Business Marketing Management : B2B, 13th Edition

Gain an understanding of the most recent industry trends and today's dynamic B2B market with Hutt/Speh/Hoffman's BUSINESS MARKETING MANAGEMENT: B2B, 13E. This edition ties concepts to real-world decision making and to best practices. New content emphasizes an ESG (Environmental, Social, Governance) framework, while new discussions highlight developments such as the innovation flywheel and the new standard in marketing -- omnichannel strategy. You review similarities and differences between consumer goods and B2B marketing. Revised content focuses on market analysis, organizational buying behavior, relationship management and marketing strategies to reach organizational customers. A new digital playbook and expanded content on smart, connected products also explore how digital-first engagement preferences of B2B buyers are transforming customer relationship processes. MindTap digital resources are available to reinforce your understanding of key marketing strategies.

Michael D. Hutt (Ph.D., Michigan State University) is the Ford Motor Company Distinguished Professor Emeritus of Marketing at the W. P. Carey School of Business, Arizona State University. Dr. Hutt has also held faculty positions at Miami University (Ohio) and the University of Vermont. His teaching and research interests are concentrated in the areas of business-to-business marketing and strategic marketing. His most recent research centers on the marketing-finance interface, particularly the application of financial portfolio theory to customer management. Dr. Hutt's research has been published in scholarly journals such as the Journal of Marketing, Journal of Marketing Research, MIT Sloan Management Review and the Journal of the Academy of Marketing Science. Dr. Hutt was the recipient of the Hunt/Maynard Award at the Journal of Marketing, the Richard Beckhard Prize at MIT Sloan Management and the Best Article Award at the Journal of Business-to-Business Marketing. He has consulted on marketing strategy issues for firms such as IBM, Honeywell, SC Johnson, AT&T and Motorola. Thomas W. Speh (Ph.D., Michigan State University) was professor of marketing emeritus and former associate dean at the Farmer School of Business, Miami University (Ohio). Prior to his tenure at Miami, Dr. Speh taught at the University of Alabama. He published articles in a number of academic and professional journals, including the Journal of Marketing, Sloan Management Review, Harvard Business Review, Journal of the Academy of Marketing Sciences, Journal of Business Logistics and Industrial Marketing Management. He received the Beta Gamma Sigma Distinguished Faculty award for excellence in teaching at Miami University's School of Business and received the Miami University Alumni Association's Effective Educator award. He served as president of the Warehousing Education and Research Council (WERC) and as president of the Council of Logistics Management (CLM). Dr. Speh was a consultant on strategy issues to such organizations as Xerox, Procter & Gamble, Burlington Northern Railroad, Sara Lee, J. M. Smucker Co. and Millennium Petrochemicals, Inc. Dr. Speh passed away in 2016. K. Douglas Hoffman (D.B.A., University of Kentucky) is a professor of marketing and University Distinguished Teaching Scholar at Colorado State University. Dr. Hoffman's teaching experience at the undergraduate and graduate levels spans more than thirty years. He has held tenure track positions at Colorado State University, University of North Carolina at Wilmington and Mississippi State University. In addition, Dr. Hoffman has taught as a visiting professor at Helsinki School of Business and Economics (Helsinki, Finland); the Institute of Industrial Policy Studies (Seoul, South Korea); Thammasat University (Bangkok, Thailand); Cornell-Nanyang Technological University (Singapore); and the Foreign Trade University (Hanoi, Vietnam). Dr. Hoffman is an accomplished teaching and research scholar in the areas of services marketing and marketing management. He is a former editor of Marketing Education Review. His current research and consulting activities are primarily in the areas of sales/service interface, customer service/satisfaction, service failure and recovery and marketing education. Dr. Hoffman has consulted on marketing strategy issues for firms such as HP Inc., State Farm and Frontier Airlines.

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