01752cam a2200289 a 4500 17054045 OSt 20211123154035.0 111122s2013 at a b 001 0 eng 2011944035 9781408093719 DLC LC pcc HF5415.13.H97 658.8/04 21 Hutt, Michael D. Business marketing management: B2B / Michael D. Hutt, Thomas W. Speh. London: South-Western, Cengage Learning, 2014. xvii, 348 p. : ill. ; 27 cm. 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 -- Industrial marketing Management Case studies. Speh, Thomas W. 7 cbc orignew 2 epcn 20 y-gencatlg lcc BK 8084 15584 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-11-06 0 HF5415.13.H97 K/1428/1428/19 2021-11-22 00:00:00 1 2021-11-22 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-11-06 HF5415.13.H971 K/1429/1429/19 2021-11-22 00:00:00 2 2021-11-22 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-11-06 0 HF5415.13.H972 K/1621/1621/19 2021-11-24 00:00:00 3 2021-11-22 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-11-06 0 HF5415.13.H973 K/1622/1622/19 2021-11-24 00:00:00 4 2021-11-22 BK