| 000 | 02573cam a2200325 a 4500 | ||
|---|---|---|---|
| 999 |
_c5037 _d5037 |
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| 001 | 15490469 | ||
| 005 | 20210325133208.0 | ||
| 008 | 081020s2010 ohua 001 0 eng d | ||
| 010 | _a 2008939936 | ||
| 020 | _a9780324581676 | ||
| 020 | _a032458167X | ||
| 040 |
_aEG-NcFUE _cBTCTA _dYDXCP _dESU _dDLC _erda |
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| 050 | 0 | 0 |
_aHF5415.13 _b.H87 2010 |
| 082 | 0 | 0 |
_a658.8 _222 _bH.M.B |
| 100 | 1 |
_aHutt, Michael D. _920593 _eauthor |
|
| 245 | 1 | 0 |
_aBusiness marketing management : _bB2B / _cMichael D. Hutt, Thomas W. Speh. |
| 250 | _aTenth edition. | ||
| 264 | 1 |
_aMason, OH : _bSouth-Western Cengage Learning, _c[2010] |
|
| 264 | 4 | _a©2010. | |
| 300 |
_axxxiii, 634 pages : _billustrations ; _c26 cm. |
||
| 336 |
_2rdacontent _atext |
||
| 337 |
_2rdamedia _aunmediated |
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| 338 |
_2rdacarrier _avolume |
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| 505 | 0 | _aPart 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 | |
| 520 | _aReflecting the latest trends and issues, market-leading BUSINESS MARKETING MANAGEMENT: B2B, 11e delivers comprehensive, cutting-edge coverage that equips readers with a solid understanding of today's fast-paced B2B market. Highlighting the similarities--and emphasizing the differences--between consumer goods and B2B marketing, this proven text focuses on market analysis, organizational buying behavior, relationship management, and the ensuing adjustments required in the marketing strategy elements used to reach organizational customers. Its managerial approach ties chapter concepts directly to. | ||
| 650 | 0 |
_aIndustrial marketing _xManagement _vCase studies. _920594 |
|
| 700 | 1 |
_aSpeh, Thomas W. _920595 _ejoint author |
|
| 942 |
_cBK _2ddc |
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