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Value Chain Marketing

A Marketing Strategy to Overcome Immediate Customer Innovation Resistance

  • Book
  • © 2015

Overview

Authors:
  1. Stephanie Hintze

    1. Hamburg, Germany

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  • Uses a multi-method approach combining case study research with computational modeling
  • Offers an in-depth discussion and elaboration as well as empirical explication and validation of the concept of Value Chain Marketing
  • Provides real-world examples on how Value Chain Marketing can be implemented

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

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Table of contents (9 chapters)

  1. Front Matter

    Pages i-xx
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  2. Focus and Scope

    1. Front Matter

      Pages 1-1
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    2. Introduction

      • Stephanie Hintze
      Pages 3-9

  3. Conceptual and Methodological Foundation

    1. Front Matter

      Pages 11-11
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    2. Dealing with Value Chains

      • Stephanie Hintze
      Pages 13-32

    3. Marketing Supplier Innovations

      • Stephanie Hintze
      Pages 33-52

    4. Research Design and Methodology

      • Stephanie Hintze
      Pages 53-68

  4. Qualitative Studies

    1. Front Matter

      Pages 69-69
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    2. Pilot Study

      • Stephanie Hintze
      Pages 71-83

    3. Case Study

      • Stephanie Hintze
      Pages 85-130

  5. Computational Modeling

    1. Front Matter

      Pages 131-131
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    2. Agent-Based Simulation Study

      • Stephanie Hintze
      Pages 133-205

  6. Integrating Findings

    1. Front Matter

      Pages 207-207
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    2. Discussion of Findings

      • Stephanie Hintze
      Pages 209-214

    3. Conclusions

      • Stephanie Hintze
      Pages 215-220

  7. Back Matter

    Pages 221-259
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Keywords

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.

Authors and Affiliations

  • Hamburg, Germany

    Stephanie Hintze

About the author

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

  • DOI: https://doi.org/10.1007/978-3-319-11376-0

  • Publisher: Springer Cham

  • eBook Packages: Business and Economics, Business and Management (R0)

  • Copyright Information: Springer International Publishing Switzerland 2015

  • Hardcover ISBN: 978-3-319-11375-3Published: 14 January 2015

  • Softcover ISBN: 978-3-319-38478-8Published: 24 September 2016

  • eBook ISBN: 978-3-319-11376-0Published: 26 December 2014

  • Series ISSN: 1431-1941

  • Series E-ISSN: 2197-716X

  • Edition Number: 1

  • Number of Pages: XX, 259

  • Number of Illustrations: 91 b/w illustrations

  • Topics: Marketing, Innovation/Technology Management, Simulation and Modeling

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