Contributions to Management Science

Value Chain Marketing

A Marketing Strategy to Overcome Immediate Customer Innovation Resistance

Authors: Hintze, Stephanie

  • 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
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eBook $99.00
price for USA (gross)
  • ISBN 978-3-319-11376-0
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $129.00
price for USA
  • ISBN 978-3-319-11375-3
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $129.00
price for USA
  • Customers within the U.S. and Canada please contact Customer Service at 1-800-777-4643, Latin America please contact us at +1-212-460-1500 (Weekdays 8:30am – 5:30pm ET) to place your order.
  • Due: November 10, 2016
  • ISBN 978-3-319-38478-8
  • Free shipping for individuals worldwide
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.

About the authors

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.

Table of contents (9 chapters)

Buy this book

eBook $99.00
price for USA (gross)
  • ISBN 978-3-319-11376-0
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $129.00
price for USA
  • ISBN 978-3-319-11375-3
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $129.00
price for USA
  • Customers within the U.S. and Canada please contact Customer Service at 1-800-777-4643, Latin America please contact us at +1-212-460-1500 (Weekdays 8:30am – 5:30pm ET) to place your order.
  • Due: November 10, 2016
  • ISBN 978-3-319-38478-8
  • Free shipping for individuals worldwide
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Bibliographic Information

Bibliographic Information
Book Title
Value Chain Marketing
Book Subtitle
A Marketing Strategy to Overcome Immediate Customer Innovation Resistance
Authors
Series Title
Contributions to Management Science
Copyright
2015
Publisher
Springer International Publishing
Copyright Holder
Springer International Publishing Switzerland
eBook ISBN
978-3-319-11376-0
DOI
10.1007/978-3-319-11376-0
Hardcover ISBN
978-3-319-11375-3
Softcover ISBN
978-3-319-38478-8
Series ISSN
1431-1941
Edition Number
1
Number of Pages
XX, 259
Number of Illustrations and Tables
91 b/w illustrations
Topics