Does Multi-stage Marketing Pay?

Creating Competitive Advantages Through Multi-stage Marketing
2014
ISBN: 978-3-658-05558-5
Verlag: Springer

Buch, Englisch, 283 Seiten, Book, Format (B × H): 148 mm x 210 mm, Gewicht: 3949 g

Reihe: Business-to-Business-Marketing

Some scholars propose that the concept of market orientation needs to be extended to encompass a company’s indirect customers too. In an action-oriented perspective, this extended market orientation implies the notion of multistage marketing (MSM). For B-to-B settings, MSM entails the expanded consideration of both direct and indirect customers; it also provides the necessary capabilities to implement such a market orientation. In this study, Alejandro-Marcel Schönhoff presents a scenario-based experiment, using limit conjoint analysis, to establish an empirical basis for measuring the potential effects of different MSM types on direct customers’ willingness to pay and other key outcome variables. The results show, among other things, that collaborative MSM exerts a positive effect on willingness to pay, whereas non collaborative MSM has a negative effect on direct customers’ satisfaction and loyalty. Furthermore, the relevance of MSM depends on the direct customers’ market power toward their own customers.

Zielgruppe

Research

Autoren/Hrsg.

Schönhoff, Alejandro-Marcel

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

Conceptualization and definition of MSM.- Generic types and instruments of MSM.- Effect mechanisms of MSM.- Implications for marketing research and practice.

Über Autor(innen)

Alejandro-Marcel Schönhoff is a sales manager in the industrial adhesives division of a consumer and industrial goods manufacturer in Düsseldorf, Germany.