B to B

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Articles in May, 2003 issue of B to B

• Guest Column: How to identify, target your best customers.(Database Segmentation)(Column)
  by ELLIS, REBECCA BELL
• Media Power 50.(business to business ad spending moderate uptake)
• EBay makes big b-to-b push; Online auctioneer targets vertical markets with new advertising campaign.(eBay Business)
• New Campaigns.(Cessna Aircraft Co. and FleetBoston Financial Corp.)(Brief Article)
• 9: InformationWeek.(Media Power 50)
• Tracking ROI in multi-partner campaigns.(Opinion)(return on investment)
  by Nolte, Kristen
• 10: The O'Reilly Factor.(Media Power 50)
• Marketers face obstacles, reap rewards when segmenting data.(Database Segmentation)
  by Krol, Carol
• Expert advice on multi-sales.(News)(Brief Article)
  by Shermach, Kelly
• Trade advertisers need to punch up their act.(Chasers)(trade journal advertising)
• 5: Fortune.(Media Power 50)(finance)
• RSS pushes old concept with new technology.(Rich Site Summary or Really Simple Syndication)
  by KARPINSKI, RICHARD
• Comdex launches major brand effort; Tech trade show uses multimillion-dollar campaign to build awareness among buyers.(Key3Media Group Inc.)
  by MADDOX, KATE
• Cut to the Chase: Print.(Chasers)(evaluation of Minnesota Mining and Manufacturing Co.'s advertisement for Digital Wall Display)(Brief Article)
• 8: Wsj.com.(Media Power 50)(Wall Street Journal online)
• Case Study: Microsoft 'pain point' campaign gets boost from segmentation.(Database Segmentation)
  by KROL, CAROL
• 1: The Wall Street Journal.(Media Power 50)(Wall Street Journal rated as best place to put business-to-business advertisements)
  by Callahan, Sean
• 2: The New York Times.(Media Power 50)(New York Times rated as second best place to put business-to-business advertisements)
  by Slavens, Roger
• Media Power 50: List.(Media Power 50)(top advertising media for business-to-business marketers)
• Case Study: ACME Truck reps use PDAs, CRM to process sales leads.(CRM Strategies: customer relationship management)(Acme Truck Line Inc., Accpac International Inc.)
• Marketers demand effective measures; Pressure for tangible ROI spurs search for better data.(News)
  by MADDOX, KATE
• Quote Unquote.(Opinion)
• Closing deals means convincing many; Selling enterprise products requires a team to reach multiple influencers.(News)(sales techniques)
  by SHERMACH, KELLY
• Beyond the Biz; Rejected marketing exec has the last laugh now.(Briefs)
• IAB unveils new online ad formats.(News)(Interactive Advertising Bureau's Universal Ad Package)
  by MADDOX, KATE
• Agenda.(Calendar/Datebook)(marketing industry events)(Brief Article)(Calendar)
• 4: Lou Dobbs Moneyline.(Media Power 50)(Cable New Network program rated as fourth best place to put business-to-business advertising)
  by Callahan, Sean
• Case Study: Looking to expand, Port City Metal creates, segments database.(Database Segmentation)
  by KROL, CAROL
• 3: Google.(Media Power 50)
• Quick Hits; Penton Media posts narrower Q1 loss.(Briefs)(Penton Media Inc.; other news items)
• Online promos more sophisticated, successful; Marketers focus on delivering relevant offers that will build relationships.(NetMarketing: incentive relationship marketing)
  by SLAVENS, ROGER
• Database integration key to marketing strategy.(Database Segmentation)
  by Krol, Carol
• BtoB Q&A: Combining the power of brand, response; AlloyRed's Rosen says few firms do it right.(interview of Richard Rosen, president and CEO of advertising agency)(Interview)
  by Krol, Carol
• Delivering a credible message.(Opinion)
  by Howard, Kelly M.
• States lobby Congress again on Internet sales taxes.(News)
• May 1983: Not ready for prime time; Hindsight A b-to-b time capsule.(Opinion)
• Goat or Gloat.(Chasers)(evaluation of advertisements from PeopleSoft Inc., UpShot Corp.)(Brief Article)
• 6: Aviation Week & Space Technology.(Media Power 50)
• Media Power 50: Intro.(Wall Street Journal tops list)(Brief Article)
• Call center's role evolves with CRM; Support reps gather, analyze more data but still face integration headaches.(CRM Strategies: customer relationship management)
  by BANNAN, KAREN J.
• Methodology.(Media Power 50)
• Cut to the Chase: Television.(Chasers)(evaluation of Sprint Corp.'s advertisement for Sprint PCS Connection Card)(Brief Article)
• 7: BusinessWeek.(Media Power 50)
• Primedia undergoes shake-up.(News)
  by CALLAHAN, SEAN
• Three steps while waiting for the economic recovery.(Opinion)
  by Booker, Ellis