{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2024,9,8]],"date-time":"2024-09-08T17:10:39Z","timestamp":1725815439621},"edition-number":"1","reference-count":3,"publisher":"Wiley","isbn-type":[{"type":"print","value":"9780470672846"},{"type":"electronic","value":"9781118989463"}],"license":[{"start":{"date-parts":[[2015,3,24]],"date-time":"2015-03-24T00:00:00Z","timestamp":1427155200000},"content-version":"tdm","delay-in-days":0,"URL":"http:\/\/doi.wiley.com\/10.1002\/tdm_license_1.1"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"abstract":"<jats:title>Abstract<\/jats:title>\n          <jats:p>\n            Business\u2010to\u2010business (\n            <jats:styled-content style=\"fixed-case\">B2B<\/jats:styled-content>\n            ) marketing, formerly known as industrial marketing, concerns marketing activities between organizations: companies, governments, institutions, or\n            <jats:styled-content style=\"fixed-case\">NGOs<\/jats:styled-content>\n            .\n            <jats:styled-content style=\"fixed-case\">B2B<\/jats:styled-content>\n            marketing particularities mean fewer customers but more stakeholders, more complex decisions, larger quantities, and higher sums of money involved. Consumers are titled customers. The most important customers exert various forms of power over their providers, often determining prices, sales conditions, deadlines, and product customization details. Rationality and efficiency prevail in decision\u2010making, which is chiefly oriented to best price choices. Purchase procedures are usually formalized, routinized, multistage, and requiring advanced technical expertise from the parts involved. Traditional\n            <jats:styled-content style=\"fixed-case\">B2B<\/jats:styled-content>\n            marketing presumes a close customer\/supplier relationship and the use of a sales force.\n            <jats:styled-content style=\"fixed-case\">B2B<\/jats:styled-content>\n            marketing already accounts for more than 80 percent of e\u2010commerce, with\n            <jats:styled-content style=\"fixed-case\">CRM<\/jats:styled-content>\n            and data analysis being important and increasingly developing research matters.\n          <\/jats:p>","DOI":"10.1002\/9781118989463.wbeccs013","type":"other","created":{"date-parts":[[2015,3,24]],"date-time":"2015-03-24T03:39:40Z","timestamp":1427168380000},"page":"1-2","source":"Crossref","is-referenced-by-count":0,"title":["<scp>B2B<\/scp>\n            Marketing"],"prefix":"10.1002","author":[{"given":"Raquel Barbosa","family":"Ribeiro","sequence":"first","affiliation":[]},{"given":"Isabel","family":"Soares","sequence":"additional","affiliation":[]}],"member":"311","published-online":{"date-parts":[[2015,3,24]]},"reference":[{"volume-title":"Handbook on Business to Business Marketing","year":"2012","author":"Grewal Rajdeep","key":"e_1_2_3_1_2_1"},{"volume-title":"Marketing Management: Analysis, Planning, and Control","year":"2012","author":"Kotler Philip","key":"e_1_2_3_2_2_1"},{"volume-title":"Business to Business Marketing Management","year":"2012","author":"Zimmerman Alan","key":"e_1_2_3_2_3_1"}],"container-title":["The Wiley Blackwell Encyclopedia of Consumption and Consumer Studies"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/onlinelibrary.wiley.com\/doi\/pdf\/10.1002\/9781118989463.wbeccs013","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2023,8,19]],"date-time":"2023-08-19T22:40:14Z","timestamp":1692484814000},"score":1,"resource":{"primary":{"URL":"https:\/\/onlinelibrary.wiley.com\/doi\/10.1002\/9781118989463.wbeccs013"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2015,3,24]]},"ISBN":["9780470672846","9781118989463"],"references-count":3,"alternative-id":["10.1002\/9781118989463.wbeccs013","10.1002\/9781118989463"],"URL":"https:\/\/doi.org\/10.1002\/9781118989463.wbeccs013","archive":["Portico"],"relation":{},"subject":[],"published":{"date-parts":[[2015,3,24]]}}}