New Features:

• New Cases. The authors have hand picked new cases that relate closely to the material in the chapters. There are six new cases, all original to this text, in this edition.
• Expanded Coverage of Services: This new edition has seen the coverage of services expanded with more focus on the concept of “offerings” rather than product or services. This coverage is consistent with a service dominant logic of marketing.
• Personal profiles by marketing practitioners: Integrated throughout the text are personal profiles written by a marketing practitioner about what he or she does from the field. This will give students a glimpse of who does marketing so they can see what their options are. This is intended to pique student curiosity and encourage reading of the sidebars.
• New focus on ethics: Authors have developed ethics-based discussion questions for each chapter, in addition to expanding coverage in the chapter. Each chapter also has at least one Business 2 Business box that considers ethics in relation to that chapter. Students will gain a better grasp and the importance of ethics.
• Incorporated more international examples and topics: Authors have expanded global examples within chapters and each chapter has From the Field topics that has global examples or covers an issue of global importance.
• Updated pedagogical features: Discussion Questions, Caselets, and Cases have all been updated throughout the textbook.
• Stronger examples of relationships in business marketing, along with the latest research.
• Expanded coverage of supply chain management including topics such as strategic sourcing.
• Greater emphasis on sales as this position is the most likely where students will begin their B2B marketing career.

Retained Features:

• Opening Company Profiles – we've retained this popular feature; however, in addition to updating favorite company profiles like BASF, we've written new profiles for new companies in at least half of the chapters. We've also purposively searched for services providers in order to strengthen the services flavor of this text.
• Learning Objectives – each chapter opens with action-oriented learning objectives reflecting Bloom's taxonomy. An excellent test bank has been created based on these objectives; however, you can also use these to create your own essay questions.
• Personal Profiles – the authors have created personal profiles (one From the Field in each chapter) that illustrate what people actually do in business marketing.
• Business 2 Business – each chapter has at least two of these boxes which are designed to encourage students to reflect on the chapter material. At least one contains consideration of ethical issues related to the chapter material. Students will be able to read and consider these questions if you will point out that exam questions are often based on these features.
• From the Field – two, including one personal profile, are found in each chapter. The second From the Field includes greater depth of issues around technology and global consideration. Many of these are original to this text, based on the authors own interviews of business marketing practitioners.
• Key terms can be found at the end of each chapter. Each key term is in bold print in the chapter's sentence in which the definition is located. Further each key term is also found in what is arguably the most comprehensive Glossary of any business marketing text. The authors have made a significant effort to include both academic terms and the jargon of the field.
• Discussion Questions – each chapter has at least 10, including two or more that focus on ethical considerations. Integrate material is seen across chapters in these questions.
• Caselets – two or three follow each chapter; all are original to this book. These short cases are designed for homework or in-class use. The purpose is to provide opportunity for greater synthesis than in a discussion question without the depth of analysis of a full case. Some, though, do have data that must be analyzed.
• Additional readings are provided for upper level or graduate courses. These readings represent the most recent relevant research, and may also be used by students as a place to begin research on term papers.
• Comprehensive cases are found at the end of the book. These full-length cases are designed to integrate material across several chapters. There are at least six new cases, three of which were written specifically for this book.