Show simple item record

dc.contributor.authorGrewal, Rajdeep
dc.contributor.authorLilien, Gary L.
dc.contributor.authorBharadwaj, Sundar
dc.contributor.authorJindal, Pranav
dc.contributor.authorKayande, Ujwal
dc.contributor.authorLusch, Robert F.
dc.contributor.authorMantrala, Murali
dc.contributor.authorPalmatier, Robert W.
dc.contributor.authorRindfleisch, Aric
dc.contributor.authorScheer, Lisa K.
dc.contributor.authorSpekman, Robert
dc.contributor.authorSridhar, Shrihari
dc.date.accessioned2017-05-29T12:34:58Z
dc.date.available2017-05-29T12:34:58Z
dc.date.issued2015
dc.identifier.issn2196-2928
dc.identifier.doi10.1007/s40547-015-0040-5
dc.identifier.urihttp://hdl.handle.net/10072/337627
dc.description.abstractIn this article, we lay out the challenges and research opportunities associated with business-to-business (B2B) buying. These challenges and opportunities reflect four aspects of B2B buying that the Institute for the Study of Business Markets (ISBM: www.isbm.org) has identified through a Delphi-like process: (1) the changing landscape of B2B buying, (2) the increasing sophistication of sellers, (3) the impact of technological changes, and (4) the increasing importance and growth of emerging markets. For each of these four areas, we identify the relevant background, key issues, and pertinent research agendas.
dc.description.peerreviewedYes
dc.languageEnglish
dc.publisherSpringer
dc.relation.ispartofpagefrom193
dc.relation.ispartofpageto208
dc.relation.ispartofissue3
dc.relation.ispartofjournalCustomer Needs and Solutions
dc.relation.ispartofvolume2
dc.subject.fieldofresearchMarketing not elsewhere classified
dc.subject.fieldofresearchcode150599
dc.titleBusiness-to-Business Buying: Challenges and Opportunities
dc.typeJournal article
dc.type.descriptionC1 - Articles
dc.type.codeC - Journal Articles
gro.hasfulltextNo Full Text
gro.griffith.authorPalmatier, Robert W.


Files in this item

FilesSizeFormatView

There are no files associated with this item.

This item appears in the following Collection(s)

  • Journal articles
    Contains articles published by Griffith authors in scholarly journals.

Show simple item record