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Business‐to‐business marketing: What is important to the practitioner?

Gary Reed (Business School, Loughborough University, Loughborough, UK)
Vicky Story (Business School, Loughborough University, Loughborough, UK)
Jim Saker (Business School, Loughborough University, Loughborough, UK)

Marketing Intelligence & Planning

ISSN: 0263-4503

Article publication date: 1 August 2004

Abstract

The paper reports on research sponsored by the Chartered Institute of Marketing as part of its Canon of Knowledge initiative. The paper addresses the issue of what areas currently being taught as part of the discipline of marketing are considered important by business‐to‐business marketing practitioners. It also examines how these differ between the private and public sectors and identifies the tools and techniques felt to be most useful to practitioners.

Keywords

Citation

Reed, G., Story, V. and Saker, J. (2004), "Business‐to‐business marketing: What is important to the practitioner?", Marketing Intelligence & Planning, Vol. 22 No. 5, pp. 501-510. https://doi.org/10.1108/02634500410551888

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited