Industrial Marketing Strategy, 3rd Edition   Widely regarded as a classic text in the field, and praised by critics as "the best textbook on industrial marketing yet," this modern classic shows managers and executives in industrial firms how to develop the customer-focused, market-driven strategies business needs to succeed in a rapidly evolving global marketplace. This important book covers the basic concepts of customer analysis and strategic management techniques :Frederick E. Webster :John Wiley & Sons :Book

Ready for the next move? Understanding a brand's potential requires a new set of metrics.   A dispassionate analysis of a brand can uncover opportunities for a company to expand into new profit zones. It also can reveal signs that the brand is becoming irrelevant to changing customer priorities. To do this, a company needs a deep understanding of its current brand status. Without this knowledge, managers can neither anticipate the impact a business move will have on their brand nor gauge the brand's potential to drive a business move. A formal brand assessment thus becomes a crucial prerequisite to most major strategic initiatives. :Andy Pierce and Suzanne Hogan :Mercer Management Journal :6/1/2000 :Article

Customer Intimacy and Other Value Disciplines   To today's customers, value can mean any number of things, from convenience of purchase to after-sale service and dependability. But that doesn't mean companies have to excel at everything. A study of market leaders shows they concentrate on one of three value disciplines - operational excellence, customer intimacy, or product leadership - and align their entire operating model to serve that discipline. Companies should choose a value discipline that fits with their existing capabilities and culture and then push themselves relentessly to sustain it. :Michael E. Treacy; Frederik D. Wiersema :Harvard Business Review :1/1/1993 :Article

The Discipline Of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market   The premise of the book is that successful companies direct all of their efforts towards operational excellence, product leadership, or customer intimacy. As customers' demands for the highest quality products, best services, and lowest prices increase daily, the rules for market leadership are changing. Once powerful companies that haven't gotten the message are faltering, while others, new and old, are thriving. In disarmingly simple and provocative terms, Treacy and Wiersema show what it takes to become a leader in your market, and stay there, in an ever more sophisticated and demanding world. :Michael Treacy, Treacy & Company LLC and Fred Wiersema, Ibex Partners :Perseus Press :6/1/1996 :Book

Brand and Profit Patterns   See and recognize the patterns behind the seeming chaos in your market. Browse the interactive pattern library, arranged by family and presented in order of frequency. Categorized eighteen variants of the Product to Brand profit pattern that will help you to see how the basis of brand advantage is shifting in your industry. Learn how to use the patterns with the downloadable PDF document. :Mercer Management Consulting :Web Site

Journal of Business and Industrial Marketing.   Examining the complex arena of business and industrial marketing in a analytical and practical way. Explores all aspects of marketing and offers in-depth research articles that enrich the practice of business & industrial marketing, while simultaneously making significant contributions to the body of knowledge. hose seeking to keep pace with the latest knowledge and identify further research opportunities, will find the in-depth analysis, lively discussion and practical recommendations extremely valuable. :Journal

The Industrial Marketing Practice Association   Always on the lookout for emerging trends. Provides you a steady stream of useful strategic insights, along with an interpretation of what it all means. You become a thought leader inside your company - an internal marketing expert who is on top of it all. Every month you will receive Industrial Marketing Tips & Tactics. The Industrial Marketing Practitioner, Best Practices, Articles by Publication, Research Paper Reviews, Software, Articles, Discussion Group, Archives,Event Calendar. :Association

The Business Marketing Association   Established in 1922, serves the professional, educational and career development needs of business-to-business marketers and their partner suppliers. With 3,000 members worldwide, international headquarters supports chapters in the major business centers of North America and a growing at-large membership. Benefits include local seminars, a national conference, local and international awards programs, access to proprietary marketing resources, professional certification,and a career network. also receive the Business to Business Marketer newsletter. :Association

Is Your Company Ready for One-to-One Marketing?   The idea of one-to-one marketing (also relationship marketing) is simple: accommodating a customer based on your knowledge of that customer, as well as the customer's input. They describe four key steps: identifying your customers, differentiating among them, interacting with them, and customizing your product or service to meet each customer's needs. And they provide activities and exercises, to be administered to employees and customers, that will help you identify your company's readiness to launch a one-to-one initiative. :Don Peppers ; Martha Rogers ; Bob Dorf :Harvard Business Review :Article

An Elephant in the Room: The Online At Work Audience   Commissioned by the Wall Street Journal Online and performed by eMarketer, this is a definitive review and analysis of research data covering every aspect of the online at-work audience, from market size and demographics to usage patterns and engagement with online advertising. Using the internet and accessing a library of electronically-filed research reports and studies, the research team first aggregates publicly available e-business data from hundreds of global research and consultancy firms. As a result, each set of findings reflects the collected wisdom of numerous research firms and industry analysts. :eMarketer, Inc. :Wall Street Journal Online :2/1/2003 :Article

KnowMarketing Virtual Library   Has grown to become one of the leading resource and reference sites on the Internet for those involved in marketing, market research, advertising, selling, promotion, and other marketing-related areas.   The chief goal is to offer a web site that is committed to providing unbiased, objective information that will offer valuable tools for academics, business professionals and students of marketing and related fields.  Consequently, the Marketing Virtual Library is not intended to be a list of every marketing site on the WWW, instead we focus on offering a topic-specific resource that will reduce the time you spend looking for information. :Archive

Marketing Resource Centre Articles   Contains links to hundreds of articles on both traditional and Internet marketing strategies and techniques. It is a comprehensive collection of tips and winning strategies written by successful business professionals. :Archive

