Franklin

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

Author/Creator:
Anderson, James C., 1953-
Publication:
Upper Saddle River, N.J. : Prentice Hall, ©1999.
Format/Description:
Book
xvii, 430 pages : illustrations (some color) ; 25 cm
Subjects:
Industrial marketing.
Industrial marketing.
Marketing.
Management.
Culturele aspecten.
Marketing industriel.
Investitionsgütermarketing.
Marketing.
Business-to-Business-Marketing.
Marketing.
Local subjects:
Culturele aspecten.
Management.
Marketing.
Contents:
Business market management: guiding principles
Market sensing: generating and using knowledge about the marketplace
Understanding firms as customers
Crafting market strategy
Managing market offerings
New offering realization
Business channel management
Gaining customers
Sustaining reseller partnerships
Sustaining customer relationships.
Notes:
Includes bibliographical references and index.
Contributor:
Narus, James A.
ISBN:
0135226570
9780135226575
OCLC:
39868170
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