Table of contents for Business marketing management : B2B / Michael D. Hutt, Thomas W. Speh.


Bibliographic record and links to related information available from the Library of Congress catalog
Note: Electronic data is machine generated. May be incomplete or contain other coding.


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Chapter 1  A Business Marketing Perspective             3
Chapter 2  The Business Market: Perspectives
on the Organizational Buyer                 31
Chapter 3  Organizational Buying Behavior              61
Chapter 4  Customer Relationship Management
Strategies for Business Markets             89
Chapter 5  Segmenting the Business Market             117
Chapter 6  Organizational Demand Analysis             139
Chapter 7  Business Marketing Planning:
Strategic Perspectives                     167
Chapter 8  Business Marketing Strategies
for Global Markets                         192
Chapter 9  Managing Products for Business Markets     216
Chapter 10  Managing Innovation and New Industrial
Product Development                       241
Chapter 11  Managing Services for Business Markets     266
Chapter 12  Managing Business Marketing Channels       291
Chapter 13  E-Commerce Strategies for Business Markets  314
Chapter 14  Supply Chain Management                   339
Chapter 15  Pricing Strategy for Business Markets     366
Chapter 16  Business Marketing Communications:
Advertising and Sales Promotion           390
Chapter 17  Business Marketing Communications:
Managing the Personal Selling Function    413
Chapter 18  Controlling Business Marketing Strategies  441
Cases                                            465



Library of Congress subject headings for this publication: Industrial marketing Management Case studies