- Hardcover: 750 pages
- Publisher: South-Western; 6th Revised edition edition (3 Sep 1997)
- Language English
- ISBN-10: 0030206332
- ISBN-13: 978-0030206337
- Product Dimensions: 23.9 x 19.6 x 3.6 cm
- Average Customer Review: 4.0 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 1,745,726 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
Review
" I find that each (chapter) topic is more than adequately represented in the end of chapter materials. I have various items that I can use to teach this course and for this I am extremely grateful. " "Probably the biggest strength of this book is that it has no obvious 'holes '. I have been teaching business marketing for twenty years and I don find any major area that is not at least mentioned in this text. "
--This text refers to an alternate
Hardcover
edition.
Product Description
Providing the most current and complete treatment of business-to-business marketing, this comprehensive market leader captures and integrates the latest developments in market analysis, relationship management, supply chain management, and marketing strategy development. Popular in both the United States and Europe since its first edition, the text provides expanded treatment of relationship strategies, the technology adoption life cycle, strategy formulation in high-tech industries, new product and service development for business markets, and Internet strategies. Features: * Highlighting the similarities and emphasizing the differences between consumer goods and business-to-business marketing, Business Marketing Management focuses on market analysis, organizational buying behaviour, relationship management, and the ensuing adjustments required in the marketing strategy elements used to reach organizational customers. * The authors present a managerial rather than descriptive treatment of business marketing, tying text material directly to business marketing management decision making. * A well-balanced mix of cases enables instructors to tailor the course to their own students and teaching preferences. The cases, which vary in length, feature such prominent companies as Hewlett-Packard and PeopleSoft. * Chapter review questions are integrated with learning objectives and emphasize key issues in each chapter. New to this edition: * Relationship marketing coverage has been expanded with the completely revised and rewritten Chapter 4 relationship strategies for business markets. * A stronger, more in-depth emphasis on the dynamic high-tech market includes Chapter 8's new coverage of marketing strategy formulation. Additionally, Chapter 10 highlights the technology adoption life cycle and marketing strategies for high-tech products, providing students with a framework for understanding the strategies behind successful high-tech product launches. * An operational treatment of the marketing control process integrates the central themes of the text.
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Customer Reviews
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
Format:Paperback
Easy to read for non-native speakers of English. Sometimes not so well structured but still a very good textbook which gives an introduction to all important aspects of B2B.
5 of 6 people found the following review helpful
Format:Hardcover
With the enomous volume of business related titles available it is refreshing to see one that delivers that which is promised on the cover. If your interest is the relationship between CRM, the supply chain, strategic market forecasting and the increasing growth of e'commerce then this should be worth the time invested in reading.
Of particular note is the international perspective. If your business is increasingly reliant on global forces then there is much to be gained from the detail regarding the strategic development and implementation of multifunctional cross border marketing initiatives.
Of particular note is the international perspective. If your business is increasingly reliant on global forces then there is much to be gained from the detail regarding the strategic development and implementation of multifunctional cross border marketing initiatives.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
3 reviews
Not impressed.
23 Dec 2010
Format:Hardcover|Amazon Verified Purchase
It's not clear who this book is for. If you've worked in corporate America, then you already know this stuff. If you are a student without much work experience, the coverage is too shallow for you to really learn anything from the text book.
0 of 4 people found the following review helpful
Happy customer
8 Oct 2009
Format:Hardcover|Amazon Verified Purchase
The service behind this product was more than excellent. I received the book within a couple of days and was extremely pleased that it arrived before school started just as promised.
1 of 9 people found the following review helpful
Business Marketing
19 Feb 2007
Format:Hardcover
This book discusses the principles of business-to-business marketing in a very clear manner. The topics and writing flow very easily which makes for a gentle and interesting read.
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