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Business marketing management : B2B / Michael D. Hutt, Thomas W. Speh.

By: Contributor(s): Material type: TextTextPublisher: Australia ; Mason, OH : South-Western, Cengage Learning, [2013]Copyright date: ©2013. Edition: Eleventh editionDescription: xxx, 444 pages : illustrations ; 27 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781133189572 (pbk.)
  • 1133189571 (pbk.)
Subject(s): DDC classification:
  • 658.802 21 H.M.B
Contents:
Part I. The environment of business marketing -- 1. A business marketing perspective -- Part II. Managing relationships in business marketing -- 2. Organisational buying behaviour -- 3. Customer relationship management strategies for business markets -- Part III. Assessing market opportunities -- 4. Segmenting the business market and estimating segment demand -- Part IV. Formulating business marketing strategy -- 5. Business marketing planning: strategic perspectives -- 6. Business marketing strategies to global markets -- 7. Managing services for business markets -- 8. Managing innovation for business markets -- 9. Managing innovation and new industrial product development -- 10. Managing business marketing channels -- 11. Supply chain management -- 12. Pricing strategies for business markets -- 13. Business marketing communications -- Part V. Evaluating business marketing strategy and performance -- 14. Marketing performance measurement
Summary: Reflecting the latest trends and issues, the new Europe, Middle East & Africa Edition of Business Marketing Management: B2B delivers comprehensive, cutting-edge coverage that equips students with a solid understanding of today's dynamic B2B market. The similarities and differences between consumer and business markets are clearly highlighted and there is an additional emphasis on automated B2B practices and the impact of the Internet." --Cengage website
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Holdings
Item type Current library Collection Call number Status Date due Barcode
Books Books Main library B7 Commerce and business administration ( Marketing ) 658.802 H.M.B (Browse shelf(Opens below)) Available 00010716

"International edition"--Cover and t.p. verso.

Previous ed.: 2010.

Includes bibliographical references and indexes.

Part I. The environment of business marketing --
1. A business marketing perspective --
Part II. Managing relationships in business marketing --
2. Organisational buying behaviour --
3. Customer relationship management strategies for business markets --
Part III. Assessing market opportunities --
4. Segmenting the business market and estimating segment demand --
Part IV. Formulating business marketing strategy --
5. Business marketing planning: strategic perspectives --
6. Business marketing strategies to global markets --
7. Managing services for business markets --
8. Managing innovation for business markets --
9. Managing innovation and new industrial product development --
10. Managing business marketing channels --
11. Supply chain management --
12. Pricing strategies for business markets --
13. Business marketing communications --
Part V. Evaluating business marketing strategy and performance --
14. Marketing performance measurement

Reflecting the latest trends and issues, the new Europe, Middle East & Africa Edition of Business Marketing Management: B2B delivers comprehensive, cutting-edge coverage that equips students with a solid understanding of today's dynamic B2B market. The similarities and differences between consumer and business markets are clearly highlighted and there is an additional emphasis on automated B2B practices and the impact of the Internet." --Cengage website

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