MTU Cork Library Catalogue

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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: materialTypeLabelBookPublisher: Fort Worth : Dryden Press, c1995Edition: 5th ed.Description: xxvi, 757 p. : ill. ; 25 cm.ISBN: 0030949181.Subject(s): Industrial marketing | Management -- Case studiesDDC classification: 658.804
Contents:
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.
Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
General Lending MTU Bishopstown Library Lending 658.804 (Browse shelf(Opens below)) 1 Available 00012973
Total holds: 0

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

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