Political conflicts and trade tensions affect entrepreneurial activities. This paper qualitatively evaluates the success factors of a B2B company’s marketing management strategies within the context of trade policy changes. Results indicate that a strong brand, personal ties to customers, retailers and competitors, and international manufacturing sites reduce the risk. Companies not only face the challenge of disruptive innovation caused by global digitalization activities. In addition, disruptions in the macro-environment are actually increasing. One example that impedes the growth of industrial activities is the current, still escalating, US-China trade war. Unusual forms of marketing coalitions and networks in trans-organizational systems are considered key constellations to ensure future company success (Achrol, 1991). What are the success factors for a B2B company’s marketing management strategies within the context of disruptive economic market and industry conditions, e.g., international trade policy changes?

• Christine Falkenreck(Hof University, Germany)
• Ralf Wagner(University of Kassel, Germany)