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Business Marketing Management : A Strategic View of Industrial and Organizational Markets,9780030206337
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Business Marketing Management : A Strategic View of Industrial and Organizational Markets

by ;
Edition:
6th
ISBN13:

9780030206337

ISBN10:
0030206332
Format:
Paperback
Pub. Date:
8/4/1997
Publisher(s):
South-Western College Pub
List Price: $193.00
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Table of Contents

Preface vii
PART I The Environment of Business Marketing 1(66)
A Business Marketing Perspective
3(31)
The Business Market: Perspectives on the Organizational Buyer
34(33)
PART II The Organizational Buying Process 67(60)
Organizational Buying Behavior
69(29)
Relationship Strategies for Business Markets
98(29)
PART III Assessing Market Opportunities 127(96)
Business Marketing Intelligence
129(35)
Segmenting the Business Market
164(26)
Organizational Demand Analysis
190(33)
PART IV Formulating Business Marketing Strategy 223(306)
Business Marketing Planning: Strategic Perspectives
225(32)
Business Marketing Strategies for Global Markets
257(31)
Managing Products for Business Markets
288(27)
Managing Innovation and New Industrial Product Development
315(28)
Managing Services for Business Markets
343(32)
Managing Business Marketing Channels
375(36)
Business Marketing Channels: The Logistical Interface
411(29)
Pricing Strategy for Business Markets
440(28)
Business Marketing Communications: Advertising and Sales Promotion
468(33)
Business Marketing Communications: Managing the Personal Selling Function
501(28)
PART V Evaluating Business Marketing Strategy and Performance 529(30)
Controlling Business Marketing Strategies
531(28)
PART VI Cases 559(200)
Name Index 759(6)
Subject Index 765


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