Business Project Management and Marketing

Mastering Business Markets

  • Michael Kleinaltenkamp
  • Wulff Plinke
  • Ingmar Geiger

Part of the Springer Texts in Business and Economics book series (STBE)

Table of contents

  1. Front Matter
    Pages i-vii
  2. Frank Jacob
    Pages 1-54
  3. Ingmar Geiger, Sarah Krüger
    Pages 55-81
  4. Wulff Plinke, Matthias Claßen
    Pages 83-126
  5. Klaus Backhaus, Philipp Hupka, Nico Wiegand
    Pages 127-158
  6. Georg Berkel
    Pages 159-206
  7. Ingmar Geiger
    Pages 207-275
  8. Wolfgang Rabl
    Pages 277-353
  9. Bernd Günter
    Pages 355-393
  10. Back Matter
    Pages 395-399

About this book


Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial engineering, contract management, negotiation management, project management, and finally project cooperation. Adopting a cross-sector perspective, it examines both traditional manufacturing industries and business-to-business services. All contributions are presented in an accessible style, making the book well-suited as both a managerial textbook and valuable practical guide.  


Business Project Management Contract Management Controlling B2B Marketing Competitive Bidding Negotiation

Editors and affiliations

  • Michael Kleinaltenkamp
    • 1
  • Wulff Plinke
    • 2
  • Ingmar Geiger
    • 3
  1. 1.Freie Universität BerlinBerlinGermany
  2. 2.European School of Management and TechnologyBerlinGermany
  3. 3.Freie Universität BerlinBerlinGermany

Bibliographic information

  • DOI
  • Copyright Information Springer-Verlag Berlin Heidelberg 2016
  • Publisher Name Springer, Berlin, Heidelberg
  • eBook Packages Business and Management
  • Print ISBN 978-3-662-48506-4
  • Online ISBN 978-3-662-48507-1
  • Series Print ISSN 2192-4333
  • Series Online ISSN 2192-4341
  • Buy this book on publisher's site
Industry Sectors
Chemical Manufacturing
Finance, Business & Banking
Consumer Packaged Goods