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| Preface | ||
| Pt. I | The Environment of Business Marketing | 1 |
| Ch. 1 | A Business Marketing Perspective | 3 |
| Ch. 2 | The Business Market: Perspectives on the Organizational Buyer | 34 |
| Pt. II | The Organizational Buying Process | 67 |
| Ch. 3 | Organizational Buying Behavior | 69 |
| Ch. 4 | Relationship Strategies for Business Markets | 98 |
| Pt. III | Assessing Market Opportunities | 127 |
| Ch. 5 | Business Marketing Intelligence | 129 |
| Ch. 6 | Segmenting the Business Market | 164 |
| Ch. 7 | Organizational Demand Analysis | 190 |
| Pt. IV | Formulating Business Marketing Strategy | 223 |
| Ch. 8 | Business Marketing Planning: Strategic Perspectives | 225 |
| Ch. 9 | Business Marketing Strategies for Global Markets | 257 |
| Ch. 10 | Managing Products for Business Markets | 288 |
| Ch. 11 | Managing Innovation and New Industrial Product Development | 315 |
| Ch. 12 | Managing Services for Business Markets | 343 |
| Ch. 13 | Managing Business Marketing Channels | 375 |
| Ch. 14 | Business Marketing Channels: The Logistical Interface | 411 |
| Ch. 15 | Pricing Strategy for Business Markets | 440 |
| Ch. 16 | Business Marketing Communications: Advertising and Sales Promotion | 468 |
| Ch. 17 | Business Marketing Communications: Managing the Personal Selling Function | 501 |
| Pt. V | Evaluating Business Marketing Strategy and Performance | 529 |
| Ch. 18 | Controlling Business Marketing Strategies | 531 |
| Pt. VI | Cases | 559 |
| Name Index | 759 | |
| Subject Index | 765 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Peter Stockbauer
reviewed Business marketing management on May 19, 2017
Business marketing management
If a no star rating were available I would have chosen that. I am the Director of Marketing for a national company and this book is completely unreadable. Excessively descriptive and complex where simple and straightforward would suffice. This book is a great way to turn students off of an amazing area of study. I do not recommend for any college course other than maybe "The art of killing a topic in as many words possible." They nailed that.
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