Business marketing management : a strategic view of industrial and organizational markets / Michael D. Hutt, Thomas W. Speh.
By: Hutt, Michael D.
Contributor(s): Speh, Thomas W.
Material type: BookPublisher: Fort Worth : Dryden Press, c1995Edition: 5th ed.Description: xxvi, 757 p. : ill. ; 25 cm.ISBN: 0030949181.Subject(s): Industrial marketing | Management -- Case studiesDDC classification: 658.804Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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General Lending | MTU Bishopstown Library Lending | 658.804 (Browse shelf(Opens below)) | 1 | Available | 00012973 |
Includes bibliographical references and indexes.
Part I: The environment of business marketing -- A business marketing perspective -- The business market: Perspectives on the organizational buyer -- Part II: The organizational buying process -- Building relationships with organizational buyers -- Organizational buying behavior -- Part III: Assessing market opportunities -- Business marketing intelligence -- Segmenting the business market -- Organizational demand analysis -- Part IV: Formulating business marketing strategy -- Business marketing planning: Strategic perspectives -- Business marketing strategies for global markets -- Managing the product line for business markets -- Managing innovation and new industrial product development -- Managing services for business markets -- Managing business marketing channels -- Business marketing channels: The logistical interface -- Managing the industrial pricing function -- Business marketing communications: Advertising and sales promotion -- Business marketing communications: Managing the personal selling function -- Part V: Evaluating business marketing strategy and performance -- Controlling business marketing strategies -- Part VI: Cases.
Table of contents provided by Syndetics
- Preface
- Part I The Environment of Business Marketing
- 1 A Business Marketing Perspective
- 2 The Business Markets: Perspectives on the Organizational Buyer
- Part II Managing Relationships in Business Marketing
- 3 Organizational Buying Behavior
- 4 Customer Relationship Management Strategies for Business Markets
- Part III Assessing Market Opportunities
- 5 Segmenting the Business Market
- 6 Organizational Demand Analysis
- Part IV Formulating Business Marketing Strategy
- 7 Business Marketing Planning: Strategic Perspectives
- 8 Business Marketing Strategies for Global Markets
- 9 Managing Products for Business Markets
- 10 Managing Innovation and New Industrial Product Development
- 11 Managing Services for Business Markets
- 12 Managing Business Marketing Channels
- 13 E-Commerce Strategies for Business Markets
- 14 Supply Chain Strategies
- 15 Pricing Strategy for Business Markets
- 16 Business Marketing Communications: Advertising and Sales Promotion
- 17 Business Marketing Communications: Managing the Personal Selling Function
- Part V Evaluating Business Marketing Strategy and Performance
- 18 Controlling Business Marketing Strategies
- Cases
- Glossary
- Index