Being known or being one of many: The need for brand management for business-to-business (B2B) companies

Michael Beverland, Adam Lindgreen, Julie Napoli, Philip Kotler, Waldemar Pfoertsch

Research output: Contribution to journalArticlepeer-review

110 Scopus citations


Purpose This analysis aims to examine the need of business-to-business companies for branding and analyzes the options for success by means of the stock performance. Design/methodology/approach The paper consists of a qualitative and quantitative pilot study and a quantitative main survey. Findings Long-term branding strategies, brand performance and firm's business performance are found to be positively correlated with stock increase. Current brand focus and use of guiding principles can lead to improved business performance. Research limitations/implications The study has possible location- and industry-specific limitations. Practical implications Managerially, the findings encourage firms to adopt a long-term branding strategy, focusing not only on brand development. Originality/value By systematically examining relationships between branding strategy and performance of the global firms, this study adds knowledge to the field of B2B brand research.

Original languageEnglish (US)
Pages (from-to)357-362
Number of pages6
JournalJournal of Business & Industrial Marketing
Issue number6
StatePublished - Aug 28 2007


  • Brand management
  • Business-to-business marketing
  • International marketing
  • Marketing strategy

ASJC Scopus subject areas

  • Business and International Management
  • Marketing


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