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Literature revue: Inspirace

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Níže naleznete nejčastěji citované zdroje literatury, studií nebo výzkumů:

Vědecké články a studie

  1. ABRELL, Thomas, Matti PIHLAJAMAA, Laura KANTO, Jan VOM BROCKE a Falk UEBERNICKEL, 2016. The role of users and customers in digital innovation: Insights from B2B manufacturing firms. Information & Management [online]. 4., 53(3), Information Technology and Innovation: Drivers, Challenges and Impacts, 324–335. ISSN 0378-7206. Dostupné z: doi:10.1016/
  2. ALDERSON, W., & COX, R., 1948. Towards a theory of marketing. Journal of Marketing, 13(2), 137–152.
  3. ALSAAD, Abdallah K. H., Rosli MOHAMAD a Noor Azizi ISMAIL, 2014. The Moderating Role of Power Exercise in B2B E-commerce Adoption Decision. Procedia – Social and Behavioral Sciences [online]. 15. 5., 130, 4th International Conference on Marketing and Retailing 2013, INCOMaR 2013, 515–523. ISSN 1877-0428. Dostupné z: doi:10.1016/j.sbspro.2014.04.060
  4. ALSAAD, Abdallah, Rosli MOHAMAD a Noor Azizi ISMAIL, 2017. The moderating role of trust in business to business electronic commerce (B2B EC) adoption. Computers in Human Behavior [online]. 3., 68, 157–169. ISSN 0747-5632. Dostupné z: doi:10.1016/j.chb.2016.11.040
  5. BIEMANS, Wim G., Maja MAKOVEC BRENČIČ a Avinash MALSHE, 2010. Marketing–sales interface configurations in B2B firms. Industrial Marketing Management [online]. 2., 39(2), 183–194. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2008.12.012
  6. BRENNAN, Ross a Robin CROFT, 2012. The use of social media in B2B marketing and branding: An exploratory study. Journal of Customer Behaviour [online]. 24. 9., 11(2), 101–115. Dostupné z: doi:10.1362/147539212X13420906144552
  7. FORD, D., 1980. The development of buyer–seller relationships in industrial markets. European Journal of Marketing, 14(5/6), 339–353.
  8. GHARIB, Rebwar Kamal, Elly PHILPOTT a Yanqing DUAN, nedatováno. Factors affecting active participation in B2B online communities: An empirical investigation. Information & Management [online]. [vid. 2016-12-06]. ISSN 0378-7206. Dostupné z: doi:10.1016/
  9. GIBBON, H. A., 1926. John Wanamaker, Vol. 1, New York: Harper and Brother.
  10. GORDINI, Niccolò a Valerio VEGLIO, nedatováno. Customers churn prediction and marketing retention strategies. An application of support vector machines based on the AUC parameter-selection technique in B2B e-commerce industry. Industrial Marketing Management [online]. [vid. 2016-11-09]. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2016.08.003.
  11. GRIFFIN, Abbie, 2012. Qualitative research methods for investigating business-to-business marketing questions. In Lilien, & Grewal (Eds.), Handbook of business to business marketing (pp. 659–679). Edward Elgar Press.
  12. GU, Flora F., Jeff Jianfeng WANG a Danny T. WANG, nedatováno. The role of sales representatives in cross-cultural business-to-business relationships. Industrial Marketing Management [online]. [vid. 2016-11-12]. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2016.10.002
  13. GUENZI, Paolo a Gabriele TROILO, 2007. The joint contribution of marketing and sales to the creation of superior customer value. Journal of Business Research [online]. 2., 60(2), The 8th International Forum on the Sciences, Techniques and Art applied to Marketing, 98–107. ISSN 0148-2963. Dostupné z: doi:10.1016/j.jbusres.2006.10.007.
  14. HADJIKHANI, A., & BENGTSON, A., 2006. Consumer business networks. Business networks and international marketing. Seoul, South Korea: Doo Yang Publishing Co.
  15. HADJIKHANI, Amjad a Peter LAPLACA, 2013. Development of B2B marketing theory. Industrial Marketing Management [online]. 4., 42(3), Theoretical Perspectives in Industrial Marketing Management, 294–305. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2013.03.011
  16. HART, P., SAUNDERS, C. (1997). Power and trust: Critical factors in the adoption and use of electronic data interchange. Organization Science, 8(1), 23e42.
  17. HOLLIMAN, G. a J. ROWLEY, 2014. Business to business digital content marketing: Marketers’ perceptions of best practice. Journal of Research in Interactive Marketing [online]. 8(4), 269–293. ISSN 2040-7122. Dostupné z: doi:10.1108/JRIM-02-2014-0013.
  18. HUDSON, C. L. (1971). Buying-selling: Greater integration in the services. Industrial Marketing Management, 1(1), 59–80.
  19. CHONG, A. Y., BAI, R. (2014). Expert systems with applications predicting open IOS adoption in SMEs: An integrated SEM-neural network approach. Expert Systems with Applications, 41, 221e229.
  20. IYER, Karthik N. S., Richard GERMAIN a Cindy CLAYCOMB, 2009. B2B e-commerce supply chain integration and performance: A contingency fit perspective on the role of environment. Information & Management [online]. 8., 46(6), 313–322. ISSN 0378-7206. Dostupné z: doi:10.1016/
  21. JÄRVINEN, Joel a Heini TAIMINEN, 2016. Harnessing marketing automation for B2B content marketing. Industrial Marketing Management [online]. 4., 54, 164–175. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2015.07.002
  22. JAYARAM, Dureen, Ajay K. MANRAI a Lalita A. MANRAI, 2015. Effective use of marketing technology in Eastern Europe: Web analytics, social media, customer analytics, digital campaigns and mobile applications. Journal of Economics, Finance and Administrative Science [online]. 12., 20(39), 118–132. ISSN 2077-1886. Dostupné z: doi:10.1016/j.jefas.2015.07.001
  23. JEYARAJ, A., ROTTMAN, J.W., LACITY, M. C. (2006). A review of the predictors, linkages, and biases in IT innovation adoption research. Journal of Information Technology, 21(1), 1e23. Dostupné z:
  24. KAUFMANN, H. R., M. R. CZINKOTA a M. ZAKRZEWSKI, 2015. B2B and internal relationships and curative international marketing: A polish case study. Industrial Marketing Management [online]. 11., 51, 69–78. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2015.05.030
  25. LACKA, Ewelina a Alain CHONG, 2016. Usability perspective on social media sites’ adoption in the B2B context. Industrial Marketing Management [online]. 4., 54, 80–91. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2016.01.001
