Business marketing management : a strategic view of industrial and organizational markets / [printed text] / Michael D. Hutt, Author ; Thomas W. Speh, Author  . -  8th ed. . - Mason, Ohio : Thomson South-Western, 2004 . - xxx, 714 p. : ill. ; 27 cm.
ISBN : 978-0-324-19043-4

Class number:	658.804
Abstract:	Business Marketing Management: A Strategic View provides the most current and complete treatment of business-to-business marketing. This comprehensive market leader captures and integrates the latest developments in market analysis, relationship management, supply chain management, marketing strategy development, and electronic commerce. Popular in both the United States and Europe since its first edition, the text provides expanded treatment of relationship strategies, the technology adoption life cycle, strategy formulation in high-tech industries, new product and service development for business markets, and Internet strategies.
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, Chapter 3: Organizational Buying Behavior. Part II: Managing Relationships in Business Marketing Chapter 4: Customer Relationship Management Strategies for Business Markets, Chapter 5: E-Commerce Strategies for Business Markets, Chapter 6: Supply Chain Management Part III: Assessing Market Opportunities Chapter 7: Segmenting the Business Market, Chapter 8: Organizational Demand Analysis Part IV: Formulating Business Marketing Strategy 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, Westward Industries Ltd (A), RJM Enterprises, Inc. - Romancing the Vine, Beta Pharmaceuticals: Pennsylvania Distribution System, Pfizer, Inc. Animal Health Products, Hewlett-Packard Company in Vietnam, Barro Stickney, Inc., Augustine Medical Inc., Endius Inc., Ace Technical, Advanced Elastomer Systems, Ethical Dilemmas in Business Marketing Glossary, Index