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Business Marketing Management : A Strategic View of Industrial and Organizational Markets,9780030291791
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Business Marketing Management : A Strategic View of Industrial and Organizational Markets

by
Edition:
7th
ISBN13:

9780030291791

ISBN10:
0030291798
Format:
Paperback
Pub. Date:
7/17/2000
Publisher(s):
South-Western College Pub
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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


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