alliances and Collaborati Verelation Ships Management in the Business-To-Business Market
part 5|28 pages
Capacity Development in the African Businessto-Business Context
part 6|16 pages
Emerging Issues in Business-To-Business Marketing