Industrial Marketing
Fotiadis, T., Lindgreen, A., Siomkos, G. J., Öberg, C., & Folinas, D. (2022). Industrial Marketing. SAGE.
Fotiadis, T., Lindgreen, A., Siomkos, G. J., Öberg, C., & Folinas, D. (2022). Industrial Marketing. SAGE.
An introductory textbook on industrial marketing and supply chain management that discusses industrial products and pricing, as well as key topics such as co-creation of value, big data, innovation, green practices and CSR.
The textbook includes:
The marketing philosophy on industrial markets
The characteristics of industrial markets
The marketing mix and the product life cycle
The issues surrounding distribution and operations including value creation, business relationships and networks
Case studies and mini case studies (vignettes)
This textbook is suitable for students studying industrial marketing and other related courses at undergraduate and graduate levels.
Thomas Fotiadis is an Associate Professor of Marketing and Head of the Marketing Laboratory in the Department of Production and Management Engineering, School of Engineering at Democritus University of Thrace, Greece.
Adam Lindgreen is Professor and Head of Department of Marketing at Copenhagen Business School, Denmark and Extraordinary Professor at University of Pretoria’s Gordon Institute of Business Science, South Africa.
George J. Siomkos is Professor of Marketing at the Athens University of Economics & Business (AUEB), Director of the MSc Program in Services Management and previously Dean of the School of Business, AUEB, Greece.
Christina Öberg is Professor at CTF Service Research Center, Karlstad University and associated with the Ratio Institute, Sweden.
Dimitris Folinas is Professor in the Department of Supply Chain Management at International Hellenic University, Greece.
Fotiadis, T., Lindgreen, A., Siomkos, G. J., Öberg, C., & Folinas, D.
2022
Industrial Marketing. SAGE.
2024
Journal of Cleaner Production
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2024
Journal of Management & Organization
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2023
Journal of Product Innovation. Management.
Grand challenges vary across industries and call for firms to craft a responsible innovation response to effectively address them. However, key questions concerning why firms embrace responsible innovation and the process by which they respond to grand challenges have yet to be fully answered. We integrate an issue-selling theoretical lens and the customer role from an innovation perspective to theorize about the different influencing motives that customers exert on their corresponding supplying firm to craft a more responsible innovation response to grand challenges. Based on qualitative data collected in almost a 10-year period from multiple respondents across eight customer firms and two supplying firms, we identify three core motives—regulatory, business opportunity, and socio-environmental motives—that propel customers to influence supplying firms to craft different forms of responsible innovation responses. Our research also reveals three vital socio-human capital pathways—human capital, socio-behavioral, and relationship—which, in turn, foster a co-active engagement in addressing grand challenges innovatively and responsibly. In so doing, this research advances novel theorizing on co-active engagement in responsible innovation where the customer acts as the primary champion and the supplier as the implementer. We discuss the important implications for customers and other stakeholders.