TY  - BOOK
AU  - Hutt,Michael D.
AU  - Speh,Thomas W.
TI  - Business marketing management: B2B 
SN  - 9781408093719
AV  - HF5415.13.H97 
U1  - 658.8/04 21
PY  - 2014///
CY  - London
PB  - South-Western, Cengage Learning
KW  - Industrial marketing
KW  - Management
KW  - Case studies
N1  - Includes bibliographical references and indexes; Contents: 1. The environment of business marketing: A  business marketing perspective -- 2. Managing relationships in business marketing: Organizational buying behaviour -- Customer relationship management strategies for business markets 3. Assessing market opportunities: Segmenting the business market and estimating segment demand -- 4. Formulating business marketing strategy: Business marketing planning: strategic perspectives -- Business marketing strategies for global markets -- Managing products for business markets -- Managing service for business markets -- Managing innovation and new industrial product development -- Managing business marketing channels -- Supply chain management -- Pricing strategies for business markets -- Business marketing communications -- 5. Evaluating business marketing strategy and performance: Marketing performance measurement --
ER  -