© 2015

Value Chain Marketing

A Marketing Strategy to Overcome Immediate Customer Innovation Resistance


Part of the Contributions to Management Science book series (MANAGEMENT SC.)

Table of contents

  1. Front Matter
    Pages i-xx
  2. Focus and Scope

    1. Front Matter
      Pages 1-1
    2. Stephanie Hintze
      Pages 3-9
  3. Conceptual and Methodological Foundation

    1. Front Matter
      Pages 11-11
    2. Stephanie Hintze
      Pages 13-32
    3. Stephanie Hintze
      Pages 33-52
    4. Stephanie Hintze
      Pages 53-68
  4. Qualitative Studies

    1. Front Matter
      Pages 69-69
    2. Stephanie Hintze
      Pages 71-83
    3. Stephanie Hintze
      Pages 85-130
  5. Computational Modeling

    1. Front Matter
      Pages 131-131
    2. Stephanie Hintze
      Pages 133-205
  6. Integrating Findings

    1. Front Matter
      Pages 207-207
    2. Stephanie Hintze
      Pages 209-214
    3. Stephanie Hintze
      Pages 215-220
  7. Back Matter
    Pages 221-259

About this book


​Value Chain Marketing (VCM) is a promising strategy to overcome immediate customers’ innovation resistance. By pursuing VCM, material suppliers enlarge their target group beyond their immediate customers and address their downstream customers as well. Treading on relatively unexplored grounds, this book explores the relevance of VCM and comprehends its process; identifies the critical factors for suppliers’ marketing success, and compares the performance of VCM trials, using a multi-method design linking case study research and computational modeling.


Agent-based simulation Case study research Chemical industry Innovation marketing Multi-method case design Value chain

Authors and affiliations

  1. 1.HamburgGermany

About the authors

Stephanie Hintze graduated under the supervision of Prof. Dr. Christian Lüthje at Hamburg University of Technology (TUHH). She worked at the Institute of Innovation Marketing.

Bibliographic information

  • Book Title Value Chain Marketing
  • Book Subtitle A Marketing Strategy to Overcome Immediate Customer Innovation Resistance
  • Authors Stephanie Hintze
  • Series Title Contributions to Management Science
  • Series Abbreviated Title Contributions to Management Science(Physica)
  • DOI
  • Copyright Information Springer International Publishing Switzerland 2015
  • Publisher Name Springer, Cham
  • eBook Packages Business and Economics Business and Management (R0)
  • Hardcover ISBN 978-3-319-11375-3
  • Softcover ISBN 978-3-319-38478-8
  • eBook ISBN 978-3-319-11376-0
  • Series ISSN 1431-1941
  • Series E-ISSN 2197-716X
  • Edition Number 1
  • Number of Pages XX, 259
  • Number of Illustrations 91 b/w illustrations, 0 illustrations in colour
  • Topics Marketing
    Innovation/Technology Management
    Simulation and Modeling
  • Buy this book on publisher's site
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