Business Marketing: Connecting Strategy, Relationships, and Learning

Business Marketing: Connecting Strategy, Relationships, and Learning


By (author) F.Robert Dwyer, By (author) John F. Tanner

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  • Publisher: McGraw Hill Higher Education
  • Format: Paperback | 736 pages
  • Dimensions: 200mm x 250mm x 30mm | 1,161g
  • Publication date: 1 July 2008
  • Publication City/Country: London
  • ISBN 10: 0071263438
  • ISBN 13: 9780071263436
  • Edition: 4, Revised
  • Edition statement: 4th Revised edition
  • Illustrations note:
  • Sales rank: 697,291

Product description

"Business Marketing", 4e is targeted at the undergraduate Business Marketing course to students who want to succeed in business to business marketing. This edition combines a theory-driven yet hands-on approach to show students how to make profitable and quality business marketing decisions. This well known text introduces the concepts of marketing to businesses and stresses the importance of customer relationship and knowledge management.

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Table of contents

Part I: Business Markets and Business Marketing Chapter 1Introduction to Business Marketing Chapter 2 The Character of Business Marketing Chapter 3 The Purchasing Function Chapter 4 Organizational Buyer Behavior Part II: Foundations for Creating Value Chapter 5 Market Opportunities Chapter 6 Marketing Strategy Chapter 7Weaving Marketing into the Fabric of the Firm Part III: Business Marketing Programming Chapter 8Developing and Managing Offerings Chapter 9Business Marketing Channels Chapter 10Creating Customer Dialogue Chapter 11Communicating via Advertising, trade Shows, and PR Chapter 12The One-To-One Media Chapter 13Sales and Sales Management Chapter 14Pricing & Negotiating for Value Part IV: Managing Programs and Customers Chapter 15Evaluating Marketing Efforts Chapter 16Customer Retention and Maximization Cases 1. Blue track Sourcing 2. Calox (A) (B) 3. Daynor Chemical Company 4. ExhibitsPlus 5. Fleury Equipment de Batiment 6. JC Decaux 7. 8. Lafarge-Aget 9. Li & Fung Limited 10. Little Tikes Commercial Play Systems 11. Materials Engineering and testing Laboratories 12. Outdoor Sporting Products 13. Pfizer Animal Health Products (A) (B) 14. Planktos Inc. 15. Strategic Marketing Insights 16. SPC Products 17. Three Rivers Optical 18. Whole Tree Energy