Hayes, Michael H. creator Jenster, V. Per Aaby, Erik-Nils text xxu Chicago Irwin Press c1996 monographic eng

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xvii, 342 p.: ill 23cm. Contents: An Overview of business marketing -- Marketing strategy and planning -- How organizations buy -- Strategic analysis of an industry -- Business marketing intelligence: Analysis and tools -- Selecting business markets -- Business product management -- Pricing for business markets -- Communicating with business customers: Personal selling -- Communicating with business customers: Beyond personal selling -- Business distribution management -- A Collection of 24 cases. H. Michael Hayes, Per V. Jenster and Nils-Erik Aaby Includes index. Marketing HD5415.1263.H33 0256205353 120316