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© 2016

Business Project Management and Marketing

Mastering Business Markets

  • Michael Kleinaltenkamp
  • Wulff Plinke
  • Ingmar Geiger
Textbook

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

Introduction

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.  

Keywords

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

About the editors

Michael Kleinaltenkamp is full professor of business and services marketing at Freie Universität Berlin. He is joint program director of the Executive Master of Business Marketing and the China-Europe Executive Master of Business Marketing programs. His research interests include business-to-business marketing and services marketing.

Wulff Plinke is the founding dean of the European School of Management and Technology (ESMT) in Berlin. Prior to joining ESMT he held positions as full professor at Humboldt Universität zu Berlin and Freie Universität Berlin. His research interest lies in the area business-to-business marketing. 

Ingmar Geiger is assistant professor of business and services marketing at Freie Universität Berlin. He is joint program director of the Executive Master of Business Marketing and the China-Europe Executive Master of Business Marketing programs. His research interests include business-to-business marketing and negotiation. 

Bibliographic information

  • Book Title Business Project Management and Marketing
  • Book Subtitle Mastering Business Markets
  • Editors Michael Kleinaltenkamp
    Wulff Plinke
    Ingmar Geiger
  • Series Title Springer Texts in Business and Economics
  • Series Abbreviated Title Springer Texts Business, Economics
  • DOI https://doi.org/10.1007/978-3-662-48507-1
  • Copyright Information Springer-Verlag Berlin Heidelberg 2016
  • Publisher Name Springer, Berlin, Heidelberg
  • eBook Packages Business and Management Business and Management (R0)
  • Hardcover ISBN 978-3-662-48506-4
  • Softcover ISBN 978-3-662-56930-6
  • eBook ISBN 978-3-662-48507-1
  • Series ISSN 2192-4333
  • Series E-ISSN 2192-4341
  • Edition Number 1
  • Number of Pages VII, 399
  • Number of Illustrations 142 b/w illustrations, 0 illustrations in colour
  • Topics Marketing
    Project Management
    Accounting/Auditing
    Organization
  • Buy this book on publisher's site
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