A B2B Marketing: Radically Different Approach for Business-to-Business Marketers

Customer Reviews:

Intriguing concept; best suited for newcomers.......2003-05-08

Steve Minett's book offers a valuable perspective on marketing in the world of business-to-business.

The first few chapters of the book focus on the nuances of the B-to-B sale. Minett's evaluation of the motivations and considerations behind B-to-B purchases -- as compared with consumer purchases -- is intriguing. In short, Minett outlines why the kind of flashy ad campaigns that sell the latest nail polish will not help a business sell machine tools. The audiences' needs are different.

For me, the book went downhill once it got into the specifics of how to conduct a B-to-B marketing campaign. I've been in the business a while, so Minett's information on how to write and publish a case study (I believe he calls them "case stories") was a little too elementary for me. Nonetheless, it might be useful for someone brand new to the B-to-B side of marketing or public relations.

My other complaints about this book were:

- The case stories often didn't seem to support any particular point being made in the text. I wasn't sure why they were in the book other than to boast about the success of Minett's marketing company and its clients.

- Very poor editing. I found many typographical and grammatical errors throughout this book. As a writer, I find it difficult to take someone's expertise in communications seriously when he doesn't know the proper usage of "its" versus "it's." But I admit to being a grammar snob, and I strongly suspect most readers won't notice or won't care about these errors.

Overall, I think the book would be extremely useful for someone who has just moved from a consumer-based business into a B-to-B marketing environment. For those with more experience, the theory is interesting but the practical advice offers nothing new.

Book Description

How did a major corporation manage to turn itself around while Wall Street and others continued to predict its slow death? The answer may surprise you, and it provides a model for corporate transformation for any company or government agency operating in a world of accelerating change. The company is General Motors, and this book tells how it was able to change the way important decisions were made, leading to resurgence in business across its many product lines. At the beginning of the 1990s, GM was perceived by nearly everyone as falling behind its competitors at an alarming rate. By the beginning of the twenty-first century, though, the company had come storming back with successful new automobiles and new business concepts that captured new markets, while simultaneously holding on to many of its existing customers. What GM did is not just the story of a single automaker, but rather a compelling insight into an approach for any business organization that is faced with the need for a true transformation. As many companies have discovered, efforts at transformation too often fail. GM's successful transformation illustrates the importance of management's ability to change its mindset and make the tough decisions that revitalize business with bold new products and business concepts. At the heart of successful transformation is the imagination, courage and leadership required to visualize the kind of company an organization wants to become and then work toward that goal. With the destination set and understood by those who will need to implement the changes, decision-makers find it less difficult to overcome impediments to achieving their goal while finding creative ways of doing what may seem impossible. The lessons from GMs turnaround can help any business organization change and keep pace with today's turbulent marketplace.

Customer Reviews:

Sound, Practical Advice for Business Managers.......2004-12-01

As the founder and CEO of a successful market research-based consulting firm, I'm privy to the inner workings of a number of Fortune 500 companies. One of my perennial frustrations with books on business strategy is that the theories they present don't often correspond to the practical realities involved in running a large organization. The beauty of this book is that Vince Barabba's strategic guidance is informed by his first-hand experiences at General Motors. In drawing on his time at GM, Barabba makes compelling and insightful links between theory and practice.

As a business consultant, what I valued most was his 'systems thinking' approach to solving business problems--an approach that better ensures decision-makers identify and address core issues rather than merely tinker at the margins. This holistic approach to problem-solving goes beyond rote McKinsey-esque formulas and is what makes this book so broadly appealing. Using clear and forceful language (no annoying b-school patois here), Barabba gets right to the heart of things with a combination of robust theory and practical examples. Business decision-makers at every level would benefit from a close reading of this book.

"Surviving 'Personal' Transformation".......2004-10-28

The strength of Vince Barabba's "Surviving Transformation" comes in how one personalizes transformations so that she or he not only survives the transformation, but develops into a learning and adapting individual striving to achieve the "Idealized Design." The stories Vince uses throughout the book help the reader to understand the principles and practices that worked and did not work throughout the GM transformation.

Do not be tempted to pass this thoroughly well written and engaging book just because it is about the automobile industry. Regardless of the industry or the bureaucracy you are in, this book will provide you with deep insights into undertaking a transformation journey and not only surviving, but thriving on the other side. Once the journey begins it never ends.

Clear , Concise & Compelling.......2004-10-20

I would like to begin by taking exception to the first line in forward by C.K. Prahalad..."The focus of this book is "how to think": not just to survive a large-scale transformation, but to start, sustain, and thrive in a world of continuous change." The exception I wish to take is that Vince Barabba has taken a large organizations problem and translated it in a way that all organizations (large or small) can benefit equally. Organizations are all about having the right strategy,dealing with complexity and risk, making the right decisions, and making the right decisions right.

