01794cam a22002774a 45000010009000000050017000090080041000260100017000670200028000840400018001120420008001300500022001380820014001601000021001742450114001952500012003092600042003213000043003634400042004065040064004485050786005126500015012987000020013138560091013338560092014241369525220210414113937.0040823s2006    mauad    bi   001 0 eng    a  2004058191  a0072865784 (alk. paper)  aDLCcDLCdDLC  apcc00aHF5415b.D92 200600a658.82221 aDwyer, F. Robert10aBusiness marketing :connecting strategy, relationships, and learning. /cF. Robert Dwyer, John F. Tanner, Jr.  a3rd ed.  aBoston, Mass. :bMcGraw-Hill,cc2006.  axxix, 683 p. :bill., charts ;c26 cm. 0aMcGraw-Hill/Irwin series in marketing  aIncludes bibliographical references (p. 652-660) and index.  aContents: 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. 0aMarketing.1 aTanner, John F.423Publisher descriptionuhttp://www.loc.gov/catdir/enhancements/fy0618/2004058191-d.html413Table of contents onlyuhttp://www.loc.gov/catdir/enhancements/fy0618/2004058191-t.html