Business Marketing Management A Strategic View of Industrial and Organizational Markets

by Hutt, Michael D.; Speh, Thomas W.

• ISBN13: 9780030291791
• ISBN10: 0030291798
• Edition: 7th
• Format: Hardcover
• Copyright: 2000-07-17
• Publisher: South-Western College Pub

Summary

Providing 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.

Table of Contents

Preface	ix
PART I The Environment of Business Marketing	1	(84)
A Business Marketing Perspective	3	(27)
The Business, Market: Perspectives on the Organizational Buyer	30	(55)
PART II Managing Relationships in Business Marketing	85	(86)
Organizational Buying Behavior	55	(32)
Relationship Strategies for Business Markets	87	(84)
PART III Assessing Market Opportunities	171	(52)
E-Commerce Strategies for Business Markets	111	(28)
Supply Chain Management	139	(84)
PART IV Formulating Business Marketing Strategy	223	(234)
Segmenting the Business Market	173	(21)
Organizational Demand Analysis	194	(31)
Business Marketing Planning: Strategic Perspectives	225	(27)
Business Marketing Strategies for Global Markets	252	(26)
Managing Products for Business Markets	278	(27)
Managing Innovation and New Industrial Product Development	305	(24)
Managing Services for Business Markets	329	(26)
Managing Business Marketing Channels	355	(28)
Pricing Strategy for Business Markets	383	(25)
Business Marketing Communications: Advertising and Sales Promotion	408	(24)
Business Marketing Communications: Managing the Personal Selling Function	432	(25)
PART V Evaluating Business Marketing Strategy and Performance	457	(25)
Controlling Business Marketing Strategies	459	(23)
Cases	482	(213)
Index	695