Community B2B   Division of DCI, Community-oriented Web source for comprehensive, targeted information on evaluating, purchasing and implementing electronic business to business technology and solutions. Serves as a catalyst for exchanging B2Bstrategy, ideas and definitions. Provides interactive B2B peer exchange and networking. Promotes the effective adoption of B2B technology standards. :Portal

Association for the Advancement of Relationship Marketing (AARM)   Since 1995 the mission has been to provide a forum for the development, understanding and communication of the principles and discipline of CRM, Relationship Marketing, Customer Relationship Management - Enterprise Wide and Direct Marketing. A non-profit organization dedicated entirely to meeting the needs of individuals who wish to understand and apply the concepts of CRM. Comprehensive and thought-provoking insight into all aspects of acquiring, retaining and building sustainable profitability through CRM :Association

American Marketing Association (AMA)   Emphasize the integration of marketing and selling activities within the firm, across networks of partner firms, and throughout the value chain. Interests cover a broad range of topics including relationship management, B2B e-Business, technology management, sales management, value-based marketing, channels, integrated marketing communications, among many others. Marketing Templates, Presentation Support, Public Relations Tools, ROI Enhancers, Statistics Resources, Business Book Summaries. :Association

Customer Relationship Management: A breed apart   New research shows that customer satisfaction with eCommerce-in both the B2B and B2C sectors-is remarkably low. How come? In their rush to establish a presence on the Web, most companies failed to build strong, distinctive online brands. Identifies five distinct new market segments in each sector-B2B and B2C-and clearly shows what marketers need to do to build strong eBrands. :Stephen F. Dull :Accenture :Article

Patricia Seybold Group   Founded in 1978, customer-centric executives' first choice for strategic insight, technology guidance and e-business best practices. Offers customized consulting, strategic research, and executive coaching. :Consulting

The Marketing and Sales Analytics Resource Center   Leading source for information on gathering, measuring and managing key sales and marketing analytics on the web. This resource center provides in-depth information on category management, CRM, sales and customer measurement as well as practices and processes for utilizing this data to market your organization to your targeted audience. Includes: store, library, seminars, university, solutions, events, partners and email newsletters :Portal

The One to One Future: Building Relationships One Customer at a Time   Today, technology allows us to sell more goods to fewer people, which is far more efficient than selling fewer goods to more people. Peppers, an advertising executive, and Rogers, a marketing scholar, set out their new marketing paradigm in detail. A one-to-one competitor focuses on "share of customer" rather than the mass-marketer's "share of market." Learn to collaborate with the customer to build loyalty and build your opportunities for future profit. The strategies in this book work as well -- maybe even better -- for small companies as for the blue-chippers. :Don Peppers, Martha Rogers :Currency/Doubleday; :1/1/1997 :Book

The New Brand Strategy - Are You Experienced?   Once, a brand was simply a mark stamped on a product to identify its maker. Its fortunes depended on product quality and advertising. Today, with the explosion of the Internet and the flood of new options for customers, the basis for brand strength has dramatically shifted: Creating a compelling customer experience is increasingly what makes or breaks a brand. Collection includes articles on: Rethinking Brand Strategy, Assessing a Brand's Health, Anticipating Brand Opportunities and Delivering on the Brand Promise. :Mercer Managment Journal :6/1/2002 :Journal

Momentum: How Companies Become Unstoppable Market Forces   Drawing upon their intensive study of 20,000 consumer and corporate buyers, the authors reveal the "six forces of digital differentiation" that characterize "inevitable" market winners in the customer's mind. Introduces a "momentum index" that will enable senior management, product marketers, and marketing communication strategists to: Measure a brand's momentum against that of its competitors, Diagnose a company's strengths and weaknesses as a market contender, Develop an action plan for sustaining or strengthening a competitive position and Apply momentum strategies to the digital features of traditional offerings. :Ron Ricci, John Volkmann :Harvard Business School Press :6/1/2002 :Book

MarketResearch.com   The leading provider of global market intelligence products and services. With over 40,000 research publications from more than 350 top consulting and advisory firms, offers instant online access to the world's most extensive database of expert insights on global industries, companies, products and trends. Guaranteed fast, easy and cost-effective tool to locate exactly what you need to make effective strategic decisions. :Archive

B2Btalk.org   Not-for-profit resource designed by B2B marketers for B2B marketers - forum, sounding board, advice column, career center and library. B2B marketing strategies, advertising trends and PR tactics. Browse articles, screened industry links, opinion columns, and book reviews. Connect with your peers in ongoing discussion threads, or spark a discussion of your own. Interact with B2B experts during our dynamic, guest-hosted chats. :Portal

What ever happened to Burma-Shave? Pattern thinkers can outsmart brand rivals in a changing marketplace.   A static brand can quickly become irrelevant. But brand innovation also has its risks. Patterns that have played out in other industries can help managers anticipate when and how a brand must change. Current research suggests that pattern thinking can also help to anticipate how and when a brand must evolve. Describes brand patterns: a catalogue of the ways brands evolve. These eighteen patterns, arrayed by type and by incidence, describe how market shifts affect brand strategy. Anticipating which brand patterns are likely to unfold gives managers a critical head start in crafting the next winning moves for their brand. :John Kania and Adrian Slywotzky :Mercer Management Journal :6/1/2000 :Article

Henry Stewart Marketing Journals   Leading international publisher of professional and academic journals in such areas as Marketing and Public Relations, Finance, Property, Management and Biotechnology. E.g., Marketing and Public Relations, Journal of Brand Management, Journal of Communication Management ... :Archive

Journal of International Marketing   Journal of International Marketing (JIM) is designed to serve both the practitioner and educator audiences. Its primary mission is to contribute to the advancement of international marketing practice and theory. JIM brings to the readership a selection of original articles, executive insights, and book reviews. :American Marketing Association :Journal