Product Description
Business-to-Business Marketing (2nd edition)
Authors: K Makhitha, MC Cant
Format: Physical Hardcopy
Business-to-Business Marketing is the first B2B marketing book in South Africa written by local academics. Its content therefore includes material to which South African students of B2B marketing can relate more easily. This book is about businesses marketing their products and services to other businesses and covers concepts related to this environment.
It gives valuable insights into business-to-business marketing management, as well as analysing B2B buying practices, supply chain management, the selection of business customers and the development of a B2B marketing strategy. It provides readers with an understanding of what B2B marketing is and how it differs from business-to-consumer (B2C) marketing. The book has a strong theoretical basis, while also exploring many case studies from a South African perspective.
Key Features and Benefits
Focussed learning outcomes
Locally relevant case studies
Summaries
Self-assessment
Updates to this Edition
Chapters have been updated to reflect the current marketing environment
Discusses industry best-practices
New case studies reflect the current trends and issues in B2B marketing
Support Material
MCQs
Case Studies
Powerpoint slides
Contents:
-
Chapter 1: Introduction to Business-to-Business marketing
-
Chapter 2: Business-to-business buying
-
Chapter 3: Concepts and context of business strategy
-
Chapter 4: Marketing research and competitive analysis
-
Chapter 5: Segmenting business markets, choosing target markets and positioning products
-
Chapter 6: Developing and managing business-to-business products
-
Chapter 7: Innovation and competitiveness
-
Chapter 8: Pricing in business-to-business marketing
-
Chapter 9: Business development and planning
-
Chapter 10: Business-to-Business selling and managing customer
-
Chapter 11: Business-to-business branding: creating and fostering the brand
-
Chapter 12: Supply chains and channel relationships
-
Chapter 13: Communicating with the business-to-business market
For custom orders and quotes: shop@schoolspace.co.za
© 2026 Schoolspace. This product description is the exclusive intellectual property of the publisher, protected under copyright law. Unauthorized use, adaption, or copying is strictly prohibited.
