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9780803959644

Business-to-Business Marketing : A Strategic Approach

by
  • ISBN13:

    9780803959644

  • ISBN10:

    0803959648

  • Edition: 3rd
  • Format: Hardcover
  • Copyright: 2001-03-29
  • Publisher: Sage Publications, Inc

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Supplemental Materials

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Summary

Thoroughly updated throughout, this much-anticipated new edition provides students with a comprehensive, state-of-the-art view of industrial marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include faster product and service development, shortened product life cycles, new processes for selling, distribution, and customer service, increase in entrepreneurial firms, and the need to create and sustain long-term customer relationships. Separate chapters are devoted to buying decisions, market research and analysis, and purchasing practices, including treatment of the latest technological developments in just-in-time systems, web-based procurement, and enterprise resource planning and manufacturing systems.Each chapter includes illustrations of real world marketing issues, key concepts, learning objectives, and discussion questions. An instructor's manual test with items is available.

Table of Contents

Preface xix
Acknowledgments xxiii
The Unique Nature of Industrial Marketing
1(30)
Exploring the Customer's Purchasing Operation
31(28)
How Organizations Make Buying Decisions
59(38)
Building Customer Relationships
97(26)
Segmentation and Targeting of Business Markets
123(30)
Industrial Marketing Research and Intelligence
153(38)
Strategy and the Industrial Marketer
191(42)
Innovation, Entrepreneurship, and the Business Marketer
233(40)
Marketing Industrial Products and Services
273(32)
A Creative Perspective on Industrial Pricing
305(46)
Communications with Business Customers: Engineering the Promotional Mix
351(42)
The Changing Role of the Sales Force
393(40)
Distribution and the Value-Added Chain
433(38)
The Need for Accountability: Control and the Industrial Marketer
471(36)
References 507(10)
Index 517(18)
About the Authors 535

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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