| Title : | Business marketing management : a strategic view of industrial and organizational markets / | | Material Type: | printed text | | Authors: | Michael D. Hutt, Author ; Thomas W. Speh, Author | | Edition statement: | 7th ed. | | Publisher: | Fort Worth, Tex. : Harcourt College | | Publication Date: | 2001 | | Pagination: | xxxii, 716 p. | | Layout: | ill. | | Size: | 27 cm | | ISBN (or other code): | 978-0-03-029179-1 | | Class number: | 658.804 | | Abstract: | | | Contents note: | Preface
Part I: The Environment of Business Marketing 1
Chapter 1: A Business Marketing Perspective; Chapter 2: The Business Market: Perspectives on the Organizational Buyer;
Part II: Managing Relationships in Business Marketing
Chapter 3: Organizational Buying Behavior; Chapter 4: Relationship Strategies for Business Markets;
Part III: Assessing Market Opportunities
Chapter 5: E-Commerce Strategies for Business Markets; Chapter 6: Supply Chain Management;
Part IV: Formulating Business Marketing Strategy
Chapter 7: Segmenting the Business Market; Chapter 8: Organizational Demand Analysis; Chapter 9: Business Marketing Planning: Strategic Perspectives; Chapter 10: Business Marketing Strategies for Global Markets; Chapter 11: Managing Products for Business Markets; Chapter 12: Managing Innovation and New Industrial Product Development; Chapter 13: Managing Services for Business Markets; Chapter 14: Managing Business Marketing Channels; Chapter 15: Pricing Strategy for Business Markets; Chapter 16: Business Marketing Communications: Advertising and Sales Promotion; Chapter 17: Business Marketing Communications: Managing the Personal Selling Function;
Part V: Evaluating Business Marketing Strategy and Performance
Chapter 18: Controlling Business Marketing Strategies;
Cases: Case Planning Guide, Cisco Systems, S.C. Johnson's Professional Division, Southwestern Ohio Steel Company, L.P: The Matworks Decision, Roscoe Nondestructive Testing, Nypro Inc., IBM Corporation, W.L. Gore & Associates, Inc., Barro Stickney,, Inc., Beta Pharmaceuticals: Pennsylvania Distribution System, Wind Technology, SAP AG (1995), Augustine Medical, Inc., Ohmeda Monitoring Systems, BWI Kartridg Pak, Ace Technical, Ethical Dilemmas in Business Marketing
Index |
Business marketing management : a strategic view of industrial and organizational markets / [printed text] / Michael D. Hutt, Author ; Thomas W. Speh, Author . - 7th ed. . - Fort Worth, Tex. : Harcourt College, 2001 . - xxxii, 716 p. : ill. ; 27 cm. ISBN : 978-0-03-029179-1 | Class number: | 658.804 | | Abstract: | | | Contents note: | Preface
Part I: The Environment of Business Marketing 1
Chapter 1: A Business Marketing Perspective; Chapter 2: The Business Market: Perspectives on the Organizational Buyer;
Part II: Managing Relationships in Business Marketing
Chapter 3: Organizational Buying Behavior; Chapter 4: Relationship Strategies for Business Markets;
Part III: Assessing Market Opportunities
Chapter 5: E-Commerce Strategies for Business Markets; Chapter 6: Supply Chain Management;
Part IV: Formulating Business Marketing Strategy
Chapter 7: Segmenting the Business Market; Chapter 8: Organizational Demand Analysis; Chapter 9: Business Marketing Planning: Strategic Perspectives; Chapter 10: Business Marketing Strategies for Global Markets; Chapter 11: Managing Products for Business Markets; Chapter 12: Managing Innovation and New Industrial Product Development; Chapter 13: Managing Services for Business Markets; Chapter 14: Managing Business Marketing Channels; Chapter 15: Pricing Strategy for Business Markets; Chapter 16: Business Marketing Communications: Advertising and Sales Promotion; Chapter 17: Business Marketing Communications: Managing the Personal Selling Function;
Part V: Evaluating Business Marketing Strategy and Performance
Chapter 18: Controlling Business Marketing Strategies;
Cases: Case Planning Guide, Cisco Systems, S.C. Johnson's Professional Division, Southwestern Ohio Steel Company, L.P: The Matworks Decision, Roscoe Nondestructive Testing, Nypro Inc., IBM Corporation, W.L. Gore & Associates, Inc., Barro Stickney,, Inc., Beta Pharmaceuticals: Pennsylvania Distribution System, Wind Technology, SAP AG (1995), Augustine Medical, Inc., Ohmeda Monitoring Systems, BWI Kartridg Pak, Ace Technical, Ethical Dilemmas in Business Marketing
Index |
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