000			02074cam a22003254a 4500
001			13695252
005			20210414113937.0
008			040823s2006 mauad bi 001 0 eng
010			_a 2004058191
020			_a0072865784 (alk. paper)
040			_aDLC _cDLC _dDLC
042			_apcc
050	0	0	_aHF5415 _b.D92 2006
082	0	0	_a658.8 _222
100	1		_aDwyer, F. Robert
245	1	0	_aBusiness marketing :connecting strategy, relationships, and learning. / _cF. Robert Dwyer, John F. Tanner, Jr.
250			_a3rd ed.
260			_aBoston, Mass. : _bMcGraw-Hill, _cc2006.
300			_axxix, 683 p. : _bill., charts ; _c26 cm.
440		0	_aMcGraw-Hill/Irwin series in marketing
504			_aIncludes bibliographical references (p. 652-660) and index.
505			_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.
650		0	_aMarketing.
700	1		_aTanner, John F.
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0618/2004058191-d.html
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/enhancements/fy0618/2004058191-t.html
906			_a7 _bcbc _corignew _d1 _eocip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c862 _d8362