000			01796nam a22002177a 4500
008			211012b ||||| |||| 00| 0 eng d
020			_a9788131520796
041			_aEnglish
082			_a658.8 HUT
100			_aHutt, Michael D
245			_aB2B marketing : _ba South-Asian perspective / _cMichael D Hutt; Dheeraj Sharma; Thomas W Speh
250			_a11th edition
260			_aNew Delhi : _bCengage, _c2014.
300			_axxix, 522 p. : _bill. (chiefly color) ; _c26 cm.
500			_aIncludes indexes.Includes bibliographical references and index.
505			_aPart 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			_aMarketing -- Management. _aIndustrial marketing -- Management -- Case studies. _aIndustrial marketing -- Management.
700			_aSharma, Dheeraj
700			_aSpeh, Thomas W
942			_c1
999			_c15235 _d15235