Business marketing : connecting strategy, relationships, and learning / F. Robert Dwyer, John F. Tanner, Jr.
By: Dwyer, F. Robert
Contributor(s): Tanner, John F
Publisher: Boston : McGraw-Hill Irwin, c2009Edition: 4th edDescription: xxv, 678 p. : ill. ; 27 cmISBN: 9780073529905 (alk. paper); 0073529907 (alk. paper)Subject(s): MarketingDDC classification: 658.8 LOC classification: HF5415 | .D92 2009Online resources: Publisher description | Table of contents only| Item type | Current location | Home library | Call number | Status | Date due | Barcode | Item holds |
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COLLEGE LIBRARY | COLLEGE LIBRARY SUBJECT REFERENCE | 658.8 D977 2009 (Browse shelf) | Available | CITU-CL-44415 |
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| 658.8 D591 2017 Communications writing and design : the integrated manual for marketing, advertising, and public relations / | 658.8 D865 2002 Marketing management : text and cases / | 658.8 D977 2006 Business marketing : connecting strategy, relationships, and learning / | 658.8 D977 2009 Business marketing : connecting strategy, relationships, and learning / | 658.8 Er35 1996 The synthesis of variety : developing product families / | 658.8 Et99 1997 Internet exercises to accompany marketing / | 658.8 Et99 1999 Internet exercises to accompany marketing / |
Includes bibliographical references (p. 653-661) and index.
Part I: Business Markets and Business Marketing Chapter 1 Introduction to Business Marketing Chapter 2 The Character of Business Marketing Chapter 3 The Purchasing Function Chapter 4 Organizational Buyer Behavior Part II: Foundations for Creating Value Chapter 5 Market Opportunities Chapter 6 Marketing Strategy Chapter 7 Weaving Marketing into the Fabric of the Firm Part III: Business Marketing Programming Chapter 8 Developing and Managing Offerings Chapter 9 Business Marketing Channels Chapter 10 Creating Customer Dialogue Chapter 11 Communicating via Advertising, trade Shows, and PR Chapter 12 The One-To-One Media Chapter 13 Sales and Sales Management Chapter 14 Pricing & Negotiating for Value Part IV: Managing Programs and Customers Chapter 15 Evaluating Marketing Efforts Chapter 16 Customer Retention and Maximization Cases 1. Blue track Sourcing 2. Calox (A) (B) 3. Daynor Chemical Company 4. ExhibitsPlus 5. Fleury Equipment de Batiment 6. JC Decaux 7. Jewelmart.com 8. Lafarge-Aget 9. Li & Fung Limited 10. Little Tikes Commercial Play Systems 11. Materials Engineering and testing Laboratories 12. Outdoor Sporting Products 13. Pfizer Animal Health Products (A) (B) 14. Planktos Inc. 15. Strategic Marketing Insights 16. SPC Products 17. Three Rivers Optical 18. Whole Tree Energy
Business Marketing, 4e is targeted at the undergraduate Business Marketing course to students who want to succeed in business to business marketing. This edition combines a theory-driven yet hands-on approach to show students how to make profitable and quality business marketing decisions. This well known text introduces the concepts of marketing to businesses and stresses the importance of customer relationship and knowledge management
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