Dwyer, F. Robert <br/><br/>
Business marketing :connecting strategy, relationships, and learning. / 
F. Robert Dwyer, John F. Tanner, Jr. 
 - 3rd ed. 
 - Boston, Mass. :  McGraw-Hill,  c2006. 
 - xxix, 683 p. :  ill., charts ;  26 cm. 
 - McGraw-Hill/Irwin series in marketing .
<br/><br/>Includes bibliographical references (p. 652-660) and index. 
<br/><br/>Contents: Business markets and business marketing: Introduction to business marketing -- The Character of busines marketing -- The Purchasing function -- Organizational buyer behavior -- Foundations for creating value: Market opportunities: current and potential customers -- Marketing strategy -- Weaving marketing into the fabric of the firm -- Business marketing programming: Developing and managing products: what do customers want? -- Business marketing channels: partnerships for customer service -- Creating customer dialogue -- Communicating via advertising, trade shows and PR -- The Ono-to-one media -- Sales and sales management -- Pricing and negotiating for value -- Managing programs and customers: Evaluating marketing efforts -- Customer retention and maximization. 
<br/><br/><label>ISBN: </label>0072865784 (alk. paper) 
<br/><br/><label>LCCN: </label>2004058191 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Marketing.
<br/><br/><label>LC Class. No.: </label>HF5415  / .D92 2006 
<br/><br/><label>Dewey Class. No.: </label>658.8