Includes bibliographical references and indexes.

Contents: 1. The environment of business marketing: A business marketing perspective -- 2. Managing relationships in business marketing: Organizational buying behaviour -- Customer relationship management strategies for business markets 3. Assessing market opportunities: Segmenting the business market and estimating segment demand -- 4. Formulating business marketing strategy: Business marketing planning: strategic perspectives -- Business marketing strategies for global markets -- Managing products for business markets -- Managing service for business markets -- Managing innovation and new industrial product development -- Managing business marketing channels -- Supply chain management -- Pricing strategies for business markets -- Business marketing communications -- 5. Evaluating business marketing strategy and performance: Marketing performance measurement --