Title:
Business market management : understanding, creating, and delivering value
Author:
Anderson, James C., 1953-
ISBN:
9780135226575
Personal Author:
Publication Information:
Upper Saddle River, N.J. : Prentice Hall, c1999.
Physical Description:
xvii, 430 p. : ill. (some col.) ; 25 cm.
Contents:
Sect. I. Introduction and Overview. Ch. 1. Business Market Management: Guiding Principles -- Sect. II. Understanding Value. Ch. 2. Market Sensing: Generating and Using Knowledge about the Marketplace. Ch. 3. Understanding Firms as Customers. Ch. 4. Crafting Market Strategy -- Sect. III. Creating Value. Ch. 5. Managing Market Offerings. Ch. 6. New Offering Realization. Ch. 7. Business Channel Management -- Sect. IV. Delivering Value. Ch. 8. Gaining Customers. Ch. 9. Sustaining Reseller Partnerships. Ch. 10. Sustaining Customer Relationships.
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