Vince Barabba has written a book that will find an audience from the executive decision maker, decision support groups, portfolio managers and the myriad of projects that make the right decisions actionable.

Open your mind to new ways of thinking and then right size it to your own organization.

Practical insights into complex problems.......2004-10-15

Most books that follow a specific case of corporate strategy tell a "just so" story where the true messiness of the decisions gets masked. I applaud Mr. Barabba for breaking that mold. He lets us see the context of uncertainty that surrounded decisions taken in GM's transformation. He gives us the added benefit of laying-out the theories behind the decision making approach. I found his concrete recommendations on dealing with organizational complexity and identifying key market development assumptions to be very useful. His discussion of deploying a "Sense & Respond" business model in spite of GM's financial stress gives great examples identifying the opportunity costs from alternative strategies. Lastly, his discussion of using the destination-focused, "Anticipate & Lead" business model is an eye-opener of everyone dealing with rapidly changing, turbulent markets. A great read.

Combining Theory and Practice.......2004-10-05

Most case studies on organization transformation simply tell what was planned and what happened, sprinkling in a little theory here and there, but generally as an afterthought. Vince Barabba's book on "Surviving Transformation" offers something different, a well-composed blend of theory and practice. The author enjoys two advantages. First, he was instrumental as a senior executive in designing and orchestrating the changes that occurred at GM. Second, he has a sound background in the "systems approach to change." Combining the two,the author has been able to offer the inside story of the redesign of one of the world's largest corporations while, at the same time, framing it in a conceptual context that helps us to understand exactly why it succeeded. Finally, Vince Barabba offers a model for change that is not unique to his company' situation, but can be used by a wide range of other organizations. I recommend the book highly to those who understand the need for on-going organization learning and adaptability.

Surviving Transformation: Lessons from GM's Surprising Turnaround

Average customer rating:

Surviving Transformation: Lessons from GM's Surprising Turnaround
Vincent P. Barabba
Manufacturer: Oxford University Press
ProductGroup: Book
Binding: Paperback
ASIN: B000OKFIW6

Customer Reviews:

Turfgrass Disease Handbook.......2007-09-02

It took a little longer to get then I thought it should but it's one of the best books in this field

Disease Profiles.......2001-01-03

The book, in handbook format, covers warm and cool season grass diseases, most of which have pictures. About the first ten pages are dedicated to sharing causes and diagnostic procedures. Another short section covers developing disease control strategies.

The Turfgrass Disease Handbook.......2000-12-30

The book is a good material for learning about specific warm and cool season grass diseases, but it is more conducive to reference due to its handbook format. A limited ten page section covers causes and diagnostic procedures for diseases. A section on developing integrated disease control strategies is also included.

Handbook of Integrated Pest Management for Turf and Ornamentals

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Handbook of Integrated Pest Management for Turf and Ornamentals
Anne R. Leslie
Manufacturer: CRC
ProductGroup: Book
Binding: Hardcover

General | Gardening & Horticulture | Home & Garden | Subjects | Books

Reference | Gardening & Horticulture | Home & Garden | Subjects | Books

Environmental Science | Earth Sciences | Science | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books

Look Inside Outdoors & Nature Books | Trip | Specialty Stores | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

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ASIN: 0873713508

Book Description

This essential reference provides complete coverage of integrated pest management (IPM). With more than 40 recognized experts, the book thoroughly details the rationale and benefits of employing an IPM plan and provides technical information on each aspect from cultural practices to choosing when and how to use chemicals. It also brings together research work on pest problems with information on the practical implementation of the tools. Case studies of successful operations are provided as well.

Rodale's Landscape Problem Solver: A Plant-By-Plant Guide

Average customer rating:

A Must for the Gardener's Bookshelf
A book I am thankful to own

Rodale's Landscape Problem Solver: A Plant-By-Plant Guide
Jeff Ball
Manufacturer: Rodale Press
ProductGroup: Book
Binding: Paperback

Landscape | Architecture | Professional & Technical | Subjects | Books

General | Gardening & Horticulture | Home & Garden | Subjects | Books

Landscape | Gardening & Horticulture | Home & Garden | Subjects | Books
Similar Items:

Rodale's Flower Garden Problem Solver: Annuals, Perennials Bulbs, and Roses
Rodale's Garden Problem Solver: Vegetables, Fruits, and Herbs
Rodale's All-New Encyclopedia of Organic Gardening: The Indispensable Resource for Every Gardener
The Organic Gardener's Handbook of Natural Insect and Disease Control: A Complete Problem-Solving Guide to Keeping Your Garden and Yard Healthy Without Chemicals

ASIN: 0875966926

Customer Reviews:

A Must for the Gardener's Bookshelf.......2007-07-11

What an informative book! Now I know why the chipmunks were digging up my bulbs, but not eating them. I found out what was making the notches on my lily of the valley (weevils) and what to do about it. I learned I should prune back my ajuga and give winter protection for the azaleas and rhododendrons. I also found out what the strange growths were on the azaleas.
This book covers hundreds of plants with a description, planting tips, and most common diseases and treatment. Being Rodale, the treatment is the most environmentally friendly way to solve your landscape problem.