  26. LAGES, Luis Filipe, Andrew LANCASTRE a Carmen LAGES, 2008. The B2B-RELPERF scale and scorecard: Bringing relationship marketing theory into business-to-business practice. Industrial Marketing Management [online]. 8., 37(6), Marketing of High-Tech Products, Services and Innovations, 686–697. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2007.05.008
  27. LE MEUNIER-FITZHUGH, Kenneth, Graham R. MASSEY a Nigel F. PIERCY, 2011. The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing. Industrial Marketing Management [online]. 10., 40(7), Business to Business Branding, 1161–1171. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2010.12.002.
  28. LILIEN, Gary L., 1990. Industry–university cooperation at Penn State’s Institute for the study of business markets. Interfaces, 20(6), 94–98 (November–December 1990).
  29. LILIEN, Gary L., 2016. The B2B Knowledge Gap. International Journal of Research in Marketing [online]. 9., 33(3), 543–556. ISSN 0167-8116. Dostupné z: doi:10.1016/j.ijresmar.2016.01.003
  30. MALSHE, Avinash, 2010. How is marketers’ credibility construed within the sales-marketing interface? Journal of Business Research [online]. 1., 63(1), 13–19. ISSN 0148-2963. Dostupné z: doi:10.1016/j.jbusres.2009.01.004
  31. MATTSON, L. -G., 1973. Systems selling as a strategy on industrial markets. Industrial Marketing Management, 3(2), 107–120.
  32. MAYER, R. C., DAVIS, J. H., SCHOORMAN, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20(3), 709e734.
  33. MÖLLER, Kristian a Petri PARVINEN, 2015. An impact-oriented implementation approach in business marketing research: Introduction to the Special Issue on “Implementing Strategies and Theories of B2B Marketing and Sales Management”. Industrial Marketing Management [online]. 2., 45, 3–11. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2015.02.025
  34. NAGY, Delmer, Joseph SCHUESSLER a Alan DUBINSKY, 2016. Defining and identifying disruptive innovations. Industrial Marketing Management [online]. 8., 57, 119–126. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2015.11.017
  35. OZAWA, Takumi, Akiyuki SEKIGUCHI a Kazuhiko TSUDA, 2016. A Method for the Construction of User Targeting Knowledge for B2B Industry Website. Procedia Computer Science [online]. 96, Knowledge-Based and Intelligent Information & Engineering Systems: Proceedings of the 20th International Conference KES-2016, 1147–1155. ISSN 1877-0509. Dostupné z: doi:10.1016/j.procs.2016.08.157
  36. PAN, Y. (2013). Adoption model of mobile-enabled systems in supply chain. Industrial Management & Data Systems, 113(2), 171e189. Dostupné z:
  37. QU, Wen Guang, Alain PINSONNEAULT, Daniel TOMIUK, Shaoqing WANG a Yuan LIU, 2015. The impacts of social trust on open and closed B2B e-commerce: A Europe-based study. Information & Management [online]. 3., 52(2), 151–159. ISSN 0378-7206. Dostupné z: doi:10.1016/
  38. REID, David A., PLANK, Richard E., 2000. Business marketing comes of age: A comprehensive review of the literature. Journal of Business-to-Business Marketing, 7(2), 9–186.
  39. RICHARD, James E. a Fruen PURNELL, 2017. Rethinking Catalogue and Online B2B Buyer Channel Preferences in the Education Supplies Market. Journal of Interactive Marketing [online]. 2., 37, 1–15. ISSN 1094-9968. Dostupné z: doi:10.1016/j.intmar.2016.06.003
  40. ROUSSEAU, D., SITKIN, S., BURT, R., CAMERER, C. (1998). Not so different after all: A cross-discipline view of trust. Academy of Management Review, 35, 815e823.
  41. SARMENTO, Maria, Cláudia SIMÕES a Minoo FARHANGMEHR, 2015. Applying a relationship marketing perspective to B2B trade fairs: The role of socialization episodes. Industrial Marketing Management [online]. 1., 44, 131–141. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2014.10.010
  42. SEKIGUCHI, Akiyuki a Kazuhiko TSUDA, 2014. Study on Web Analytics Utilizing Segmentation Knowledge in Business to Business Manufacturer Site. Procedia Computer Science [online]. 1. 1., 35, Knowledge-Based and Intelligent Information & Engineering Systems 18th Annual Conference, KES-2014 Gdynia, Poland, September 2014 Proceedings, 902–909. ISSN 1877-0509. Dostupné z: doi:10.1016/j.procs.2014.08.164
  43. SHETH, J. N., & PARVATIYAR, A., 1995. Relationship marketing in consumer markets: Antecedents and consequences. Journal of the Academy of Marketing Science, 23(4), 255–271.
  44. SIAMAGKA, Nikoletta-Theofania, George CHRISTODOULIDES, Nina MICHAELIDOU a Aikaterini VALVI, 2015. Determinants of social media adoption by B2B organizations. Industrial Marketing Management [online]. 11., 51, 89–99. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2015.05.005
  45. SILA, Ismail., 2015. The state of empirical research on the adoption and diffusion of business-to-business e-commerce Ismail Sila. International Journal of Electronic Business, 12(3), 258e301.
  46. SON, J., TU, L., BENBASAT, I. (2006). Trust-building measures in B2B electronic marketplaces. Communications of AIS, 18(1), 2e52.
  47. STREUKENS, Sandra, Stan VAN HOESEL a Ko DE RUYTER, 2011a. Return on marketing investments in B2B customer relationships: A decision-making and optimization approach. Industrial Marketing Management [online]. 1., 40(1), Business-to-Business Marketing in the BRIC Countries, 149–161. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2010.06.002
  48. STREUKENS, Sandra, Stan VAN HOESEL a Ko DE RUYTER, 2011b. Return on marketing investments in B2B customer relationships: A decision-making and optimization approach. Industrial Marketing Management [online]. 1., 40(1), Business-to-Business Marketing in the BRIC Countries, 149–161. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2010.06.002
  49. SWANI, Kunal, Brian P. BROWN a George R. MILNE, 2014. Should tweets differ for B2B and B2C? An analysis of Fortune 500 companies’ Twitter communications. Industrial Marketing Management [online]. 7., 43(5), 873–881. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2014.04.012
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  51. TAMADDONI JAHROMI, Ali, Stanislav STAKHOVYCH a Michael EWING, 2014. Managing B2B customer churn, retention and profitability. Industrial Marketing Management [online]. 10., 43(7), 1258–1268. ISSN 0019-8501. Dostupné z: doi:10.1016/j.indmarman.2014.06.016
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Internetové zdroje

