TY  - BOOK
AU  - Hutt,Michael D.
AU  - Speh,Thomas W.
TI  - Business marketing management: B2B 
SN  - 9780357039243 (pbk.)
AV  - HF5415.13 .H88 2017
PY  - 2017///]
CY  - Boston, MA 
PB  - Cengage Learning, 
KW  - Industrial marketing
KW  - Management
KW  - Case studies.
KW  - Business planning.
KW  - Management.
N1  - Includes indexes; Part I: The environment of business marketing. 1. A business marketing perspective --
Part II: Managing reltionships in business marketing. 2. Organizational buying behavior --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 for global markets --7. Managing products for business markets --8. Managing innovation and new industrial product development --9. Managing services for business markets --
10. Managing business marketing channels --11. Supply chain management --12. Pricing strategies for business markets --
13. Business marketing communications: advertising and sales promotion --14. Business marketing communications: managing the personal selling function --
Part V: Evaluating business marketing strategy and performance. 15. Marketing performance measurement
ER  -