Business-to-Business Marketing: Relationships, Networks, and Strategies (Asian Edition) by Nick Ellis & Soumya Sarkar

Buy Business-to-Business Marketing Asian Edition by Sarkar and Nick Ellis from A2Z Book Hub at a student-friendly price in India. Oxford University Press publishes this comprehensive textbook, which examines organizational buying behavior, inter-firm relationship networks, B2B e-commerce channels, supply-chain ethics, and key account management. In addition, our quality team manually inspects every pre-owned copy before dispatch to ensure clean pages, sturdy binding, and an intact spine. As a result, students receive a verified academic resource that is completely ready for business school semester examinations, case study presentations, and corporate marketing careers.

Business-to-Business Marketing Asian Edition by Sarkar Overview

The authors designed Business-to-Business Marketing Asian Edition by Sarkar to move beyond traditional transactional marketing paradigms and emphasize structural networks and relational contracts. Instead of treating organizational transactions as isolated purchase events, the textbook unpacks how suppliers, vendors, distributors, and business clients construct complex interdependent ecosystems. Because of this strategic network approach, business management students gain profound insights into collaborative value creation and corporate account governance.

This specialized Asian adaptation also integrates regional market dynamics, featuring dedicated explorations of corporate procurement in India, emerging supply chain ecosystems, B2B digital transformation, and industrial governance ethics. Therefore, it remains an indispensable textbook across management institutes, especially for MBA in Marketing, PGDM, executive education modules, and B2B sales leadership programs.

Key Topics Covered in Business-to-Business Marketing Asian Edition by Sarkar

• Foundations of business-to-business marketing, differences between consumer and organizational buying contexts.
• Organizational buying centers (DMUs), multi-stakeholder procurement processes, and formal RFP bidding cycles.
• Inter-organizational relationships (IORs), trust building, mutual commitment, and relationship portfolio management.
• Industrial marketing networks, Industrial Marketing and Purchasing (IMP) Group perspectives, and network positions.
• B2B marketing channels, digital marketplaces, electronic data interchange (EDI), and B2B e-commerce platforms.
• Strategic key account management (KAM), corporate client segmentation, and cross-functional account planning.
• Supply-chain sustainability, industrial ethics, corporate social responsibility (CSR), and B2B marketing strategies across India.

What You Will Learn

• Map Decision Making Units (DMUs) and align customized value propositions to organizational procurement criteria.
• Develop collaborative relationship frameworks that foster sustained business retention and minimize client churn.
• Formulate targeted Key Account Management strategies for mission-critical enterprise clients.
• Analyze Asian and Indian industrial business ecosystems through practitioner perspectives and analytical data cases.

Key Features of Business-to-Business Marketing Asian Edition by Sarkar

• Dedicated Indian Market Focus: Features contextual chapters and mini-cases exploring business-to-business commerce across India.
• Practitioner Voices: Integrates executive commentary and real corporate insights connecting theory with actual practice.
• Curriculum Aligned: Matches B2B Marketing, Industrial Marketing, and Strategic Marketing syllabi across premier Indian b-schools.
• Self-Study Friendly: Structured with “Number Crunching” analytical tools, chapter summaries, and discussion questions for thorough revision.

Who Should Buy Business-to-Business Marketing Asian Edition by Sarkar?

This textbook is particularly recommended for:

• Postgraduate Management Students: MBA, PGDM, and MMS candidates taking core or elective courses in B2B and Industrial Marketing.
• Undergraduate Business Scholars: BBA and BBM students studying enterprise marketing, channel strategy, and sales management.
• Corporate Key Account Executives: Professionals seeking to upgrade their inter-firm relationship management and negotiation techniques.
• Industrial Sales Leaders: Enterprise sales personnel, solution architects, and marketing managers navigating complex B2B pipelines.

About the Authors & Publisher

Prof. Nick Ellis is Emeritus Professor of Marketing Management at Durham University Business School, UK, renowned for his ground-breaking scholarly research on industrial networks, inter-organizational discourse, and B2B marketing. Co-author Prof. Soumya Sarkar is an Associate Professor of Marketing at Xavier Institute of Management, Bhubaneswar (XIMB), bringing unmatched pedagogical grounding in Indian business environments, branding alliances, and strategic marketing. In addition, through Oxford University Press, their joint work serves as the trusted academic standard for industrial marketing education across Asia.

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