Business market management :
Anderson, James C., 1953-
Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus. - 2nd ed. - Upper Saddle River, NJ : Pearson Prentice Hall, c2004. - xx, 460 p. : ill. ; 25 cm.
Includes bibliographical references and index.
Contents: Sect. I. Introduction and Overview -- Ch. 1. Business Market Management: Guiding Principles -- Sect. II. Understanding Value -- Ch. 2. Market Sensing: Generating and Using Knowledge About the Market -- Ch. 3. Understanding Firms as Customers -- Ch. 4. Crafting Market Strategy -- Sect. III. Creating Value -- Ch. 5. Managing Market Offerings -- Ch. 6. New Offering Realization -- Ch. 7. Business Channel Management -- Sect. IV. Delivering Value -- Ch. 8. Gaining Customers -- Ch. 9. Sustaining Reseller Partnerships -- Ch. 10. Sustaining Customer Relationships.
0130451878 (alk. paper) 0131230093
2003062229
Industrial marketing.
658.8
Business market management : understanding, creating, and delivering value / James C. Anderson, James A. Narus. - 2nd ed. - Upper Saddle River, NJ : Pearson Prentice Hall, c2004. - xx, 460 p. : ill. ; 25 cm.
Includes bibliographical references and index.
Contents: Sect. I. Introduction and Overview -- Ch. 1. Business Market Management: Guiding Principles -- Sect. II. Understanding Value -- Ch. 2. Market Sensing: Generating and Using Knowledge About the Market -- Ch. 3. Understanding Firms as Customers -- Ch. 4. Crafting Market Strategy -- Sect. III. Creating Value -- Ch. 5. Managing Market Offerings -- Ch. 6. New Offering Realization -- Ch. 7. Business Channel Management -- Sect. IV. Delivering Value -- Ch. 8. Gaining Customers -- Ch. 9. Sustaining Reseller Partnerships -- Ch. 10. Sustaining Customer Relationships.
0130451878 (alk. paper) 0131230093
2003062229
Industrial marketing.
658.8