A book I am thankful to own.......2001-02-10

This book provides easy to find solutions to your disease and insect problems. It is organized by plant common names, and there is loads of information on pests and problems associated with each plant named. I only wish there were a larger variety of less common plants. But most common ornamentals are included.

Orchard Pest Management: A Resource Book for the Pacific Northwest

Average customer rating:

Orchard Pest Management: A Resource Book for the Pacific Northwest
Elizabeth H. Beers
Manufacturer: Good Fruit Growers
ProductGroup: Book
Binding: Paperback

General | Gardening & Horticulture | Home & Garden | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books
ASIN: 0963065939

Average customer rating:

OH NO!

The Healthy Garden Handbook

Manufacturer: Fireside
ProductGroup: Book
Binding: Hardcover

General | Gardening & Horticulture | Home & Garden | Subjects | Books

Customer Reviews:

OH NO!.......1999-12-23

This is my absolute favorite gardening book. It is so beloved that it needs to be replaced... yet it cannot! It has extremely practical information for people who wish to use organic pest control and other healthy gardening methods. It is extremely well organized and a breeze to use. I'm so upset that it is not available! I don't WANT another book, I want THIS one!

Citrus integrated pest management handbook

Average customer rating:

Citrus integrated pest management handbook
George E Loughner
Manufacturer: Dept. of Food and Agriculture
ProductGroup: Book
Binding: Unknown Binding
ASIN: B0006XV2E4

CRC Handbook of Pest Management in Agriculture (CRC series in agriculture)

Average customer rating:

CRC Handbook of Pest Management in Agriculture (CRC series in agriculture)

Manufacturer: Crc Pr I Llc
ProductGroup: Book
Binding: Hardcover

General | Gardening & Horticulture | Home & Garden | Subjects | Books

Horticulture | Agricultural Sciences | Science | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books

Crop Protection Handbook - Grass and Clover Swards

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Crop Protection Handbook - Grass and Clover Swards

Manufacturer: Exclusive distributor ISBS
ProductGroup: Book
Binding: Hardcover

General | Gardening & Horticulture | Home & Garden | Subjects | Books

Crop Science | Agricultural Sciences | Science | Subjects | Books
ASIN: 0901436704

Handbook of Molecular Technologies in Crop Disease Management

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Handbook of Molecular Technologies in Crop Disease Management
P., Ph.D. Vidhyasekaran
Manufacturer: Food Products Press
ProductGroup: Book
Binding: Hardcover

General | Science | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books

General | Arts & Photography | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books
ASIN: 1560222654

Book Description

The effective, environmentally sound approach to battling crop disease

The most effective, economic, and environmentally sound approach of managing crop disease in today's world is by breeding crops resistant to disease. The Handbook of Molecular Technologies in Crop Disease Management provides a top-to-bottom detailed view of crops, from their molecular level to ways to manipulate a higher resistance to disease through breeding. This comprehensive, single-source reference text covers the entire field of molecular breeding, transgenic technology, molecular plant pathology, and molecular disease diagnostics, presenting it all in clear, understandable language.

The precise diagnosis of crop diseases is essential for the selection of proper disease management strategies. The Handbook of Molecular Technologies in Crop Disease Management reviews all of the technologies that bolster precision diagnosis of numerous diseases, where they affect the plant, and the latest genetic engineering technology available to help develop plants with broad spectrum disease resistance. This handbook is perfect for teaching as well as being a detailed research resource in molecular plant pathology, genetic engineering, gene transcription, gene pyramiding, disease resistance breeding, disease diagnosis, microbial pesticides, and plant activators. It contains an extensive bibliography and provides several tables and figures to clearly reinforce crucial points.

Topics in Handbook of Molecular Technologies in Crop Disease Management include:

disease diagnosis technologies

diagnosis by culturing pathogen

nucleic acid-based diagnosis technologies

fungal diseases

viral diseases

bacterial diseases

phytoplasma diseases

viroid diseases

molecular-assisted qualitative and quantitative resistance breeding and gene pyramiding technologies

disease resistance genes

dominant and recessive R genes

types of molecular markers and their uses

selection of genes

transgenic plants

transgenic technology

plant defense activators

precise application technology

biologic inducers of transcription of defense genes and the application technology

biosafety of genetically modified crops

The Handbook of Molecular Technologies in Crop Disease Management is an indispensable resource for private sector research scientists, plant biologists, biotechnologists, molecular biologists, microbiologists, plant breeders, biochemists, plant pathologists, mycologists, bacteriologists, virologists, botanists, educators, and students.

