Business market management : understanding, creating, and delivering value / James C. Anderson and James A. Narus.

By:

Anderson, James C

Contributor(s):

Narus, James A

Material type: Text

TextPublication details: Upper Saddle River, N.J. : Prentice Hall, c1999.Description: xvii, 430 p. : ill. (some col.) ; 25 cmISBN:

0135226570

Subject(s):

Industrial marketing

DDC classification:

658.8 AND

Contents:

Business market management: guiding principles Market sensing: generating and using knowledge about the marketplace Understanding firms as customers Crafting market strategy Managing market offerings New offering realization Business channel management Gaining customers Sustaining reseller partnerships Sustaining customer relationships

Summary: Business Market Management explores the process of understanding, creating and delivering value to targeted business markets and customers. Relying upon empirical assessment of value in the marketplace, it provides a means of gaining an equitable return on value delivered and enhancing a supplier firm's present and future profitability. This book reflects the principles and practices of the discipline, and, by presenting and conducting management practice research, strives to advance the field. It brings together venerable past thinking and leading-edge thinking to provide a progressive approach to managing business markets

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Holdings
Item type	Current library	Home library	Call number	Copy number	Status	Date due	Barcode	Item holds
Book	Mzumbe University Main Campus Library	Mzumbe University Main Campus Library	658.8 AND (Browse shelf(Opens below))	1	Available		0066807

Total holds: 0

Includes bibliographical references and index.

Business market management: guiding principles
Market sensing: generating and using knowledge about the marketplace
Understanding firms as customers
Crafting market strategy
Managing market offerings
New offering realization
Business channel management
Gaining customers
Sustaining reseller partnerships
Sustaining customer relationships

Business Market Management explores the process of understanding, creating and delivering value to targeted business markets and customers. Relying upon empirical assessment of value in the marketplace, it provides a means of gaining an equitable return on value delivered and enhancing a supplier firm's present and future profitability. This book reflects the principles and practices of the discipline, and, by presenting and conducting management practice research, strives to advance the field. It brings together venerable past thinking and leading-edge thinking to provide a progressive approach to managing business markets

eng

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