Business marketing management : a strategic view of industrial and organizational markets

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Title:

Author:

Hutt, Michael D.

ISBN:

9780324190434

Personal Author:

Hutt, Michael D.

Edition:

8th ed.

Publication Information:

Physical Description:

xxx, 714 pages : illustrations ; 27 cm

General Note:

Previously published by Harcourt College Publishers, 2001.

Contents:

1. A business marketing perspective. -- 2. The business market: perspectives on the organizational buyer. -- 3. Organizational buying behavior. -- 4. Customer relationship management strategies for business markets. -- 5. E-commerce strategies for business markets. -- 6. Supply chain management. -- 7. Segmenting the business market. -- 8. Organizational demand analysis. -- 9. Business marketing planning: strategic perspectives. -- 10. Business marketing strategies for global markets. -- 11. Managing products for business markets. -- 12. Managing innovation and new industrial product development. -- 13. Managing services for business markets. -- 14. Managing business marketing channels. -- 15. Pricing strategy for business markets. -- 16. Business marketing communications: advertising and sales promotion. -- 17. Business marketing communications: managing the personal selling function. -- 18. Controlling business marketing strategies.

Subject Term:

Industrial marketing -- Management -- Case studies.

Mercadeo industrial -- Administración -- Estudio de casos.

Added Author:

Speh, Thomas W.

Electronic Access:

Table of contents http://catdir.loc.gov/catdir/enhancements/fy1514/2002116678-t.html
Contributor biographical information http://catdir.loc.gov/catdir/enhancements/fy1514/2002116678-b.html
Publisher description http://catdir.loc.gov/catdir/enhancements/fy1514/2002116678-d.html

Copies:

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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.