Business marketing management : a strategic view of industrial and organizational markets /
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| Format: | Book |
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Mason, Ohio :
Thomson/South-Western,
c2004.
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| Edition: | 8th ed. |
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Table of 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