Business market management :
Anderson, James C., 1953-
Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus, Das Narayandas. - 3rd ed. - Upper Saddle River, N.J. : Pearson Prentice Hall, c2009. - xxv, 470 p. : col. ill. ; 25 cm.
Includes bibliographical references and index.
BUSINESS MARKET MANAGEMENT: GUIDING PRINCIPLES -- MARKET SENSING: GENERATING AND USING KNOWLEDGE ABOUT THE MARKET -- UNDERSTANDING FIRMS AS CUSTOMERS -- CRAFTING MARKET STRATEGY -- MANAGING MARKET OFFERINGS -- NEW OFFERING REALIZATION -- BUSINESS CHANNEL MANAGEMENT -- GAINING NEW BUSINESS -- SUSTAINING RESELLER PARTNERSHIPS -- MANAGING CUSTOMERS.
For Business-to-business marketing courses. Anderson builds the book around a framework of understanding, creating, and delivering value.
0132089963 9780132089968
2008012486
Intro to Entrepreneurship & Small Business Management
Industrial marketing.
658.8
Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus, Das Narayandas. - 3rd ed. - Upper Saddle River, N.J. : Pearson Prentice Hall, c2009. - xxv, 470 p. : col. ill. ; 25 cm.
Includes bibliographical references and index.
BUSINESS MARKET MANAGEMENT: GUIDING PRINCIPLES -- MARKET SENSING: GENERATING AND USING KNOWLEDGE ABOUT THE MARKET -- UNDERSTANDING FIRMS AS CUSTOMERS -- CRAFTING MARKET STRATEGY -- MANAGING MARKET OFFERINGS -- NEW OFFERING REALIZATION -- BUSINESS CHANNEL MANAGEMENT -- GAINING NEW BUSINESS -- SUSTAINING RESELLER PARTNERSHIPS -- MANAGING CUSTOMERS.
For Business-to-business marketing courses. Anderson builds the book around a framework of understanding, creating, and delivering value.
0132089963 9780132089968
2008012486
Intro to Entrepreneurship & Small Business Management
Industrial marketing.
658.8