Springer Texts in Business and Economics

Business Project Management and Marketing

Mastering Business Markets

Editors: Kleinaltenkamp, Michael, Plinke, Wulff, Geiger, Ingmar (Eds.)

  • Combines practical relevance for executive education with scientific rigor of the latest research
  • Covers comprehensive topics from tender reception to project management, including chapters from leading experts in practice and academia
  • Includes conceptual, strategic, and operational points of view on the topic
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Buy this book

eBook $74.99
price for USA (gross)
  • ISBN 978-3-662-48507-1
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $99.00
price for USA
  • ISBN 978-3-662-48506-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this Textbook

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.  

About the authors

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. 

Table of contents (8 chapters)

  • Order Management

    Jacob, Frank

    Pages 1-54

  • Inquiry Evaluation and Proposal Preparation

    Geiger, Ingmar (et al.)

    Pages 55-81

  • Pricing and Revenue Planning in the Project Business

    Plinke, Wulff (et al.)

    Pages 83-126

  • Order Financing and Financial Engineering

    Backhaus, Klaus (et al.)

    Pages 127-158

  • Contract Management

    Berkel, Georg

    Pages 159-206

Buy this book

eBook $74.99
price for USA (gross)
  • ISBN 978-3-662-48507-1
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $99.00
price for USA
  • ISBN 978-3-662-48506-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

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
Copyright
2016
Publisher
Springer-Verlag Berlin Heidelberg
Copyright Holder
Springer-Verlag Berlin Heidelberg
eBook ISBN
978-3-662-48507-1
DOI
10.1007/978-3-662-48507-1
Hardcover ISBN
978-3-662-48506-4
Series ISSN
2192-4333
Edition Number
1
Number of Pages
VII, 399
Number of Illustrations and Tables
142 b/w illustrations
Topics