Summary of B2B Brand Management

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B2B Brand Management book summary
Attract both individual and corporate customers with brands that express your company’s “personality” and values.//


7 Overall

7 Applicability

4 Innovation

6 Style


Philip Kotler, one of the fathers of modern marketing, and Waldemar Pfoertsch do not push the branding envelope in this book, but it is nevertheless a useful text on B2B branding – and in fact on branding in general. They illustrate their points with numerous, interesting and relevant real-world examples, as well as with a surfeit of diagrams and charts, and they go into great detail about the nuances of brand building, maintenance and architecture. Unfortunately, the book’s real strengths make the noticeable typos especially jarring. getAbstract recommends this work to students and to early-career marketers who want to understand why and how businesses need to build better brands.

In this summary, you will learn

  • Which principles underlie business-to-business (B2B) branding;
  • How particular companies have used these principles; and
  • Why B2B branding efforts often fail.


Why B2B Companies Need Brands
Marketers have long understood that branding is an essential part of their relationship with consumers (business-to-consumer, or B2C), but only recently have they begun to understand that it is important in business-to-business (B2B) transactions as well.<...
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About the Authors

Philip Kotler is the professor of International Marketing at the Kellogg School of Management at Northwestern University. Waldemar Pfoertsch is professor of International Business at Pforzheim University and a visiting lecturer at the University of Illinois at Chicago.

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