Insect Pest Management Guidelines for California Landscape Ornamentals/No 3317 (Publication)
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Insect Pest Management Guidelines for California Landscape Ornamentals/No 3317 (Publication)
Carlton S. Koehler
Manufacturer: Agriculture & Natural Resources
ProductGroup: Book
Binding: Paperback

General | Gardening & Horticulture | Home & Garden | Subjects | Books
Plant Diseases | Horticulture | Agricultural Sciences | Professional Science | Professional & Technical | Subjects | Books
ASIN: 0931876788

Book Description

Enjoy Your Cells is a new series of children's books from the acclaimed creative partnership of scientist/author Fran Balkwill and illustrator Mic Rolph. The titles in the series include:

Enjoy Your Cells Germ Zappers Have a Nice DNA! Gene Machines

Once again, they use their unique brand of simple but scientifically accurate commentary and exuberantly colorful graphics to take young readers on an entertaining exploration of the amazing, hidden world of cells, proteins, and DNA.

It's over ten years since Fran and Mic invented a new way of getting science across to children. Think what extraordinary advances have been made in biology in that time - and how often those discoveries made headlines. Stem cells, cloning, embryo transfer, emerging infections, vaccine development...here in these books are the basic facts behind the public debates. With these books, children will learn to enjoy their cells and current affairs at the same time. And they're getting information that has been written and reviewed by working scientists, so it's completely correct and up-to-date. Readers aged 7 and up will appreciate the stories' lively language and with help, even younger children will enjoy and learn from the jokes and illustrations - no expert required!

This series is a must for all elementary school students and those who care about educating them to be well-informed in a world of increasingly complex health-related and environmental issues.

Fran Balkwill is Professor of Cancer Biology at St. Bartholomew's Hospital and the London Queen Mary School of Medicine. Mic Rolph is a graphic designer with much television and publishing experience. Together, they have created many books for children, and have won several awards, including the prestigious COPUS Junior Science Book Prize.

Customer Reviews:

Fun approach to a complex topic.......2006-11-07

Our immune systems have so many ways to protect us from intruders that the average adult (that'd be me) would have trouble digesting all the information. Only with the right approach can authors successfully write a book intended for children on this challenging topic.

This book is on the right track. Even the title, Germ Zappers, lends excitement to the topic. The eye-pleasing colors and comic details of the illustrations make the subject approachable. The text humorously reminds children of their own experiences of feeling sick or suffering an allergic reaction. These familiar experiences ease the transition into the unfamiliar territory of neutrophils, eosinophils, macrophages, lymphocytes and dendritic cells (helpful pronounciation guides follow each cell name). Viruses and bacteria are explained as well as vaccines, antibiotics and antibodies. This book manages to convey the details of immune system while continually relating the science to human experiences, particularly those familiar to children.

According to my five year old, one of the highlights of the book is when spider-like viruses shoot across a school bus and proceed to 'chomp through the protecting mucus' of the lungs. His eyes bulge when we read about the immune deficient children living inside plastic bubbles with sterilized toys and sanitized food. He also enjoys hearing about why we get those pain-in-the-rear preventative shots and how vaccines helped eradicate smallpox from the world (he's impressed with the scar I have from the smallpox vaccine).

When the subject is this complex kids rely heavily on the visual cues offered in the illustrations. Unfortunately, all the different 'germ zapper' cells look like sunny side up eggs with bright blue yolks and pale blue 'whites.' The 'whites' of the dendritic cells are more star shaped which helps differentiate them but otherwise the germ zappers lack distinguishing marks. The illustration of macrophages are nearly indistinguishable from from a Natural Killer cell (curved 'yolk'), a lymphocyte or a neutrophil (globs of 'yolk'). Red lightning bolts help distinguish a striking lymphocyte from the crowd but I still find these depictions wanting (I suggest modifying the illustrations yourself, adding dark blue dots to the 'yolk' of macrophages and thin red zig zags to the 'yolk' of inactive lymphocytes, even though modification sacrifices accuracy). The title page of the book affirms suspicions that cell depiction was approached with altogether too much trepidition. It states that "...cells are gray and grainy. We have added some false color..."

If you're looking for books to help young children understand the importance of hygiene and how germs cause illness then I suggest Tissue, Please by Lisa Kopelke and Magic School Bus Inside Ralphie: A Book About Germs by Joanna Cole.

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