Individuals in B2B Marketing

Cover
Half Title
Series Page
Title Page
Copyright Page
Table of Contents
List of Contributors
Individuals in B2B marketing – An introduction to the book
Part I A contextualized individual
	Chapter 1 Selling to startup communities: Business-to-business marketing in entrepreneurial ecosystems
	Chapter 2 The role of individuals as stakeholders in B2B marketing for sustainable innovation
	Chapter 3 Making sense of disruption
	Chapter 4 Individuals and virtual distance in remote B2B relations
Part II A sensemaking individual
	Chapter 5 Adapting in business relationships
	Chapter 6 Sensemaking of business relationships in international small firms: The role of decision-makers’ language background
	Chapter 7 Diasporic sensemaking
	Chapter 8 Rising to the challenge: A french baker’s story of providing affordable organic food
Part III An acting individual
	Chapter 9 Functions of personal relations in business relationship dynamics: Revisiting the Halinen and Salmi (2001) framework
	Chapter 10 The individual and decision-making amidst organizational sensemaking in business ecosystems
	Chapter 11 The role of sensemaking in the internationalization of B2B companies
	Chapter 12 Nurturing sustainable growth in a competitive market
	Chapter 13 Forging the future
Index