  1. ADAMSON, Brent, Matthew DIXON a Nicholas TOMAN, 2012. The End of Solution Sales. Harvard Business Review [online] [vid. 2016-11-18]. Dostupné z:
  2. BUGHIN, Jacques, nedatováno. Brand success in an era of Digital Darwinism | McKinsey & Company [online] [vid. 2016-11-14]. Dostupné z:
  3. CATLIN, Tanguy, Liz HARRISON, C, ace Lun PLOTKIN a Jennifer STANLEY, nedatováno. How B2B digital leaders drive five times more revenue growth than their peers | McKinsey & Company [online] [vid. 2016-11-18]. Dostupné z:
  4. LINGQVIST, Oskar, C, ace Lun PLOTKIN a Jennifer STANLEY, nedatováno. Do you really understand how your business customers buy? | McKinsey & Company [online] [vid. 2016-11-18]. Dostupné z:
  5. MINSKY, Laurence a Keith A. QUESENBERRY, 2016. How B2B Sales Can Benefit from Social Selling. Harvard Business Review [online] [vid. 2016-11-19]. Dostupné z:
  6. SCOTT, Samuel, nedatováno. How Google Analytics ruined marketing. TechCrunch [online]. [vid. 2016-11-30]. Dostupné z:
  7. SOLIS, Author: Brian, Altimeter Group Brian SOLIS a Altimeter GROUP, nedatováno. Digital Darwinism: How Disruptive Technology Is Changing Business for Good. WIRED [online] [vid. 2016-11-23]. Dostupné z:

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