TY  - BOOK
AU  - Anderson,James C.
AU  - Narus,James A.
TI  - Business market management: understanding, creating, and delivering value 
SN  - 0135226570 
U1  - 658.8 AND 
PY  - 1999///
CY  - Upper Saddle River, N.J.
PB  - Prentice Hall
KW  - Industrial marketing
N1  - 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

N2  - 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
ER  -