Value Chain Marketing

A Marketing Strategy to Overcome Immediate Customer Innovation Resistance

  • Stephanie Hintze
Book

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

Table of contents

  1. Front Matter
    Pages i-xx
    PDF

  2. Focus and Scope

    1. Front Matter
      Pages 1-1
      PDF
    2. Introduction
      Stephanie Hintze
      Pages 3-9

  3. Conceptual and Methodological Foundation

    1. Front Matter
      Pages 11-11
      PDF
    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
      PDF
    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
      PDF
    2. Agent-Based Simulation Study
      Stephanie Hintze
      Pages 133-205

  6. Integrating Findings

    1. Front Matter
      Pages 207-207
      PDF
    2. Discussion of Findings
      Stephanie Hintze
      Pages 209-214
    3. Conclusions
      Stephanie Hintze
      Pages 215-220
  7. Back Matter
    Pages 221-259
    PDF

About this book

Introduction

​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.

Keywords

Agent-based simulation Case study research Chemical industry Innovation marketing Multi-method case design Value chain

Authors and affiliations

  • Stephanie Hintze
    • 1
  1. 1.HamburgGermany

Bibliographic information

  • DOI https://doi.org/10.1007/978-3-319-11376-0
  • Copyright Information Springer International Publishing Switzerland 2015
  • Publisher Name Springer, Cham
  • eBook Packages Business and Economics
  • Print ISBN 978-3-319-11375-3
  • Online ISBN 978-3-319-11376-0
  • Series Print ISSN 1431-1941
  • Series Online ISSN 2197-716X
  • Buy this book on publisher's site