A collection of cases which demonstrate the management of the industrial marketing process set in an international context. This casebook considers such topics as market analysis, customer segmentation, product management, pricing strategies, promotion, place, distribution and market planning.

European Casebook on Managing Industrial and Business-To-Business Marketing (European Casebook Series in Management)

Business & Money

Jenster, Per V.

Management & Leadership

PRENTICE/HALL

Business to Business Marketing was developed for junior-level and senior-level undergraduates and MBA candidates. The authors approach the topic from a strategic perspective and integrate global concerns throughout the text. Each of the 11chapters contains text material and two to four readings. The cases, which are grouped at the end of the text, are described in the chapter where they are appropriate. A comprehensive Instructor's Manual also contains complete discussions of the cases.

Business Marketing: A Global Perspective

Hayes, H. Michael

Aaby, Nils-Erik

Richard D.Irwin

Outsourcing became fashionable in the late 1980s, came of age in the 1990s, and is now a normal part of corporate life. Written by well-known and respected business authors and incorporating new research from Copenhagen Business School, this book covers the newest elements of outsourcing today and discusses how strategic alliances should be established between the buyer and supplier. Topics explored throughout include the scope, scale and importance of what is outsourced; the pricing and risk sharing involved; and changes to organizations which lead them to seek more outsourcing.

Outsourcing -- Insourcing: Can vendors make money from the new relationship opportunities?

Hussey, David

Pedersen, Henrik Stener

Plackett, Patricia

wiley

This book provides a comprehensive guide for marketing and planning practitioners, managers and management consultants to enable them to improve the competitor information and intelligence available to their organizations, and to use it to gain advantages over the competition. Competitor Analysis: Turning Intelligence into Success goes beyond the broad concepts, and gives practical advice on how to obtain and use the necessary information, offers strategies for both attack and defence. The text builds on a sound conceptual foundation, and draws heavily on the author's practical experience.

Competitor Analysis: Turning Intelligence into Success (CBI Series in Practical Strategy)

Competitor Intelligence Turning Analysis into Success David Hussey and Per Jenster The seminal work of Michael Porter in the 1980s provided a conceptual basis to competitor analysis which has stood the test of time. The emphasis of his work, and of many books by other authors which followed it, has been on the why and what of competitor analysis. David Hussey and Per Jenster's book moves beyond this to the problems faced by organizations in applying the concepts at a practical level. It shows how real companies can use competitor intelligence and analysis in real situations. Three major strands are drawn out by this book, which shows how to: * obtain competitor information in a legitimate way * analyze information so that competitors can be better understood, and strategic options explored * develop ways of achieving competitive advantage which may move the organization ahead of others in the industry This book provides a comprehensive guide for marketing and planning practitioners, managers and management consultants, to enable them to improve the competitor information and intelligence available to their organizations, and to use it to gain advantages over the competition. The book goes beyond the broad concepts, and gives practical advice on how to obtain and use the necessary information, offers various analytical techniques and approaches, and shows how to develop strategies for both attack and defence. It includes numerous cameo examples, a case history of how an organization undertook competitor analysis in an industry with little coherent published information, worked examples of many of the methods suggested, as well as a number of case studies of various industry situations. The text builds on a sound conceptual foundation, and draws heavily on the authors' practical experience.

Competitor Intelligence: Turning Analysis into Success (Wiley Series in Practical Strategy)

Numerous books have been written about the subject of wine, but this book stands out because it discusses wine and the industry in each country and region around the entire world. This book presents an intensive study of the business of the world of wine from its many countries and regions across the globe. If a reader independently attempted to obtain all this information from consultants or various reports, he would be required to spend many tens of thousands of dollars, pounds or euros. The “International Business of Wine” describes the various activities of wine making in different regions, and illustrates the marketing of wine products with special attention to the design of successful strategies. The book contains extensive information, updated and brought forward to the present with statistics through the year 2013. The authors investigate the most influential trends that will affect the future of the industry and the types of wines that will be produced, marketed, purchased and enjoyed.

International Business of Wine: a World of Producers, Buyers & Cellars

Smith, David E.

Jenster, Lars V.

Mitry, Darryl J.

Industries

CreateSpace Independent Publishing Platform

The enjoyable nectar of grapes and the business of bringing wine to consumers has already had a long history, but never before has the wine industry seen so much change. The Business of Wine is aimed at anyone with an interest in broadening his or her view of wine to encompass some of the fascinating complexities of the business side of this international industry. The book provides substantive insight into the structure and economics of the industry as well as into the various trends and pressures which are currently affecting it. Wine lovers can go to a bookstore and find a myriad of guides to the wines of the world, however these volumes leave many gaps. The Business of Wine provides a global overview of wine as a business. While it is still possible to drive through Provence, Napa Valley or Mendoza, unearthing a unique case of undiscovered nectar, the real backbone of today's wine industry lies elsewhere. The structure and complex functions of the wine industry form this backbone and are examined in detail in The Business of Wine.

The Business of Wine: A Global Perspective

CBS Press

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Books by Jenster, Per V.