000			01632pam a2200205 a 4500
020			_a0135226570 _cTZS 35,000/=
040			_aMUL _beng _eAACR
082	0	0	_a658.8 AND
100	1		_aAnderson, James C.,
245	1	0	_aBusiness market management : _bunderstanding, creating, and delivering value / _cJames C. Anderson and James A. Narus.
260			_aUpper Saddle River, N.J. : _bPrentice Hall, _cc1999.
300			_axvii, 430 p. : _bill. (some col.) ; _c25 cm.
504			_aIncludes bibliographical references and index.
505			_aBusiness 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
520			_aBusiness 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
546			_aeng
650		0	_aIndustrial marketing.
700	1		_aNarus, James A.
942			_cBK
999			_c6265 _d6265