Organizing for Business Development and Extended Customer Offerings
Organizing Marketing and Sales
ISBN: 978-1-78754-969-2, eISBN: 978-1-78754-968-5
Publication date: 29 May 2018
Citation
(2018), "Organizing for Business Development and Extended Customer Offerings", Andersson, P., Axelsson, B. and Rosenqvist, C. (Ed.) Organizing Marketing and Sales, Emerald Publishing Limited, Leeds, p. 207. https://doi.org/10.1108/978-1-78754-968-520181023
Publisher
:Emerald Publishing Limited
Copyright © 2018 Emerald Publishing Limited
The theme for this part is the challenges in organizing business relationships when moving into increased complexity. Therefore, the following subthemes are addressed:
- (1)
How to organize sociotechnical interfaces when bringing in new technology? We demonstrate this issue from an empirical case study (Chapter 12).
- (2)
How to develop enduring operations when managing a variety of solution-oriented business? This is addressed from a conceptual point of departure (Chapter 13).
- (3)
How to manage several businesses with diverging requests of organizational support? This is also foremost a conceptual discussion (Chapter 14).
- Prelims
- Part I Introduction: Organizing Marketing and Sales
- Chapter 1 Contemporary Developments and Challenges in Sales Organizations: Some Observations
- Chapter 2 Marketing Reorganization in a Globalized Market: The Case of ABB Robotics
- Chapter 3 Marketing Organization Research and Ideas Revisited
- Part II Sales Management and Organization Revisited
- Chapter 4 Value-based Selling in the Service-dominated Business Landscape: Creating, Acting, and Organizing to Improve Customer’s Profits
- Chapter 5 Organizing for Sales in VUCA Contexts: The Transformation Process from Products to Solution Sales
- Chapter 6 Business Maneuvering: A Dynamic View of B2B Selling Processes
- Chapter 7 Organizational Balancing: An Integrated View of Sales Management
- Part III Organizing Interactions with Customers
- Chapter 8 The Other Side of the Coin: On Developments in Procurement Practices and Their Implications for Sales
- Chapter 9 Successful and Value-creating Interplay between Buyer and Seller: Organizing Mutuality
- Chapter 10 Potential Business Improvements when Utilizing CRM Tools: and Challenges in Making It Happen
- Chapter 11 The Next Generation CRM Tools: Bridging the Gaps between Sales Needs and CRM Tools Architecture
- Part IV Organizing for Business Development and Extended Customer Offerings
- Chapter 12 Outside in — To Capture the In-betweens: Organizing the Sociotechnical Embedding Process of New Technology
- Chapter 13 Creating and Delivering Sustainable Customer Solutions: On Organizing Capabilities in the Era of Servitization
- Chapter 14 Marketing and Sales in Ambidextrous Organizations: Organizational Challenges from Digitalization?
- Part V New Perspectives on Marketing Organizing Processes
- Chapter 15 Toward a Conceptual Model for Analyzing Marketing Reorganization and Transition Processes
- Chapter 16 Organizing Marketing and Sales in a Networked Business World
- Chapter 17 Brand Orientation as a Method to Inspire, Change Culture, and Lead the Implementation of Solutions Business
- Chapter 18 Future Studies of Marketing and Sales Organization
- References
- Index