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Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus, Das Narayandas.

By: Contributor(s): Material type: TextTextPublication details: Upper Saddle River, N.J. : Pearson Prentice Hall, c2009.Edition: 3rd edDescription: xxv, 470 p. : col. ill. ; 25 cmISBN:
  • 0132089963
  • 9780132089968
Subject(s): DDC classification:
  • 658.8   22
Contents:
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.
Summary: For Business-to-business marketing courses. Anderson builds the book around a framework of understanding, creating, and delivering value.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Books Books Main library General Stacks 658.8 / AN.B 2009 (Browse shelf(Opens below)) 1 Available 001912

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.

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