You are here

Resources to help you teach online

See our resources page for information, support and best practices.

Due to the current restrictions in place, our inspection copy policy has changed. Please refer to our updated inspection copy policy for details.

Business-to-Business Marketing
Share

Business-to-Business Marketing

Fifth Edition
  • Ross Brennan - Professor of Industrial Marketing, Hertfordshire Business School, University of Hertfordshire, UK
  • Louise Canning - Associate Professor of Marketing, Kedge Business School, France
  • Raymond McDowell - Associate Dean of Resources and Planning, Bristol Business School, University of the West of England, UK
Additional resources:


April 2020 | 424 pages | SAGE Publications Ltd

Brennan, Canning & McDowell cover both the theory and practice of global business-to-business (b2b) marketing from a European perspective, illuminating the subject with a wide range of learning features and case studies.

New to the 5th edition:

  • Coverage throughout of digital transformation and social responsibility in business markets
  • ‘Scenario’ boxes which provide reflective decision-based situations for students to think through, helping them prepare for future roles.
  • Examples and case studies covering ethics and bribery, circular economy, machine learning, artificial intelligence and blockchain to reflect developments in the b2b marketing environment
  • Further and updated company content, including brands such as Barry Callebaut, Embraer, Flokk, Givaudan, ING, Ingersoll Rand and Pret-a-Manger
  • Updated online resources, including author-selected SAGE journal articles and videos supporting each chapter.

 

 
Part I: Fundamentals of Business-to-Business Marketing
 
Chapter 1: Business-to-Business Markets and Marketing
 
Chapter 2: Buyer Behaviour
 
Chapter 3: Inter-Firm Relationships and Networks
 
Part II: Business-to-Business Marketing Analysis and Strategy
 
Chapter 4: Responsible Business-to-Business Strategy
 
Chapter 5: Researching Business-to-Business Markets
 
Chapter 6: Business Market Segmentation
 
Part III: Communicating and Interacting with Customers
 
Chapter 7: Marketing Communication
 
Chapter 8: Relationship Communication
 
Chapter 9: Relationship Portfolios and Key Account Management
 
Part IV: Managing Marketing Processes
 
Chapter 10: Managing Product Offerings
 
Chapter 11: Routes to Market
 
Chapter 12: Price-Setting in Business-to-Business Markets
 
Glossary

Supplements

Click for online resources

https://study.sagepub.com/Brennan5e

Lecturer resources

  • PowerPoint Slides
  • Instructor’s Manual
  • Sample Exam Questions
  • Resource Pack


Student resources

  • Video
  • SAGE Journal Articles
  • Weblinks
  • Multiple Choice Questions
  • Flashcards



Some interesting case for teaching

Dr Mara Miele
Planning and Geography, Cardiff University
May 15, 2020

For instructors

Please select a format:

Select a Purchasing Option


Paperback
ISBN: 9781526494399
£48.99

Hardcover
ISBN: 9781526494405
£130.00