| 000 -LEADER |
|---|
| fixed length control field |
01796nam a22002177a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
211012b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9788131520796 |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
English |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8 HUT |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Hutt, Michael D |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
B2B marketing : |
| Remainder of title |
a South-Asian perspective / |
| Statement of responsibility, etc. |
Michael D Hutt; Dheeraj Sharma; Thomas W Speh |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
11th edition |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc. |
New Delhi : |
| Name of publisher, distributor, etc. |
Cengage, |
| Date of publication, distribution, etc. |
2014. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxix, 522 p. : |
| Other physical details |
ill. (chiefly color) ; |
| Dimensions |
26 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes indexes.Includes bibliographical references and index. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part I: The environment of business marketing. 1. A business marketing perspective Part II: Managing relationships in business marketing. 2. Organizational buying behavior 3. Customer relationship management strategies for business markets Part III: Assessing market opportunities. 4. Segmenting the business market and estimating segment demand Part IV: Formulating business marketing strategy. 5. Business marketing planning: strategic perspectives 6. Business marketing strategies for global markets 7. Managing products for business markets 8. Managing innovation and new industrial product development 9. Managing services for business markets 10. Managing business marketing channels 11. Supply chain management 12. Pricing strategies for business markets 13. Business marketing communications: advertising and sales promotion 14. Business marketing communications: managing the personal selling function Part V: Evaluating business marketing strategy and performance. 15. Marketing performance measurement. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Marketing -- Management. |
| -- |
Industrial marketing -- Management -- Case studies. |
| -- |
Industrial marketing -- Management. |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Sharma, Dheeraj |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Speh, Thomas W |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
